How To Succeed in Real Estate Investing (MORE Secrets to Consistency) | 601

How To Succeed in Real Estate Investing

Today, we are continuing the conversation on how to succeed in real estate investing! Our guests, Chris Warren, Parker Stiles, Anita Hirth, and Dr. Rob Borer joined us to tell you where to find the off-market deals and funding, to give you new ideas, and to share their secrets to consistency, the main ingredient to success. They are of different backgrounds and ages, they have different goals and visions. You are likely to recognize yourself in one of their stories. So, stay with us and learn how to decide whether to schedule the 1st appointment with the seller, why you should get to know him, and why it is important to know and track your numbers.

How To Succeed in Real Estate Investing

What You Will Learn About How to Make an Offer on a House without a Realtor:

  • What Parker, Anita, Dr. Rob, and Chris do and what their businesses look like
  • Where they find their off-market deals
  • How to determine if the deal is good enough for you to take time off from your full-time career to meet with the seller
  • How to approach potential meetings with sellers if you run your business virtually
  • Why you should make the personal connection with the seller
  • Why the traditional full price of a house is not always the most important thing to the seller
  • The best strategy for finding funding
  • How to find it on Craigslist or Facebook
  • Why you should have and explain your plan B to the investors
  • The guests’ secrets to consistency
  • How to be consistent with real estate while having a full-time job
  • What my guests wished they knew before they started
  • The invaluable real estate lessons they learned
  • The difference between knowing and tracking the numbers
  • How to get in touch with Parker, Anita, Dr. Rob, and Chris

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Matt Theriault: All right. Hello, and welcome to The Epic Real Estate Investing Show Alrighty. This is where we show each week, every day, average normal people, people just like you, how to escape the rat race and using real estate specifically. And I’ve got a really good show for you today. We did this last weekend and had such good feedback. I wanted to do it again. And it’s all around creating consistency in your business. Inside The Epic Pro Community we’ve got in our Facebook group and on Fridays we do something called Follow Through Friday where everybody goes ahead and they post their wins and in the last 12 to eight meet 18 months, it’s really been pretty remarkable to see that the success and the results that the members have been producing. But I’ve noticed there’s probably eight to nine people that are there pretty much every single week, if not two to three times a month at least.

And so last week we talked to half of them and they shared their perspective and their secrets to consistency. And I brought on the other half to do the same, so to see if there’s a different insight or additional insight. There’s a pretty common theme last week, so I’m really interested to see what’s going to happen this week. So without further ado, let me just go ahead and introduce everybody. Actually, I’ll let you guys introduce yourself. Tell me your name and what market you’re in and we’ll go from there. So Chris, why don’t we start with you.

Chris Warren: Sure. Thanks. My Name is Chris Warren. I live in south Florida and I focus in Birmingham, Alabama market and have a little bit in Montgomery, but primarily it’s the Birmingham Metro. And my primary business is rehabbing and holding as well as selling [inaudible 00:01:32] turnkey products.

Matt:  Perfect. Perfect. Anita.

Anita Hirth: Hi, my name’s Anita [Harth 00:01:39]. I live in western Colorado. My market is Colorado Mountain towns, but I’m expanding really all over the state now. My primary business is buying homes, mostly long term rentals, but I do have quite a few short term rentals as well.

Matt:  Awesome. Glad you’re here. Dr. Rob.

Dr. Rob Borer: Hey, Rob [Bore 00:01:56]. I’m out of southeast Michigan just west of the Detroit area. My market is the Metro Detroit area, so all the multiple towns around Detroit downtown … I don’t do downtown Detroit, but I do everything around it. I do a lot of western Detroit stuff too, which is Ann Arbor, Ipsy, and stuff like that. So my primary strategy is wholesaling. My long-term strategy is buying homes, and so I do a little bit of combination of both right now.

Matt: Perfect. Thanks for joining us. Glad you’re here. And no stranger to the show. Mr. Parker Styles. Welcome, Parker.

Parker Stiles: Thanks for having me back. Yeah, so Parker Styles. My markets are Charleston, South Carolina and Atlanta, Georgia and I live in Silverthorne, Colorado. Let’s see. My primary strategy is wholesaling and really just with the whole idea to take those capital gains and roll them into passive streams.

Matt: Super. Yeah. So it’s really interesting. We’ve got kind of an eclectic mix. People from different backgrounds, different ages, different experiences, different goals, and visions. And some are part-time, some are full-time, some have been doing this for a long time, some just got started. And one thing that you guys all have in common is consistency and I’m really excited to talk about that. But I wanted to talk about a few other things. I wanted to talk about your best source for off-market deals. I wanted to talk about your criteria for determining whether or not you actually go out on an appointment. I wanted to talk about the common denominator that you recognize for getting contracts signed. What do you notice in your meetings where people actually sign the contract, and then what works best for you and most often using what strategy for finding money or finding buyers for your deals. And then we’ll go ahead and we’ll wrap it up with what’s your secret to consistency. All right. So Parker, let’s go with you, your best source for off-market deals at the moment.

Parker: I got to go with the tried and true direct mail.

Matt: Get out of here. That stuff still works?

Parker: No. It still does. Even when there are seven postcards at a time and seven different companies landed in somebody’s mailbox, you can still do deals with it, but really consistency and we’ll get into that later. But we’re spending about 40,000 postcards a month between Charleston and Atlanta. We’re at about a three X return multiple in Atlanta from that though. So we’re kind of working on that to get that up. And then we’re about a four and a half X in Charleston. So pretty pleased with that. But yeah.

Matt: So you say that you spend 1000 bucks on direct mail in Atlanta, you get 3000 bucks back from deals?

Parker: Correct.

Matt: Okay. Got it. And it’s four and a half in Charleston.

Parker: Correct.

Matt: Got it. Perfect.

Parker: Just is a little less competitive over there. That’s part of the issue, but there are still ways that we can increase that three in other ways. So we’re working on that.

Matt: Sure. Interesting that you brought up competition because Atlanta is a fairly competitive market. Right?

Parker: Yeah.

Matt: And those little itty bitty postcards, just sending a lot of them, being consistent with them still works there.

Parker: Yup.

Matt: Awesome. I’m glad you said that. Super. Chris, so just a few months we’ve been working together and boy, it seems like you’re really on a roll and you’ve got something new to report every single week. What’s been your best source for off-market deals up to this point?

Chris: It’s been spread pretty evenly. I’ve only done five deals. And I can tell you that two of those came from mailings, they happened to be the ones with the most profit in them. So I’m definitely keeping going with the mailings. But other than that, I’ve gotten one from a realtor, one from a property manager, and one from a general contractor. So I’m making a big effort on spreading my cards across the table and trying to keep all those different sources healthy. And I’ve recently started to spend more time looking on Zillow and having them ping me because the one that the property manager brought me was sitting on the MLS and it was a great deal. So I’m realizing that’s worth giving a little bit of attention to as well. But it’s hard to just hand it all to one source, but I definitely like the results I’m getting from the mailings and I plan to keep going and narrow down into smaller geographic areas that I think are going to have the better properties for a long term portfolio.

Matt: Perfect. I think it’s important to point out for those that are listening, Chris has done just five deals. We spent about four weeks or so getting his business up and running and set and ready to market and receive income increase. So he’s probably only been active on a full-time status like eight weeks. So that’s five deals in his first eight weeks. So that was [crosstalk 00:06:37] Chris. That’s awesome.

Chris: Yeah, no, it’s about the team. I got the guys on the ground and none of those deals are wholesale. They’re all being full turnkey rehab. So I’m probably able to wind it up a little bit into more deals or we’re just wholesaling. I shouldn’t say just if I were wholesaling and not trying to do a full-scale rehab. But one of the big things I’ve searched for as I went through the first few months is exactly how the business is going to take shape for me. And with my background and my team members’ strengths rehabbing just seems to be the best place. So we’ve got a good cruising altitude right now where we are.

Matt: Yes. Sounds like it. So thanks for being here and sharing. So, Anita, you’ve been around for a while and I think you’re kind of quietly under the radar and always posting little deals here and there and you’ve always got something going on. What’s been your best source for off-market deals?

Anita: I would say mostly direct mail. In my mark, it’s very interesting the vast majority of the people who end up calling back have never received a direct mailing because I’m mailing these small towns. So I have a very high response rate for those mailings. So mostly direct mail. However, I did just get a big deal under contract and that was a pocket listing from a commercial broker. So those relationships with the brokers, property managers, people like that have been really important. I’ve been fed some other good deals, which I didn’t end up taking, but they weren’t bad as well from one of my property managers. And then what’s funny is two of my best deals I got from walking around and seeing for sale signs and they were with sellers who didn’t list them online or anything. They just had a sign up on their window. So that was like, “Wow.”

Matt: Awesome. Interesting. So Dr. Rob, you run a full-time chiropractic business and you manage in your spare time, part-time. I mean, I know there’s a lot of people listening right now. They’re like, “Wow, he’s a full-time chiropractor and he’s still doing deals on the side. He’s doing them consistently.” What’s been your best source for off-market deals?

Dr. Rob: Yeah, I mean, I wish I had some really [inaudible 00:08:43]. It’s [inaudible 00:08:49]. That is really the key I think to me managing in my spare time is. I just send the mail out and let the phone calls come back and then I’ve been doing a better job at doing the follow-up. I remember that mastermind we had where I kind of looked at everyone blankly when I said, “What do you do with all these phone calls that are missed?” What happens when you call them back? I had an epiphany right at that moment. I’m like, “Okay, I need to do a lot more follow-up.” So I’m doing a lot better job of following up from the phone calls. So I get a ton of phone calls and then of course … lots of them I got stuck on is that they didn’t leave messages.

So I thought, “Well that’s, that’s done.” But I’ve actually done some deals where I actually followed up and it wasn’t even a property that I mailed on. They go, “Well I’ve got this other property out in whatever. It’s a pain in my butt. I want to get rid of that thing. So it’s funny how often you mail, you’ll get another house under contract or some dude has like six houses he wants to sell and it’s not even the one that you mailed them on. So when I mail it kind of has an interesting kind of ripple effect. You’ll kind of percolate up all kinds of deals just sending out mail and you’ll hit people who might not even need the property you mailed on.

Matt: It’s funny people-

Dr. Rob: Yeah direct mail is kind of the only thing I really have time for. I mean whatever. I mean it works for my schedule.

Matt: Sure. I want to talk about your time in just a second. But it’s funny that you’d said that because people have asked me, how did I market for all of my multi-families and I was like, “Well, I was marketing for single families and those people owned multi families of which I bought.” So you’ve seen the same thing. All right. So perfect. So let’s go on a roll here. Let’s not cut the subject here for you, Rob, as far as, you’ve got this full-time profession that you do and time is an issue, right? And you return the phone calls, and you return the phone calls. And what criteria are you listening for on the phone to determine whether or not you’re actually going to take time away from your full-time career to go out and visit with them? What are you listening for on the phone?

Dr. Rob: Yeah. Perfect. Yeah, it’s kind of intuition, I would say. It’s no hard and fast rule, but, first of all, I’m vetting it like on Zillow. I’m like, “Okay, is this even a property in a neighborhood or in a region that I’m even interested in?” I mean, because some are just goofy, and some are like farmhouses, and some are just weird. Like, “Well, I can’t resell that.” Right? So I’m kind of assessing it whether I think it could be a deal. And then I’m then, I guess, listening for all kinds of clues that I’ve kind of learned over the years about, I mean, how receptive are they? I mean, you hear them, “Well, if the price is right, boom.” I’m basically hanging up. “If the price is right …” Obviously, you just kind of interrelate the prospects versus the suspect.

So you’re listening to the right clues and ultimately, I like your nine-point checklist where you just kind of go through that. And the more closely I’ve followed that the closer I’ll know whether it’s even worth my time or not. So I don’t know if listeners know what this nine-point checklist is, but I think it’s very effective to just walk through that methodically-

Matt: You’re talking about the nine-point seller interview.

Dr. Rob: Exactly. Exactly. Right. So if I can get through the bottom of that and set an appointment where I kind of have gone through all those points and it still sounds like a deal to me because you probably do the same thing I do. Everyone probably does the same thing while you’re talking. You’re pulling it up on Zillow, you’re crunching some numbers, you’re doing some real quick 70, 60% kind of estimations and some 1% rule calculations. And those don’t take more than a second or two for you to look at and to figure out. You’ll have to do your due diligence of course before you ever give them a written offer.

But still, you’re kind of … I guess I’m trying to figure out, can I resell it? Two is, do I think there’s money in it for me and who I sell it to? Because that’s what I’m always looking for is, I might be able to make money, but if I can’t make my buyer make money, it’s not a deal for anybody. So that’s kind of my main thing, is can I turn it into a deal and you’re listening to see how receptive the seller actually is.

Matt: Got it. And so on the other end of the spectrum, someone like Parker who has a giant marketing machine that drives a lot of volume as far as inquiry leads. Parker, how do you determine whether or not someone’s going to go out on an appointment? Because I know you’ve got a team of acquisition people. I know you do some of that. So how do you determine whether it’s going to be worth your time to get in the car and go over and meet with the seller?

Parker: Well, I used to be pretty difficult to decide and now it’s really easy if my lead manager can get them to say, “Yes, you can come to my house.” Then my acquisitions manager is going on the appointment because I’ve learned that people just put up their guard and there are so many people taking advantage of people these days. You just literally first call, the second call. You can’t gauge someone’s true motivation and build rapport to break down those walls in that amount of time until you are just truly sitting at the kitchen table with them and you’ve been talking for the last 45 minutes about some trinkets that they collect and the picture of her grandson over the mantle place, and not even talking about the house, just talking about the sellers’ problems. Those are people who in our original seller notes. For the right price, they say, “Oh, I’m just looking for numbers at this point.”

I mean, they yell at you, “I am a tire kicker.” Yet four months down the road, it’s tagged in Podio as closed wholesale. So you can’t go off of that mindset. And I lost a lot of deals in the past from that. But that was also when I was going on the appointment. So I was vetting those appointments harder because I was like, “Where is my time best spent?” And sometimes if you really calculate it, that may be true. Maybe your time is if you’re doing everything and it’s a one-man band, you might be better spent doing things working on the business, which means you would have to run less appointments. Then maybe that’s a kind of some motivation to hire it out to where you can make sure you’re going on every single appointment, you’re soaking up every deal that you can, yet you can focus your time on other pieces of the business. So that was a big turning point for us.

Matt: Yeah, I think over the last probably 24 months, I’ve changed my tune significantly on that because I’ve just heard too many stories of people going on appointments just for practice and coming home with signed contracts. Right? I believe that there wasn’t a chance in hell this person was going to give me this property at a deal, at least that’s how they interpreted it over the phone. I’ve always been a big proponent of, just go through the repetitions and get better and better at your conversion skills and just go ahead and practice if you’ve got nothing else to do, that’s probably the best use of your time at that moment. And more times than not, people come home with signed contracts. So yeah, that’s good. Chris, you’re running your business virtually, right? So I think you’re in Florida and you’re working in Alabama, right?

Chris: Correct.

Matt: Okay. And so are you doing everything over the phone or do you have somebody on the ground handling business and appointments for you? How do you determine whether or not it’s going to be worth your time?

Chris: Well, So, what I do, I go into the market about once a month, basically, maybe every six weeks. Not so much for the house and the sellers as much as building my team, spending time with those guys, finding out what they want, figuring out how to get them what they want, and putting the organization together. But as far as talking to potential sellers, I have the initial phone call with them and because I don’t have the right accent, and I’m 800 miles away, and I don’t even know the town well yet, I really have to do a good job at connecting and building rapport with them. So I just figure out how to do that and get them laughing and chuckling and by the end of the call they think, “Well, he’s a decent, honest, nice guy.” And I usually get that sense of integrity both ways, so there’s a connection there.

As far as the property, the whole time I’m talking to them, I’m looking at the neighborhoods. I keep a map where I’ve got the war zones figured out, I’m learning a town as fast as I can, I’m talking to everybody I can about the different neighborhoods. So if the house comes up in an area where I know I don’t want to be, I’d exclude it. It’s more of a process of eliminating the things that I don’t want. The price is too high if it’s newly rehabbed, all of the things that are indicators that it’s probably not going to be distressed enough or discounted enough for my purposes, I’ll kind of eliminate it. And if all the things look right, I’ll tell the person that I need to get a couple of times when I can have one of my buddies come by. I’ll get that window, and then I’ll get on the phone with the local property manager too and ask them about that neighborhood, that street, what would it rent for? Same thing.

I’ve got a couple of realtors there who specialize in investors and the first thing I did again with them, is figuring out what do they want, what do they need, how can I get it for them. And those guys are bringing me deals and they’re giving me a lot of free consulting. They’re telling me about the different neighborhoods. I’ve got one particular realtor who goes out with my pre-signed contract, and negotiates the price, and fills it out, and then hands it to them. And he brings me that contract back, a lot like Parker’s buyers are. He’s performing that function for me. And I’ll ask them, “Do you think this is worth pursuing?” I get a lot of those decisions made by talking to the people there and

Matt: Asking them to help them make them [inaudible]. You have a very specific strategy or exit strategy that you’re looking for the lecture, at least you the one that you kind of lean to towards the most. So you’re looking for a specific type of property, you’re leaning on your team a little bit for their input and then a little bit of your own intuition, all mixed in, right?

Chris: Yeah. My business goal is to build my portfolio. That is the reason I’m here. It’s to build my own portfolio of passive income. And the means of getting there is to provide my own properties. And in providing my own properties, I do need to sell some of them to keep the lights on. You know, as I say, I need to sell some turnkey properties to feed my buy and hold a ditch. So when I look at a house, the first question I have is, would I hold this?

Is this a neighborhood I want? It doesn’t have to be always an A. Sometimes I like a little C, sometimes a little A, you know, you’d get the variety. Recognizing the different buyers out there like different things. But am I comfortable with this type of property in this type of neighborhood? And if I’m not, I’m not … because my attitude is: if I don’t sell this as a turnkey, I’m going to cash out, refi and keep it long term. So it has to meet that criteria or I want you to put an off on it.

Matt: Got it.

Anita. So your marketing and multiple little towns. And so I imagine, sometimes the distance can be a little bit far for you to travel and go meet with the seller. Correct me if I’m wrong, but I haven’t sat with how I understand your business. Do you have a determining factor or criteria to help you decide what it’s going to be worth your time or not?

Anita: It depends on why I’m mailing. So last year I did do a few flips, so, I was mailing for flips and when I did that, I actually mailed entirely to condos. And the reason for that is that it’s extremely easy for me to evaluate a condo. If someone calls me from that building, you know, the area where I’m mailing, I know most of the condo buildings, my realtor knows pretty much all of them. So as long as I can have the seller tell me the general condition, you know, is it original from the 70s, is it kind of updated, whatever. I already know the price. I don’t even have to walk in. One of the deals I did, I never saw the condo, you know, my realtor walked in and we … and when I did those flips, I didn’t do any rehab.

I just bought them immediately, resold them on the MLS. So when I was doing that, it was very easy, really. I didn’t need to see anything. I knew everything I needed to know, just based on comps and the building. Now that I’m doing these multi-families in the small towns like you said, you know, they are pretty far from me, anywhere from two to four hours. So I do much more due diligence and I really make sure I kind of established a relationship with the seller, makes sure he serious, making sure that he or she’s serious, make sure that they know that I’m serious. And really kind of trying to get everything up front, get the rent, basically the rent rolls, understand really what price they’re asking and really what they’re looking for. Because sometimes what they’re looking for isn’t so much the price.

Maybe they want seller financing, maybe they want, you know, cash flow from a note, something like that. And before I actually go and spend the time to have either meet or … you know, if it’s one of the further towns, I’ll have one of my property managers go and evaluate the property. You know, I want to have almost all that information ready and make sure that this actually could be a good deal if there’s … if we’re so far away from, from this being a good deal, you know, in my business I don’t do the appointment. I just say, “Hey, you know, if anything changes, let me know.” And there are some buildings that I actively target and I do call those sellers about every six months, and I’m just saying, “Hey, how’s it going? You know? Are you thinking about maybe getting rid of this building now?”

Matt: Got It. So you do a lot more due diligence upfront then? I think a lot of people do. I mean you’re actually going through rent rolls and stuff like that before you even get it under contract?

Anita: Well, because I’m targeting multi families almost exclusively.

Matt: Right, right.

Anita: But they’re big deals and … when I get a deal it’s a lot. It’s a big deal. And there’s a lot of work involved in … yeah, I do a lot of due diligence up front, so I’m not chasing a lot of deals, but the ones I’m chasing are fairly big.

Matt: Got It. Good. So have you noticed of the deals that you’ve closed, the contracts that you get signed, is there a common denominator amongst, I don’t like, is there a condition or a situation or a character trait with the seller that you notice or something about the conversation, it goes to the right way? Did you notice anything like that?

Anita: No they’ve been very different. They’ve been very different and sometimes, I have no idea what’s going on and why they sell to me at such a below market price. I’ll give you an example. Last year one of my mailings hit a style and his realtor actually called me and he said, “you know, my seller wants to sell this house.” And it was in a development where there were a lot of comps and … he sent me the comps. He said, look, “you know, you could probably sell it for about 240, he’ll sell it to you for 190.

And he did. And I resold it for 240. I have no idea why he did that. He had a realtor who told him the market price was 240. So I really don’t know.

Matt: Yeah, that’s good.

Anita: All sorts of strange situations.

So, you know, when people say, especially, you know, I’m in a really hot market, Colorado, how do you ever find anyone to sell to [inaudible 00:05:17]. Why would someone not list on the MLS?

Matt: Yeah.

Anita: I don’t know. But there’s a lot of reasons people have in their life. I don’t really have insights into them. But they’re out there.

Matt: Yep. I’m glad you said that. Cause that is a really common question. I mean, I imagine all of you get it, right? Why would people sell to you at a discount if they could just go list it with a realtor? ‘Cause there’s just other things out there. Just because houses are important to you doesn’t mean that important to someone else, right?

Anita: Just like a hidden realtor called me. I mean, you could’ve listed with the guy, but he didn’t want to. He just said, “Okay, I’ll take this money, I’m happy and I’m out.” You know what we want may be extremely different from a lot of other people want.

Matt: Amen to that.

Rob, have you noticed amongst the deals and the contracts you’ve gotten signed, is there a common situation or a common condition, I guess with the seller or maybe a common conversation that leads to that contract getting signed?

Dr. Rob: Boy, Parker might be able to answer this better. He’s probably done more volume than I have. You know, I haven’t done a lot of volume, so everyone’s been pretty unique. I’d have to kind of reflect on each one. The most recent one I did where I posted kind of a nice title company check was kind of a hybrid of probate and a tax delinquent. They seem to kind of go hand in hand, I’ve been finding. So if I pull either one of those lists, I’ll usually get kind of cross-pollination of both those, you know, and the seller just wanted to be done with it mentally. You know, last year her mom’s life was torture, you know, lived in that house, grew up in that house. So the house just, I think had all kinds of baggage. She just wanted to be emotionally done with it, you know, so you know, so it was just connecting with her, just, you know, lots of empathy and lots of, you know, nodding your head as she just kind of talked forever about her mother and you know, I was just connecting with the seller. So that was a sweet deal.

Matt: Parker, you notice anything?

Parker: I mean I just have to say financial distress or physical property distress. I mean every deal that we’ve done has an element of one of those involved. I wouldn’t say there’s anything more. It’s just pretty across the board. I don’t think there’s anything more specific, like a golden thread. There are lots of different situations, but for the most part, if they’re going to sell at the discount where, you know, I’m going to wholesale it, it’s either been financial distress or that the property was just … or both.

So one of those two.

Matt: Chris, you?

Chris: Again, small volume, but I do see that every property I bought so far, the seller did not live in it. So part of that is the nature of the mailings that you have coming out of the ACE program are going on and our occupants, but even the ones that have been brought to me by other people are not [inaudible 00:27:13] properties. So that gives me an insight on where to focus.

Parker: I do have one kind of interesting, uh, situation that came up that I just thought of. It didn’t, I don’t think I had either. There wasn’t any financial distress and there wasn’t any property distress either. In fact, we put it right on the MLS.

It was a pretty interesting, the lady was in Texas, the house was in South Carolina. They were friends. The Texas owner or the South Carolina homeowner got a terminal illness and was given about a year to live. And the friend in Texas moved in with her friend in South Carolina and took care of her and kept her comfortable for the remainder of our time here. And then at the end, you know, she willed her friend the house. That was just like the agreements that, “Hey, come, come live with me and you know, the house is yours after do with what do with it, what you please.” And, you know, it was a really cool connection and kind of relationship and deal altogether. But that was the one that I can think of that it’s not really your question, but it didn’t have either of those. So there are like outliers, that kind of just poking their head out every now and then.

So you just want to keep your eyes open and be aware of those, cause she just simply didn’t need the house anymore. She was gonna move back to Texas and you know, do their thing, so …

Matt: Yeah. Last week’s conversation with, with the group very much similar to this, like no one could really pinpoint it, but what I’m hearing a very clearly is, is making the personal connection with the seller, like actually meeting them. And second is, recognizing that they got other stuff on the going on in their world that’s just not as important as the traditional full price sale of a house. And probably the underlying thing there is they’ve got a problem and you’re out there solving it for them. And that’s why you get the equity, right?

Parker: Yup.

Matt: Giving them a piece of mind for something. So super.

So one of the bigger reasons people don’t even get started in real estate is because they think they need money. They think they need a lot of money to go out and invest. And when I asked this question last week, it was really interesting and I’m interested to hear what … if it’s answered differently here today. But, since Parker and were talking, what’s worked best or most often, strategy-wise for finding the money or finding buyers for your deals?

Parker: Well, it’s not always what a new investor would want to hear, but having a good deal always brings great buyers and

Matt: They hate that answer.

Parker: “Yeah crap. I gotta find one though first.” So, you know, I’ve heard you teach it forever: find the deal and the money will come to you. To some extent, it’s easier said than done. But … I kind of went backward for some length of time when I was very like 2014 I think is when I was first getting started. Every day I just post this back when I had my full-time job, I was just posting craigslist ads of “Hey, I got off the market … get the discounted property, you know, same old, same old stuff, 60 to … or 40-70% of fair market value. Let me know if you’re interested” and I created a little splash page and you know, just selecting … well actually people were just emailing me back and it was all in Excel at that point.

But you know, just collecting buyers and that was very easy to do. And then people would ask specific questions. I just say, yeah, I’m collecting, I’m marketing for off-market properties and marketing directly to sellers. People come to me when they want to get rid of the property quickly. So let me have your email and whenever I have something I’ll shoot it over to you and let me get your phone number so I can call you as well. And at that point, it was just a lot of phone calls. There was no big email blast. It was just calling my, you know, 15 individual buyers at the time and saying, “Hey, I got one. You know, is this something you’d be interested in?” Also when you’re getting started, wholesalers are great. It’s kind of like a partnership.

When I was starting rehabbing and I partner with another rehabber and you know, say just gimme five grand, but walk me through everything, show me how to do everything, teach, teach me. Same thing with the wholesaling. If you want to say you get a deal and you know, pick out a couple, maybe go to your local Reia or there’s a couple of them and go to the people with the microphone and say, “Hey, I got a deal, what do I do with it? Like, well JV, I’ll let you take 50% of the profits, but can you kind of show me how your systems work and you know how to do it?” I think the buyers are out there. It’s just kind of in the beginning getting your hands dirty and beating the pavement a little bit.

Matt: Yup. Anita. What’s been the, I don’t know, your secret to finding the money or your best approach or strategy to finding money or buyers?

Anita: My secret sauce?

Matt: Yes.

Anita: Well I absolutely agree with Parker. When you have the deal, the money will follow. But then how do you make the money follow? I have two types of investors, equity investors and I have debt investors. And it’s a bit different for both. For the debt investors, if you have people lending you money, you’ve just got to make those payments on time every month. And whatever problems you’re having with that property, don’t tell them about it. Don’t tell them a word about it. Don’t tell him what a nightmare and that property is and how the roof caved in. And you know, you have to replace the sewer line and you’re so far in the hole on this property. Don’t breathe a word of that to them. Just send them your checks, your electronic payments or whatever. Send them those interest payments every month. For both.

And both types of investors, people with money, have friends with money. So, you know, we started with a couple of investors and all the other investors we’ve had since have been friends of those investors. So if people do a deal with you and they’re happy, they’re gonna tell their friends about it and they’re going to want to do a deal. And what happens is when you find another deal and you call your initial investor, they’re gonna say, “Oh, I don’t have the money right now, but boy, I’ve got a friend and I’ve been telling him about all our deals that they really want in.”

So you will find those initial investors and do right by them. And the other thing is, you know, like my husband and I try to always talk about real estate around people and you see that some people don’t care, some people get uncomfortable and some people get really interested and they want to learn more and they want to come over for dinner and they want you to tell him about it. And some of them will end up being investors as well. And some of them can end up being partners or just can be people that, you know, you end up end up getting into the business and you learn from each other.

Matt: Right. All out of the five commandments of private money is perfect, you know, don’t share … Whatever’s going on with the property is not their problem. They don’t want to hear about it. Pay him on time and talk about what you do and the other one, “Oh yeah, they always have more than they say they do up front, whether it’s their money or their network’s money and yeah, just be a person of integrity and follow through and that money is abundantly there. Money is always looking for an opportunity. And if you’re good at finding opportunities, that money is going to find you.

Doctor Rob, anything to add to that?

Dr. Rob: Not a lot, although I think I stumbled upon Parker’s Craigslist strategy because last deal like doubled my buyers’ list. I mean, it was just like unbelievable, like the truth and you have a deal and you know, you will have so many buyers that you don’t even know what to do. I’ve got people, you know, I closed the deal weeks ago. I’ve still got people contacting me like, “Hey, is that deal? You know, can I get into that property?” I’m like, “Dude, I sold that property weeks ago.” So … and what happened is I forgot to cancel that Craigslist ad, that I pay for it. So it’s like Parker strategy, people keep like just flocking to that Craigslist ad.

Parker: I would definitely continue to keep those ads going. I did that a lot when I was getting started. Just really had those out on Craigslist, Facebook pages, search investor for Facebook and find all of those pages in your area. Just leave them out there when people call you. “Oh sorry. You know that one just recently got locked up but I got another one coming. So give me your information.”

Dr. Rob: Right. I love it.

Matt: Chris, anything to add to that?

Chris: Keeping in mind my buyers are turnkey investors and that’s what I was in my last life. So I’m looking at these properties saying “Why would I want this? Why would I hold this? What are the reasons why I think this would be a great investment for me or for my sister?” And when I talked to people I’m ready to explain that to them and I pretty much apply the same thing to, you know, the investors is I look at that cause I’ve done private money lending in the past before I started buying out of state. And I would just look at that like what do I need to get comfortable, what’s the level of communication? I do expect, I agree with you completely about not giving them too much, but I like to give them weekly updates.

People don’t like it when it goes silent. So I give them information like, “Okay, you know, we’re two weeks into rehab and we’re on schedule. And we had our first inspection and we’re good and we had three showings this week and they really appreciate that.” The other thing that I found that makes a big difference with the investors as I explain to them, what’s my plan B, what if this doesn’t go good? What am I going to do? And I tell them at the first time I talked to them, which is I only will buy and start a rehab if I know that my numbers are where I can cash out, refinance in the end. So, even if I don’t sell this to a turnkey investor, I’m going to go and take this out and get a long-term fixed loan and hold it and I can get all the money back to take you out. So there’s a lot of comfort in that. And it’s basically … it’s all about the golden rule. It’s all the principal about what would I need to feel comfortable? Well, that’s what I’m going to make sure they get from me.

Matt: Nice. So Chris, the big question of the day, what this is all about: your secret to consistency. We got basically eight weeks full steam ahead. Maybe another week or two give or take, but full steam ahead in the business. We’ve got five deals, five projects under. What do you attribute that to?

Chris: Small daily consistent habits. I break down my tasks. I wake up in the morning and I look at my big long to do lists and I say, what are the two or three things that have got to get done today? Those are the first things I tackle. That’s my habit. It’s a slight edge is a building block for this whole concept about consensus. It is knowing what the right habits are and doing them. They don’t have to be huge. They just have to be consistent and you have to be married to them and it really produces … it’s about getting your priorities right and working your priorities right. And you know, you can take a lot of time off. You can take a couple of days off, but you never stop spinning any one of the plates. You keep them all going and it just keeps working. I frequently think about the analogy of pushing a car.

Those first few inches are far harder than after you’ve gone, you know, 20, 30 feet and you can push it with one hand basically.

Matt: You got the momentum, right? That’s good, so consistent actions produce consistent results is basically what I’m hearing. Anita, do you have a different approach or a different secret?

Anita: Well, I have a couple. One is just the drive. I am just really, really driven to achieve financial independence. That’s so important for me and for my family. I want it so much, and actually, in the last six months I keep trying to take a break from this business, and I just can’t. I don’t know, I just can’t. I understand that if I take a break it’ll be that much longer until I achieve financial independence.

So, I think having that drive, really understanding what you want, really understanding what you think your life might look like when you get to that financial independence is really important, because it’s a really difficult business sometimes. Sometimes everything’s great, and sometimes everything’s tough, and it can be really emotionally trying.

Then the other thing, and this is what I think has really made my business so much better in the last year is just get everything off your plate that you don’t need to be doing, you know? You always say delegate but don’t abdicate. I’m just trying to do that more and more and more. Every day, at the end of the day, saying all right, what did I spend my time doing? Can any of those things be either automated or delegated, you know?

 Especially for me at this point, I’m only working about three hours a day, five days a week. That was my goal last year and I’ve pretty much gotten there, so every hour is super precious for me. Every week I try to evaluate what did I actually spend my time doing and how do I get that off my plate so that I’m only doing the things that I really, really need to be doing. I’ve built an amazing team that way. I mean, a year ago I was managing all my properties and I was working night and day, weekends, all day, every night before bed, all the time and I’m down to three hours a day and I’m still keeping my business going. So, I’m just thinking, you know, if I want to keep expanding how do I keep going on that trajectory?

Matt: Got it, in a sentence or two, what is financial independence to you? How do you know when you’ll reach it?

Anita: I have a number in mind, I have a specific-

Matt: You have a number in mind. And what will that mean to you personally once you hit that number?

Anita: It means I can live, me and my family, we can live a very comfortable lifestyle without having to exchange our time for money, and our [inaudible 00:40:22] for money.

Matt: That’s good. I ask that question because you’re the first one that’s come up with, that’s stated that their drive is the reason. You have a big why as to why you’re doing this on a daily basis, so that’s good.

Anita: Yeah.

Matt: Thanks for sharing that. Rob, what’s your secret to consistency?

Dr. Rob: So, with a full-time job what I’ve really had to do is actually structure my business, my day job so that it allows for it. What that really has been nice is that I know that when these hours in the week roll around, it’s like, okay these are my real estate hours. Period. That’s what it’s dedicated for, that’s what it’s devoted to. So if I’m not moving bones in the office, I know I’m on the phone or I’m looking at a property or I’m organizing a mailing or I’m doing something, and those are my hours dedicated to real estate. So I’ve kind of structured my life so that it’s built in, and there are no excuses because basically it’s Wednesday afternoons is 100% real estate. You know when I’m done Wednesday at noon with my office hours, I’m like, okay, I’m putting on my real estate hat and that’s it.

Matt: Right.

Dr. Rob: Then all my evenings I’m working in my phone calls, my business to houses and all that, so it’s not just Wednesday but I really structured my week around making the time. The other thing I’d add to that along with Anita’s talking about drive would be also staying motivated, and I’ve kind of made an effort. My consistency isn’t perfect on the Thursday night calls, but being around like-minded people is huge for me. Like Anita said, it kind of is a little bit lonely, you know, you’re not exactly in an office with other real estate investors. You’re kind of sitting there by yourself making your phone calls, and being on these conference calls with you and the rest of the people on this phone call that we’re on today weekly is a great motivator. It’s a great way to kind of keep your mind in it, keep the why, why am I doing this? Seeing other people doing it and knowing that they’re doing it too, it’s kind of a little bit a kick in the pants to kind of keep yourself motivated too.

Matt: Mm-hmm (affirmative), so scheduling it in advance and that time that you schedule being non-negotiable. This is the time we’re going to go to work. I like it. I think one thing, yeah, being intentional about creating your environment and putting yourself in that position or in that environment where you are with like-minded people, you know, the peer pressure it goes both ways, right? You hang around knuckleheads you do knucklehead things. You hang around the achievers you start achieving, right? It just happens, it’s how human beings are wired. So, thanks for sharing that. New insights on the consistency today, I’m enjoying this

Parker, interested in this from you. You’re such a data guy and you’re driven. You got all of the above. What would you add to that?

Parker: First of all, if any of my data friends are watching this they would just be bawling on the floor laughing right now on how un-data of a guy I am.

Matt: Oh, really? Every time I talk to you, you seem to know your numbers backward and forwards.

Parker: I’m detail-oriented and one time I went to a mastermind and got just split wide open for not knowing my KPIs and not even knowing what those three letters stood for, so that’s why I know them so well. But, you know, first of all, props to Anita, that’s awesome about a three hours a day. That’s like a big accomplishment right there, and really cool. But for the question, I had a full-time job for like a year, and I had an internship before that. That was right in college and then after college. I’m just not built for it, so like most of my why is just so I don’t have to work … I’m not a structured person. Like the structure that I have in my business is because I’ve built like team members around it and also partly because of my wife, she like shoves structure on me. I’m just kind of like flying by the seat of my pants.

But, that’s a big part of my why is just so I can work when I want to work. I found growing up that if anybody else was telling me what to do and how to do it, I didn’t do it with anywhere near as much motivation or drive or really like the quality of the work just wasn’t even there when it was being told to do versus me knowing that I had to do it, otherwise it wasn’t going to get done.

So I need to set what has to be done in order for it to be done right, and I enjoy working for myself, and I enjoy managing people when the people are easy to manage. But that’s a big part of it. I really like this business and working for myself and making the rules.

Matt: Nice. Yeah, I think that’s why I get along so well with you Parker. I think we have a lot in common. For Anita, her reason, kind of, her secret to consistency can kind of be summed up as she’s chasing a number, she’s chasing pleasure as Tony Robbins would say it, and I think I’m kind of like you, I’m running away from pain. I don’t want to go back to what the alternative was for me, and that was bagging groceries after the music business. You know, you know you don’t like working for someone else. You said something right there at the end like if you don’t do it for yourself, nobody else is going to do it for you, and you’ll slowly slip back into exactly what you don’t want.

Parker: Exactly.

Matt: Awesome, thank you guys so much, this is a totally different type of conversation than last week, so I think both of them combined … so if you missed last week’s episode, go check that one out, because of totally different answers for this question around consistency.

So, I have this question written down, it was going to be what’s your biggest surprise about the business? I think it’s a little bit vague so I’m going to rephrase it in a different way. What do you know now that you wish you knew when you got started? You can kind of put the word surprise around that if you want, but knowing what you know now, what do you wish you knew when you got started? Anita?

Anita: The biggest surprise I’ve had has been working with investors and finding investors. This is true for sellers as well, but the biggest surprise is that other people have completely different priorities from you and view the world and money and investing in ways that sometimes you can’t even wrap your head around. So we have our ways of evaluating deals. We have our ways of evaluating investments. We have our ways of evaluating, analyzing investments and you know setting our goals, and I bet for all of us we could at least understand each other’s goals. There’s a lot of people out there who view the world totally differently.

And still, I have people I work with, investors, where I still don’t completely understand what it is that they’re actually looking for, and I’m surprised when they get upset about certain things, and then I’m surprised at the things that they get happy about. So, the biggest lesson is do not assume everyone is like you and everyone wants the same thing as you.

Matt: Oh, I think that’s so invaluable. You know, when I talk about what it takes to be a successful real estate investor, you need knowledge, time, money and credit, and when I got started I was deficient on a couple of those, and the biggest surprise for me was kind of connected to what you just said was I didn’t realize what I was deficient in was like a piece of cake for someone else, right? That was so easy and they were so puzzled by what came easy to me, and yeah, I think that kind of goes to the same thing with thoughts, right? What you’re thinking doesn’t necessarily mean what everyone else is thinking. That’s a great observation.

Chris, what have you found so far as the biggest surprise? What do you know now that you wish you knew when you got started?

Chris: Not as hard as I thought it was. If you look at the four things you just named, I think that people make knowledge into this bigger obstacle than it is. You need to know the basics, you need to know some fundamentals, but then you’ve got lots of examples of people over the years who just took off screaming with great success and barely knew what they were doing, and I think that that stops people from starting sooner, and it stops people from starting small, thinking they have to start big. I left a 13-year corporate job to come to do this full time, and I would have done it a lot sooner if I realized that I could have made a full time living so quickly because it just really isn’t that difficult. You know what you need to know, you put the time in, you try to make the right choices, focus on helping people get what they want, and not losing money and doing things stupid, and it’s really not that hard. It’s not this big scary thing once you get out there.

Matt: Right, I like it, I love that answer. So, Rob, kind of a different story. We met a long time ago. We’ve been working together, I don’t know, 18 months, almost maybe two years now, and you had a full-time career, right, and you still have that same career, and you’ve held on to it. So in contrast to Chris, he left the career to do this, you’ve maintained both. What would you say is your biggest surprise? What do you know now that you wish you knew then?

Dr. Rob: Well, that it’s doable. That it’s not that … it doesn’t have to be one or the other. It doesn’t have to be all or nothing. Kind of my game plan is kind of like Anita’s, is to become financially independent and sufficient where I do not have to do my full-time job which I currently have, or that it now becomes just mad money. Now my full-time job is just my spending money.

So, you know, the key here is I enjoy my job. I enjoy moving bones. It’s hugely satisfying and I’m not running away from it. So I’m not running away from pain maybe like you described. I am running towards pleasure, so I do know that I can only move bones for so many years before, you know, I’m no longer able to physically, so this is kind of my retirement strategy. I guess maybe to speak to people who are in full-time jobs and maybe don’t want take the plunge and go cold turkey, and I wouldn’t even recommend that and I’m sure you might not even either, because that’s not necessarily financially a good strategy, that’s a lot of risks, right? And a lot of stress.

But basically, I’m transitioning from one to the other. Essentially at some point, both will support me and then I can choose, kind of, which I want to put more time and effort and money into.

Matt: Mm-hmm (affirmative), so what has been the biggest lesson, right, the biggest lesson that bam, if I had known this earlier things could have been different?

Dr. Rob: I mean, I have a lot of comfort and confidence knowing that my future will be secure going in this direction, real estate investing, so there’s a lot less stress. There’s a lot less anxiety about the future, about my retirement, about when I’m 80 what’s life going to be like. I see these news reports now about people, these commercials always crack me up, do you have enough money to retire? I’m like … I don’t need some financial investor to tell me that. I’ll know, just like Anita will know. We’ll see, we’ll say I got 40 doors cash flowing $300 a month, I know I’m set, you know.

Matt: Woo!

Dr. Rob: Yeah, exactly, that’s where comfort’s going to come from, not some silly [inaudible 00:52:08] Schwab financial guys, all right?

Matt: There’s a new study out, and I’ve seen it in the headlines in various publications and various platforms about today’s retirees, their biggest fear is running out of money before they run out of life, and they fear it more than the death itself, which I find pretty extraordinary, but I can imagine. You know, being on this planet without money in the way that money serves us in a society, that can be a very scary thing, yup.

Chris: Like I say, I have a bookshelf behind me and one of those books, the title is What Happens if I Live? It’s about exactly that, and you know, what do you do? That’s why, I mean, when I started I said this is about passive income. I’m right in line with Anita as far as the passive income that replaces the full-time income that then allows you to pull back and start spending more time doing what you want. Congratulations on three hours a day, that’s beautiful. I would like to take that down to about three hours a week and then three hours a month, and then just do it for fun.

That fear is something that is wonderful to get away from. I don’t have that fear, and it used to be not a fear, it used to be just horror that I’m never going to get there. I’m going to work [crosstalk 00:53:28], oh wait a minute, now there’s real estate and now it’s basically my full-time efforts are on my retirement plan. I’m right in line with you Anita as far as what is your life.

Matt: Super, so Parker, now having this full-time business and two virtual markets and living the life in Colorado. We were talking about snow before we started recording, and it gets sticky when it gets cold and I mean you know all these things now, right, this local knowledge because of what real estate has been able to give you. What do you know now that you wish you knew a lot earlier when you got started?

Parker: Well, I was about to say the opposite of Chris, and just saying how much grit and time and stress and, you know, I was rehabbing before so I knew about the money, but really just the time and the grit and the emotional … mainly rehabs, which is probably why I’m not going back to rehabbing unless it’s going to be for rental property, but emotional stress from it that you have to go through. You don’t have to, right, I could have been doing it wrong. That’s what I was going to say, but then I’m kind of glad I didn’t know that because I might have not started at all, so I’ll switch to kind of like one of the biggest lessons that I wouldn’t of had to make this mistake if I would have known it ahead, and I’ll go back to KPIs.

I really wish I would have known how many appointments that I was supposed to be going on before I got a contract. How many leads that I was supposed to be generating based on a certain marketing strategy, or for a hire, when I hire somebody what numbers they need to be hitting and what they need to be producing before they get the cut, and it goes to somebody else. At a recent meet up that I went to with some guys with bigger businesses than me, you know, I got an answer that I need to give one of my long term acquisitions managers, so let me know before you post this because I need to let him know first, but there are other people that could be doing it better. He’s great, he can build rapport like no other, and he can make the seller just feel very, very comfortable and break down those walls, but there are certain roles in your business where innate skill is needed, and if they don’t have that you’re not going to know really, because they could just be performing at a mediocre level, and that’s what my case was. We were still making … we were paying the bills and making some money, but it wasn’t to the extent where it needs to be, and I was always kind of scratching my head, like, “Hey, why are the returns not better here?” And that was the answer, so being able to know the data sooner so I can make those decisions sooner, before you have to look back and say, “Wow, I missed out on $400,000 of missed deals last year that I could have made if I had somebody that was really a rockstar.”

Matt: Got it. So, if I heard you correctly, knowing what you know now, wish you would have known when you got started, was just how important the numbers were, and start tracking those a lot earlier?

Parker: Yeah, knowing that they’re important, but also just really tracking … there’s a difference between tracking and knowing your numbers, and then knowing how to compare them to the standard, what the standard should be for … it’s gonna be relative from market to market, but that’s the hardest thing. The easiest thing is to track numbers. The next easiest thing is to track your numbers and know your numbers. And then the third hardest thing is gonna be to do the two of those and know how those numbers that you’re producing stack up to the standards for what your market should be producing, based on the amount of money that you’re spending.

That’s like bringing it full circle, and what will enable you to say, “Okay, I need to make this change, and cut this person, because this number is too low, it should be four points higher.”

Matt: Right, right. So actually, also, knowing how to respond to the numbers, and what shifts or modifications to make to improve those numbers.

Parker: Yes. 100%.

Matt: Absolutely. Great, so thank you guys so much, I just wanna wrap up real quickly. What was your biggest takeaway from the other participants on this call? Chris, what was your big takeaway from being here today?

Chris: Parker never ceases to amaze me. The guy has a machine, he knows how to build it, he knows how to maintain it, he knows how to drive it, and keep it running, and I think that that’s just a phenomenal example for everybody else.

Matt: Yep, yep. I really like this. I started off this conversation where it was such a diverse group with such different … just different things going for them and different things that they’re after, so very different perspectives. Rob, what was your biggest takeaway from the group here today?

Dr. Rob: That I just really enjoy being around my people, and just really enjoyed this whole time we spent together, connecting. We all kind of speak the same language. We kind of have similar objectives, and it’s just been a real joy. I’ve just really enjoyed my whole venture into real estate investing just as an activity in general. So, this has been a blast.

Matt: That’s really great. Really glad you’re here, and thanks for sharing that. Anita, what’s been your biggest takeaway from the other participants on the call today?

Anita: I think just that there are so many ways to … so many different types of real estate businesses, and so many different ways to make money in real estate. It sounds like we all have passive income as our goal. There’s a lot of different ways to get there, and the key is just to do it. You’ve gotta just go for it.

Matt: Yep, yep. I’m noticing the diversity as well. Parker, what was your biggest takeaway today?

Parker: I guess just the boost of … you know, being around like-minded people is a boost of confidence. It’s easy to get dragged down from the stress of this business, or maybe the stress from another business, that you’re trying to do this at the same time, and life, and there’s just a lot going on when you can get around, you know, everybody that’s kind of going for the same goal. Like Anita said, there are lots of different ways to get there, but overall, it’s just that pursuit of financial freedom. So just kinda staying around these people and having these conversations is awesome to do every once in a while.

Matt: Yep, agreed. I get so much out of them too, hearing from you guys and your real-world experience. You’re out in the trenches, and I can just tell you guys are doing it. When you do this for as long as I’ve been doing it, you know who the people are really doing it. The real people out there doing the work, and you can tell it from the people that are just kind of floating around talking a good game, so it’s great to be around doers.

So real quickly, and you guys can answer this if you want, or you don’t have to. But if someone wanted to get in touch with you, what would be the best for them to do that? This could be a buyer, a lender, a partner, something like that. Parker?

Parker: I’d say on our Facebook page, Barrington Acquisitions. Message me there, or my personal page, Parker Stiles.

Matt: Got it, perfect. Rob, if someone wanted to get in touch with you?

Dr. Rob: Easiest way is text, so, 734-649-5329 is my direct mobile. Don’t hesitate. I’ll just put your name in there, because I get bizarre texts all the time.

Matt: I can imagine, if you give your phone number out on podcasts, you probably get a lot of bizarre texts.

Dr. Rob: Well, my first reply is like, “Who are you? What do you want?” So put a name in there, put why you’re contacting, maybe how you heard about me. But I’m always interested in networking, and it’s always a win.

Matt: Sweet. What was the number, again?

Dr. Rob: 734-649-5329.

Matt: Awesome, thank you. Anita, if someone wanted to get in touch with you, would you welcome that? How should they do that?

Anita: I would certainly welcome that. Anyone is welcome to email me. My email is skyhighhomescolorado. It’s all spelled out, it’s really long. [email protected].

Matt: Perfect, thank you. And Chris?

Chris: Email is best. And that is [email protected]. Stands for Portfolio Property Group.

Matt: Awesome. Well, thank you guys so much for carving this time out of your busy schedules. Anita, you don’t have the schedule, really, to … you’re not so busy, it doesn’t sound like. (laughing) I think we’re all listening to you like, “That’s the way we all want to do it.”

So, congratulations to you guys, and thanks for being here. And let’s stay in touch, if you need anything, let us know. We’ll do this again, okay?

Parker: Sounds good. Thanks, Matt.

Matt: All right. You bet. Take care.

Anita: Thank you. Bye.

Matt: Alrighty, so that’s it for today. If you’d like to do deals, go ahead and subscribe to the podcast. You can subscribe to the YouTube channel. We give it away there almost five, six days a week now on both platforms. So if you wanna do deals, go there. If you want to go fast, go to

Alrighty, so that’s it for today. I am Matt Theriault. To your success, God bless, and we’ll be back here next week on another episode of The Epic Real Estate Investing Show. And take care. Bye!