Posted on: January 18, 2021

Ever wondered what a coaching session with Virtual Investing Mastery’s Lauren Hardy looks like? Wonder no more! This episode, you get to listen in as Lauren coaches one of her students, Kejuan Frazier. Kejuan is a thriving wholesaler from Atlanta, Georgia.

In today’s show, Kejuan will get some answers to some of the questions he has from no less than Lauren herself. You probably are asking yourself the same questions so you’ll be getting the answers to those pressing questions as well.

If you are looking for guidance from one of the industry’s best on how to build your wholesaling business from the ground up, this is one episode you just can’t miss!

Key Takeaways

  • A little about him
  • What prompted him to go virtual
  • What his primary goal for getting into real estate is
  • Ways to market your website
  • The most expensive lead source
  • What testimonials are for
  • Lauren’s thoughts on getting a virtual address
  • How to deal with squatters properly
  • What “cash for keys” is all about
  • What an abandoned property expert does
  • The importance of doing KPIs from day one
  • Lauren’s take on CRMs
  • Number of contracts he has closed so far
  • How people can get ahold of him

RESOURCES:

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

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Episode Transcription

Lauren Hardy:
What’s up rhino tribe, this is Lauren Hardy and you are listening to the Wholesaling Inc podcast. Today I am doing an interesting episode. A different content piece, something a little different than what we normally do. I’ve got one of my coaching students. His name is Kejuan Frazier and we are going to do a little deep dive coaching session. So you guys are going to be listening in on just this back and forth Q&A and you guys will… I’m sure Kejuan’s going to ask a bunch of questions that you guys have wondered before. And yeah, this will just give you guys a chance to see what a typical coaching session looks like with the coaches of Wholesaling Inc., because we do have the best coaches in the world for all things wholesaling. So without further ado Kejuan, welcome to the show.

Kejuan Frazier:
Hey, thank you for having. It’s exciting to finally be on one of your podcasts. As much as I listen to them, I’m glad to put my voice on one of them, so it’s exciting.

Lauren Hardy:
Awesome. Yeah, no we’re excited to have you and we were just talking earlier that it would be cool to take you from where you are right now, which you’re a month into the program, you know? You’re still fairly green, getting the hang of things and then when you do get to where you’ve closed some deals, interview you again. So I think it would be awesome to… let’s tackle some things that just a month in that you’re going through, questions you have, because you went from zero green. To now you’re taking action, you’re part of my coaching program, so you’ve watched the modules. You’re doing the things I’m telling you to do. But now, questions come up, right?

Kejuan Frazier:
Right.

Lauren Hardy:
So firsts things first, tell us a little bit about yourself. Where are you from? What is your territory? And what do you do? Do you work? Tell me everything.

Kejuan Frazier:
All right. So yeah, I’m Kejuan, as you said. I’m from the Atlanta area. The Atlanta, Georgia area. My territory though is in Baltimore, Maryland and that’s kind of where I’ve been attacking full fledged, more heart. I currently am a data analyst for a company called Alight Solutions. So I do that full time. I also coach high school football six months out the year. So whenever… from about June to… or June to December, I’m swamped with a lot of stuff between work and football and I’m trying to still be kind of a role model to my nephew. It’s a lot. Just going taking day by day, everything day by day. But it’s definitely been a roller coaster, but it’s been exciting the whole way. I can definitely say that.
Joined your program a little bit after the football season ended. Kind of been learning different paths or ways to go about the wholesaling industry and different things that may come up. It’s definitely been a blessing to have you along my side, because there have been things come up in the last month that you’ve been able to jump on your coaching calls where you have to answer questions. So it’s definitely been a blessing to have you and a blessing to join this program, to help take my wholesaling business to another level.

Lauren Hardy:
So you live in Georgia. Why are you not working the Georgia market versus you chose Baltimore, Maryland. What made you make that choice to go virtual?

Kejuan Frazier:
Okay. So yeah, I started off in the Georgia area and it’s probably not like the San Diego market or that California market, but it is saturated. There’s a lot of competition in the market, which is cool. Competition is always… my type of thing, but I didn’t feel like I was getting the most out of my money, out of my marketing dollars, you know? I didn’t feel like… if I’m spending up to close to $500 in marketing and text messages and skip tracing, and I’m not getting a lot of hits. It’s like, “Okay, did I choose the right marketing?” And of course, you let us know how to pick the right market. So I revamped. Went back and looked at those things that you recommended and [inaudible 00:05:08] there was another market that fit or that was suitable to what I want to do. And that’s what led me to the Baltimore, Maryland market.
I’ve been in that market for about two, three weeks and I’ve had about five or six leads within two to three weeks. So it gave me a lot more confidence just to go ahead and focus mainly on that Baltimore marketing, pick back up in the Georgia market once I get comfortable.

Lauren Hardy:
Yeah. So I mean, that’s… it’s like why work in area that’s super saturated with other wholesalers doing the same marketing methods you’re doing. So really, they’re just driving up your costs for marketing when you don’t have to be stuck to that area. You just don’t have to be. I mean, we are in such a virtual world right now, especially with COVID. It’s like you have that excuse to tell the seller, “Yeah, I can’t meet you.”

Kejuan Frazier:
Yeah, I can’t.

Lauren Hardy:
[crosstalk 00:05:59] so that’s already eliminated one. People… that’s a big thing people will freak out about going virtual is because like, “Well what if the seller wants to meet you?” Well now you’ve got that excuse. But yeah, a lot of people are in that Georgia market. It’s a great market, but there are just a lot of competition utilizing the same direct to seller marketing techniques that we do. So it’s just going to drive up your marketing budget. So you’re making maybe the same amount of money, but spending more in expenses. So yeah, I agree with your philosophy of just picking a less competitive market. So you’re busy. You’ve got a full time job and another one half of the year.

Kejuan Frazier:
And another one and people… I don’t have any kids, but I coach and I promise you, the season was over a month ago and these kids been texting my phone every day just wanting to talk. So it feel like I got about 30 different kids in my group. So I’m busy. I try to play multiple hats. I try to put on multiple hats throughout the day.

Lauren Hardy:
So what is really your goal with real estate? Of getting into real estate, what’s been your goal?

Kejuan Frazier:
Well the number one main goal that I have is financial freedom. A lot of people get into this field for, but it’s also creating that generational wealth. Something that I can pass down to my kids. Something… I may get in a position where my kids don’t want to go to college, you know? But they got to figure out a way to make some money. So this will be something that I can pass down to them, where they’re not putting their selves in a lot of debt, and they’re able to make money.
But one of the biggest things that I have is being able to buy an apartment community. That’s my number one goal. When you make that 10 year plan, that’s my number one on my 10 year plan is to be able to put myself in a position to buy an apartment complex and be able to serve individuals. Like people have been able to serve me most of my life.

Lauren Hardy:
I love it. I always say wholesaling is like the gateway drug to real estate investing, because-

Kejuan Frazier:
Yes.

Lauren Hardy:
It is the way that if you don’t… we weren’t all born into families that have huge real estate empires, you know?

Kejuan Frazier:
Right.

Lauren Hardy:
I live in southern California and believe me, I know a lot of people that have been, but I wasn’t. Sounds like you weren’t either.

Kejuan Frazier:
No, I wasn’t.

Lauren Hardy:
It does seem like that apartment goal is far away, but you’ve got to take some baby steps to get there and every year, you’ll see. First it’s like, “Well okay, I start out with wholesaling and I did three deals.” And then the next year it’s like, “Well we did 10 deals.” And then the next year it’s like, “I did 40 deals.” And then the next year it’s like, “You know what? I bought three single family rental homes, in addition to the 40.” I mean, it’s just all a stepping stone from each other from year to year, and I think a lot people that get really discouraged, they want to just be right there to the apartment building in year one.
I’m here to say, unless you are inherited an apartment building, that’s actually very difficult. It’s okay to start with the wholesaling and don’t put these crazy goals like, “I want to do 50 wholesale deals my first year.” I don’t know a lot of people that did that. If they did, they got really lucky honestly.

Kejuan Frazier:
Another thing I’m looking into and I don’t know if you are in this area, but I want to get a home on a college campus, or around a college campus and be able to rent it out to the college kids, because there’s good money there.

Lauren Hardy:
Yeah.

Kejuan Frazier:
It is good money there. I know when I was in school at Georgia Southern, we were charged by the room and we shared the living room and we shared the kitchen, and we were charged by the room.

Lauren Hardy:
Yeah.

Kejuan Frazier:
So that’s probably one of my biggest things that I want to… that’s in my five year plan. So I got all kind of plans of what I want to do with it.

Lauren Hardy:
And you are so… I mean, you’re on the right track. Where you are getting started and you’re taking action. So let’s talk about getting started, taking action. You’re about a month in. How do you feel? What are some questions you have?

Kejuan Frazier:
Well some of the biggest things that come about is marketing. That’s some of the first things that come. I know… I created this site through the site that you gave us. But my biggest thing with the website would be what ways do you market your website? Where are you putting your website information for people to go and put their information in if they’re wanting their… a motivated seller looking to sell. Where do you put it? Do you put it on Facebook? Craigslist? Where?

Lauren Hardy:
So here’s my opinion on having a website. In today’s world, a website is like a business card. If you do not have a website, who are you? You are some scammer to a seller’s eyes. I really only use a website solely for credibility. That’s it. So [crosstalk 00:10:46] Google my name and I come up and I have a website. It’s the same way as back in the 90s when people used to flash their business cards and everybody would give their business card, you know?

Kejuan Frazier:
Right.

Lauren Hardy:
In the 90s or early 2000s, you know? So I use a website just for credibility. There are people that try to get into Google ads or Facebook ads and it redirects those ads, redirect to your website. I have spent buckets of money on Facebook ads and Google Adwords, and maybe I just haven’t had the proper people managing them. I don’t know. I’ve tried different people. I think it is the most expensive lead source. I think there’s just better ways to get leads. That is cheaper. So I’m not a fan and I would never tell anybody that’s newer to try Facebook ads, or any kind of online marketing, because it is very, very expensive. I almost would say maybe if you have that background in Google Adwords management, that’s a different story, but it’s very expensive.
So I just use… think of the website as credibility. It doesn’t hurt to put some testimonials, if you can start getting testimonials from your sellers. Just one or two videos is enough. You don’t have to be crazy about getting 100 testimonials. Just have two or three up there, would be nice. So I made it as an intentional practice this one year, just for every closing, we offered the seller like, “Hey, a gift card if you just do a quick video for me.” So one year, I was collecting some testimonials. I put two or three on my site and that was just about all I needed.

Kejuan Frazier:
Right.

Lauren Hardy:
So yeah, it really is just for credibility. I wouldn’t stress too hard. So I recommend Investor Carrot because it’s the quickest, easiest way to throw a website and their plans are pretty reasonable. So that’s what I personally do, but I want to just get a simple landing page type website just to get started. If that’s more economic for you, then go ahead and do that.

Kejuan Frazier:
Right. Okay well you did knock out two birds with one stone, because my next question was going to be about those testimonials and that basically helps legitify your business, right? When you got those testimonials, people see that you’ve done business with other people in similar situations.

Lauren Hardy:
Right.

Kejuan Frazier:
Kind of helps give them that comfortability. That’s kind of what we’re going for, correct?

Lauren Hardy:
Right, right. I think that testimonials, in my experience, I think testimonials of course are awesome, but they’re also a difficult bottleneck to do as an operator because look, you’re talking to sellers. You’re doing your regeneration. You’re comping homes and then oh yeah, by the way, don’t forget to get the testimonial. It’s a lot, okay? That’s always been something that I’ve struggled with as an intentional practice of getting testimonials. So it was something that I had to just for one year, be really intentional about and then from on, I have not been as intentional about doing it.

Kejuan Frazier:
Okay.

Lauren Hardy:
So I would say as long as your testimonials aren’t taking… that activity of getting them isn’t taking you away from the primary way of you getting business, you know? They don’t hurt.

Kejuan Frazier:
Okay definitely. Thank you for that. Okay, what are your thoughts on… and something else that has been bothering me is the address. I know you said about getting a PO Box in the course, but what are your thoughts on a virtual address? Like if I had… online they got nowadays they have these buildings where you can have a virtual address for your business. I guess it’s more along the lines for the business credit to help that.

Lauren Hardy:
All credibility. That’s all [crosstalk 00:14:22]

Kejuan Frazier:
Credibility.

Lauren Hardy:
Honestly.

Kejuan Frazier:
Okay.

Lauren Hardy:
Yeah it is. It’s just for credibility because sellers like to know that you’re a local company. Now that is more important when you’re doing direct mail, because you have to have that return address on the postcard or letter that you’re sending.

Kejuan Frazier:
Right.

Lauren Hardy:
So usually seller, if they see it’s not from something local, they might be more inclined to throw it away and not talk to you. So that’s why I always just made it a practice to have a local address. But I will say like with Google, my business it used to be easier to have it also come up on the Google business page and Google has figured that out that people do that. So it’s not as easy these days. So it doesn’t hurt, but again, this is something that same with the testimonials. I don’t want this to take place of you taking action. I don’t want anybody to go, “Oh wait, I need to make sure that I have my local address before I do any lead generation or make any offers, because it’s so important that I have that address.” No, it’s not that important. That’s okay if you don’t get to it for three months. I want you to start taking action and making offers first.

Kejuan Frazier:
Okay, okay. Definitely, definitely is helpful. I, thank you for that. Another question that I have that come up in one of the properties that I’m looking to get under contract in Maryland is squatters. So we’re in a situation where… so the mom purchase the home off of somebody giving her advice. “Hey, you should get these homes. They’re going to build up the Baltimore area. In the future, you can sit on them and make money.” So she did, but the way her daughter explained it, she’s not a good landlord. She doesn’t check on the homes. She bought the homes and never went to go check on them. Kind of just got the keys and was just going to sit on them, kind of like she was told.
So they recently been brought to their attention that it could be tenants staying in these homes that they didn’t know anything about. The business from the person who they got the homes from. He’s still had tenants living up in the empty house. So they don’t have any idea of the lease agreements, even if these tenants are paying or anything, you know what I’m saying? And they can’t get ahold of the guy who sold them the home to figure out what’s the lease agreement.

Lauren Hardy:
Wow.

Kejuan Frazier:
How would you go about that? From what I told her off of first knowledge is she’s going to have to go down to the courts to start the eviction process, because if these are y’all homes and y’all don’t have any knowledge of people supposed to stay in them, no lease agreement or anything along those lines, then they’re illegally staying at this house. So you can get them out. There’s a process that you can go through to get them out. Is that what you would have told? Because I heard a new term recently, I’m on Clubhouse. I don’t know if you heard about Clubhouse, but recently it’s called cash for keys.

Lauren Hardy:
Oh right.

Kejuan Frazier:
A new term I heard.

Lauren Hardy:
All right. So I love it. So in California, I started out as a house flipper and I had to get rid of lots of people. So every state has different eviction laws and different notice serving requirements to get somebody out of the property. So the first thing you’ve got to do… and this is what I would recommend. There’s a cheap way to do this and there’s a little bit more of an expensive way. If it was me because for me, time is money. I would find the local real estate eviction attorney that’s doing all the evictions in town. Very simple. Usually you could just Google eviction attorney Baltimore. And there are attorneys that all they do, they’re a one stop shop and all they do are evictions, that’s it. That’s their thing and they charge the most reasonable rates because their volume.
What you don’t want to do is land on a civil litigator attorney that’s then like, “Sure, I’ll do that eviction for $5,000.” Right? So you want to go… so in California, I had an eviction attorney that literally would charge me $890 per eviction. That was it. Now what was great about that attorney is they would give me the “This is what you need to do first, and then if that doesn’t work, come to me.” So I would… in California, this is the way the California laws worked and I’m a little rusty on them, because I haven’t done them in a while. I’ve been virtual for a bit, so I haven’t had to do it, but there’s a notice period. So you give a notice. You have to put it on the door, take a picture with the date stamp that you put it on the door, or you have to serve it to them. They have to be served and it’s like, “Hey, it’s a 30 day notice [inaudible 00:18:36]”
On top of that notice, I would attach a cash for keys letter and it would say, “Hey, just want to let you know I’m the new owner of the home and I need you to move.” It would be a lot nice than that, but anyway I would say in a real nice way and say, “Hey, if you get out any earlier than this date, I’m going to give you a certain amount of money per day early that you leave.” So give them incentive to move out earlier than the 30 day, you know? Or I think in California, it might have been 60 days. That’s how rusty it’s been. I haven’t done this in probably three years, but there is a certain day amount and I would say, “Okay, for every day early, I’ll give you 35 bucks.” Right?
That motivated 50% of them. They’re like, “All right, I’m getting out next week.” Right? Because they’re like [crosstalk 00:19:20] make 100 bucks or something [crosstalk 00:19:21]

Kejuan Frazier:
Make some money. Right.

Lauren Hardy:
I always would say, “Listen, I’ll give you your full security deposit back, because I’m going to remodel the home anyway.” So that’s what I would do and in fact, I don’t think in the group forum of the coaching… my coaching group, I don’t think I’ve included, I might have. Check out the file section and see if I have my cash for keys letter and agreement. If I don’t, I will include it. If you want to just post, “Hey Lauren.” Do a little tag and remind me. I will post it there because I’m an open book. I give you guys… I give everybody in my program all of the things that I use and all the things that I do. So I can totally provide that. So that is something you can do and then that way, you avoid the eviction process already.
Now, sometimes you get the person that the notice time runs out and they don’t move. That’s when I would call the 123-eviction attorney, right? The go to guy and he charged me 800 and something bucks and he would file all the paperwork, and then sometimes they would move before the eviction actually happened, so it wouldn’t hit their credit. Sometimes it would be a sheriff lockout situation. And they would-

Kejuan Frazier:
And that’s basically when y’all change the keys, right? Just change the lock from the door.

Lauren Hardy:
The sheriff has to come and serve them a document and the sheriff can then say, “Listen, you have to come walk out of the property.” And then we would lock the doors behind and change the doors that day. And then any property that was left, back now in California, we have abandoned property laws. I would then consult an abandoned property expert. So this a whole thing that people don’t… forget about a lot of guys then take a dumpster and start throwing their stuff away and that’s not legal. You legally cannot do that, at least not in California. So we would then go through the abandoned property procedure, which actually ends up as auctioning their stuff off. It’s the most ridiculous thing in California, but you actually end up auctioning and then they have to… if they want their stuff back, they have to buy their stuff back from you. It’s a whole process.
So now, you want to avoid all these things, right? You do by cash for keys. You’re like, “Hey, we could do this the easy way or the hard way. Which way do you want to go?” So when you’re talking with these squatters, if you can talk to them, you’re like, “Listen to how this works. You’re going to get… it’s going to be on your record. You’re going to have a judgment on your record. You’re going to have something on your record now that says you’ve been evicted. So good luck getting into any apartment ever again. Not only that, I’m going to lock the doors and then you’re going to have to buy your stuff back from me. You don’t want to do that, right?”

Kejuan Frazier:
[inaudible 00:21:59] once the locks change, everything inside is yours.

Lauren Hardy:
Pretty much. You have to go through procedures, but… at least that’s in California, but every… and that’s what I mean, every state is different. So you got to just talk to the local attorney that does the evictions in that area and they’ll tell you how it goes. So now when you’re working a deal like that, this is where there’s two different ways to go about it. You can either say, “Hey, I’m going to help you get this place vacant and then we’ll buy it.” Or, “We’ll buy it, but we need the price to reflect that we’re going to deal with this headache.” If you are… your intention is to say do option B, you’re going to buy the property. You have to know how to deal with it and that’s why I saw call that eviction attorney.
And it’s really… you guys, it’s not that hard. People freak out about this. It’s really not. I’ve taken evictions all the way and it’s not that big of a deal. I had to do nothing. The attorney does everything. I just sit back and like, “Okay, let me know when I need to get a lockbox dude out there.” The abandoned property thing, I had another guy that I would just hire and he was very reasonable. I just had to add about three months to the holding time. That was it. So I would factor in the price of the home. I’d say, “Okay, the holding time is going to cost me…” let’s just easy numbers, $5,000 a month. “So I need a $15,000 discount to deal with your tenant problem.” You know? And that’s it. So you can frame… you can either get it on the price or say, “Hey, I’m going to help you get this thing vacant. Let’s get it under contract at this price, pending it’s vacant when we finally close. Or this price that’s maybe $20,000 lower or something, right? I’ll buy it and assume there are squatters.

Kejuan Frazier:
Okay, and I believe that’s the route I was going to go for was the adjust the contract, because I let her know. I told her… well first thing we adjusted was the amount of days that the contract would be, just in case there are squatters, then we have to do that. I expanded it from the normal 30 days to 45 days, and she was okay with it.

Lauren Hardy:
Let me tell you, instead of doing that, you just put a contingency, property must be at closing. So it doesn’t matter how many days.

Kejuan Frazier:
Right.

Lauren Hardy:
It could be 300 days, right?

Kejuan Frazier:
All right. Just as long as when we close, the property is vacant.

Lauren Hardy:
Property is vacant and possession can be exchanged.

Kejuan Frazier:
Okay.

Lauren Hardy:
Property is vacant and possession needs to be able to be exchanged.

Kejuan Frazier:
Okay and one thing that I slacked on this, because I had this, I’m new. So maybe I don’t need to go that granular yet with my KPIs. I didn’t necessarily… when I first started getting leads, I did have a CIM connected, so that I could push because I’m thinking to myself, “Well Lauren’s done a lot of deals. She needs that KPI right away. I don’t necessarily need it right away.” Until I got into the situation where it’s like now I feel like I’m wasting my marketing dollars in Georgia and I can’t see-

Lauren Hardy:
You don’t even know.

Kejuan Frazier:
Right, I don’t know [crosstalk 00:24:58]

Lauren Hardy:
You’re gut feeling it. It’s just gut feel. You don’t actually know. Right.

Kejuan Frazier:
Right. So for somebody whose listening who’s starting off. Can you explain or help stress to me how important it is to do KPIs from day one?

Lauren Hardy:
Okay. So KPIs is either something that is going to be a bottleneck for you and it’s going to stop you from doing other business activities if you make it too complicated. You have to do them though. So over the years, I played around with so many different KPIs. In fact, I actually looked back at all my KPI spreadsheets from… I don’t even know. I want to say I looked back from 2015 on, and you can see I tracked all these different things and some of them made sense. Some of them didn’t and so it took a while to really just make… I’m like, “What are the easiest KPIs to track that you could actually get a lot of data from?” And I came up with leads, offers made, contracts received, deals closed and then tracking your gross profit on all the deals, right?
So leads in is… we have a section on the course on this. It’s just anybody that says yes. My lead… you have to make sure, this is like what I learned in chemistry class or science in high school. The measurements have to be the same, otherwise you’re comparing apples and oranges, okay? You want to do apples to apples. The lead definition has to be the same and the definition of an offer has to be the same throughout your whole time doing this business. Otherwise, your 2020 KPIs won’t make any sense and will not be the same as your 2021. They’ll be apples and oranges. So start with the good practice now of defining the lead as yes… anybody that just says, “Yes, I want to sell.”
If they want to sell, they should go into your CRM and then that way you know that anybody… you can filter your CRM by date created and you can say, “Date created. Any lead that came in between December 1 and December 31.” And that’s how many leads you got. That’s your KPI for leads, right? Easy.

Kejuan Frazier:
Okay.

Lauren Hardy:
Easy. And then forever, your CRM is just uniform. It’s like, “How many did I get in 2020?” You do date created, January 1 to December 31. As long as you define the lead the same way. If you defined your lead… if your lead had four pillars, I hear the four pillar thing, not my jam. If you have four pillars of motivation like lead and then there’s… they have to have some motivation, and then they also have to be willing to sell within the next three months. Or maybe is it four months? Or maybe is it five months? I don’t remember.

Kejuan Frazier:
Right.

Lauren Hardy:
And they also have to… I forget what the fourth pillar is. Oh, the price has to be a certain percent. Their asking price in their head at the moment you call them has to be under this estimate amount and that’s it. Those are so subjective. Three of those pillars are very variable, are very subjective. For example, motivation. So I could listen to a seller and a seller to me, sounds motivated because they said, “Yeah, you know, I don’t really need to sell. I mean, financially I’m fine. I’m just ready to retire.” Some people [crosstalk 00:28:17] I will say that’s motivated. Someone else will say that’s not motivated.

Kejuan Frazier:
Okay.

Lauren Hardy:
But I know from my experience, I’ve done enough deals with the rich landlord, I bought enough rich landlord deals to know that there’s motivation in that guy. So you have to just keep your lead definition so easy, uniform, you can’t screw it up. It’s yes, they want to sell. They go into your CRM and then it’s… for an offer for me, it’s any time you give them pricing, whether it’s verbal, written down, text message, anything. It’s just anytime a price comes out your mouth to the seller, is an offer. So in your CRM, you can have… most CRMs, if you have a Podio base when you can do a date, a offer sent date and then click the date and it will track how many offers you had on each date. So then you can filter it, so that’s how we do it. We have an offer sent field, that’s a date field. And we just click the date.
Then if we… say we made another offer, say the seller goes to us for six months and then we meet another offer, we just reclick the date to give a point. Contracts is easy. Anytime you get a seller to sign a contract, easy right? And then deals closed, easy. Anytime you close a deal, got the check in your hand, you put in that date. Those are important ones to start. Then you start getting more micro as you get on, but as least as a beginner, as you’re starting out, don’t damage your brain. It is brain damage. I’m telling you, I’ve seen some people’s KPIs and they’re brain damaged. There’s so many fields that you will never, on a regular basis fill them out. You just won’t. You just won’t do it. Every month you’ll be like, “Oh god, I have to run my KPI reports. I’ll do it tomorrow. I’ll do it next week.” And then you never do it because it’s too hard.
So just four things, that’s so easy. My Podio does for me automatically. I can literally look on my activity page and it’s there automatically. Most CRMs can do something like that for you. So get started now. Just get in that habit, so then that way, you don’t have to back track next year.

Kejuan Frazier:
Right, right.

Lauren Hardy:
Yeah.

Kejuan Frazier:
So for people starting off, do you think that Podio is probably the… I use Podio. Do you think that’s probably the easiest to pick up and understand?

Lauren Hardy:
You know what? All CRMs have pluses and minuses that are out. Some are very expensive. I would say Podio is the least expensive. If you just do the basic plan and you customize it yourself. You can very easily go on Upwork or Fiverr and find someone who has Podio experience and they can customize it for you. To just show the basic things that you need. So I think Podio is a great place to start, and if you want to get more complicated, you can. In my experience, some of these CRMs are just too complicated and nobody uses half their features, but then they sure pay for it every month. So there are some CRM programs that are like $240 a month membership type thing, but you don’t use half of the automations. So you don’t really need it. You just need something to track your KPIs. So as you get started, just a simple Podio, that works.

Kejuan Frazier:
Okay. That is what I have. That is… okay.

Lauren Hardy:
Love it. Well were getting close to… we actually have a coaching call. We have a make up coaching call and I’m not sure if you’re going to be on it, but I’ve got… I think we’ve got to wrap things up, but I really love this Q&A. Now tell me, you’re a month in, you actually do have some deals in the pipeline. So you’ve got how many contracts so far?

Kejuan Frazier:
I’ve got two contracts so far and then today, I am looking to… I know today she’s going to sign the contract. It’s been about two weeks. I think we finalized everything last night. She approved. She got kids and she got a lot of stuff going on, so I know she probably couldn’t get to it right away, but I am 100% confident that she’s going to sign the contracts and I will have three more houses on the contract in the Maryland area, the Baltimore area.

Lauren Hardy:
Love it. And then for the rest, it’s pushing it to the finish line to get paid and get that check. So we have to do a follow up episode. I think when you’ve hit… maybe you’ve actually closed some of those deals.

Kejuan Frazier:
Okay.

Lauren Hardy:
Maybe three months from now, coming from let’s talk to you one month in to three months in. I would love to do a follow up when you’ve closed about three deals to hear what… where you’ve came from this day to then three months, okay? [crosstalk 00:32:50] let me know when they close and just keep doing what you’re doing Kejuan. You’re doing a really, really good job. You’re taking action. You’re doing everything you need to do. It’s overwhelming at first, but everyday you’re just going to get better and better. You’re going to figure things out. Every week, you’re going to figure out something. You’re going to have a breakthrough. Something that seemed so difficult a week ago is not going to be difficult anymore. The more you keep going, the better you get and I’m telling you, the more offers you make, the better you’ll get in general.
Making those offers and negotiating and getting comfortable with those seller conversations and answering those seller objections, it’s going to make it easier and you’re going to be better. So I think right now what I want you to do is every time a seller gives you an objection, I want you to write the objection down and come up with three answers that you could have said to overcome the objection and memorize it in your head.

Kejuan Frazier:
Okay, I can [crosstalk 00:33:47]

Lauren Hardy:
Anytime a seller was like, “Well that price is too low.” For example, the obvious ones and you kind of get stuttery, right? You’re like, “Well… yeah.” Right?

Kejuan Frazier:
Yeah, especially on those first-

Lauren Hardy:
So what are you going to say next time to say, “But Mr. Seller, did you see that house on 123 Main Street that sold? That house sold for $45,000. I’m offering you 55. Don’t shoot the messenger, but you’ve got some neighbors that are selling their house for the price I’m offering you.” Right? So you get better at those objections and your seller conversations just become smoother and easier, less stressful for you. You just become a better negotiator. So work on that and let’s see where you are. That’s a big project I want you to do. I want to see how you do and how you feel in your negotiations three months from now.

Kejuan Frazier:
Okay. That definitely sounds exciting and you definitely hit it right on the head because I definitely have gotten a lot more comfortable throughout the weeks. I’m okay with picking up the phone now. I’m less fumbling up my words. So yes, you’re definitely right and I can definitely see myself continuing to grow. So I will write down any objections that I have from a seller and figure out ways that I can answer that question and make sure we’re getting this contract signed, and I definitely look forward to talking to you in three months and seeing what I have. I’m definitely going to have something for you in three months though.

Lauren Hardy:
Love it. All right. Well hey Kejuan, how can anybody that’s listening to this podcast episode get ahold of you? I mean, we have a lot of people that listen to this podcast and they are curious about the Wholesaling Inc. coaching programs. They might just want to send you a quick email or a quick Instagram DM on just like, “Hey, do you recommend Lauren as a coach?” Or something. Where could they send that to?

Kejuan Frazier:
Okay. So they can send it to my IG, Instagram @educated_guy or the can send it to me on Facebook. You can just type in my name Kejuan Frazier. You’ll see it. It’s probably a picture of me in a coaching uniform. So yeah, that’s me. And reach out to me if you have any questions. Again, I’m new, but I can try my best to answer them. If not, I have a wonderful coach, who would definitely give me some good answers that I can give you some feedback to.

Lauren Hardy:
Awesome. Thank you Kejuan. All right. Well til next time, we’re going to talk soon.

Kejuan Frazier:
All right. Thank you Lauren.

Lauren Hardy:
All right.

Kejuan Frazier:
Happy new year.

Lauren Hardy:
Goodbye.

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