Posted on: May 13, 2021

This episode is something new as Brent welcomes guests to join the TTP Monday team meetings. Josh Broach and his sales team are the first to experience this and got the opportunity to ask questions on real estate wholesaling to get clear and realistic answers from Mr. TTP himself, Brent. 

In this episode, Josh will ask some of the questions that he has been keeping to himself to Brent to get more inputs on what he should do to develop his business, what scoreboards to keep track of, what his sales guys should do daily, and how to achieve his income goal. Brent will give a lot of advice and bonus tips for Josh. Josh also gets a chance to peek into Brent’s daily routine as a leader to learn how he does things and manages his team. 

This episode is going to be exciting! Keep those ears glued to know what Brent has to say to Josh that will also enlighten other entrepreneurs to keep the business growing as a leader.

Key Takeaways

  • How long he has been doing his business and where it is at now
  • On how essential his sales team is for his business
  • Where he gets his 17-24 leads daily from
  • His strategy to go for the seasoned ones on the list
  • The top five things that Brent advice Josh to do daily to develop his business as a leader
  • The scoreboards to keep results of
  • Brent’s advice for Josh on what his sales guys should do daily
  • Brent’s advice for Josh on how to achieve his income goal
  • What a typical day looks like for Brent
  • Brent’s advice for Josh to look at wholesaling as a foundation in real estate

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Episode Transcription

Brent :
Welcome to the Wholesaling Inc Podcast. America’s number one podcast for new real estate investors, where we know that finding discounted properties is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTP, Mr. Talk to people. And I’m telling you this, if I can do it, so can you. So let’s get started. I am really excited about this podcast because for the first time, this is going to be really different. All right, now, part of the TTP program, the mentorship program, is that you get the opportunity to… anybody in the program gets the opportunity to come into Phoenix and meet with my team, and have a team meeting. We do it every Friday. And it is an absolute blast. And this week, it’s my absolute pleasure to bring Josh Brochere from DFW, from Dallas Fort Worth.
And he is doing incredible business already, but he’s got some questions. And I thought that it’d be really interesting to be able to instead of just him and I sitting in my office going over these questions, to just do it on the podcast, and let everybody know what this is like, and maybe a lot of these questions that you have are what people are going through. So Josh, you’ve been doing business. You’ve been flipping. You’re transitioning to wholesale. You brought two acquisition managers and an office manager, your admin, here to sit with my team. You went through the team meeting. We had a great time. [crosstalk 00:02:39]. And now let’s get to the nitty gritty. You know what I mean? Just real quick, let everybody know how long you’ve been doing it and where your business is at now.

Josh:
Yes. So I’ve had my real estate license for five or six years. I’ve done everything from listing houses, selling houses, working with buyers, flipping houses. Wholesale is what I’m currently doing. And out of everything I’ve done, I liked the most flipping houses. I liked the most wholesaling houses primarily because I don’t have to hold anybody’s hand. I don’t have to wait for somebody to get qualified. I don’t have to baby a seller a little bit. No disrespect to anybody that loves and enjoys that. It’s your passion. You know what I’m saying? You should love and enjoy that. But I think at the end of the day, you should love and enjoy what you do every day. And I like going out, finding deals, flipping him, or. I know my market has tons of investors looking for deals, and they’re foaming at their mouths, so if you got one, they’re going to buy it quick.

Brent :
Yep. Got it. And so you brought your sales team in. So you’ve got two of them, acquisition managers. And each of them right now told me that they’re getting 12 leads each of them or total?

Josh:
No.

Brent :
Each of them.

Josh:
Yeah. So we’re bringing-

Brent :
A day?

Josh:
… Yeah. We’re bringing in anywhere from 17 to 24 a day. [crosstalk 00:03:53]. So I have my marketing team, which is really the backend team. They’re doing all the hard work. Without them, we’re not making any money. They’re the ones that are bringing the leads in. So they’re calling people, texting people, taking an inbound calls from different things. So they’re the ones that bring the leads in, and then we pass them out, and then my sales guys just get to work.

Brent :
Awesome. And where are you getting… So people are probably watching this and listening to this and they’re wondering, where do you get 17 to 24 leads a day from?

Josh:
Yeah. No. So if I’m being transparent, it comes with spending money. You have to spend money on leads. You have to spend money on the backend team. So a lot of these stuff I do, I do a batch. Well, they do a great job. It’s all in one. There’s a lot of great different skip tracing companies out there, but I think the aspect of all in one, that helps too. So I know what leads I have, and if I already have those leads I’m not paying for them, opposed to going here to buy leads, going here to skip trace them, going here to do this. It already lets me know I already have this, so I know it’s not being doubled on.

Brent :
Yeah, batch, well, they started out batchskiptracing.com and then batchleads, and all the other apps that they have. It’s phenomenal all. Yeah, for sure. So are you texting and calling, and are you doing any mail?

Josh:
I’m doing the first to think about doing some mail. The reason I’m thinking about it, mainly because everybody’s doing texting and calling right now. So if you look back maybe like a year ago, before maybe the texting started hyping up or whatever, people weren’t doing that. So you’re inbox would stuff with mailers and stuff like that, but now I’m seeing a decrease in mail, so maybe it’s opportunity there.

Brent :
Interesting. Yeah.

Josh:
Yep. Going a little old school too. Still do the signs, the-

Brent :
Banner signs.

Josh:
… the banner signs. I don’t see a lot of people doing them now, so… I’m just trying to be creative and not really reinvent the wheel, but try to see what people aren’t doing still and then what people are doing, do some stuff on TheMLS too, so just try to do a mixed of everything and just go to work.

Brent :
So you’re going after properties on TheMLS.

Josh:
Mm-hmm (affirmative).

Brent :
Okay, excellent. So is there a certain criteria that looking for, or is it just as soon as they hit the market you send them an offer?

Josh:
I really don’t go as soon as they hit the market, because everybody is sending them an offer at the time. They’re not too motivated. Even if they are motivated, they’re not too, “Let’s get this down 10,000, 15,000, 20,000. Let’s get a fee here.” They’re not standpoints. But I look for stuff that’s 300 days old.

Brent :
So you’d go for the seasoned ones, the ones that have rust on them.

Josh:
Yeah.

Brent :
Yeah, for sure. So then they’ve been on the market for a while, and then do you just give them a percentage of what they have it on for, like 50% or 60% or 70%, or do you look at each one, comp it, and then send an offer?

Josh:
Yeah, I’ll do that second one.

Brent :
Yep.

Josh:
Yeah. Mainly just because they’ve been on it long enough, they do have some motivation. And it’s not something new that’s coming on every day we just want to quickly choose something out. You see, okay, they’ve been sitting here. I do have a little bit of time to do something. It’s not going to be gone tomorrow, but it could be gone tomorrow. So you do want to be active and aggressive with everything you do, but I still want to be likable too.

Brent :
Awesome. Perfect. What questions? Let’s open this thing up.

Josh:
Yeah, so I’m really just trying to grow my business more, obviously. I’m just trying to just get to the role to where I’m overseeing, and developing, and building a sales team, not necessarily doing all the sales work, but creating opportunity for everybody. So my questions are going to come from that opposed to the guy just getting started. So my questions are as a business leader in developing your business, what are the top five things that I should be doing every day business wise? I know we did your team meeting earlier and that was great, I learned some stuff from that, but like the first things you get in the offers, or what are the five most important things you do every day?

Brent :
Yeah. So from a leadership standpoint, one, you have to remember that leadership is something that we have to really work on. It’s another skill. It’s not just like, “Now that I’ve made money, I’m a great leader, and now I can just… Everybody is going to be great.” [crosstalk 00:07:52]. So number one is you have to really study leadership. You got to read the books. You got to get the audibles. You got to listen to a podcast. There’s a great leadership podcast by Craig Groeschel. It is absolutely phenomenal. I would listen to that. And just put those leadership ideas in your head. Number two is understand this, everything is up to you. Extreme ownership of the success and the failure of this business is up to you. Everything. You take that extreme ownership. When you hire people, you have their financial responsibilities in your hands.
You know what I mean? So just with that, just understand, don’t go too fast and hire too fast because you think that it’s going to grow. I would rather you pull more out of the people that you have, than get a lot of people because it looks cooler on Instagram or whatever. You know what I mean? And everybody’s going crazy in the office. And it’s like everybody’s trying to recreate some scene from that-

Josh:
Wolf of Wall Street.

Brent :
… Wolf of Wall Street. Exactly. People do. Right Josh? That’s what people think is a successful business. It’s not. It’s getting the most out of absolutely everybody.

Josh:
Everybody’s eating.

Brent :
Everybody’s eating. Everybody… But also there… We start out our team meetings like we just went through, going around the room and talking about gratitude. What are you grateful for this week? And I think that that’s a really important thing to do, not just as a team building thing, but just letting people have a little bit of spotlight on them to communicate. And everybody’s listening to them. And it just gives them a sense of confidence. It builds up confidence, I think. So just having that little bit where it’s all about gratitude.
The fourth one would be, you need to have that scoreboard. You can’t hold people accountable if you can’t track their numbers. You can’t hold people accountable if you don’t understand, what are the results of their week? I think a lot of times we think that we just go, we set it, and we forget it. We just put people into place and say, “Okay, go get deals.” Well, no. They need to be held accountable. They need to be… Here’s the thing, the interesting thing, we talked about it in there, it’s not when they’re not winning, it’s when they win big time and get paid those big checks, and then all of a sudden they disappear. All of a sudden they go… All of a sudden they’re going on trips and vacations and aren’t really doing all their tasks. So keeping a really good accountability is key.

Josh:
What are some of the scoreboards that we’re keeping results of?

Brent :
Right. So you need to know where are your leads coming from. That’s number one. Where are these leads coming from? Are they coming from banner and signs? Are they coming from texts? Are they coming from calls? Are they coming from direct mail? Are they coming from the internet leads? All of those things are important. Then, from that lead, how many of those leads are quality? Quality is based on condition, timeline, motivation, price. The prequels. The four pillars of pre-qualifying. What is the condition of this property? What is the timeline? What is the motivation? What is the price? That is a quality lead. If they can get two of those, typically it’s a quality lead. See what I see a lot of times is if people say yes, if they just say yes, they would consider an offer, it gets sent in, and now your guys are fist fighting to get ahold of these people and then do more qualifying, and it really slows down the process if you don’t have more information from your sales guys, right?

Josh:
Yeah, that’s one thing you showed me today, and I think it’s very important. Even though what we’re bringing in, there’s also potential with the numbers that come in that you could have more than you need, not per se more than you need, but maybe more than you can handle, to where you may not see who to really focus on. Though you’re closing deals, you can still close way more deals if you knew who to focus on more with your time.

Brent :
See, I would rather by the time it gets to Ryan, my main acquisition manager… So here’s the process, and you saw it today, it’s we cold call. That goes in to Jackie, my lead manager. She makes sure that we’re getting as much quality out of those leads as possible. Then it goes to Chad, who’s my junior acquisition manager. He warms it up until the timeline shot to where they’re ready to make a decision. And then my closer, Ryan, gets those deals. So everybody’s like, “Ryan has got the cushiest job ever. He’s got these totally ready to go qualified lead.” He still has to lock it up. He still has to beat out those two, three other offers. He still has to build a rapport. He still has to make sure that these people are going to get to the finish line.
There’s a lot there, but he only gets three or four leads a week. Five leads a week. You know what I mean? And I’m telling you if your guy has got four or five that they had to close, that was their focus, they would close those. Sometimes we throw way too much leads at our sales guys and it really distracts them.

Josh:
Yeah, definitely.

Brent :
And then the fifth one, just to round this thing out, the fifth thing for leadership is just understand that you have to get paid. And I think that this is one of the things that is really missing in our business, is we go, “Okay, I just made 20,000. I just made 50,000. I’m going to take this 50,000 and 40,000 of it is going to go here. And I’m going to do marketing. I’m going to hire all these people and everything.” And you only take 5,000 or let’s say 75 or even 10,000, but 33% of that is taxes from personal income.
So you’re netting a certain amount, and you’re only taking home seven to five out of that 10. How do you build assets? How do you, Josh, buy apartments, and buy commercial buildings, and buy single family residences, and do all these things that we want to do if you’re not getting the most out of the business. And what I’ll tell you is, I would set a goal personally that you say, “I want to make whatever it is this year.” You personally, “I want to net a quarter million dollars. I want to net a half a million dollars. That means I need to make 200… I need to make 20,000 or I need to make $40,000 a month.” And then start reverse engineering.
“If my income is here, then my marketing can only be this much, my salaries, or commissions, or my personnel costs can only be this much.” And that’s going to make you always hungry. Always hungry. And you’re going to… This business is really going to grow because you as the leader are making… you’re achieving your goal of making this money to be able to pay off debts, and to buy assets, and all of these other things. If you’re sitting there and all of a sudden your sales guy is making more than you in a month and you’re like, “Wait a second, I’m taking all the risks. I’m running this whole thing. What is going on here?” All of a sudden negative things start swirling in your head. And you start looking at things a little bit differently. And you’re like, “What is going on here?” If you are setting the goal personally to make a certain amount to take home to you and your family, and you’re hitting that, everything else is going to flow. I’m telling you, everything else is going to flow.

Josh:
I think also what you said is good. And that thing I took away is… I value leads. I value what we spend on them. And I value when we get them, because it is like you say, you’re spending money on this. You want your return. But when you do what you said, I think that the cost or the value per lead rises way higher too.

Brent :
You better believe it.

Josh:
Yeah.

Brent :
Absolutely. And you fight for every deal. And you want to increase it. And you’re really protective of the people that you want to hire. You know what I mean? Because they are really running the business for you as the business owner, and you need to bring on really incredible talent. You can’t just bring on people and hope and pray that they work because they’re a friend of yours that worked at some other job or whatever else. You want to bring in really highly talented people that know, number one, that you’re the leader and you’re the owner of the company, but two, that you bring a culture that everybody wins. Everybody wins. I’m not saying you take it all off the top and not pay your people. You have to pay your people, and you have to make the commission structure strong so that they can make a good amount, but you got to get paid.
So many business owners, they take five or 10% of the profits. It’s ridiculous. Why? You can make more being a server at a really nice restaurant. You know what I mean?

Josh:
Yeah, for sure.

Brent :
So as an entrepreneur, you got to pay yourself. And then the book Profit First really does a great job. And the beautiful thing is they’re coming out with a profit first for real estate investors in the next couple of months. So depending on when you’re hearing, you’re seeing this, definitely look for that Profit First book.

Josh:
Nice. Thanks, Brent. So what are some major activities, I know obviously being on the phone each day, things like that, that my sales guys should do daily and let you see.

Brent :
Yeah. It’s all hitting their tasks. It’s all making sure that the leads that they’re supposed to follow up with, that they get done. And not only that, but you’re dumping new leads on them. So you want them to be following up with the leads that they know they have some information, but also they have to get to those new leads right away. So the number one thing, I try to take everything off of my sales guy’s plate, except for making those calls, building that relationship and going out on appointments. And then I think it’s more important right now, Josh, to literally go on those appointments and get in front of people face-to-face. I know a lot of people like doing it virtually, but if it’s in your market, you’ve got a fantastic market to set yourself apart in these bigger markets. You’ve got to go to the door.
And I’m not just talking about when you have a scheduled appointment, I’m talking you know this is a rough house, they want to sell, but now they ghost you. Now they’re not answering their phone. Now something’s going on. Send them to the property. You have a deal that you locked up and… or you’re about to lock up, but it has a tenant. And the tenant and the landlord are fighting, send somebody out there to mediate that. Go talk to the tenant. Go in front of him. Tell him what’s going on. Explain the process. Explain that you’re there to help. You know what I mean?
Get in front of these people if they’re not answering their phone. You’ve got to get them out there. So that’s what… I don’t want my sales guys comping things. I don’t want my sales guys putting together the paperwork. I don’t want my sales guys working and communicating with the title company. That’s all stuff that’s on us. What these guys do is they make the calls, they go on the appointments, they close the deals, and they stay in touch with the sellers during the process to make sure that they show up for closing.

Josh:
I had a deal like that you were talking about, where the seller and the landlord are fighting. It was a crazy situation because the seller, it was her mom’s house. She had passed away. And she was about 80 years old, the seller. And the squatter was her brothers’, which had passed away, ex-wife. So she had been there for seven years paying no rent. And this was a 33 pop. So I was like, “Man, I’m not messing this up.” So immediately, I went over her house, put her on the contract. I was like, “Okay, first I’m going to do, is we’re going to write her a 30 day notice and before I close it…” And I’m still going to close on it. But sent it over. Certified mail. Sent it to her.
And then I went over to the house, and three days later I was like, “Hey, I’m Josh. XYZ sent me over here. She wanted to make sure you got the letter. She got the receipt that you did.” She’s like, “Yeah, I don’t know why she’s kicking me out this [inaudible 00:19:20].” I was like, “I know, but if you’re not out, you’re going to get evicted this [inaudible 00:19:24]. Let’s make it easy. I’ll give you $1,000 if you’re out before the 30 day notice.”

Brent :
Beautiful.

Josh:
And literally she was out 10 days before the notice. She found a new place. And I gave the 1,000 to the landlord directly. Though it became a 32 pop but-

Brent :
It’s better than zero.

Josh:
… Yeah. I got to sell it and deliver the house vacant, so now it’s no problem.

Brent :
Listen, I will trade that any day of the week. We give cash for keys all the time. All the time. Especially in this market where a lot of the courts are really slow, and it’s really tough to get a formal eviction, and that takes time, and that takes… Listen, if you have to evict somebody, you’ve got to assume that it’s going to cost you between 25 and $3,500 to do it. So would I rather give it to the tenant to move them out faster in a shorter timeline? Every time. And you did it for a 1,000 bucks. You can do it for 500, 1,000, 2,000 for sure.

Josh:
Yeah. So I’m with mediating for sure. So for you, what do you think it takes to reach consistently an extra seven deals a month on top of whatever you’re doing?

Brent :
Okay.

Josh:
What extra work? Is it buy more? What is it doing?

Brent :
Well, I would flip that a little bit and just go, what’s your income goal? Because I think that people go, “Well, I want to do a hundred deals.” Okay, great. What if a hundred deals only netted you $1,000,000, or made you a gross to $1,000,000. What if it was only $10,000 deal? What’s the income goal that you’re trying to get to?

Josh:
I want to be at 175 a month.

Brent :
175,000?

Josh:
Yeah.

Brent :
Beautiful. Okay, so then what’s your average deal size?

Josh:
I would say closer to 23. I didn’t have the statistics, but anywhere from 17 to 23,000.

Brent :
So let’s say it’s 10 deals, 10 deals a month. And so a couple of different things. One-

Josh:
Now some of those deals, I’m also buying myself too, but-

Brent :
Keeping or flipping?

Josh:
… I’m keeping them and flipping them, because our market is crazy.

Brent :
So do you want 175 on top of the ones that you keep?

Josh:
I want a bottom line 175.

Brent :
Okay. So 175, and how many do you want to keep?

Josh:
I probably want to pick up right now at least two a month.

Brent :
Two a month. Okay. So we need 12 deals. Or you need to increase the amount you get per deal. So I think number one, and we talked about this, you need to blow up that buyer list, because you’re selling it to the same people every time. And that is… I’m telling you, when you do that, you see what they mark it up for, if you have that list, you’re making an additional, what? Eight to 10. What do they average when they sell it?

Josh:
Anywhere from six to 12.

Brent :
Right, so you’re taking a deal from 17 to 30. Now all of a sudden, you need to get six deals and eight. You could do the same amount of deals, but just bigger deals. So what I would say is… And I’ll get to your more deals in a second, but for everybody out there listening, you can increase… you could double the amount that you get by two things. Number one is you need to anchor lower on your offers, and just make sure that you’re going after really good deals and trying to pull out. Don’t… Try to get them as deeply discounted as possible. I know that you are, but even push it further than you have. Challenge yourself. And two, you got to get that buyers list. You’ve got to increase that buyers list like crazy so that more people are going to buy it and you’ll get the most amount of it.
Now, if you want to get to those 12 deals a month, you just have to look at how many leads does it take you to get those deals. So you go backwards and you go, “Okay. It takes us 50 leads to get a deal. So we need 600 leads in our pipeline to close these 12 deals.” And so if that’s the case, how do you get to those 600 leads? And how do you get that quality? And how many people do you need to be able to do that? So if we’re looking at it and you say, “Brent, my sales guys each can take 12 new leads a day. That is 60 a week. That is 120. We’re at four weeks, that’s 480. I need to get 120 more leads.” I’m just doing round numbers here.
Right. I don’t know if it’s one to 50, one deal for 50, but you just do the math. And then from there, you just go, “Where are we getting our leads from?” And then you invest more into that channel. And then if you don’t want to do that… As you’re doing that, that’s you sourcing them, as we talked about, and as you have a lot of experience, you need to get referrals. You need to have people bring in you these deals to dispo. But you can’t do that unless you have a big, robust, healthy, just hungry buyers list. It all starts with the buyers list. That’s how you get to that 175. That’s how you get to buy in two properties in 175. Really robust. You know how to get leads. You know how to get deals. Well, let’s get more out of every deal and then just pour more gasoline on the amount of leads coming in at the top of the funnel, and you’re there.

Josh:
And it’s like almost the first one, but as far as you, what is your daily schedule in the office? What do you do each day?

Brent :
Wow. It just depends. Obviously, with… A lot of my day is coaching. And I’ll spend about an hour a day in the real estate business, in the wholesaling business, reaching out, making sure everything’s going clean, comping some properties, looking at it, but I don’t really… I’ve got a pretty good flow to my schedule. My schedule is pretty open. I wake up about 7:30, which everybody’s like, “Oh my gosh, you get to sleep till 7:30?” Sometimes. I mean, I’ve got kids. But I get up at 7:30. I get the kids to school. I’m usually on the phones calling all the students that need some help from the texts from them the morning.
And then I am doing some podcasts, doing some videos, looking at any of the deals that we’ve got done, typically around noon, and then I exercise three days a week on Monday, Tuesday and Thursday. I work out at noon or one o’clock. I like working out in the middle of the day when my body is feeling it. And then from there, it’s just on the phone. I’m making connections with a lot of top people from around the country, whether it be in the coaching side or whether it be in the real estate side, just talking to people. I get texts, I get calls, I get DMs, I get all sorts of different things, and we’re just on the phone all day.

Josh:
Okay. So I know your life is totally different, but somebody like me, what would you say?

Brent :
So in the wholesaling business, when I started out, the morning was made for finding deals, the afternoon was made for doing deals. So nine to noon, I was making my calls. Noon to 12:15, I would eat lunch. You don’t need an hour for lunch. Knock it off everybody. From 12:15 to one, I would do lead follow-up. And then from one to five, I would go on the appointments and I would lock up the deals, and just manage the deals and do the transaction. And then as I started hiring more people on, it became just managing and making sure that they were up-to-date with their tasks and building the cash buyer database. That’s where you’ve got the team for the sellers, now you need to go hunting for the buyers. You need to be building up all those relationships is what I would suggest for your schedule. If you’re not necessarily doing the sales side of it, and following up with the leads, and going on the appointments, then you need to be building the relationships with the buyers, selling those deals, and building that healthy tension with them.

Josh:
So you said if you just got an acquisition team, it’s all you’ve been focusing on, and the next step would for you to become disposition yourself, build up a team, build relationship?

Brent :
Exactly.

Josh:
And then get that too swamped to where you can handle yourself and the business and then fill somebody over there?

Brent :
That’s it. And then once you build it to that point, once you’re at that point, Josh, and you’re like, “Oh my gosh, I’m only doing five hours worth of work in this real estate business.” Then this opens you up for those opportunities for building those big, robust rental portfolios, raising capital to maybe do some development, or to do some more flip deals, networking with people that are doing syndication deals with big properties or whatever else, or just depends on if you want to get into coaching, that type of thing. But if you want to stay just in the real estate thing, in the real estate business, then you just start looking at what’s the next evolution.
Because here’s the deal, wholesaling is the foundation, and then all these little houses that you can do in real estate are developing… development, you can be the developer, you can build a rental portfolio, you can do fix and flips, you can be the money guy. All of those. You can be the bank. Those are the different silos that you can go to, it just depends on what you want to do. [crosstalk 00:27:54]. So what do you want to do? Flip?

Josh:
Yeah I want to flip but my big goal is to… And I mean, obviously your goals are going to keep changing, but my big goal is to get a 12 unit apartment complex at one point. Keep flipping. And then get me a 24 unit apartment complex. Keep flipping. And a 36 unit complex, and just keep holding all those units like that, the 12, 24, and 36, and build my rental portfolio like that.

Brent :
Love it. But remember that’s a full-time job reviewing those deals, looking at those deals, doing the… I’m not a full-time job, but it’s another business in itself. And you need to be available for that business too. And you need to make sure that your ATM machine doesn’t run out of money. And so you’re constantly filling that up with making sure that your people are running and doing it. And it takes a while. It’s not like you just click your fingers, in six months your team’s perfect. You hired the right people. They’re going to stay with you forever. And your systems and marketing are just going to work the same that they are forever and ever. You’ve got to stay on top of all that. You’ve got to review all the deals. You’ve got to look at the leads. You’ve got to get in there and see, are we missing opportunities here?
What’s slipping through the cracks? All those things take time. And until you can hire somebody like Jackie, who-

Josh:
She’s amazing.

Brent :
… She’s incredible. I told you. She knows that she’s got it all. But that took two years to get her to this point. And that’s her and I working together. I talk about my schedule and pretty much being free to coach all day long, but it’s one reason, one reason only is because for the last two years, Jackie and I have been working hand and glove with each other to make sure that she could take over everything that I was doing.

Josh:
Yeah. That’s… You gave me a lot of good stuff during this podcast before we were hanging out. I think the biggest thing that I’m going to take away, I mean everything, but the meeting you all had, this is this, I know this where this is this, I know this where this is… Everything about each person, about each list, about each, it is just detailed to where everything… You can just see where you’re getting deals, where you’re… how many this leads, this call is bringing, how many… I guess, everything is just detailed to a science.

Brent :
Yeah. It’s scoreboard. And listen, Jackie’s job before this was she was a professional house sitter, literally. She would just house sit in people’s places all over the country. And luckily she started dating one of my best friends, Jeremy, my disposition. And they got married. And I was able to pull her over. Took a while but once you get the right people in place, and really pour into them, and let them have ownership of it, I think that’s another… I think that would be the sixth thing on that list of leadership, it’s just let them have ownership of their role. Guide them, be there, encourage them, support them, love them, but let them have the ownership of the role, because if they have the ownership of the role, they’re going to start making decisions without you. And that’s going to really take off.

Josh:
So you’re saying don’t micromanage.

Brent :
Exactly.

Josh:
Try not to do that.

Brent :
Exactly. Yep. Exactly. And we’re staring right at our best month in business ever. It’s a $400,000 a month. It’s absolutely bananas. And that’s with five people. You don’t have to have a giant crew, you just need to get the most out of everybody.

Josh:
Yeah, I had one more question but you answered it.

Brent :
Okay, good. Well, this has been good. So we’re going to wrap this up. I’m so glad that you’re here. I’m glad that you brought the team. I think that it’s going to really help them visualize and see what it looks like to build and grow and actually be like a family type feel to it.
And yeah, I’m excited that you’re here, and I’m glad that you decided to do this. I know you wanted to wait and ring the bell and do a traditional podcast, and we certainly will, but I thought that this was just really cool, and I thought you had some really good questions so-

Josh:
Appreciate it.

Brent :
… Awesome.

Josh:
Thank you-

Brent :
Josh, and thank you so much. Everybody else out there, if you’re interested in joining the most proactive group in real estate investing, it is the TTP family, it is the TTP program, go to wholesalinginc.com/ttp. Check out the website. Check out what it’s about. Check out all the testimonials. If it feels good in your gut, sign up for a call. I look forward to working with you personally. And as always, I encourage you to talk to people. Till next time. Love you guys. See you.

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