Posted on: January 31, 2020

Utah Sell Now, LLC is an amazing company with exceptional culture. The brainchild of rockstar real estate investors and wholesalers Mark Stubler and Cody Hofhine, Utah Sell Now, LLC has helped thousands of homeowners move their lives forward in a positive way.

While several key factors have contributed to the company’s success, a huge part of it can be credited to the company’s brilliant and dedicated team. In today’s show, you’ll get to know one of the company’s top assets—their acquisition manager, Selver Zalic.

Selver did sales for almost 8 years but he knew nothing about real estate and wholesaling when he first started. However, while he lacked the knowledge and experience at first, he was kind, patient, and passionate about helping people.

In today’s episode, you’ll not only learn how Selver performs consistently and stays on top of his game, you’ll also discover how small shifts and striving to be better each can make a world of difference!

Key Takeaways

  • What his strengths are
  • What his day looks like
  • What intrigues people to get back to him
  • What “going for no” means and how it can be used as a strategy
  • Why most successful people wake up early
  • What his morning routine is like
  • What he credits a good part of his success to
  • The best way to go to an appointment
  • Things he does daily that results to consistent deal flows
  • What he does to differentiate himself from others
  • What he’ll recommend other acquisition managers should try
  • The importance of going out and creating a relationship in person
  • Game-changing book he recommends and what he likes about it
  • What he’ll do the same/differently with the vision he has now

RESOURCES:

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Episode Transcription

Cody Hofhine:
You’re listening to another episode here on Wholesaling Inc. my name is Cody Hofhine. I’ll be hosting today’s episode. Super excited about this episode, and I’m super excited for you guys, Rhino nation, that are here with us listening to this podcast. Thank you so much. If this is your first time listening to the podcast, welcome, welcome, welcome. We’re going to be talking about wholesaling, wholesaling real estate. Wholesaling is just simply the art of finding deeply discounted properties that you can then turn for a huge profit. Now why do I say just turn for a huge profit? It could be some of you want to do fix and flips. Maybe some of you want to keep them for rentals. Maybe some of you are just going to assign them to a different buyer. Whatever the way is, if you, my friend, can learn how to find deeply discounted properties in your area, you can make great money.

Cody Hofhine:
So that’s what this podcast is all about, teaching you how to find those deeply discounted properties, finding those motivated sellers, and today we have a rock star. We have Selver, who happens to be the best acquisition manager ever. I have to be biased, because he’s right here in Utah as an acquisition manager for me and Mark’s company, and he is just a rock star on what he does. So we have him on this podcast today to share what a day looks like, what does your schedule look like? We get this question all the time, what does the day look like? What does a time look like? How should you use your day for your acquisition managers? When I’m out there working, what should it look like? So Selver’s going to break this down step-by-step to give you what his day looks like, how he uses his day, and how he’s able to be a high performing acquisition manager consistently finding deals.

Cody Hofhine:
So Selver, my man, thank you for being here. How in the heck are you, brother?

Selver:
I’m excited. I’m good. How are you?

Cody Hofhine:
Okay. So tell me a little bit about yourself. How do we even meet each other? What were you doing before? Let them know a little bit about Selver.

Selver:
Yeah, so I was actually in door to door sales for about seven, actually eight years of my life, and so I was out selling solar. I did alarms for about a year, but the last seven years, what I was able to capture is just great solar experience going out and managing teams and being able to, like I said, what I told the podcast yesterday was going out and knowing that whatever you kill kind of like a lion, you bring home, and you know you never know what your day is about, but you have to have always a positive attitude, you’ve always got to get out of your car and knock that first door and grind it.

Cody Hofhine:
What made you succeed, because door knocking is a hard job. That’s not a job that anyone can attack, and there’s not many that succeed at it. Why were you able to succeed at door knocking, selling solar door to door?

Selver:
That’s a good question. Door to door was tough. I’ll tell you what, it’s probably the toughest thing I’ve ever done. I’m so grateful that I was able to pass through those walls and become successful. I think when I early started on, it was just getting out there and doing it right. We always talk about imperfect action, but I was at a young age where I maybe had a few hundred dollars in my account. My parents weren’t wealthy, and I actually just got dropped off, I didn’t have a car at the point, and one of my managers would just drop me off in an area, and I had to just figure it out. I would just get my teeth kicked in, but I knew I was working more than anyone else, because I was out there. I couldn’t get in my car, I couldn’t go to a gas station, and year after year, I got a little better. My first year wasn’t that great, but after multiple years, and then when I really started to sprout is when I started managing and becoming, like I said, a leader for others and teaching others how to become better door knockers and learn the business and taking them out on the doors and teach them what to do, and I got more efficient, but it just came with putting time in and getting out there and facing your fears.

Cody Hofhine:
Yeah. So you’re out there taking imperfect action, it’s leading you to the struggles, the trials and challenges that come with anything. It wasn’t easy, but the point that I love about this, guys, it wasn’t easy. It wasn’t something he’s like, “Oh man, I was just so gifted and talented and I just went out there and I just rock and roll and it was so easy.” It wasn’t. He went out there uncomfortably, moving forward, taking action, that led them to results, and the results usually come back negative. Just so you guys know, this is entrepreneurship. The results come back negative, and from there, it’s not to say run away, shy away, be done, throw away, throw in the towel, it’s just to look at it and say, “How do I approach this from a different angle so that next time when I do it, it actually works?”, and that’s entrepreneurship. So let’s break this down. So how did we meet here at Utah Sell Now?

Selver:
So I live in the same neighborhood as Mark, your partner, and I was able to meet with him up at church, and in Utah, we call that our war. So we met at our ward and we got to talking, and he asked me a few questions what I did, and I asked him a few questions what he did, and he had reached out to me and I ended up flying down and meeting with both of you and sitting down in the Murray location. Yeah, ever since, like I said, it has been the greatest decision that I’ve made in my life. Since then, like you mentioned, I was able to have my beautiful daughter, and I’m in my house and I’m more happier than I’ve ever been in my life.

Cody Hofhine:
I love this guy. So here’s the thing that happens that’s really cool. When you start to build your business, and if you will, because I will tell you, someone like Selver, who is an A player, you don’t just simply find A players. I think any one of us can go out there and find A players or A talent, A-grade talent. The issue is if you’re not the leader that an A player is looking for, the A players won’t stick long. So me and Mark, hindsight, we’ve been working on ourselves for so many years now where we’re always trying to get better, and we’re far from perfect, and Selver will be the first to tell, you we’re far from perfect, but we try so hard to work on ourselves to become the leaders that A players like Selver wants to be part of that team, because when you have A players working for you and working with you and on the team, things really start to go together.

Cody Hofhine:
So I am grateful for Selver for just him being an A player and always looking for ways to grow, but the one thing that stood out of the gate, so if you guys were thinking, “How do I find acquisition managers like Selver?”, the one thing that stood out of the gates for Selver, and what I noticed right out of the gates, is how humble he is. The guy is the most coachable, teachable individual I know. He’s like a sponge. He absorbs everything we talk about. If we say something, he just goes out there and implements it. Just all around, those are the characteristics if you’re looking for someone. You don’t need to know of someone that knows real estate. He knew nothing about real estate, he knew nothing about wholesaling, but what he did know is how to serve people, love people, be kind to people, be charitable. Those are things that were natural for him, and that’s the person I’m looking for. That matches our mission, that matches our characteristics of who we’re looking for, because teaching wholesaling’s easy, but teaching love, kindness, patience, and charity, that’s a hard thing to teach. If you don’t naturally have that, I don’t want to be the guy coaching you that. I want to just coach you how to wholesale. So come to me ready. Selver was that guy. He was the guy that was ready to just serve.

Cody Hofhine:
So let’s go into what your day looks like. So now they get to know a little bit of background of who you are, what are your strengths, your strengths are you’re just an incredible individual that genuinely loves people. What does your day look like so that you can use your talents, your gifts that you’ve been blessed with, to go out there and be successful as an acquisition manager?

Selver:
Yeah, I think most of the day looks like, it’s obviously always planning around our clients and our seller leads and who had called in that prior week who, if there was a web lead filled out, and how do we get to these customers the quickest? I found a lot in our industry is the people that are hard to get a hold of or the best ones to get ahold of, and that means no one else is going to get a hold of them. So what ways can we find different avenues, different text messages, different times of the day … I mean seriously, we’ve gotten deals before where if we didn’t call at 8:00 PM night or 8:00 AM right in the morning, we would’ve lost the deal to someone else, or they are never able to pick up the phone.

Selver:
So I think finding those kinds of ways where we’ve been able to capture and be more skillful at it is how do we get creative with these customers? How do we get creative ways of reaching out to them? Do we go for no response? Things like that that we’re continuing to evolve, continuing to get better. So for me, my day is, basing it off how many calls we got that day, do I need to call at 8:00 PM tonight? Do I need to call at 8:00 AM in the morning to reach out to some people? Do I need to send off some text messages?

Cody Hofhine:
What do those look like? Let’s break that down. So this is crucial, guys. Selver’s willing to at 8:00 PM, if he has to, call a lead, or 8:00 AM, call a lead. This is crucial stuff that most people are like, “Ah, once it hits five, my day’s over with.” Selver is just a hungry individual and is able to make things work. So you’re able to call it different times, I think that’s crucial. What does a text message look like? How do you differentiate yourself from just someone that’s saying, “Hey, my name’s Selver, I want to buy your home”? What intrigues people to get back with you?

Selver:
Yeah, that’s a good question. So it depends. There’s a couple texts. One is if they’re not responding, that’s a different text message. If I’ve sent five or six or seven texts with no response, I’m always going for a no. So it’s whether, “I assume you sold the property on holiday,” or, “I assume you sold the property in West Valley?”, that type of thing. So I’m provoking a no, so as soon as they send me a no, then I know I can get on the phone, they’re on their phone, and let’s get in front of them, let’s talk to them, let’s figure this out. Texts, like I said, it doesn’t even have to be about the house. If I’ve talked to someone before, whether they’re going to go on a vacation or whether they have a boat or it’s just, “Hey, how was your guys’ vacation? Are you back yet? Are you kind of making a decision? When are you looking to make a decision?”, and it’s always kind of an open ended question as well on some of these text messages. Those are some of the categories I like to hit on those texts.

Cody Hofhine:
Crucial, guys. Write this down right now. Two things that I’m just telling you that I just heard that are so gold is go for no responses for those that you can’t get ahold of. You’ve called and left tons of voicemails, you’ve left text messages, they’re not getting back to you. Go for a no, meaning, “It sounds like you’ve already sold your home?”, because if they haven’t, they’re quick. It’s weird. We learned this from Chris Voss in Never Split the Difference, and he talks about go for no, go for no, because sometimes when you’re just asking, “Hey, still trying to get ahold of ya. Hey, when can I get out? When can we connect? Hey, left you a voicemail. Can we connect?” They don’t respond, they don’t respond, but the moment you go for a no like this where you’re saying, “Hey, it looks like you’ve probably already sold your home?”, within five minutes or less, you’ll see these individuals be like, “No, I haven’t!”

Cody Hofhine:
Dude, I’ve been texting 52 times, but when I go for no, all of a sudden they respond. So crucial thing, write that down, and then the second one was just following up with things that you’ve learned about them. So when they say, “Oh sorry, now’s not the time. We’re going to be going on vacation. We’re going to Europe,” when you text them and do followup, you don’t say, “Hey, are you still looking to sell your home?” “Hey, how was your trip to Europe?” You’re following up with the things that you’ve learned about them, and then lead into the home. So crucial, crucial, crucial thing.

Cody Hofhine:
So awesome. Keep going. What does a day look like? Maybe tell them about who you are, even prior to work. I think so many times, we talk about who the acquisition manager is from eight to five or from whatever that time is, but you’re so much more than that. What are you doing before you do work? What does your day look like?

Selver:
I’m now adapting a new schedule where I want to get up really, really early and I want to be able to read, I want to be able to go to the gym, and I’ve learned this from people like you, like Mark, and like I said yesterday, everyone I see that’s successful, they’re up before anyone else. They really are.

Cody Hofhine:
Write this down, guys. This is crucial. You want to succeed? You wake up earlier than everyone else. Keep going.

Selver:
Yeah. They’re always doing … Over a week of time, if someone’s waking up from 10 to seven, that guy has three hours ahead of you, and over a week, that’s a whole day, and over month … I’m not a mathematician, but again, you do it over a year in a year, you’re going to be far ahead. I’m going to be seven books further than you are by the time two months comes around, just by getting up a few hours earlier, and maybe just the feeling of getting up earlier and getting things accomplished and opening up my day as well.

Cody Hofhine:
So crucial, guys. The day starts. So we always have the saying here, if you don’t win the morning, you don’t win the day, or if you can win your morning, you’ll win your day. You have to get up and get the mindset going. You’ve got to already plan, what’s your day look like? You’ve got to work on yourself with just your mental game. You’ve got to be able to read self-help. We do this all the time as a team here at our office, is we’re always buying books, they all have access to an Audible account that has … I don’t know. How many books are in there now? 50, 60, 70?

Selver:
60 to 70, yeah.

Cody Hofhine:
Ton of books, and if they want one, they can add one to it on our dollar. We want to make sure we’re always investing in the team’s personal growth. This is crucial, and Selver takes us on. He’s like, “Yeah, I want it.” It doesn’t get forced upon him. He wants this more than we tell him, “Hey, we’d love you to do this.” He’s already saying, “Hey, I have this workshop that I’d love you guys to contribute to. I’d love to go to it. It helped me become someone better,” and it’s like, man, I love hearing this. So this is good stuff. So he’s becoming someone better each and every day, and he starts it early in the morning. What does your day look like? Do you use your morning for certain things versus afternoon? I know appointments can be anywhere throughout the day, but is there specific things that you do in the morning that you don’t do in the afternoon?

Selver:
Yeah. Well, other than reading and gym, yeah, but mostly like I said, just get in the office around eight and being available to call those seller leads back. That has to happen every morning, whether it’s me or the other acquisition manager.

Cody Hofhine:
How do you prioritize that? When you call, do you just scatterbrain say, “I’ll just call whoever I want to call,” or is there an actual science behind that?

Selver:
Yeah, there’s a difference between hot leads and warm and cold. So you have your tasks and your follow ups that you maybe do throughout the day, but again, we talked about this yesterday where A list takes first priority, and how do we get the A list things done first before we start on the B? You shouldn’t be doing a B or C if there’s A list categories left over. So it’s about getting in the office, and I think also for us, the most important is how do we get on the phone with people? How do we create appointments? I think the most special time that we can create is being in front of someone. So that even takes me to another part of my day. We’ve gotten deals where we’re just stopping by houses now, where it’s not just calling people. So many people spend time trying to figure out everything over the phone, trying to run comps, trying to see what I can make on this deal, rather than just getting out and figuring it out, and we had one last week where I just stopped buying that. Well, two weeks ago, but we finalized it last week where it’s going to be our biggest assignment. We set a record.

Cody Hofhine:
So that wasn’t even a follow up by phone or text. You just happened to drive by the house.

Selver:
Yes.

Cody Hofhine:
What does that look like? Let’s break this down. This is something … Now I know exactly where we’re going to go for the next couple of minutes. So many times when you can’t get ahold of someone, I hear this all time, it’s a question asked by our tribe members, it’s a question like, “What do I do? He won’t respond to me on my phone. He won’t respond to me by text. I’ve even emailed, they won’t respond.” I’m like, “Well, just go out to his house.” “Won’t that look weird, man?” They’ll say it back to me, “Won’t that be weird? I’m just showing up randomly,” and I’m like, “Heck yes! Do you want the deal or do you not want the deal?” So tell him, what does it look like, and did it look weird when you went out to the house? Was he like, “Man, this is awkward.”

Selver:
So this one was a little different, but I will tell you, I have stop bys where we’ve gotten contracts, and no, it’s not. They see that you’re serious and say, “Hey, I’m in the area. Can I take a look at the house?”, and then for your buyer, let’s put something together. It’s never negative. It’s never not bad, and if it is, then you can schedule an appointment with them. I’ve never had a problem with that, but this one’s a little different. This one had called in, and David, our partner, had talked to him, our disposition and lead flow manager had talked to him, or her, and gotten nothing out of her. She couldn’t understand her. So that’s what I mean by we didn’t have any information. We didn’t know how long they owned the house. We didn’t know if they were motivated.

Cody Hofhine:
Oh, you didn’t even know anything? You didn’t the timeframe, what they’re looking at, why they’re even calling us back?

Selver:
We didn’t understand one thing other than he got the address out of her, and she said to come by at five or tomorrow at 12, and I happen to be in Salt Lake, and I drove by, and I could have easily said, “I’ll just go tomorrow.” I think that was a difference maker by stopping by. Like I said, I knew nothing about it, I never ran a comp on it, I didn’t know what it was worse, I didn’t know their timeline condition. It could have been a total waste of my time, but that’s a process we adapted here, is how do we get use of time, and it could be a five minute ordeal, or for me, that day ended up being two and a half hours that I was at the house, because I got the contract on the spot.

Cody Hofhine:
So I know the answer, because we work together. The crucial thing that you’re really good at is your speed to implement, your speed to act. This is not a game that you can sit on your laurels or rest on your laurels. This is the game. You’ve got to act, you’ve got to act quick. So you made a good point. Here’s this lead, we know nothing about it, you could have easily gone the next day or four days or five days until we find out more about it, but you didn’t. You got the call from David, and he says, “Hey, here’s a lead of this,” and you just implemented. You acted quickly. That speed of action is what leads to, I believe, the majority of your success. You don’t sit, you just get out there and get it done.

Selver:
Yeah, and I think that’s what most important, is we’re best when we’re in front of someone and talking to someone and building that relationship. Like I said, you can have those conversations about the house and price when you’re in person, but it’s worth the appointment, and this one ended up being, like I said, a record breaking deal for us, and it was just from us not knowing one thing about the house and me just stopping by. Like I said, two and a half hours later, we wrap up a contract, and yeah, it was amazing.

Cody Hofhine:
Okay, guys, write this down. He knew little to nothing about the house. He didn’t know a comp, he didn’t know what the house should sell for, he knew nothing. So many times we get caught up in what we think is important. “Oh, I need to know what this home goes for, so I’m going to spend five hours for the next two hours or three hours, four hours or five hours. I’m going to spend and I’m just going to comp the property. I’m going to find out what homes sold for in the last six months,” and we’re doing this. He had none of this data, none of this knowledge. He had zero comps. It’s just simply going out there and talking to people, and so many times, they’re like, “No, that can’t be right.” I’m telling you, this is a live deal. He’s telling you right now. He knew nothing about this deal.

Cody Hofhine:
Don’t worry about those small things that you think are big things. He had very little knowledge. That’s the best way to go on an appointment. The more knowledge you know, the more you’re inside your own head and getting in your own way, and actually creating it where this deal won’t happen. Just get out there and do it. So, awesome, awesome stuff. I love the side stuff that we can talk about from these deals, so keep going.

Cody Hofhine:
So you get out there, you get this deal. It’s a large assignment. Acting quick, the speed of action. What else is something that you could share with them that’s a daily routine, a daily ritual, things that you do that lead to consistent deal flow for you?

Selver:
Well, I think it would be always contacting, like I said, the A list, where we go back to the A list is even if you have someone that promised you that you’re going to get a deal Friday, they can’t meet till Friday, how can you reach out and have Linda’s from work? How can you reach out on Monday because uncle Bernie is always killing deals?

Cody Hofhine:
Guys, uncle Bernie is the one that if you don’t get the contract, uncle Bernie was a real story for us. Uncle Bernie came into town that night. We were supposed to get a contract on an evening. We went out there and they’re like, “Oh, don’t worry about it. Let’s do it tomorrow morning. I’m going with you guys.” Well, uncle Bernie came in that night and says, “Well, you’re selling your home? I didn’t know that. I’ll buy it.” So in the morning, we call and they’re like, “Sorry, I sold to uncle Bernie.” So that’s a real story of when he says uncle Bernie. You can’t let uncle Bernie slide in and steal your deal.

Selver:
Yeah, I had one a couple months ago that I asked him multiple times, “Can we meet sooner? Can we meet sooner?”, and they just could not. I knew other wholesalers and other people were reaching out to them, and I called them on a Tuesday, whether we’re meeting on Wednesday, and said, “Hey, I’m just calling you guys to see how you’re doing, but also, what kind of drinks would you guys like at the office when you come tomorrow?” That’s strictly what my call was. It wasn’t about, “Are you meeting with anyone else? Are you going with anyone else?” Obviously I didn’t want them to do that, but it’s about checking in on them daily, almost bugging them to the point where, how do you reach out with a text, an email, a phone call in this situation, and they loved it. She said, “That’s so wonderful that you’re calling me. I like Diet Coke and my sister loves water.”

Selver:
So we had water and Diet Coke in the fridge the next day they showed up, and they were happy, and I think it’s just about taking those actions. At some point, you may feel like you’re bugging them, but listen, in this industry, you cannot let these deals settle off to someone else. They’re going to sell to anyone. It doesn’t matter. Like I said, I’ve had customers promise me and promise me that they’re going to go with me, and end up going with someone else.

Cody Hofhine:
It’s so true. So true. So here’s the question that I think is a good … Do you always want to be the first one on the appointment? I think this is a topic worth talking about.

Selver:
Sure. Yeah, that’s a good question, and no. Well, maybe. There’s a couple of answers to that question, Sometimes you need to be the middle guy, sometimes you need to be the first and last guy, and sometimes you want to be the very last guy. It’s about asking the customers these kinds of questions on the phone and challenging them. Figuring out, “Hey, I know you’ve got a couple offers coming out,” and you’re not going to prime the pump. We talked about this yesterday, and I always was a little bit against this when I first started. I said if I ask them if they’re going to get more investors out there-

Cody Hofhine:
Just open the door to them getting more … Is that the case, by the way?

Selver:
No, it’s not. They’re either going to or they’re not.

Cody Hofhine:
So ask the tough questions, even if that means, “Hey, are you going to get more offers, or is this something that, if you got your deal today or you got your price today, would you sign today?” What does that look like when you ask that question?

Selver:
Yeah, that’s exactly what I’m asking on the phone. “Let me ask this question, Hillary,” or whoever her name is, “If you were to get the right price today and it made sense for you, are you guys looking to make a decision today, or are you guys hoping to get other offers and kind of just go with the best and highest offer and take your time?” Again, that’s a challenging question, and maybe most people won’t answer that, but that’s going to tell you if you need to be there in five minutes and get there before anyone else, because she might say, “Yeah, if I got $180,000 today, I would sign with wherever. It doesn’t matter who else comes.” Then you know whether that’s your number or not, but you get out there right away.

Cody Hofhine:
That’s right.

Selver:
You make something happen, and usually good sales guys will, like I said, figure out ways to serve them on a higher level and not worry just about price, and be able to lock the deal down, or if it’s something where yeah, they are meeting with four or five people, then maybe you want to be the last guy.

Cody Hofhine:
That’s right.

Selver:
To come to the appointment, and sometimes if it’s an open house type thing, I love making a great impression. Can I be there 30 minutes longer than anyone else? Can I show that our company’s the best company to work with? Can I give them our reviews for our company? Can I do things outside of the box that maybe not the typical guys just saying, “Hey, I’m a cash buyer. I’ll cover closing costs.” Anyone in the world can say that.

Cody Hofhine:
That’s Charlie Brown’s mom. Wah wah wah wah wah wah wah. You don’t want to sound like everyone else. So these are the differentiators that you’re doing. You’re working with them, you are even going as far out to say, “Hey, before I go to the appointment, or before the appointment happens, what’s your favorite drink, and I’ll have it ready.” These are little things, guys, and it’s the little things. I want you to know that anything he said here, I don’t feel like is anything big that you’re like, “Aw man, I’ll never be able to do that. That’s too big of an action item to take on.” Everything he has shared are just small shifts, small shifts in your language, small shifts in what your tech should say, small shifts in your questions, small shifts in buying a Diet Coke.

Cody Hofhine:
These are all actionable items that are just small things, and when you stack those small actions, they lead to big results. It’s not big results. Darren Hardy talks about this all the time, and even the compound effects, how everyone’s like, “Man, you’re so far ahead of me. What big things are you doing?” He’s like, “Nothing. I don’t do any big things. I just do the small things consistently, and I do the things that everyone else is not willing to do,” and it’s always the small things, guys. These are small things that Selver’s sharing, but those small things lead to big, big results.

Cody Hofhine:
Is there anything else you would add to what we just talked about, in general, that they want to know with how to use time wisely or maybe talking to acquisition managers or solo preneurs? What’s some words of advice that you could give them?

Selver:
For acquisition, I would challenge some of the people in the other states to maybe capture and go on more appointments with outcomps, or just see if that acquires a deal, whether the customer sounds motivated or not. Maybe try it for a month or two, for a quarter. See if I can go to three more appointments a week, then I’m usually not going on, because whether I filter them out with my questions or whether they don’t seem motivated, maybe you get a deal off one of those.

Cody Hofhine:
That’s right.

Selver:
We’ve had time and time again where someone says, “I’m not selling my house for less than $300,000,” and we end up walking away for $220,000.

Cody Hofhine:
That’s right.

Selver:
The contract signed. So there’s probably a lot of deals that people are leaving on the table by not just getting out and creating a relationship in person, and a lot of people hide stuff over the phone. They’re not going to be able to tell you the true … As you mentioned it, they say the kitchen’s update, and you show up to the house and say, “Do you have another kitchen? Is this the one you’re talking about?”

Cody Hofhine:
“Is there a kitchen in the basement, because this one’s not.”

Selver:
So I think challenging them to, as far as acquisition, guys, is go on more appointments, go figure it out, become better, do stop bys, be able to serve these people before a price and just see if you can capture more deals out of that. I guarantee, you’re going to get a one deal, and it’s going to be worth the time.

Cody Hofhine:
Stop qualifying people just on the phone. There’s so many times that just in person … So to kind of wrap what he’s saying, so many times, we disqualify because of what they’re saying on the phone, but at the beginning of this podcast, he said something crucial. Do whatever you can to just get more facetime with people. We are most valuable when we are face to face with individuals. So the individual is saying, “Don’t come out to my house unless you’re $300,000,” and we already know that $300,000 is not a price. That doesn’t mean it’s not a deal. Who cares about the price? The price is attached to a home. We’re not in the real estate business. We’re in the solving problem business, and the byproduct is you get a contract that allows you buy the home.

Cody Hofhine:
So don’t focus on the price. The price is attached to the house, and we’re not in the real estate game. We’re not in the house business. What we are in is the problem solving. So focus on the why. Why did they call in a 37 cent postcard? Why did they say they were willing to sell to someone that’s not a realtor to list it for them?” Why are they calling? Why do they want to sell in 20 days? What is it about their home? Why is it that because the roof’s in this condition that it makes them want to move tomorrow? You’ve got to find out the why. Who cares about the house? Ask more about the the whys. The why reveals the motivation. The motivation is why we go on the appointment. It’s not the price, because people have told Selver time and time again, “Pay us $300,000 or don’t come out,” and then he goes out and gets it for $220. Why? Because he’s most valuable face to face, and they start to reveal really what’s going on. People hide that stuff on the phone. So killer, killer stuff.

Cody Hofhine:
Let’s do this. I always end the podcast the same way. Two things I always like to ask, what’s a good book that you would refer to everyone listening to this podcast today that’s been game changing for you?

Selver:
Leading an Inspired Life.

Cody Hofhine:
Leading an Inspired Life. He’s holding it in his hands, guys. This is a book that sits on my desk. What do you like about it? It’s by Jim Rohn, by the way.

Selver:
I’m kind of a critique reader where I can’t get it to stories much and long reads, and this one, I looked at this book, I’m like, “There’s no way I can finish this book.”

Cody Hofhine:
It’s a thick one, guys, by the way.

Selver:
It’s just little stories.

Cody Hofhine:
Bite size, literally bite-size.

Selver:
Things you can do daily or things that help you throughout your life, physically, emotionally, spiritually, that you can read, and you can get so much out of this book.

Cody Hofhine:
That’s right.

Selver:
I got this book from Mark at the beginning of the year, and I loved it. It’s been the best book I’ve ever read in my entire life, and I recommend to everyone to highly read it. It’s not a hard read. It’s actually a fun read. The stories behind it, they’re very impactful, and you probably could read this thing 500 times and you’d still get more and more out of it.

Cody Hofhine:
100% agree. So Leading an Inspired Life by Jim Rohn. Darren Hardy’s a brilliant dude. You can’t find it on Amazon. You’ve got to buy it from the Success Books. So Success Books, or I think jimrohn.com. Darren Hardy bought all the rights for Jim Rohn, he’s brilliant. So that’s where you get it. Now, here’s the thing. Looking hindsight, knowing what you know now, what would you wish you would’ve done differently starting over? Or maybe you did things so right out of the gates that, what would you keep the same? What would you either do differently or what would you do the same with the vision that you have now?

Selver:
As far as acquisition when I started? I would say attack more. I would say I’m hungry now, but how could I have been hungry and better at the start? how can I start a morning routine reading these kinds of books? How can I take more action in my life, like I said, spiritually, mentally, physically, and just taking that action sooner, faster, better and becoming 1% better every single day? Reading that-

Cody Hofhine:
100%. I love it. Okay. When you go into that, so action, and then is part of that just getting on more appointments? What else would you say even in that process, what do you wish out of the gates you would’ve done that you do now?

Selver:
Yeah. So it could be as simple as like whether it’s your goals. At times when I was first starting, I was like, “No, I have this goal and I want to hit this number,” but you don’t it, because I just barely got into industry.

Cody Hofhine:
That’s right.

Selver:
Rather than attacking it like it already happened, visualizing it like it did already happen. Those kinds of things I wish I would have done better, and become just more of a slave to becoming a better person. Success came early on when I first came on, but I think I could have done better. I think I could have went on more appointments. I think I could’ve been a better negotiator and maybe got deals even smaller. Even though I was successful, like I said, maybe I put pillars around me that blocked me from being better, and now it’s taking those pillars down, and how do I become the best of myself? The sky’s the limit, really. It’s always putting …

Cody Hofhine:
Get out of your own way.

Selver:
You get it.

Cody Hofhine:
I love it. Rhino nation, this has been an awesome, awesome episode. I hope this is something that’s brought a ton of value, because even as I’m listening to Selver, even though I get to sit with him, be with him daily, I get to see him Monday through Friday, and there’s sometimes there’s weekends if we’re out on a company trip or things like that, but I have learned so much just listening from him again on just how important the process is. So go through and listen to this podcast over and over, and jot down just simple golden nuggets that you can start taking action on, and let those lead you to results, and if it comes back a struggle or a challenge or a trial, it doesn’t mean throw it away. It just means approach it from a new angle.

Cody Hofhine:
Selver’s gone out multiple times and has failed. This is not a guy that’s perfect, we’re all far from it, but when he comes back, he always has a result, and then he reflects upon that result and says, “How can I make this better?” He was talking about how he just did his biggest deal, but yet every week, we have a meeting on, how do we be better? We just had a record breaking quarter, but yet our Tuesday meeting is still talking about, how do we yet become better? So know that your progress is never over. You’ve got to continue to progress, but guys, thank you so much for listening to the podcast today. Go over there and download it. If you’re looking for help to build your wholesaling business, head on over to wholesalinginc.com, and that’s where you can book a call with our team and be able to talk with our team members and find out if it is a good fit for you guys to be in the tribe.

Cody Hofhine:
Thank you so much guys. Thank you Selver, and we’ll see each one of you guys on the next episode. Take care.

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