Posted on: December 01, 2020
WI 570 | Virtual Real Estate Investor

 

Today’s guest is doing something both fun and impressive. Gavin Timms travels around in his RV and is enjoying life while consistently closing 50 to 70 deals a year!

Gavin Timms is a successful virtual real estate investor, real estate investing coach, and the host of REI Network Podcast. With the success he’s currently enjoying, there is no denying Gavin knows what it takes to succeed in the exciting world of real estate.

If you’re looking for instruction, guidance, and insights on how to steer your real estate business in the right direction, you’ll be in for a treat. Gavin covered many of the things that truly matter—from having a vision to having a system, he generously shared proven techniques he’s using himself!

Have a pen and paper handy. You have tons of gold nuggets to take note of in this episode!

Doing 50 to 70 Deals a Year from a Motor-Home

Episode Transcription

I’m excited because, for the first time in the show, I have somebody that travels around the country and does in a motor home, not an RV but a 40-foot luxury motor home and does 50 to 70 deals a year around the country. You have to take some notes. This is going to be pure instruction. Not only is it his story but he’s going to give you tips on lead follow-up, virtual wholesaling and building systems. It is my pleasure to introduce my friend, Mr. Gavin Timms, to the show.

Brent, how are you? I appreciate it. Thank you.

I’m excited. You’re traveling. You’re running around.

It’s pretty awesome. We’ve got the motor home. We used to have a travel trailer, doing a lot of traveling. The way that we’re setting the business up is systems and processes that we follow to be able to do deals virtually.

You have to, because you’re not bringing your staff in the motor home with you.

No.

You’ve got to be able to communicate. Not only that but you have to have the leadership skills to set up everything in place, hire the right people and put the right systems in place to be able to live the lifestyle that you live.

We talk about goals all the time, I’m sure you do on the early calls when people join the program. It’s important to have a vision. You have to create a vision for your life and then you have to build around that. It’s important that a lot of people that come into this industry create another job. I’m not saying that you don’t have to work hard because you do. You have to work hard to get deals, to get where you’re going. You have to have the goal in mind to be able to set it up in a way that allows you to do what you need to do.

When you say goal and vision, is it the same thing?

No. The vision is the overall goal. Goals come in as you look and then they change. I always look at opportunities. I’m in multiple markets. If something makes sense and it’s a win-win for everybody, then we’ll do it. That’s how we work markets. You could be a wholesaler here in Phoenix and we hit it off and maybe I can bring in the leads and the system and we can work together and do deals. If it makes sense, then we’ll do it. It’s got to be a win-win. That’s how I built the business. The partners I’ve worked with now have been working with me for over four years. I don’t like the old acquisition and train them to leave. You’re only as good as your team with my model.

Let’s break that down real quick because some people have never done a deal before. Let’s go all the way back real quick because you came over here as a golf professional. Were you making millions of dollars? Were you rolling in dough? Was real estate something that you had to put money into because you were so rich?

Absolutely not. As a golf professional, people straight away say, “Did you play with Tiger?” No. I wasn’t good enough. I used to play Mini Tour back in England. I used to teach golf, that’s what I did in England for ten years before I came out. I came out to the US as a golf pro. I met my wife. My wife was a nurse and she was starting to do travel nursing. I was a golf pro with PGA qualified. I could pick jobs up and I’d work at golf clubs, caddy high-end, making money that way and we traveled.

You will not learn everything possible. In every situation, even today, you come across things you cannot prepare for. Just control what you can today. 

In between assignments, we’d take two months off and travel Europe, the US, and that’s what we did. There comes a time when you build this lifestyle and we’re not making tons of money. We’re making money to go and enjoy it. I’d been looking for a couple of years to do something online that I could work from anywhere, from a phone, a laptop. When we say that, it sounds cheesy. I feel myself and it sounds horrendous when you say it.

That’s what I needed because, in the US, everyone wants to give you five days’ vacation. My family is in England. If I need to get home, I need to be able to work from anywhere. I would have stayed in golf until I found something. I’d been looking. I didn’t know anything about real estate. Even the word real estate, we don’t even use that term. It’s more like property or property investing back in England. There’s no wholesale. It’s sourcing deals, all this terminology.

I lived here and we were visiting back in England. We went on a vacation with my parents in Southern England, a place called Cornwall, St. Ives, a beautiful place. Me and my wife are heading back, it’s about 9:00 PM, and there’s a little wine bar. A coffee shop during the day and a wine bar at night. We ummed and ahhed to go and have a drink, “Come on, let’s have one.” We went in there and there were two couples in there. These tables are tiny. We’re having a conversation and there are two couples next to us.

My wife, we’re talking. We can hear what they’re saying. There’s a guy from Ireland that’s sitting there. My wife’s like, “He’s from South Africa.” I’m like, “No, he isn’t. He’s from Ireland.” My wife is having none of it. I’m like, “I’m going to have to interrupt him because I know where he’s from.” It’s to prove a point. There was a break in the conversation. I said, “Excuse me, where are you from?” He says, “I’m from Ireland. I live in Manchester.” He lives in England but is originally from Ireland.

The conversation sparks. “What do you do? She’s from America.” Now we’re having a good old chat. I said, “What do you do?” He said, “I do property investing but I don’t see houses.” I’m like, “What does that mean? Property investing and you don’t see houses.” It’s virtual wholesaling back then. From that conversation, he’s now selling me on it, saying, “You could do it. You’ve got the right personality. You should look at it.” He wasn’t a coach or anything.

To cut a long story short, he’s selling me on this thing and I’m like, “You’re telling me I can work from a phone or a laptop.” It fits what I need. I’m like, “I don’t know.” I got his information. We’re talking and he said, “I’ve got a coach in England. You should have a conversation with him.” I’m like, “All right.” We leave. We’re messaging.

He got me in touch with this guy, Tom Wagers, in the UK at the time. He happens to be partnering with Joe McCall in the US on something. I don’t know any of these people. They’re all selling me the dream. I’m like, “Whatever.” Everything that I do, I take massive action. Everyone who’s at the top and one thing everyone should take from this is that you have to take massive action. You will not learn everything. It’s impossible. In every situation, you come across things that you cannot prepare for. Control what you can now and the outcome will happen. That’s what I’ve always envisioned.

I went straight into coaching. It’s $7,000. I don’t know a thing. My wife’s like, “What are you doing?” The other thing is, even my parents, my family all think I’ve lost my mind. A guy in England, a golf professional going into real estate investing, it’s like, “What? This doesn’t make any sense.” Everyone that’s going on this journey, expects a lot of negativity from the family.

I talked about it when you start this thing out. The truth is it’s a small niche of people that are interested in wholesaling real estate, truly. There’s real estate investing, which everybody, your aunt, your grandma, your mom, your dad and your brother, they all think it’s flipping or being a landlord. That’s the only two things that it is in real estate investing.

You talk about this middle ground, which is wholesaling, which is finding the deals. Their eyes gloss over and they stop listening to what you’re saying and you feel like you’re on an island by yourself. A lot of people say, “Is this real? Is it not real? Can you do it? How’d you learn about it? You listened to a podcast. You saw a YouTube video. Maybe you should do more research.” I get it. That’s fine.

It’s important to get around people that speak the language, which is exactly what you did. Fortunately, you were in a financial position to be able to buy, to get into a mentorship or coaching, and start learning all these things quickly. You cut the learning curve way down, which is the point. The collateral point of that is you have somebody that speaks the language but also, you’re surrounding yourself in that world. You’re around other people in that program. You’re around the community.

From a golf professional, teaching, I was a coach. I understand the importance of going alone. I wasn’t the course buyer. I wasn’t like, “I bought fifteen courses and still not done a deal.” I go straight in. I’m all in because I know I need to do it the right way, the fastest way of doing it and making money. If you don’t get results within a certain time, then you get discouraged.

You have to be taking action to get the results. With all that negativity and stuff, it comes to self-belief to say, “I don’t have to get into an argument about it.” It’s like, “Let’s see. Give me time. Give me 3 or 6 months.” This would be God’s honest truth, if I said, “I gave it my all and it didn’t work,” I was happy with that. When you start applying it, it starts to work.

WI 570 | Virtual Real Estate Investor

Virtual Real Estate Investor: You have to create a vision for your life. And then you have to build around that.

 

This is the first time I had ever seen or heard your name was on a video of you making cold calls on stage. It was Joe McCall’s event. It was some event that he had. You were calling four rent buy owners on Zillow and asking them if they would consider a lease option. It was fantastic. This was years ago. It was exactly what I was doing. I was doing it more for distressed property owners for wholesaling but I was like, “This guy gets it. He understands it.” You were getting leads right there in front of a group of people. Everybody’s freaking out and they’re so inspired. It’s taking action.

Like you, I’ve done it at live events and live webinars. At the end of the day, you’ve got hundreds of people watching you. I have no idea how this is going to go. I don’t know if they’re going to be screaming. That doesn’t come into the thought process. At the end of the day, I’m trying to demonstrate it. If I’m willing to do it in front of all these people where you’re sitting on your own in the four walls of the room, you can pick up that phone and you could do that.

You’re standing up with scripts in front of you, with objection handling in front of you, with the list scrubbed, good numbers and the whole thing. All you have to do is press go and you can’t lose. You’ve coached people around the country, been around the country and networked with the top people around the country.

Everybody has a commonality. They are not afraid to get on the phone and talk to people. I know that’s self-serving to me to say this a ton because I’m TTP but it comes down to that. Especially if you’re starting out, how else are you going to get opportunities? If you don’t have a huge budget and the schedule to do it, what do you do? That’s how you got this thing going.

That’s how I did the first deal. I was living in San Francisco. I’m working. I get off at 6:00. I sent direct mail, 750 pieces to Jacksonville, Florida. I didn’t work out. I get off at 6:00 and it’s 9:00 PM there. I’m getting all these calls. My wife, I have no idea what she’s doing. You’re going to have to take some calls and write some stuff down. “Ask this.” Build rapport. You’re likable. Have a good conversation. We didn’t have a clue what we were doing but we’re making it happen.

I came to Phoenix on the next assignment and I went to a Meetup group, Genius. I don’t even know if it’s still available but it was in the evening. Not only am I from England but when I get to Phoenix, I’m out of money in terms of marketing. I’m like, “I’m going to have to network.” It says network so let’s network.

What I do is I go to this Meetup group. I look on Meetup.com. I go on this one. I go on, I’ve got slacks and a shirt in the dead hot summer thinking, “It’s investors.” I’ve never been face-to-face with anyone. I walk in and everyone’s in flip-flops, shorts. I stand out like it’s so funny. It’s not even the accent. I’m here at this point. They did a genius thing and they got every person to stand up individually for ten seconds and say who you are, what you do, give your phone number if you want. You knew who the flippers were, who the wholesalers were, the attorneys and everything.

There were people in the room and I stood up and I was like, “Here’s my moment.” I was honest. I was like, “I don’t have the money for leads. One thing I can do is I can close. I’ll talk to anyone. I feel I can close over the phone. If you’ve got any dead leads, I’ll work them. Here’s my number.” I sat back down. I looked across, there’s a lady that locked eyes and she’s like, “We need to talk.” “No problem.” In the end, I started to work with 2 or 3 people from that event. We met for coffee the next day. She gave me 60 dead leads in a Google spreadsheet.

They’ve been sent out in December mail. These were now dead three months on. I was like, “Give it here.” I called them one at a time. I spoke to about 40 people and locked two deals up. They were the first two deals that I ever did from dead. All of a sudden, I said, “It’s in the follow-up like these guys are saying.”

I was grandfathered in from that follow-up because I look at everything. I don’t even care what the VA brings in. I have systems that VA brings me a lead. I don’t even care if it’s not going to close now. I’m happy with that. Build rapport, get some information and let’s follow up. All we do is simply shadow the situation from now down the line. Has anything changing?

What do you mean shadow?

We shadow the lead. Meaning through follow-up, when we have a touchpoint again, whether it’s another cold call, I’m like, “We talked 30 days ago. Is it still available? Your dog was sick last time we spoke. Is the dog okay?” They’re like, “The dog’s good.” Whatever rapport building we can do and then notes. Notes are important.

Every market’s tough. There’s no such thing as an easy market.

Take notes. Don’t just do the call in your car and not take notes as you’re talking to them. Take notes on everything they’re saying.

You’re going to build rapport because no one does it. All of a sudden, they’re like, “This guy asked me about my dog.” I stand 10 feet tall above everybody else. What I’m looking for is, “Has anything changed since we last spoke on the notes?” If not, we wrap it up and get off the phone. We’ve had a touchpoint. Betty and I now know each other a little more. I’ve been on 1 to 2 minutes, I’ve done my thing, and followed up again. That’s how we do it. That’s how we run the system to do everything. I’m in multiple markets. For Birmingham, it’s about 3 to 4 months on average per close for us.

It’s interesting to know that it takes 90 to 120 days from the first time you talk to them until the time you close. Ours is 92 days and has been for years. It’s incredible. It’s all in the follow-up. What happens when somebody says, “Gavin, call me back in six months.”

Whenever they tell us a time, we normally half it. If it’s six months, we’ll probably do about six weeks. Normally the rule is half. If they say, “Can you call me in 30 days?” We’ll call in about two weeks. That’s my quick rule of thumb.

Why do you do that?

There’s something there. I don’t want to wait for that full term. Two weeks is long enough where they don’t know if they said 30 days or not. If you come in and say, “It’s Gavin. I know you said to follow up, I can’t remember what day it was but I was thinking about it. I wanted to check-in. How’s everything going?” They’re not going to be like, “I said 30 days.” They’re not going to do that. You engage again.

One of our big things is that we’re not going to get stuck on the phone for twenty minutes. If you come in, “I know you’re probably super busy. I wanted to check out. I’ve got a couple of minutes myself.” You’ve set the time frame up. You’re busy. I’ve got a couple of minutes. Ask a few questions. Have a check-in. It’s like, “No problem. It seems like a great house. I’m sure you’ll sell it today.”

I always found that in the follow-up, for the most part, 80% of the time, they wouldn’t answer. It’s a voicemail or a text message. That takes 20, 30 seconds. In an hour, you could do so many, especially if you’re starting out. It’s an important point. The reason I asked that point of why you cut it down and shorten the timeline there is it’s the same thing for us because we would lose deals from not following up fast enough.

All of a sudden, you call and they’re like, “We already sold it.” You’re like, “What happened? I thought you were waiting for six weeks.” They’re like, “We had a pipe burst. We had this.” “Somebody had to get surgery. Somebody wanted to move.” Life happens day-to-day. You are not going to lose deals from excess follow-up. You will lose deals for not following up enough.

If you feel in your heart that you are truly solving the problem of a motivated seller of a distressed property owner, you need to be confident in their world and front of them as much as possible. Being able to communicate with them to see if something happened. It’s almost like you’re following up with somebody that had surgery, “How was the surgery? How are you feeling? How are things going? Are you getting back? Are you sore? Are these things coming?” You follow up with it to check. It’s not going to change anything but it’s going to give you the opportunity to be there at the right time.

We’re in tough markets. Every market’s tough now. There’s no such thing as an easy market. It’s about the process and having the best system, the best processes in place to follow to get deals. You need to do things your competition is not willing to do and that’s follow-up. It’s like the surgery, “I have back surgery next week.” “No problem.” In two weeks, have a call, “How was your back surgery?” “Thank you so much.” All these guys are now doing all these random one-off calls saying, “I’ll give you $20,000 for your house.” You eliminate by doing business in the right way. That’s what we focus on.

How do you organize your business so you can do it all from a motorhome?

WI 570 | Virtual Real Estate Investor

Virtual Real Estate Investor: Why does everyone focus 90% on new leads? It doesn’t make any sense.

 

I’m built online. Everything I do, every decision I make has to be done online. I don’t even like to work. I live in Savannah, Georgia. When we travel, we travel outside of Savannah, whether it’s going to England pre-COVID. I have to be able to operate from anywhere, whether it’s the coaching side or the real estate side. Our VAs are cold calling. Cold calling is our number one thing from a lead gen standpoint. We have simple scripts. We’re not over pre-screening. We want to know if they’re interested enough and if they’re interested in selling.

Everyone’s like, “What is a lead?” A lead to me is anything but no. I don’t care if they want too much. If it’s not a no, we want to speak to them. One of the common things in the notes is they’re asking too much. Why wouldn’t they ask too much? Wouldn’t you? Why not ask as much as you can get? We have to get behind that. Find out what the situation is. You’ve got to break that down and go, “In reality, something’s going on here that we can help,” or not.

Get rid of them. Let them move on with their life.

Put them on follow-up anyway. I have people in the Philippines. I don’t know if it’s unique to me but the way that we run the business or I do is I’m not funnel heavy with leads. A lot of people teach, and I don’t knock it, but everyone’s like, “The more leads you get, the more deals you do.” I cannot agree with that statement enough. If you don’t have the system built out on the backend, that will never work. All it does is get you overwhelmed. You cut corners, you never follow up, and you do no deals.

What we do is that I have probably 5 to 6 cold callers and they cover 3 to 4 markets. I call them dripping leads in. I can control the number of leads in each market. Sometimes I might say, “As soon as you get three in Birmingham, you’re going to go to this list. As soon as you do this, you’ll go in there.” We have a sequence that we move around to keep leads consistently coming in because I want new leads every day but I need you on the follow-up. I know that 90% of the deals I do are in the follow-up. Why does everyone focus 90% on new leads? It doesn’t make any sense. We control that lead flow. They’re all done online.

I do that and I have a partner on the ground who runs acquisition dispositions. My job is to get leads and to run work on the business and they are all calling, closing and moving it. They try to stay virtual as well so we all try to do everything virtually. It comes down to networking, REI network, I wanted that because everything is networked. That’s what I believe in. Even our buyer is networking. Sometimes we can send buyers in without even having the contract. We all know what the deal is here. Building relationships and connections make it easier for us.

It’s like, “I’ve got this property. It’s going to be a good one. Let’s get you in.” They’ll go in and they’ll say, “I can pay X,” and we’ll make the spread. Everyone’s good if our numbers work. It’s building relationships and that’s how we run it. We have runners on the ground. Sometimes someone is going to get pitches. I’m confident that we can lead gen in any market. I can take that system now and I can go anywhere and it works.

It’s important that you were talking about how people focus so much on the hunt. It’s like you’re standing, fishing, you’re catching these fish, you pull them out of the water, you take him off the hook and throw it right back into the water if you’re not doing the lead follow-ups. Lead follow-up is keeping those.

It makes the process so much longer if you’re not taking care of the leads that you have but you’ve got to pre-qualify them and make sure these are people that, one, can use what we provide. Do they have a problem we can solve? Should they do something else? We want what’s best for them. Our value is when somebody has a problem and we help them solve it. That’s where our value is. Phenomenal. Let’s talk about your Maui deal.

You’re in the public eye more than I am. Sometimes people have got things to say and doing deals virtually in Birmingham and Florida is like, “That only works because it’s low end. Try and do a deal or you try and do this.” At the same time, I’ve got this guy in Maui. My wife and I went to Maui. Her uncle lives there. We went out for dinner. I’ve got this real estate investor that happens to have no idea who I am and or what I do. He’s there and I was like, “What do you do?” He’s like, “We flip houses.” I said, “How do you find the deals?” I won’t say who but he spent a ton of money like $30,000 on a mentor who taught him to go and drive for dollars.

I’m like, “Are you doing this? Are you doing that?” He’s looking at me glass-eyed, “What are you talking about?” I’m like, “There are many more things you should be doing to find deals.” We started this thing and now he thinks I’m some genius. Those are basic information. He’s like, “Maybe we should partner? Is there anything we can do?” I’m like, “No. Maui is a hard market. You’ve got to be in it for the long goal. With the follow-up, it’s going to be longer. We’re now going from about 3 to 4 into the 6-month mark maybe on a high end but your spreads are going to be much bigger.”

He was talking and he said, “Let’s look at it.” I was like, “How are we going to work this? I’m going to be honest with you. As a wholesaler, my job is to get as deep a discount as I can and I’m going to sell it to the highest buyer. The problem is you want the best deal. It doesn’t make sense because I’m working against you. I’m not working with you. The only way this is going to work is if we JV or something and I get a percentage on the backend.” We’re both trying to get it as low.

Everyone believes the more leads you get, the more deals you do. But if you don’t have the system built out on the backend, that will never work.

You find the deal, he flips the deal and you guys split the profit.

It’s not 50/50. I took less but it’s a split. He was like, “Done.” We’re working together now. Now, we want it as deep as we can.

This is something that doesn’t get talked about enough, building those partnerships. As long as the paperwork is tight and have it looked at by an attorney to make sure that nobody’s getting silly with the money. It’s like, “I’ll find the deal. You flip the deal.” Instead of making $5,000, $10,000, $15,000 on a wholesale now, you’re a partnering something that you can make double, triple, quadruple the amount. It takes more time because you have rehab costs and you’ve got some other things going on there. You have to trust that partner to get the job done.

If you go in with somebody that has a good track record, that’s open to the opportunity to split it with you. Also, maybe it’s somebody that doesn’t have a huge company because they probably don’t want to split it with you because they’ve got too much overhead. It’s somebody that’s a 1 or 2 man show that does 10 to 15 flips a year or whatever, that’s a great opportunity to make way more on every deal.

It comes down to opportunity. Everybody reading can’t go to your top flipper and it’s going to work. It’s a relationship. If it makes sense, we can make it work. That’s what we did. I do my thing.

How do you find the deal?

I pulled an absentee list for Maui.

For everybody reading for the first time, an absentee list is somebody who owns it as a rental property. They don’t live there. Absentee means that it’s not owner-occupied.

It’s an absentee owner list with equity.

How much equity?

We do 41% to 100% equity or unknown. Unknown is a little gold nugget for everybody. We do the length of residence, normally 8 to 10-plus years. We didn’t do any price range on it because we were hitting the whole island. These are beachfront, so we’re taking anything. We did a single-family, multifamily, duplex, triplex, quadplex. We pulled the list, skip traced, used Batch, got it in, cold calls, leads coming, went into the team, the team picked it up and started having conversations.

It’s amazing to build with a team. Melissa, one of my partners in Alabama, she’s an absolute beast. She’s so good. She’s awesome. We’ve got someone in the south in Birmingham, Alabama calling Maui. There’s a mental block there. Some Southern lady, who says I get it. “I’m from England calling from Alabama.” It doesn’t matter. We started having conversations with people doing what we do and it was lead number four that came in. The lady was interested. She lives in Seattle.

A quick situation on it. Her daughter lived on this beachfront property in Maui. She wants to sell but the daughter’s living in it and the daughter doesn’t want to move. Of course, the daughter doesn’t want to move. Who would want to move? She said, “I’m interested.” We made a ballpark offer where we needed to be and she said, “I’m flying out in December,” which was five months down the line. She was like, “I’ll meet you out there,” not me, but the flipper. We lined that up.

WI 570 | Virtual Real Estate Investor

Virtual Real Estate Investor: It’s about the process and having the best system and processes in place to follow and get deals. You need to do things your competition is not willing to do, which is follow-up.

 

All we’re doing now is follow-up. We must’ve done it seventeen times because the numbers worked. You’re itching because you’re like, “Please contact us now. Can we get it in contract? Why don’t we contract it now?” We tried to get it but we don’t want to push it. She said, “No, I want to meet. I want to see it. It’s high-end.”

We got it for $950,000 on this thing. It’s about a $500,000 profit. Any day closing, we sold it for $2.265 million. We had multiple things happen. We’re $850,000 for this thing. They were like, “I might get my realtor involved.” As it happens, the realtor’s trying to list it and now we’re working against the realtor. Building that rapport over so long, you can outdo the realtor in one long conversation.

Long story short, it took six months of follow-up even though the numbers worked a month in. In the first month, we had the lead but you have to shadow it. For that, we were trying to get two leads a day. It was not crazy. We’re not going full throttle. We’re keeping that system consistent throughout the period of time, so we got it and flipped it.

What’s the profit on it?

It’s going to be about $500,000.

Ring that bell.

That’s what you’re looking for.

From one call?

From a cold call, from a list that anyone can get.

From somebody that lives in Birmingham, Alabama calling to a gal in Seattle that owns a property in Maui.

Talking to people is genius. That’s what it is. It’s having conversations. Understand that it’s a sequence is all it is. It doesn’t matter if you’re cold calling, texting, PPC, Facebook or direct mail. The lead comes in and it’s then worked on a certain sequence.

Your lead follow-up does not discriminate where these things come from. You’re getting the timeline when you get that lead coming in and now you’re in a process, set up to follow-up.

9% of the deals we do are in the follow-up.

What’s frustrating for us, it doesn’t happen a lot, is when you get the call and it’s sold to someone else and acquisitions missed it. It’s frustrating. Why have you not called that lead?

It’s heartbreaking when it’s somebody starting out and this is their hottest lead that they have. They’re excited. They’re holding on to that and it’s incredible. All of a sudden, because you wanted to be respectful, in your own mind, or maybe what happens is you’re being timid and you’re not going with the confidence to follow up with that person.

You don’t truly believe that you in their life are good for them and you being there and communicating is wonderful for them and you can help them out. You don’t make the call the day that you’re supposed to, you push it to the next day, and you find out that night that they had somebody else over that helped solve the problem. It’s all from lead follow-up and the systems that you’re following.

A client had the same thing happen. What if someone else wants to come tomorrow and see it? You’ve got to lock it up now. It’s go-time. You can’t wait until tomorrow. Maybe they’ll offer $500,000 more and get it. That’s sometimes what you’re dealing with. When you’re missing these deals, it’s minimal. It’s not $20,000. We’re talking $100,000 to get these things. If you can build that rapport, follow that system, then it will not fail you at any market.

In San Francisco, you’re going to have to do more marketing, more calls, more offers and more follow-up than you are in a Midwest market. Your deal sizes will be much bigger. For anyone new, I recommend going into somewhere where the price points are lower because you’ve got the buy and hold and fix and flip opportunities. It’s all about getting a win. I teach everyone, get a win. I don’t care if it’s $500. If you can install it, you can do it. That is more worth than $20,000 any day for your first deal because now you’re going to go on and do great. It’s trying to have life.

How do people find you? People are reading this. They love you. They want to be around you or send you a message or find out what you’re up to, how do they do it?

I’ve got a podcast. I’m on YouTube, REI Network with Gavin Timms. If you search me, follow me on YouTube and the podcast. Also, it’s Support@REINetwork.com if you want to send me an email. I’m going to be doing a case study that I’m excited about. We’re going to be taking a market that I used to be in, Louisiana. We have not touched this. I did a couple of deals there with a coaching client and we have 134 leads in there. We’ve not done a thing for two years.

I’m going to do a case study where we’re going to call and text every single lead and I’m going to document how many sold, how many missed opportunities we had, the one that is going to hurt, how many deals can we do still if this still deal is alive? I’m excited about that because this is live. I don’t know when it’s going to be, but I know this deal is gone because we didn’t do in that market what we do in others and see what else is there. It is all in the follow-up. If one person takes anything away from that, and as you teach it as well, 90% of the deals we do are in the follow-up.

WI 570 | Virtual Real Estate Investor

Virtual Real Estate Investor: If you can just think that accidents happen, anything can change on a dime.

 

If you can think that accidents happen, anything can change on a dime. I did a podcast about that, which means the pandemic hits. If you spoke to someone and we go into a pandemic, whatever they thought is now going to be different. We were following up on everyone when that hit. We were hitting everybody. We did well. We did probably about $120,000 in about that eight weeks of the pandemic.

Everyone’s panicking and pulling marketing, and I’m like, “No.” We called all of our buyers to see who’s still buying because people are pulling out of deals. They’re like, “We’re buying. I want to double down.” We focused on the ZIP codes. We pulled every property in that ZIP code in the CRM and we were pounding. That’s how we moved deals through the pandemic.

Thank you for being on here. A couple of resources, guys, Gavin talked about getting the phone numbers of BatchSkiptracing.com, definitely check that out. You can use the coupon code TTP and get a discount there. Also, if you are interested in joining the most proactive group in real estate investing, it is the TTP family, go to WholesalingInc.com/TTP. Check out the page. If it feels good in your gut, sign up for a call. It’ll either be with me or my right-hand guy. We look forward to talking to you. As always, I will sign off with the same encouragement, which is for you to talk to people. Until next time. See you. Love you.

 

Important Links:

 

About Brent Daniels

Brent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low cost, and incredibly effective telephone marketing program…

Also known as “TTP”… it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day!

Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events…

A natural leader, Brent combines his passion for helping others with his high energy, “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!

 

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