Posted on: December 01, 2020

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!

 

Key Takeaways

  • Why having a vision is crucial
  • Difference between a goal and a vision
  • Why you need to take massive imperfect actions
  • The importance of having a coach
  • The importance of doing follow-ups
  • How to “shadow” a lead
  • The importance of taking notes when talking to the seller
  • What they do when the seller provides a timeline
  • Why you need to do what your competitors are not willing to do
  • How he organizes his business
  • How he runs his business
  • Why it pays to have a system in the backend
  • How he controls the lead flow in his market
  • Breakdown of his Maui deal
  • What an absentee owner means
  • How much he earned from the deal
  • His recommendation to new wholesalers
  • How people can find him

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome to the Wholesaling Inc podcast, America’s number one podcast for new real estate investors, where we know without a doubt that finding discounted property is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTP. And I am telling you if I can do it, so can you. So let’s get this started. I’m very excited because for the first time ever in the TTP podcast studio, I have somebody that travels around the country, all right, and he does in a motor home, not an RV, a motor home, a 40 foot luxury motor home, and does 50 to 70 deals a year around the country. You have to listen to this. You have to take some notes. This is going to be pure, pure, pure instruction. Not only is it his story, but he’s going to give you the tips on lead follow-up. He’s going to give you the tips on virtual wholesaling. He’s going to give you the tips on building systems. It is my pleasure to introduce my friend, Mr. Gavin Timms to the Wholesaling Inc podcast, say hello.

Gavin Timms:
Hi Brent, how are you? I appreciate it. Thank you.

Brent Daniels:
I’m excited. I’m excited. People are hearing your voice, they’re like, “Wow, this guy, wow. He must be wearing a tuxedo or something,” right. You have that voice, but you’re traveling.

Gavin Timms:
Absolutely.

Brent Daniels:
You’re running around.

Gavin Timms:
Yeah.

Brent Daniels:
Yeah.

Gavin Timms:
So it’s pretty awesome. So we’ve got the motor home, we used to have a travel trailer, doing a lot of traveling, and the way that we’re setting the business up is systems, processes that we follow to be able to do deals on a virtual [crosstalk 00:02:34]

Brent Daniels:
You have to, right.

Gavin Timms:
Yeah, 100 percent.

Brent Daniels:
Because you’re not bringing your staff in the motor home with you.

Gavin Timms:
No.

Brent Daniels:
Right?

Gavin Timms:
No, [crosstalk 00:02:41]

Brent Daniels:
So 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, put the right systems in place to be able to live the lifestyle that you live.

Gavin Timms:
Yeah.

Brent Daniels:
Yeah.

Gavin Timms:
Absolutely. And I think it’s important, because we talk about goals all the time. I’m sure you do on the early calls, when people join the program. It’s so important to have a vision, right?

Brent Daniels:
Yep.

Gavin Timms:
And you have to create a vision for your life, and then you have to build around that.

Brent Daniels:
Yep.

Gavin Timms:
And I think it’s really important that a lot of people that come into this industry create another job.

Brent Daniels:
Yep.

Gavin Timms:
Now, I’m not saying that you don’t have to work hard, right-

Brent Daniels:
Sure.

Gavin Timms:
Because you do. You have to work hard to get deals to get where you’re going. But you have to have the goal in mind to be able to set it up in the way to allow you to do what you need to do.

Brent Daniels:
So when you say goal and you say vision, is it the same thing?

Gavin Timms:
Not really, because the vision is kind of the, I guess, the overall goal.

Brent Daniels:
The lifestyle.

Gavin Timms:
Yes.

Brent Daniels:
Yeah.

Gavin Timms:
And then goals come in, obviously-

Brent Daniels:
Got it.

Gavin Timms:
As you look and then they change, and I always look at opportunities, right, I mean multiple markets. And if something makes sense and it’s a win-win for everybody, then we’ll do it. And that’s kind of 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, and if it makes sense, then we’ll do it.

Brent Daniels:
Yeah.

Gavin Timms:
But it’s got to be a win-win. And that’s kind of how I build the business. The partners I’ve worked with now, been working with for three, four years-

Brent Daniels:
Yep.

Gavin Timms:
I don’t like whole acquisition into just train them to leave. You’re only as good as your team with my model, right.

Brent Daniels:
So let’s break that down real quick because some people have never done a deal before, right.

Gavin Timms:
Yep.

Brent Daniels:
So let’s go this all the way back real quick, because you came over here as a golf professional.

Gavin Timms:
I did, yeah.

Brent Daniels:
So were you making millions of dollars? Were you rolling in dough? Was this just like real estate was just something that you had to put money into because you were so rich?

Gavin Timms:
Absolutely not. So as a golf professional, obviously people straight away, “Oh did you play with Tiger? Did you?” No, obviously, I wasn’t good enough, right.

Brent Daniels:
Yeah.

Gavin Timms:
Because I used to play like mini-tour back in England. I used to teach golf, that’s what I did in England for 10 years before I came out. I came out to the US as a golf pro, 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 literally work at golf clubs, caddy high-end, making money that way, and we just traveled. And then in between assignments, we’d take two months off and just travel Europe, travel the US, and that’s kind of what we did. And then it comes a time when you build this lifestyle, and we’re not making tons of money, we’re literally making money to go and enjoy it-

Brent Daniels:
Yeah.

Gavin Timms:
And then making money and enjoy it. And I’d been looking for a couple of years to do something online that I could work from anywhere from a phone, a laptop. I know when we say that, it sounds so cheesy-

Brent Daniels:
Right.

Gavin Timms:
And I feel myself and I’m like, “It just sounds horrendous when you say it.” Well, that’s what I needed because in the US, everyone wants to give you five days vacation, right. My family is in England. If I need to get home, I need to be able to work from anywhere. So I would have stayed in golf until I found something. So I’d been looking, absolutely nothing to do with… didn’t know anything about real estate. Even the word real estate, we don’t even really use term. It’s more like property or property investing back in England. It’s no wholesale, and it’s sourcing deals. So all this terminology. And we were visiting… so I lived there, we were visiting back in England, we went on a vacation with my parents.

Brent Daniels:
Yeah.

Gavin Timms:
Southern England, a placed called Cornwall, St. Ives, beautiful place. And literally we were walking, me and my wife, we’re heading back, it’s about 9:00 at night, and there’s a little wine bar, coffee shop in the day, wine bar at night, and we kind of ummed and ahhed, right, if to go and have a drink. “Come on then, let’s have one.” So we go in there and there’s two couples in there. Now, these tables are literally like this apart.

Brent Daniels:
Yeah.

Gavin Timms:
It’s tiny, right. They’re having a conversation, and there’s two couples next to us, and my wife, we’re talking, we can kind of hear what they’re saying, and there’s a guy from Ireland that’s sitting there. My wife’s like, “Oh, he’s from South Africa.” And I’m like, “No, he isn’t. He’s from Ireland.”

Brent Daniels:
Yeah.

Gavin Timms:
And she, my wife is having none of it.

Brent Daniels:
Right.

Gavin Timms:
So I’m like, “Well, I’m going to have to interrupt him because I know where he’s from.”

Brent Daniels:
Yeah.

Gavin Timms:
Just to prove a point. So there was kind of a break in the conversation. So I said, “Hey, excuse me, where are you from?” He says, “Oh I’m from Ireland. I live in Manchester.” So he lives in England, but originally from Ireland.

Brent Daniels:
Yeah.

Gavin Timms:
So obviously now the conversation sparks. “So what do you do? She’s from America.” But now we’re having a good old chat, and the guy from Ireland said… well, I said, “What do you do?” And he said, “I do property investing, but I don’t see houses.” And I’m like, “Well, what does that mean?”

Brent Daniels:
Yeah.

Gavin Timms:
Property investing and you don’t see houses. And obviously it’s wholesaling, kind of virtual wholesaling back then, is obviously the term for it now.

Brent Daniels:
Yeah.

Gavin Timms:
From that conversation, he’s now selling me on it, saying, “Hey, I think you could do it. You’ve got the right personality. You should look at it.” And he wasn’t a coach or anything.

Brent Daniels:
Yeah.

Gavin Timms:
So 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.” And it kind of fits what I need-

Brent Daniels:
Yeah.

Gavin Timms:
Right-

Brent Daniels:
Yeah.

Gavin Timms:
So I’m like, “I don’t know.” So I get his information, we’re talking, he said, “I’ve got a coach in England.” He said, “You should have a conversation with him.” So I’m like, “All right.” So we leave, we’re messaging. Anyway, he gets me in touch with this guy called Tom [Wagers 00:07:56] in the UK at the time. He happens to be partnering with Joey McCall in the US on something, right.

Brent Daniels:
Yeah.

Gavin Timms:
So I don’t know any of these people, right. And they’re all kind of selling me the dream. And I’m like, “Whatever.” If I want to do something, everything that I do, I take massive action, right.

Brent Daniels:
Sure.

Gavin Timms:
One thing, and I think everyone, that’s at the top of one thing everyone should take from this, is that you have to take massive action.

Brent Daniels:
Okay.

Gavin Timms:
You will not learn everything.

Brent Daniels:
Yeah.

Gavin Timms:
It’s impossible. Every situation, even today, you come across things, you cannot prepare for. Just control what you can today. The outcome will happen. So that’s kind of what I’ve always envisioned. So I got in, went straight into coaching, it’s [$700,000 00:08:34], don’t know a thing. My wife’s like, “What are you doing?” And the other thing is as well, even parents, family, they all think I’ve lost my mind.

Brent Daniels:
Sure.

Gavin Timms:
A guy in England, golf professional going into real estate investing, like, “What?” It doesn’t make any sense, right. So you’re going to get, everyone that’s going on this journey, expect a lot of negativity from the family.

Brent Daniels:
Yeah. Well, I talk about it, when you start this thing out, and the truth is, it’s really a small niche of people that are interested in wholesaling real estate truly-

Gavin Timms:
Yeah.

Brent Daniels:
Truly, truly, because there’s real estate investing, which everybody, your aunt, your grandma, your mom, your dad, your brother, they all think it’s flipping or it’s being a landlord, right.

Gavin Timms:
Yep.

Brent Daniels:
That’s it. That’s the only two things that it is in real estate investing. You talk about this middle ground, which is wholesaling, which is actually finding the deals-

Gavin Timms:
Yep.

Brent Daniels:
And their eyes gloss over and they stop listening to what you’re saying, and you feel like you’re on an island by yourself, right.

Gavin Timms:
Yep, 100 percent.

Brent Daniels:
And a lot of people say, “Well, is this real? Is it not real? Can you do it? How’d you learn about it? Wait, you listened to a podcast. You saw a YouTube that… is it-”

Gavin Timms:
Yeah.

Brent Daniels:
“Maybe you should do more research,” blah, blah, blah. And I get it.

Gavin Timms:
Yeah.

Brent Daniels:
And I think that that’s fine-

Gavin Timms:
Yeah.

Brent Daniels:
But that’s why it’s really 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, right, or a coaching-

Gavin Timms:
Yep.

Brent Daniels:
And start learning all this thing quickly. You just cut the learning curve way down-

Gavin Timms:
Yep.

Brent Daniels:
Which is the point. And the other point, I think that the collateral point of that is you have somebody that speaks the language, but also now you’re surrounding yourself in that world, right.

Gavin Timms:
Yep.

Brent Daniels:
You’re around other people in that program. You’re around the community.

Gavin Timms:
Yep.

Brent Daniels:
You know what I mean?

Gavin Timms:
100 percent.

Brent Daniels:
Yeah.

Gavin Timms:
From a golf professional, teaching, I understand. I was a coach.

Brent Daniels:
Yeah.

Gavin Timms:
I coached. So I understand the importance of going alone. I wasn’t the course buyer.

Brent Daniels:
Yeah.

Gavin Timms:
I wasn’t, I bought 15 courses and still not done a deal.

Brent Daniels:
Right.

Gavin Timms:
I go straight in. I’m all in because I know I need to do it the right way.

Brent Daniels:
Right.

Gavin Timms:
The fastest way of doing it and making money.

Brent Daniels:
Yeah.

Gavin Timms:
Because if you don’t get results within a certain time, then you get discouraged, right.

Brent Daniels:
Sure.

Gavin Timms:
But you have to be taking the action to get the results.

Brent Daniels:
Yeah.

Gavin Timms:
So, 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 just like, “Well, let’s see. Just give me time. Give me three months. Give me six months. If I can’t do it,” and as long as I can walk away, and this is the God’s honest truth, if I said, “I gave it my all,” right, “and it didn’t work.”

Brent Daniels:
Yeah.

Gavin Timms:
“I was happy with that.”

Brent Daniels:
Sure, sure.

Gavin Timms:
But guess what, when you start actually applying it, it starts to work.

Brent Daniels:
Oh, 100 percent. I’m telling you if you talk to enough people, right-

Gavin Timms:
100 percent.

Brent Daniels:
And this is what’s funny about you-

Gavin Timms:
Yep.

Brent Daniels:
This is the first… the first time I had ever seen or heard your name was a video of you making cold calls on stage-

Gavin Timms:
Yeah.

Brent Daniels:
Was it Joe McCall’s-

Gavin Timms:
Yeah.

Brent Daniels:
A Joe McCall’s event, some event that he had-

Gavin Timms:
Yeah.

Brent Daniels:
You were calling… what were you calling, like maybe for rent by owners?

Gavin Timms:
Yeah. Likely from Zillow, yeah-

Brent Daniels:
For rent by owners on Zillow.

Gavin Timms:
Yeah.

Brent Daniels:
And asking them if they would consider a lease option, right?

Gavin Timms:
Yeah.

Brent Daniels:
And I thought it was just so fantastic because this is years ago-

Gavin Timms:
Oh years ago, yeah.

Brent Daniels:
This is years ago and it was exactly what I was doing. And obviously I was doing it more for distressed property owners for wholesaling.

Gavin Timms:
Yeah.

Brent Daniels:
And you were going… but I was like, “This guy gets it.”

Gavin Timms:
Yeah.

Brent Daniels:
This guy is like… he understands that if you just call enough people, and you were getting leads right there in front of a group of people-

Gavin Timms:
Yeah.

Brent Daniels:
And everybody’s freaking out-

Gavin Timms:
Yeah, yeah.

Brent Daniels:
And they’re like, “Oh my gosh.” And they’re so inspired.

Gavin Timms:
Yeah.

Brent Daniels:
But it’s really just taking the action.

Gavin Timms:
100 percent. And I think… I, like you, I do it live, I’ve done it at live events.

Brent Daniels:
Yeah.

Gavin Timms:
I’ve done it on live webinars. At the end of the day, you’ve got hundreds of people watching you. But if I’m willing to do it, I have no idea how this is going to go, right-

Brent Daniels:
Right.

Gavin Timms:
I don’t know if they’re going to be [screaming 00:12:17]

Brent Daniels:
Sure.

Gavin Timms:
I don’t know. But that doesn’t come into the thought process.

Brent Daniels:
Yeah.

Gavin Timms:
At the end of the day, I’m trying to demonstrate that 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 [crosstalk 00:12:31]

Brent Daniels:
Standing up with scripts in front of you, with objection handling in front of you-

Gavin Timms:
[crosstalk 00:12:35]

Brent Daniels:
With the list scrubbed in good numbers and the whole thing, and all you have to do is press go, then you can’t lose.

Gavin Timms:
Absolutely, no.

Brent Daniels:
You can’t [crosstalk 00:12:44] right-

Gavin Timms:
100 percent.

Brent Daniels:
You’ve coached people around the country. You’ve been around the country.

Gavin Timms:
Yep.

Brent Daniels:
You’ve networked with the top people around the country. Everybody has a commonality. And that is they are not afraid to get on the phone and talk to people, like really literally just… and I know that that’s self-serving to me to just say this a ton, because I’m TTP-

Gavin Timms:
Yep.

Brent Daniels:
But it literally comes down to that. It literally comes down to, especially if you’re starting out, how else are you going to get opportunities? If you don’t have a huge budget, if you don’t have the schedule to do it, what do you do?

Gavin Timms:
100 percent.

Brent Daniels:
And that’s how you got this thing going.

Gavin Timms:
Well, that’s how I did the first deal.

Brent Daniels:
Yeah.

Gavin Timms:
When I got in, my first mistake, I was living in San Francisco, right. I’m working. I get off at 6:00. I send direct mail, right, 750 pieces to Jacksonville, Florida. I didn’t work out that I get off at 6:00, it’s 9:00 at night.

Brent Daniels:
9:00 there.

Gavin Timms:
So I’m getting all these calls. My wife, no idea what she’s doing-

Brent Daniels:
Yeah.

Gavin Timms:
“You’re just going to have to just some calls and-”

Brent Daniels:
Yeah.

Gavin Timms:
“Write some stuff down, like here ask this.”

Brent Daniels:
Yeah.

Gavin Timms:
“Just build rapport, you’re likable.”

Brent Daniels:
Yeah, yeah.

Gavin Timms:
“Have a good conversation.” So we didn’t have a clue what we’re doing, but we’re making it happen. Then I came to Phoenix on the next assignment and I went to a meetup group. Genius. Still one of the… I don’t even know if it’s still available, but it was in an evening, right. So not only am I from England, right. I get to Phoenix. I’m out of money in terms of marketing. So I’m like, “I’m going to have to network,” right. It says network. So let’s go. Let’s network. So what I do, I go to this meetup group. Look on meetup.com.

Brent Daniels:
Yeah, yeah.

Gavin Timms:
I go on this one tonight, Tuesday. So I go on, I’ve got slacks and a shirt, dead hot summer, right.

Brent Daniels:
Oh yeah.

Gavin Timms:
Thinking, “Well, I don’t know. It’s investors. I’ve never been in like face to face with anyone.” I walk in, everyone’s in flip flops, shorts. I stand out like a sore thumb.

Brent Daniels:
Oh for sure. For sure.

Gavin Timms:
Not even the accent, right. [crosstalk 00:14:29]

Brent Daniels:
For sure.

Gavin Timms:
Well okay. I’m here at this point. They did a genius thing, right, and they got every person to stand up individually-

Brent Daniels:
Yeah.

Gavin Timms:
10 seconds-

Brent Daniels:
Yep.

Gavin Timms:
Who you are, what you do, give your phone number if you want.

Brent Daniels:
Yep.

Gavin Timms:
So you knew who the flippers were, who the wholesalers were, the attorneys, everything.

Brent Daniels:
Right.

Gavin Timms:
40 people in the room. And I stood up and I was like here’s my moment, right. And I was just honest. “Look, I don’t have the money for leads. One thing I can do, I can close. I’ll talk to anyone. I feel I can close over the phone. If you’ve got any dead leads at work, here’s my number.” Sat back down. And then I kind of looked across, there’s a lady that locked eyes and she’s like, “We need to talk.” “No problem.” At the end, started to work with two or three people from that event.

Brent Daniels:
Yeah.

Gavin Timms:
We met for coffee the next day. She gave me 60 dead leads in a spreadsheet, Google, remember it.

Brent Daniels:
Yeah.

Gavin Timms:
They’ve been sent out in the December mail. These were now dead three months on. All right, give it here. So I called them one at a time, spoke to about 40 people, locked two deals up, first two deals that I ever did.

Brent Daniels:
Yes!

Gavin Timms:
And from dead.

Brent Daniels:
Yeah.

Gavin Timms:
So all of a sudden I said, “You know what, it’s really in the follow-up like these guys are saying.”

Brent Daniels:
Yeah.

Gavin Timms:
So I was grandfathered in from that followup, right, because I look at everything is, I don’t even care, Brent, when the VA brings in. I have systems, a VA brings me a lead, right, I don’t even care if it’s not going to close today.

Brent Daniels:
Right.

Gavin Timms:
I’m not [inaudible 00:15:43] that. Just go build rapport, get some information, let’s follow up. And all we do, it’s very simple, we just shadow the situation from now down the line, and ha anything changed? [crosstalk 00:15:54]

Brent Daniels:
What do you mean shadow?

Gavin Timms:
So we shadow the lead, meaning through followup, when we have a touchpoint again-

Brent Daniels:
Yeah.

Gavin Timms:
Whether it’s another cold call out. So, “Hey Betty, we talked 30 days ago about-”

Brent Daniels:
Right.

Gavin Timms:
“We want to see if it’s still available. Hey, it seems like your dog was sick last time we spoke. Is the dog okay?” “Oh yeah, thanks, the dog’s good.” Whatever rapport building we can do-

Brent Daniels:
Got it.

Gavin Timms:
And then notes. Notes is so important to it-

Brent Daniels:
Take notes.

Gavin Timms:
Take notes.

Brent Daniels:
Yeah.

Gavin Timms:
And then always [crosstalk 00:16:17]

Brent Daniels:
Just don’t do the call-

Gavin Timms:
No. [crosstalk 00:16:19]

Brent Daniels:
In your car and then not take notes as you’re talking to them.

Gavin Timms:
No.

Brent Daniels:
Take notes on everything they’re saying.

Gavin Timms:
Everything they say-

Brent Daniels:
Got it.

Gavin Timms:
Because you’re going to build rapport-

Brent Daniels:
Yeah.

Gavin Timms:
Because no one does it.

Brent Daniels:
Yeah.

Gavin Timms:
So all of a sudden, “Oh this guy asked me about my dog.”

Brent Daniels:
Yeah.

Gavin Timms:
Now I stand 10 foot tall above above everybody else, right-

Brent Daniels:
Right.

Gavin Timms:
And then what I’m looking for is has anything changed since we last spoke on them notes? And if not, we wrap it up, get off the phone, we’ve had a touchpoint. Me and Betty now know each other a little more. I’ve been on one, two minutes, done my thing, and follow up again.

Brent Daniels:
Love it.

Gavin Timms:
And that’s how we do it.

Brent Daniels:
Yeah.

Gavin Timms:
That’s how we run the system today to do everything. And on average for Birmingham, I’m in multiple markets, but for Birmingham, it’s about three to four months on average per close for us.

Brent Daniels:
Love it. So it takes, and that’s really interesting to know, 90 to 120 days-

Gavin Timms:
Yeah.

Brent Daniels:
From the first time you talk to them ’til the time you close.

Gavin Timms:
Yeah.

Brent Daniels:
Ours is 92 days and has been for three years-

Gavin Timms:
Yeah.

Brent Daniels:
By the way.

Gavin Timms:
Yeah.

Brent Daniels:
It’s absolutely incredible. It’s all in the followup.

Gavin Timms:
100 percent.

Brent Daniels:
All in the followup.

Gavin Timms:
Yeah.

Brent Daniels:
Now what happens when somebody says, “Yeah, Gavin, call me back in six months.”

Gavin Timms:
Right. Good question. So whenever they tell us a time-

Brent Daniels:
Yeah.

Gavin Timms:
We normally half it, right.

Brent Daniels:
Got it.

Gavin Timms:
Now, if it’s six months, we’ll probably do about six weeks.

Brent Daniels:
Yeah.

Gavin Timms:
Okay. But normally the rule is half. So if they say, “[Carol 00:17:31], can you call me in 30 days?” We’ll call in about two weeks.

Brent Daniels:
Yep.

Gavin Timms:
Okay. So that’s kind of my quick rule of thumb.

Brent Daniels:
And why do you do that?

Gavin Timms:
Because there’s something there, right. And I don’t want to wait for that full term because if something changes sooner, so it’s two weeks is long enough where they don’t know if they said 30 days or not.

Brent Daniels:
Yeah, yeah.

Gavin Timms:
And if you come in and just say, “Hey, [Bay 00:17:51], it’s Gavin. I know you said to follow up, I can’t remember what day it was, but I was just thinking about it. I just wanted to check in. How’s everything going?” They’re not going to be like, “Well, I said 30 days.” They’re just not going to do that.

Brent Daniels:
Right.

Gavin Timms:
So you engage again. And one of our big things is that we’re not going to get stuck on the phone for 20 minutes, right.

Brent Daniels:
Yep.

Gavin Timms:
If you come in, “Hey Bay, I know you’re probably super busy. I just wanted to check out. I’ve just got a couple of minutes myself.” So you’ve just set the timeframe up. You, you’re busy. I’ve got a couple of minutes. Ask a few questions, have a check in. No problem, Bay-

Brent Daniels:
Yep.

Gavin Timms:
It seems like a great house. I’m sure you’ll sell it [crosstalk 00:18:22]

Brent Daniels:
Well, I always found that the followup, for the most part, 80% of the time they wouldn’t answer. So it’s just a voicemail or a text message. So that takes 20, 30 seconds.

Gavin Timms:
Yeah.

Brent Daniels:
So you could do in an hour-

Gavin Timms:
Yeah.

Brent Daniels:
You could do so many, especially if you’re just starting out. And I think it’s a really important point, and the reason I asked that point of why do you cut it down and shorten the timeline there is, it’s the exact same thing for us, because we would lose deals from not following up fast enough.

Gavin Timms:
Oh 100 percent, yeah.

Brent Daniels:
All of a sudden, you call and they’re like, “Oh no, we already sold it.”

Gavin Timms:
Yeah, that’s the worst.

Brent Daniels:
And you’re like, “What?”

Gavin Timms:
It’s the worst.

Brent Daniels:
“What happened? I thought you said that you were waiting another six weeks.”

Gavin Timms:
Yeah.

Brent Daniels:
“Oh well, we had a pipe burst and then we had this and then somebody had to get surgery or somebody wanted to move or,”… life happens day to day.

Gavin Timms:
Absolutely.

Brent Daniels:
Day to day-

Gavin Timms:
Yeah.

Brent Daniels:
Life happens. So we need to be… listen, you are not going to lose deals from excess followup. You will lose deals for not following up enough. So don’t feel, if you feel in your heart that you are truly solving the problem of a motivated seller of a distressed property owner, then you need to be confident being in their world as much as possible, being in front of them as much as possible, right.

Gavin Timms:
100 percent.

Brent Daniels:
Being able to communicate with them to see if-

Gavin Timms:
Yep.

Brent Daniels:
Something happened, right.

Gavin Timms:
Yep, yep.

Brent Daniels:
It’s just like, it’s almost like you’re following up with somebody that just had surgery like, “How was the surgery? How are you feeling? How’s things going? Are you getting back? Are you sore?”

Gavin Timms:
Yeah.

Brent Daniels:
“Or are these things coming?” It’s like you follow up with it just 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.

Gavin Timms:
100 percent. And we’re in tough markets-

Brent Daniels:
Yeah.

Gavin Timms:
Every market’s tough now. There’s no such thing as an easy market.

Brent Daniels:
No.

Gavin Timms:
It’s about the process and having the best system, the best processes in place to follow, to get deals.

Brent Daniels:
Yep.

Gavin Timms:
You need to do things your competition is not willing to do-

Brent Daniels:
Love it.

Gavin Timms:
And that’s followup-

Brent Daniels:
Yep.

Gavin Timms:
Right.

Brent Daniels:
Yep.

Gavin Timms:
And if you’re doing that… again, the surgery, “Oh, I have back surgery next week.” “No problem.” Well guess what, two weeks times, call, “How was your back surgery?”

Brent Daniels:
Exactly.

Gavin Timms:
“Oh, thank you so much.”

Brent Daniels:
Yeah.

Gavin Timms:
All these guys now doing all these just random one-off calls saying, “I’ll give you $20,000 for your house,” whatever-

Brent Daniels:
Yeah.

Gavin Timms:
You’re just like eliminate, eliminate-

Brent Daniels:
Yeah, yeah.

Gavin Timms:
By doing business in the right way.

Brent Daniels:
Right.

Gavin Timms:
So that’s kind of what we focus on.

Brent Daniels:
Love it. How do you organize your business so that you can do it all from a motor home?

Gavin Timms:
So I’m very… obviously online-

Brent Daniels:
Yep.

Gavin Timms:
Everything I do, every decision I make has to be done online, right.

Brent Daniels:
Okay.

Gavin Timms:
So I don’t even like to work. I live in Savannah, Georgia. When we travel, we travel outside of Savannah obviously, whether it’s going to England pre-COVID-

Brent Daniels:
Yeah.

Gavin Timms:
I have to be able to operate from anywhere, right-

Brent Daniels:
Yeah.

Gavin Timms:
Whether it’s the coaching side or the real estate side. So everything that we build, our VA’s cold calling. Cold calling is our number one thing from a lead gen standpoint. We have simple scripts. We’re not over pre-screening.

Brent Daniels:
Right.

Gavin Timms:
We just want to know if they’re interested enough, if they’re interested in selling. For me, a lead, okay, because everyone’s like, “Well, what is a lead?” [crosstalk 00:21:22]

Brent Daniels:
Sure.

Gavin Timms:
A lead to me is anything but no.

Brent Daniels:
Yeah.

Gavin Timms:
I don’t care if they want too much. I don’t care. If it’s not a no, we want to speak to them, right.

Brent Daniels:
Awesome.

Gavin Timms:
Because every lead, one of the common things is, “Well, in the notes, they’re asking too much.” Why wouldn’t they ask too much? Wouldn’t you?

Brent Daniels:
Yeah, yeah.

Gavin Timms:
Why not ask as much as you can get.

Brent Daniels:
Yeah.

Gavin Timms:
We have to behind that. Find out what the situation is. You’ve got to break that down and then go, “Oh actually, in reality, something’s going on here that we can actually help.”

Brent Daniels:
Yep. Or not.

Gavin Timms:
Or not.

Brent Daniels:
And get rid of them, yeah.

Gavin Timms:
Yeah.

Brent Daniels:
Yeah.

Gavin Timms:
Put them on followup anyway.

Brent Daniels:
Let them move on with their life, yep.

Gavin Timms:
Put them on followup anyway.

Brent Daniels:
Yeah.

Gavin Timms:
So anyway, so we do that. I have people in the Philippines and I, something about, I don’t know if it’s unique to me, the way that we run the business or kind of I do is I’m not funnel heavy with leads.

Brent Daniels:
Okay.

Gavin Timms:
So 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.

Brent Daniels:
Yeah.

Gavin Timms:
And I cannot agree with that statement enough.

Brent Daniels:
Okay.

Gavin Timms:
But if you don’t have the system built out on the backend, that will never work.

Brent Daniels:
Right.

Gavin Timms:
All it does is get you overwhelmed. You cut corners, you never follow up, you do no deals, right. So what we do is that I have probably five cold callers, five, six cold callers and they cover three to four markets, okay. So I call them dripping leads in. So I can control the amount of leads in each market.

Brent Daniels:
Okay.

Gavin Timms:
So sometimes I might say, “Right, as soon as you get three in Birmingham, you’re going to go to this list.”

Brent Daniels:
Yep.

Gavin Timms:
“As soon as you do this, you’ll go in there.” So we have kind of a sequence that we move around to keep leads consistently coming in because I want new leads every day-

Brent Daniels:
Yep.

Gavin Timms:
But I need you on the followup because I know 90 percent of the deals I do is in the follow-up.

Brent Daniels:
Of course.

Gavin Timms:
So why does everyone focus 90 percent on new leads?

Brent Daniels:
Right.

Gavin Timms:
It doesn’t make any sense, right.

Brent Daniels:
Right.

Gavin Timms:
So we control that lead flow, all done online, okay. So I do that. Then I have a partner on the ground who kind of runs then acquisition disposition.

Brent Daniels:
Yeah.

Gavin Timms:
So I’m now, my job is to get leads and to run kind of work on the business. And they are then call in, closing, and moving it, and they try and stay virtual as well. So we all try to do everything virtual. And then it comes down to networking, REI network, I wanted that because everything is networked.

Brent Daniels:
Sure, yeah.

Gavin Timms:
And that’s kind of what I believe in. So even our buyer’s networking and sometimes we can send buyers in without even having the contract. We all know what the deal is here, right. Building relationships and connections make it easier for us.

Brent Daniels:
Yeah.

Gavin Timms:
“Hey, I’ve got this property. I think it’s going to be a good one. Let’s get you in.” So they’ll go in and they’ll say, “Look, I can pay X,” and then we’ll make the spread and everyone’s good if their numbers work. So just building the relationships and that’s how we run it, so.

Brent Daniels:
Yeah.

Gavin Timms:
And then we have runners on the ground. Sometimes someone that’s going to get pitches, and I’m confident in that we can lead gen in any market, right. I can take that system now and I can just go anywhere.

Brent Daniels:
Go anywhere.

Gavin Timms:
Anywhere and it works.

Brent Daniels:
Well, and I think that it’s important that you were talking about people focus so much on the hunt, right-

Gavin Timms:
Yeah.

Brent Daniels:
On the hunt and the hunt, it’s like you’re standing and you’re fishing and you’re catching these fish-

Gavin Timms:
Yeah.

Brent Daniels:
And you pull them out of the water and you take them off the hook and then you throw it right back into the water-

Gavin Timms:
Absolutely.

Brent Daniels:
If you’re not doing the lead followups.

Gavin Timms:
Absolutely.

Brent Daniels:
The lead followup is keeping those, right.

Gavin Timms:
Yeah.

Brent Daniels:
So it really does, 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 obviously, and make sure these are people that, one, can use what we provide. Do they actually have a problem we can solve?

Gavin Timms:
Yep.

Brent Daniels:
Or 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, right.

Gavin Timms:
Correct.

Brent Daniels:
That’s where we have the… that’s where our value is. So phenomenal. Let’s talk about your Maui deal.

Gavin Timms:
Yeah. So Maui actually, you are in, obviously, the public eye more than I am, but sometimes people have got things to say and obviously doing deals virtually in Birmingham and Florida and it’s like, “Oh, well, that only works because it’s low end.”

Brent Daniels:
Right.

Gavin Timms:
“You try and do a deal in Cal or you try and do this.”

Brent Daniels:
Yeah.

Gavin Timms:
All right, and at the same time I’ve got this guy in Maui. We go, me and my wife go to Maui, her uncle lives there. We go out for dinner. I’ve got this real estate investor that happens to be, have no idea who I am, right, or what I do. And he says, “Oh, what do you do?” It’s like, “Oh yeah, we flip houses.” I said, “Okay, how do you find the deals?” And he just, I won’t say who, but he just spent a ton of money, like 30 grand on a mentor, basically have taught him to go and drive for dollars.

Brent Daniels:
Right.

Gavin Timms:
So I’m like, “Oh are you doing this? Are you doing that?” And he’s just looking at me like glass eye about what are you talking about?

Brent Daniels:
Yeah, yeah.

Gavin Timms:
And I’m like, “Dude, there’s so many more things you should be doing to find deals.” So we started this thing and now he thinks I’m like some genius, right-

Brent Daniels:
Yeah.

Gavin Timms:
For some basic, basic information. And he’s like, “Well, maybe we should partner or 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 haul-”

Brent Daniels:
Yeah.

Gavin Timms:
“With a followup, it’s going to be longer. We’re going now from about three to four into the six month mark maybe.”

Brent Daniels:
Sure.

Gavin Timms:
“On a high end, but your spreads are going to be much bigger.”

Brent Daniels:
Yeah.

Gavin Timms:
So anyway, he was talking, he said, “Let’s look at it.” So I was like, “Well, how are we going to work this?” I say, “I’m going to be honest with you, as a wholesaler, my job is to get as deep discount as I can and I’m going to sell it to the highest buyer.”

Brent Daniels:
Right.

Gavin Timms:
I said, “The problem is here, you want the best deal.” And I said, “It doesn’t make sense because I’m kind of working against you. I’m not working with you.”

Brent Daniels:
Yeah.

Gavin Timms:
I said, “The only way this is going to work, right, is that if we JV or something, I get a percentage on the backend. So we’re both trying to get it as low.”

Brent Daniels:
So you find the deal?

Gavin Timms:
Yep.

Brent Daniels:
He flips the deal.

Gavin Timms:
Yep.

Brent Daniels:
You guys split the profit.

Gavin Timms:
Yeah. Well, not 50/50. I took less-

Brent Daniels:
I get it but yeah-

Gavin Timms:
But yeah, we do a split it.

Brent Daniels:
I get it.

Gavin Timms:
And he was like, “Done.” So then we’re working together now.

Brent Daniels:
I love it.

Gavin Timms:
All right, so now we want it as deep as we can.

Brent Daniels:
See, this is something that doesn’t get talked enough about is building those partnerships. As long as the paperwork’s tight-

Gavin Timms:
Yep.

Brent Daniels:
And as long as you have it looked at by an attorney-

Gavin Timms:
Yep.

Brent Daniels:
To make sure that nobody’s getting silly with the money.

Gavin Timms:
Yep.

Brent Daniels:
Listen, I’ll find the deal. You flip the deal. Instead of making 5, 10, 15K on a wholesale. Now you’re a partner in something that you can make double, triple, quadruple the amount.

Gavin Timms:
Yep.

Brent Daniels:
Now it takes more time, obviously-

Gavin Timms:
Yep.

Brent Daniels:
Because you have rehab costs. You’ve got some other things going on there. You have to trust that partner to get the job done.

Gavin Timms:
Yeah.

Brent Daniels:
But I think if you go in with somebody that has a good track record, that’s open to the opportunity to split it with you-

Gavin Timms:
Yep.

Brent Daniels:
Maybe it’s somebody that doesn’t have like a huge company, because they probably don’t want to split it with you because they’ve got too much overhead-

Gavin Timms:
Yep.

Brent Daniels:
But somebody that’s like a one or two man show that does 10 to 15 flips a year or whatever. That’s a great opportunity-

Gavin Timms:
Yep.

Brent Daniels:
To make way more on every deal. Way more.

Gavin Timms:
Absolutely. Yeah, but it comes down to opportunity again, right.

Brent Daniels:
Yep.

Gavin Timms:
Everybody watching this now can’t just go to your top flipper and it’s going to work.

Brent Daniels:
Right.

Gavin Timms:
It’s a relationship.

Brent Daniels:
Yes.

Gavin Timms:
If it makes sense, we can make it work, right.

Brent Daniels:
Yep, yep.

Gavin Timms:
And that’s what we did. So I do my thing [crosstalk 00:28:13]

Brent Daniels:
So how do you find the deal?

Gavin Timms:
So I pulled a list, pulled an absentee list, [crosstalk 00:28:17]

Brent Daniels:
Absentee owner list?

Gavin Timms:
Absentee for Maui.

Brent Daniels:
Okay.

Gavin Timms:
Pulled this [crosstalk 00:28:20]

Brent Daniels:
So for everybody listening for the first time, an absentee list is basically somebody owns it as a rental property. They don’t live there. Absentee means that it’s not owner occupied, all right. So it’s an absentee owner list.

Gavin Timms:
Yep, with equity.

Brent Daniels:
Yep.

Gavin Timms:
It has the simple things. [crosstalk 00:28:36]

Brent Daniels:
How much equity?

Gavin Timms:
We do 41 to 100 percent equity, okay, or [unknown 00:28:40]. Unknown is a little gold nugget-

Brent Daniels:
Sure.

Gavin Timms:
For everybody.

Brent Daniels:
Sure.

Gavin Timms:
Unknown, we do then length of [residence 00:28:46], normally eight to 10 plus years.

Brent Daniels:
Love it.

Gavin Timms:
We didn’t do any price range on it because we were hitting the whole island. These are beachfronts, so we’re taking anything. We did do a single family, multi family, duplex, triplex, quad-

Brent Daniels:
Love it.

Gavin Timms:
Yeah, pulled the list, skip traced, used batch, got it in, cold calls hitting it, leads coming, goes into the team, team picks it up, start having conversations. And it’s amazing to build with a team, like Melissa, one of my partners in Alabama, she’s an absolute beast. She’s just so good. She’s awesome. We’ve got someone in the south in Birmingham, Alabama calling Maui. She’s like… there’s a mental block there. Some Southern lady-

Brent Daniels:
Yeah, sure.

Gavin Timms:
And I get it-

Brent Daniels:
Yeah.

Gavin Timms:
“Hello, I’m from England calling Alabama.”

Brent Daniels:
Yeah, yeah, yeah, yeah.

Gavin Timms:
“VA,” it doesn’t matter, right.

Brent Daniels:
Yeah, yeah.

Gavin Timms:
And anyway, so we started having conversations with people doing what we do and it was lead number four that came in-

Brent Daniels:
Yep.

Gavin Timms:
Lady was interested, lives in Seattle, quick situation on it. [Adora 00:29:43] lived in 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.

Brent Daniels:
Right.

Gavin Timms:
Who would?

Brent Daniels:
Right, right, right.

Gavin Timms:
Who would want to move? So anyway, she said, “Well look, well, I’m definitely interested.” We kind of made a ballpark offer that where we needed to be. And she said, “I’m flying out in December, which was like five months down the line,” right.

Brent Daniels:
Yeah.

Gavin Timms:
And she said, “I’ll meet you out there.” Not me, but the flipper.

Brent Daniels:
Yeah.

Gavin Timms:
So we lined that up and then-

Brent Daniels:
Five months later?

Gavin Timms:
Five months later. So all we’re doing now-

Brent Daniels:
Followup.

Gavin Timms:
Followup all-

Brent Daniels:
Followup, followup, followup.

Gavin Timms:
We must’ve done 17 times.

Brent Daniels:
Right.

Gavin Timms:
Because the numbers worked.

Brent Daniels:
Yeah.

Gavin Timms:
We’re like, you’re itching because you’re like, “Please just contract this now.”

Brent Daniels:
Yeah.

Gavin Timms:
“Can we get it in contract? Why don’t we contract it now.” We tried to get it, but you don’t want to push it. She said, “No, I want to meet. I want to see it. But it’s high end.” We’re paying, I think we got it for like $950,000, this thing-

Brent Daniels:
Awesome.

Gavin Timms:
And we pulled… it’s about a 500 grand profit, sold it for, any day closing, 2.265 million, I think. But anyway, so we get there, and so we had multiple things happen. We’re actually in 850 for this thing, right. Then obviously, “Well, I think I might get my realtor involved,” as it happens, and the realtor’s trying to list it. Now, working against the realtor-

Brent Daniels:
Yeah.

Gavin Timms:
And again, building that rapport over so long, you can out do the realtor in long conversation, right.

Brent Daniels:
Right.

Gavin Timms:
So anyway, to cut a long story short, it took six months of followup even though the numbers worked a month in.

Brent Daniels:
Yeah.

Gavin Timms:
Right.

Brent Daniels:
Yeah.

Gavin Timms:
So in the first month, we had the lead-

Brent Daniels:
Yep.

Gavin Timms:
But you just have to shadow it. And for that, we were just trying to get two leads a day, right. It was not crazy. We’re not going full, full throttle.

Brent Daniels:
Yeah.

Gavin Timms:
Just keeping that system consistent throughout the period of time. So we got it, flipped it, dah, dah, dah.

Brent Daniels:
And what’s the profit on it?

Gavin Timms:
So yeah, it’s going to be about 500 grand.

Brent Daniels:
Oh, hold on a second. Ring that bell, yes.

Gavin Timms:
I always wanted to do that. Yeah, so yeah, so that’s what you’re looking and we’ve had-

Brent Daniels:
From one call?

Gavin Timms:
Yeah, from a cold call, from a list that anyone can-

Brent Daniels:
From somebody that lives in Birmingham, Alabama calling to a gal in Seattle-

Gavin Timms:
Yeah.

Brent Daniels:
That owns a property in Maui.

Gavin Timms:
Yeah, talking, talking to people.

Brent Daniels:
That’s it.

Gavin Timms:
It’s ingenious, Brent. It’s genius.

Brent Daniels:
Yeah, yeah, yeah, I know.

Gavin Timms:
It really is. [crosstalk 00:31:54] But it is-

Brent Daniels:
No, I know.

Gavin Timms:
That’s what it is, it’s having conversations. And this thing isn’t rocket… if you can understand that it’s just a, it’s a sequence is all it is, right-

Brent Daniels:
Yeah.

Gavin Timms:
It doesn’t matter really if you’re cold calling, you’re texting, your PPC, your Facebook, your direct mail.

Brent Daniels:
Yeah.

Gavin Timms:
The lead comes in. It’s then worked on a certain sequence, right. [crosstalk 00:32:15]

Brent Daniels:
Right. Your lead followup does not discriminate where these things come from.

Gavin Timms:
No.

Brent Daniels:
Right. But you’re getting the timeline when you get that lead coming in.

Gavin Timms:
Correct.

Brent Daniels:
Right.

Gavin Timms:
Yeah.

Brent Daniels:
And then now you’re in a process-

Gavin Timms:
Yeah. And that’s in every lead.

Brent Daniels:
Set up to followup, yep.

Gavin Timms:
And when it’s frustrating for us and especially, it doesn’t happen a lot-

Brent Daniels:
Yeah.

Gavin Timms:
But when you get the call and it’s sold to someone else.

Brent Daniels:
I know.

Gavin Timms:
And acquisitions missed it, right.

Brent Daniels:
Uh huh.

Gavin Timms:
And it’s frustrating.

Brent Daniels:
Yeah, it’s heartbreaking.

Gavin Timms:
“Why? Why have you not called that lead?”

Brent Daniels:
It’s heartbreaking when it’s somebody starting out-

Gavin Timms:
Yeah.

Brent Daniels:
And this is like their hottest lead that they have, and they’re so excited. They’re holding on to that. And it’s like incredible. And then all of a sudden, because you wanted to be respectful, in your own mind, or maybe what really 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 is good for them, and you being there and communicating is wonderful for them, and you can help them out that 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, they had somebody else over that helped solve the problem.

Gavin Timms:
Absolutely.

Brent Daniels:
And it’s all from lead followup.

Gavin Timms:
And we just [crosstalk 00:33:22]

Brent Daniels:
And the systems that you’re following.

Gavin Timms:
Yeah.

Brent Daniels:
Yeah.

Gavin Timms:
And a client, just had the same thing happened.

Brent Daniels:
Yeah.

Gavin Timms:
“Well, someone else wants to come tomorrow and see it.” You’ve got to lock it up now.

Brent Daniels:
Yep.

Gavin Timms:
It’s go time, right.

Brent Daniels:
Yep.

Gavin Timms:
You can’t wait ’til tomorrow.

Brent Daniels:
Right.

Gavin Timms:
Because maybe they’ll offer 500 more and get it, right.

Brent Daniels:
Of course.

Gavin Timms:
That’s sometimes what you’re dealing with when you miss in these deals, it’s over minimal. It’s not like $20,000.

Brent Daniels:
No.

Gavin Timms:
We’re talking a $1,000 bucks-

Brent Daniels:
Yep.

Gavin Timms:
To get these things. But if you can build that rapport, follow that system, then it will not fail you. It will not in any market.

Brent Daniels:
Yep, yeah.

Gavin Timms:
In San Francisco, you’re just going to have to do more marketing, more calls, more offers, and more followup in San Francisco-

Brent Daniels:
Yep.

Gavin Timms:
Than you are in a Midwest market-

Brent Daniels:
Yeah.

Gavin Timms:
But your deal sizes will be much bigger.

Brent Daniels:
Right.

Gavin Timms:
So anyone that’s new, I recommend going into a, I wouldn’t say an easier market, but something where the price points are lower because you’ve got the buy and hold opportunities, you’ve got the fix and flip opportunities. And again, it’s all about getting a win, right.

Brent Daniels:
Yeah.

Gavin Timms:
I teach everyone, get a win. I don’t care if it’s 500 bucks. If you can install it, you can do it, that is more worth than 20 grand any day for your first deal.

Brent Daniels:
Right.

Gavin Timms:
Because now you’re going to go on and do great [crosstalk 00:34:28]

Brent Daniels:
Love it. Love it.

Gavin Timms:
So it’s just trying to hit that.

Brent Daniels:
How do people find you? People are listening, watching this. They love you. They want to be around you or send you a message or just find out what you’re up to, how did they do it?

Gavin Timms:
So I’ve got a podcast now and I’m on YouTube, REI Network with Gavin Timms. So if you search me, follow me on YouTube and the podcast. Also, support@REINetwork.com if you want to send me an email.

Brent Daniels:
Support?

Gavin Timms:
Support-

Brent Daniels:
Yeah.

Gavin Timms:
@REINetwork.com.

Brent Daniels:
Okay.

Gavin Timms:
And I’m actually going to be-

Brent Daniels:
R-E-I, real estate investing, right?

Gavin Timms:
[crosstalk 00:34:59] Network, yep, .com. And also, I’m going to be doing a case study that I’m excited about, right, is we’re going to be taking a market that I used to be in, Louisiana, and 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 thing with for two years, okay. So 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, okay. So how many missed opportunities, the one that is going to hurt.

Brent Daniels:
Yep.

Gavin Timms:
How many missed opportunities we had? How many deals can we do still if this still deal is alive? And I’m excited about that because it’s going to show hopefully, and this is, doing it live, I don’t know what it’s going to be, but I know this deal is gone-

Brent Daniels:
Yeah.

Gavin Timms:
Because we didn’t do in that market what we do in others-

Brent Daniels:
Yeah, yeah.

Gavin Timms:
And see what else is there because it is literally all in the followup. And I think if one person takes anything away from that, and as you teach it as well, 90 percent of the deals we do is in the follow-up, okay. And if you can just think that accidents happen, anything can change on a dime. I did a podcast about that, anything can change on a dime, right, which means the pandemic hits, where if you spoke to someone last Wednesday and we go into a pandemic, whatever they thought last Wednesday is going to now be different, okay. So we were following up when that hit on everyone from last week. We were hitting everybody.

Brent Daniels:
Yeah.

Gavin Timms:
And we got… we did well. We did probably about 120,000 in about that eight weeks of the pandemic. And I was all about, everyone’s panicking and pulling marketing, and I’m like, “No, we called all of our buyers. Who’s still buying? Because people are pulling out of deals,” and they’re like, “We’re buying. I want to double down.” So we just focused on them, zip codes. And we pulled every property in that zip code in the CRM, and we were just pounding.

Brent Daniels:
Love it.

Gavin Timms:
And that’s how we moved deals through the pandemic.

Brent Daniels:
That’s it. That’s it. Awesome.

Gavin Timms:
Awesome. Appreciate it.

Brent Daniels:
Thank you for being on here-

Gavin Timms:
Thank you.

Brent Daniels:
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, that’s 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 and we look forward to talking to you. So as always, I will sign off with the same encouragement, which is for you to talk to people. Until next time, guys, see you, love you.

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