On this week’s episode of The Epic Real Estate Investing, Matt shares part 2 of his new free real estate investing course, “Your First (or Next) Deal – Little to No Money Needed Real Estate Investing!” Learn specific methods and mindsets for ultimate lead generation, the ins and outs of the audio business card, the truth about being an introverted real estate investor (and why you’re not necessarily at a disadvantage), and much more!
What You Will Learn About Your First (or Next) Deal – Little to No Money Needed Real Estate Investing:
- Who should take Matt’s new “Your First Deal” real estate investing course
- How to get paid to complete your first deal (in more ways than one!)
- Why Matt created the “Your First Deal” course
- How to make the mindset to be successful and financially free
- How to avoid a game of “mental ping pong” that can sabotage the best of entrepreneurial endeavor
- The truth about being an introverted real estate investor
- How to make it easy for people to talk to you
- How to create and use an audio business card (and the massive effect it can have on your lead generation)
- Why regular retirement funds don’t work anymore
- How to provide benefits that will entice sellers
- How to get the most out of online classifieds
- Specific methods to attract leads (without breaking the bank)
- How to automate follow-up sequences to squeeze the most potential out of every lead
- Everything you need to know to write an effective online ad
- How to rock an REIA meeting
- How to create a marketing budget
Work with me One-on-One
If you’d like to work directly with me on your business… go to REIAce.com, share a little about your business and what you’d like to work on, and I’ll get you all the details!
- Would you like to meet in person? Our next live event is right around the corner! Go to EpicIntensive.com for the details.
- Become an Epic community member at The Epic Real Estate Investing Show
One of my favorite things to do is share with investors the latest and greatest tactics and strategic friends I make. I do it every week and you can listen in by subscribing to The Epic Real Estate Investing Show podcast on iTunes – Click Here.
- Grab my book, Epic Freedom ($1)
I frequently hear from people looking into investing in real estate for the first time, “How long is it going to take?” So much so, I wrote a short book about the 2 easiest and fastest strategies to a paycheck in real estate. You can grab a copy for $1 and I’ll pay the shipping – Click Here.
- Join our Badass Investor Program and be a Case Study
I’m putting together a new Badass Investor case study group at Epic Real Estate this month… stay tuned for details. If you’d like to work with me on your real estate investing, go to FreeRealEstateInvestingCourse.com to get started.
- Also, check these out:
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Speaker 1: This is Theriault Media.
Matt Theriault: Hello and welcome to The Epic Real Estate Investing Show where for eight years now, we’ve been here each and every week. Showing people how to create a life of financial independence using real estate as an investment vehicle. I owe this eight years to you because if you didn’t share this with your friends and family, you weren’t here listening, we wouldn’t be here. Thank you very much. Deeply sense of gratitude towards you. This is a money show disguised as a real estate show. That’s to say that there are plenty of ways to make money and achieve financial independence. I chose real estate because that’s the vehicle that’s created financial independence and overall wealth for more people than anything else. By a significant amount.
When I was down and out after the collapse of the music industry, I had to start life over. You heard my story. I started by bagging groceries at the age of 34 to pay for my necessities. I did that until I figured out what was going to be next for me. When I chose real estate as me come back the vehicle, I had limited resources at my disposal. I had to figure out how to make it happen. Last Monday, I started a case study program, a pilot program to duplicate my results with a group of people that may be experiencing similar circumstances as I was when I got started. If you’re not experiencing those similar circumstances, in other words, that you have means and you have some resources to use towards your real estate investing endeavor, then I’d invite you to participate as well.
Because what I’m sharing in this case study pilot program, they’re tactics and they’re strategies and skills that’ll serve you for the rest of your life. They’ll certainly serve you. If you don’t have the means, you don’t have the resources but they’ll be even more powerful if you do. Really, regardless of whether you stick with real estate or not, there’s strategies that are going to serve you for the rest of your life regardless of what you’ve endeavored. If you’d like to participate, you can go to freerealestateinvestingcourse.com. You can just hang out here for the next few Mondays. That’s when the instruction part of this pilot program will be completed. Now, the difference between the two, the instruction will be the exact same.
I’ve literally just stripped the audio from the program. We’ll be entering it right here. There’s no difference in what you’re going to hear. The difference is going to come from, I guess what you’ll see and what you’ll have access to. Interaction with other participants and the support of regular mentoring calls with me to help you when you get stuck. I can help you connect any dots for you in the process if there’s anything that needs to be connected. Stay here to listen or go to free real estate investing course to watch, access and interact. Both are free. Your choice. Actually, the online course is better than free. As I’m going to pay you to follow through. I went through all the details of that last Monday. No need to go through it again.
Yes. You heard me correctly. I’m going to pay you to follow through and complete the pilot program. All righty? After this first week is in the books, I was talking to an associate of mine, Nick. We’ve got to know each other pretty well over the last year or so. We’ve become really good friends. He’s actually become a trusted adviser as well of sorts to me. You might have heard Joey Stant a couple of weeks ago mention his name. If you apply for The REI ACE program, you’ll probably end up talking to him at some point. The reason why is because he’s such a wealth of information and experience in the business world. He’s been able to help me help The REI ACE applicants find the appropriate solutions for what really ails them. Sometimes, it is The REI ACE program and sometimes, it’s not.
He’s been able to help me help you and guide you to what it is that might be the better solution for you. Maybe it is The REI ACE program. He’s really the very first person that I’ve met in the last decade that I trust to talk to potential clients of mine. To talk to you in my stead. He’s not a sales guy. He’s not allowed to sell anything. He doesn’t have that authority. We only have salespeople. He’s more of a consultant. He helped build realtor.com way back. He owns juice stores. He owns a hair salon. He owns a website design company. His primary background is in financial services. That’s where he’s really made his mark. He’s made his fortune there.
Anyway, Nick has seen a lot over the years. When we cross paths and he saw what Epic was doing, he just really wanted to be a part of it in some way. He’s slowly integrated into the Epic family. We look at him as a family these days. He pretty much does his own thing. What he enjoys the most is talking to the people that inquire about working with Epic. Because of his love for this, he’s really just helped me help a lot more people like you. Every once in a while, he meets a potential client that might need financial services as well. That’s the exchange. Anyway, I’m getting off track here. What we were talking about and what he had shared with me a couple of the conversations, he’d shared with me a couple of the conversations he’d had with people inquiring about the pilot program.
He said, “You know, it’s really funny how people are willing to work 40 to 60 hours a week for someone else to make 40 to $60,000 a year. If they simply just put in those types of hours on a different set of activities working for themselves, they could turn those 40 to 60 hours a week into 400 to $600,000 a year. Literally, just by shifting what they do with their day, no change in the amount of time that they put in, just a shift in the daily activities, a shift in that focus of what they do with their time, they could all add a zero to the end of their annual income. If they’re working that many hours a week on that, if they shifted that many hours a week on this, wow. What a difference they could make.”
As our conversation came to an end, it really just boiled down to some people just might not be ready to become a business owner. Whether that’s part-time or full-time but to become an entrepreneur. I share this with you right now because this pilot program and what we’re about to jump right into, we’ll jump right back into this in a minute. It’s what a new set of entrepreneurial activities actually look like. I point this out because they likely aren’t harder than what you’re doing right now with your time. For some of you, it might be a lot easier than what you’re doing on a daily basis. I’ve heard what some of you do for a living. I was like, “Ouch. That’s painful. That’s tough.” They aren’t harder. They’re just different. Where it might seem hard is all in your mindset. You hear about mindset all the time.
I’m one of them. When I hear people start talking about mindset, I think, “Okay. Enough about the mindset. Show me how to do it. How do I do it? How do I do it?” I’m more of that person. I’m the tangible, tactical, strategic person. “Give me the meat.” Really, when it comes down to it in a hindsight, you realize that the mindset, that is the meat. I ask you. Do you have an employee mindset? Do you have a business owner mindset? What I mean by that is, because I’ve had significant interaction over the last decade or so with people making this transition from employee to full or a part-time business owner. Typically, what I see is employees, they see the world as a “transaction game.” In which their interest is getting the better end of the deal.
They want a better work situation. They want a better salary. They want better benefits. They just want better. That’s the transaction that they see. Our educational system is inadvertent, it’s taught us an approach to the world like this. Especially the workplace in terms of the value that we can extract. If I’m going to give you this, what are you going to give me in return? Employees, they want to help people. They want to feel a duty or an obligation to do their best. They want to feel growth. When push comes to shove, they are mostly incentivized by the need for a steady income, the need for a paycheck. Yes. I want work that I’m going to enjoy. I want to feel fulfilled. I want to grow. I want to help. I want a paycheck in return for it.
They are concerned mostly about what is fair. They’re concerned about how they are treated by their employers. Resentment and tension can quickly build amongst employees if they feel that they have been getting the short end of the stick in their working arrangement. Like employees, business owners, they also want to receive benefits from their work. They understand that in order to gain maximum benefit for themselves, they must first provide maximum benefit for others. Even if it means that others benefit more than they do. The most successful business owners understand that their acceptance of that short end of the stick is essential for both short and long-term business success. Most people are just never introduced to this alternative approach.
The concepts of creating value first and giving more than you receive. As a business owner, you must become a value creator as opposed to a value extractor. My shift to the problems that you can solve, the pain that you can alleviate and the comfort that you can provide for others, that focus has to be there. You have to understand that the more value that you provide and trust, the more you will receive in return. While employees generally focus on consuming, owners focus on producing. This is why owners are wealthier than employees. It’s not because they’re smarter. It’s not because they’re more talented. There’s no inherent judgment here of right or wrong. It’s not because they have greater access to opportunities than their employees.
They simply just view and interact with the world in a different way. Ownership, it requires a different level of responsibility and engagement. The reward for this responsibility and engagement is unlimited income potential and opportunity. As you’re considering making the switch or if you’ve made the switch or you’re trying to make the switch, just understand that there’s nothing wrong. There’s nothing inherently wrong with being an employee. Nothing wrong with that. That’s what most of the world is comprised of. There’s nothing wrong with that. Unless you want to create financial independence while you’re still young enough to enjoy it. To achieve this for yourself, you’re going to need to make the switch from thinking like a consuming employee to thinking like a value-creating owner.
It is a very simple shift of mindset. What this shift lacks in complexity, it makes up with the effort that it takes. This switch is really the hard work that you hear about. You got to work hard. You got to do this. You got to do that. We’re all working hard already. Though the work that’s required is hard but maintaining a right mindset that backs that work, that can be hard. That can be difficult. The need for safety and security, it’s hardwired into most of our DNA. Really, in all of our DNA. Our ancestors, their first need was survival. He managed to develop a fight, flight, or freeze mechanism that triggers when we perceive danger. They extracted every bit of value that they could from their environment so that they could have food, so they could have shelter, so they could have clothing.
That drive for survival is served as well in avoiding starvation. It served as well in protecting us from the elements and being eaten by saber-tooth tigers. Times have changed. For most of us in the West, our basic survival needs are fairly easily met. We have the time and means to focus on higher pursuits. Such as justice and freedom and morality and ethics and the physical comforts and luxuries. They abound. They’re everywhere. Just the fact that most people below the poverty line can afford a flat-screen TV these days and have a car or maybe two. We have no real reason to live in scarcity. Yet scarcity, it still dominates our consciousness. Rather than be empowered by the possibilities, many people have just simply moved into a new level of the scarcity mindset.
We fight each other for control of the luxuries and resources rather than working together to create value so that people can prosper both individually and as a group. To this day, most people are trained to be employees. That’s going on right now still today. They’re trained this way from the time that they’re in school, all the way throughout their careers. School, it emphasizes obedience and conformity. Providing students with strict parameters to work within. Earning a grade, it’s a lot like earning a paycheck. We’re following someone else’s agenda and not learning about our own interests. College is often an extension of this pattern. We have more freedom to choose our course of study. We can do that of course, but that course is directed by experts.
We do what they tell us in order to make the grade. After all of this training, we are now ready to be told what to do for the rest of our lives. Most people, they start their entrepreneurial journeys, they’ll hold down a job to pay the bills while working on their business in their spare time. They’re straddling the fence there. They’ll straddle this fence with one foot in the employee arena and the other in the business owner arena. Until that full transition can be made, the entrepreneur is going to find themselves switching back and forth from the employee to owner mindsets on a daily basis. That can be a real struggle. Over here, I’ve got be the employee. I have to think like an employee. Over here, I have to be a business owner and think like a business owner.
If you have to do that on a daily basis, this game of mental ping-pong can sabotage the best of entrepreneurial endeavor. When you start yours, just be aware of your mindset. I think the consciousness of this ping-pong game, going back and forth can really empower you to make the type of progress that you’re looking to make. It’s when it’s a subconscious thing and you don’t really know what’s happening is where it can turn into a struggle for you. As you’re taking on this pilot program, choose to focus on the value that you can and will create first. Place your focus there first. Just trust that rewards will follow, because they will. The law of reciprocity is one of nature’s strongest laws. You see.
There was a time when working for money, saving and retiring on the interest, there was a time when that was possible. That was the plan. Today, working to make piles of money, it’s like diving into the ocean without an oxygen tank. You might be fine for a while. Eventually, you’re going to run out of the air. You’re going to have to resurface, refuel so you can resume diving. The economy, it’s always rewarded those who create value and take risks. Now, it’s essential that you do so. We live in a producer’s economy now. It’ll be up to you to invest in your own financial education. It’ll be up to you to invest in where you place your focus. It’s going to take effort. It’s going to take discipline.
Depending on the source of education that you choose, depending on the endeavor that you choose, it may be expensive. For most, the learning curve, it’s going to be steep. Results are going to come slowly initially. However, the right education is going to unleash your talents and your abilities in a whole new way. Small efforts consistently applied over time will yield a significant return. The beginning of what those small consistent efforts look like the inside of real estate, that’s what we’re going to talk about today. Okay? We’re going to take this mindset and apply this to what you’re going to learn today and over the next couple more, the next subsequent Mondays. All righty? We’ll get into that right after this.
Speaker 1: Contrary to popular belief, a lack of funding is not the biggest barrier to starting a business. It’s excuses. Don’t let a lack of funding be your excuse. We are Epic Fast Funding. We’d like to fund your business with up to $150,000 in revolving credit lines. If you’ve got 60 seconds of a solid credit score, you could have access to your funds in as little as seven days. Go to epicfastfunding.com to fill out our 60-second application. It’s fast. It’s simple. Up to $150,000 in as little as seven days. Go to epicfastfunding.com.
Matt: All righty. Welcome back. This is Lesson Number Two. We’re going to go over Lesson Number Two, Number Three and Number Four and then go over to attract. Lesson Two, convert. We’ll be into Lesson Number Three. The exit will be Number Four. All righty. We’ll get started right now. You got your mindset in place based off the last video. You’ve got your plan in place. You’ve got your tools and resources. You know where to go to get help. All right. Remember, you want to implement and you want to be quick to ask questions. Then I want you to share your success. That’s the formula. Be quick to implement, quick to ask for help and quick to share your success. You’re going to be just fine. Okay? We’ve got all that in place. We’re going to go quickly.
This is probably going to be the longest video. I’m not sure. I haven’t shot them all yet. I’m having a feeling this is going to be the longest one. In the interest of efficiency and speed and your time, I’ll have a lot of examples that I’ll probably brush over really quickly. I’m going to put a link to them all below so you’ll have downloadable links there. You can actually see the examples. Again, I’m going to go fast. If you miss anything, it’s recorded. Just stop it and rewind and you go catch up. Okay? To attract. Attracting leads. What’s a lead? A lead is, in our scenario, it’s a person. Obviously, a person who has the ability to sell or the ability to buy a piece of real estate. That’s essentially our lead. We go ahead and we talk to those people.
We sort through them to find out who’s ready to take action now and who’s ready to take action later. Let’s talk about that. Who are we looking for? We’re looking for property owners with problems specifically. We’re looking for property owners with problems. We can find them either directly or indirectly. If we’re looking for property owners with problems, keep in mind, these property owners, they’re people. This is going to be a very basic concept for you to grasp but a really, really important one. This is a people business. Every piece of real estate that you buy or sell is going to be from or to another person. If you love people, you’re going to love this business. If you like people, you’re still going to love this business because you’re going to be compensated really well for it.
You could take them or leave them or don’t really like talking to people, learn to love it. Because the rewards in that far outweigh anything else that you could take on. All right. I’m not a real people lover. I’m not a real networker. I’m not a real gift for gab, small talk person. I’ve always envied those people. I always felt like they had an advantage but they actually don’t. The reason being is, the people that you will be buying from, the people that you’ll be selling to, they run the gamut as well. They don’t like to talk to people. Some do like to talk to people. Some love to talk to people. Just understand that there’s going to be sellers out there that are going to identify with you. There are going to be buyers out there that won’t identify with you.
You’re not at a disadvantage if you don’t have this gift for gab. Having said all that, when I got started in the business, I tried to create all these ways that made it really easy for me to talk to people. There’s two ways you can go about it. You can hunt people or hunt these leads or you can fish for them. Hunting them, that’s cold calling. Knocking on doors, just initiating that communication every chance that you can. That wasn’t really me. That didn’t really excite me. It still works. If it fits your personality, knock yourself out. Go do it. Don’t let my opinion of that or my preference for not doing that get in your way. If that’s good for you, then go do it. I’d rather fish for people. That’s where we came up with e-attract. We lure the bait out there.
Those sellers, those buyers, they come to us. That’s how I created my whole business. That’s how I’m going to show you how to do it as well. At the end of the day, I think it’s actually much more effective. I don’t know. I think you feel better about yourself, too. Hunt or fish. If you’re going to attract people, if you’re going to fish for them and you need to talk to them, you want to make it very easy for people to approach you. You want to make it very easy for people to talk to you. You want to make it very easy for people to engage with you. All right. I’m going to show you how to do that so that they’re going to come to you. You don’t have to worry about chasing them.
To do this, lack of a better phrase, dangle yourself out there like a piece of bait that buyers and sellers want to come and interact with. You’re going to have to get out of your comfort zone. Particularly in the beginning, it might be really uncomfortable. You might feel like you’re looking bad or you’re not looking good. Here’s a theme that’s going to be coming up over and over again in this lesson. You got to be more committed to your success than you are committed to looking good. That’s just something internal. It’s something innate in human beings is they want to look good. They don’t want to look bad. That’s a very uncomfortable place to be. If you do this and you go through the process, you’re going to look better and better and better.
Just understand that it’s impossible to learn anything new and look good while you’re doing it. You just have to go through the process. I’ll share with you shortcuts as we go through this on how to get to these processes really fast. Now we know who you’re looking for. There’s types of distress. You’re looking for property owners with problems. You’re looking for buyers with problems as well. We’ll talk about that a little bit. The type of problems we’re looking for. We’re looking for different types of distress. The types of problems that we’re looking for … Can you see that? Good. The types of problems we’re looking for our personal distress, personal problems. We’re looking for financial problems. We’re looking for property problems.
Problems, distress, that’s what we’re looking for. That’s where the discounts are going to come from. Remember, we talked about that in the last lesson. No one’s going to sell you their house at a discount unless they need to sell. They’re going to need to sell because of one of these problems. I guess a fourth category would be investment problems. That’s going to come up more with your buyers than your sellers. I’m going to put that there as just a little bit of an asterisk. Because it might integrate or there might be some overlapping gray area in these other problems as well. Let’s look at these. Personal, financial and property, those are the primary ones and then investment distress as well. All right. That’s what we’re looking for.
Now, the people that have these problems, how are we going to find them? You’re going to find them either directly or indirectly. You can go out and actually look for them directly. Most are going to come through to you indirectly. You’re going to access other people’s resources, other people’s relationships. The people in the business of selling real estate, that’s going to be one place. You’ve been looking for realtors and investors. Here, we’re looking for people who have distressed property owners as clients. Attorneys, that’s a good one. CPAs, anyone that has distressed property owners as clients. It could be lenders, credit repair consultants. There’s one access to referrals. Your personal relationships. Referrals and you can go to direct.
Something that you’re going to see that’s going to come up frequently is something called FSBOs. That’s short for, for sale by owners. These are people that want to sell their real estate without the use of real estate agent. They want to use it on their own. Sometimes it’s because they’re just looking to save money. Sometimes, they want to do it fast on their terms. Typically, it can be a sign of a problem. We’ve got realtors, investors, attorneys and CPAs, lenders and credit repair referrals, for sale by owners. The other people you’re looking for are buyers, buyers that are looking for deals. That’s where the investment thing comes into place. Because there’s a lot of money in the system right now. It’s probably not going to go away. There’s always a buyer for a good deal.
You want to remember that. If you got a deal, there’s no shortage of buyers out there for it. A lot of the people with the money don’t have the time or the resources to go out and find the deals. They have a problem. They’ve got money to place. They’ve got money that they want to put to work. They don’t have any place to do that. They’re essentially people with problems as well. All right. That’s who you’re looking for. Those are the types of problems you’re looking for. Now, what are you actually going to say to them? What are you going to say to them? Let me give you a formula. It’s going to the foundation of your entire message, of your entire conversation. I call it the audio business card, ABC. The audio business card. It’s comprised of a few different elements, four different elements.
Let’s see. Let’s choose our colors wisely here. First is to create your audio business card, we’re going to walk through a formula. By the time I’m all done, you’ll have one of your very own. The first thing you need is the value that you provide. The value that you provide. That can be you provide help. You show. You train. You coach. Those are the values that you bring. You give. That’s another one. The next part is you need to know your target market. You come up with all these different categories yourself. It could be frustrated landlords. It could be investors. It’s really whoever you’re looking for. There’s really no right or wrong answer. It could be busy professionals. You need to know the value you provide.
You help show, train, give is a good one, your target market. You’re helping frustrated landlords or you’re showing these frustrated landlords how to do something. You’re training investors how to do something. You’re giving something to busy professionals. Those connect together. The next area would be the benefit that you provide. The benefit. That could be you preserve credit score, could be one. That could be one. You preserve credit score. You can sell fast without a realtor. We could show busy professionals how to build a cash flow portfolio, cash flow investments. There’s the three things that you need. You need one more. The last one that you need is, you need the benefit of the benefit. This is all going to come together in a second. The benefit of the benefit.
This is more of the emotional. This is your features. This is your benefits. The benefit of the benefit is, we talked about this in the last video. Peace of mind, sleep well at night. We’re running out of paper here but you’re getting the point. If you look at the link below, there’s a bunch of examples of how this is all going to end up for you. If you can’t read my writing, don’t sweat it. Live a good life. Let me show you how these all come together. I know it’s hard to read. Let’s look at this over here then. All right. We start putting these together. I showed busy professionals how to build a passive income with real estate so they can retire sooner. You can see the value that you provide, there’s your target market. There’s the benefit and there’s the benefit of the benefit.
I help family law attorneys liquidate their client’s assets so they can get paid for their work sooner. I give realtors free leads so they can earn more commissions. I give. There’s the value. A target market is a realtor. Free leads are the benefit so they can earn more commissions is the benefit of the benefit. I train teenagers how to earn extra money spotting distressed properties so they can earn extra money on the side. You can see that right there, there’s a formula here. Now, where are you going to use this? Just about every day, any time you interact with people, someone’s going to ask you, “What do you do? What do you do for a living?” Most real estate investors are inclined to say something along the lines of, “I’m in real estate. I invest in real estate.”
I don’t want you to do that because remember, we’re trying to attract people to you or trying to attract your target market to you. We’re trying to attract people with problems, property owners with problems, buyers and investors with problems. You’re not going to say, “I’m in real estate.” A lot of people, they have the idea that they already know what real estate is. They’re not going to inquire any further. They probably think you’re a real estate agent. “Oh, don’t talk to them because they’re just going to sell my house for me.” What you want to say is, “What do you do for a living?” “I help frustrated landlords preserve their credit score so they can get peace of mind back in their world.” That’s how you would attract a person.
“I show investors how to build a cash flow portfolio so they can live the good life.” See how that works? Here’s the formula. It comes up with me, value, verb, target market. Did you get it? I, value, verb, target market, growth, benefit, so they can, benefit. You can create an endless amount of these. I, value verb, target market, benefit, so they can benefit. I show busy professionals how to build a cash flow and portfolio so they can take their foot off the gas and not work so hard. You see how that works? There’s a bunch of examples there. Every time someone asks you, “What do you do?” This is how I want you to answer from now on. This is how you’re going to attract the person that you’re looking for to you. If you’re looking for lenders at the moment, you’re not looking for buyers or sellers.
You need a money person. Then your target market is going to be a lender. I show lenders or I show people with 401ks. I show people with discretionary income how to put it to work so they can beat Wall Street. See how that works? I have the I, the value verb, the target market, the benefit so they can benefit. You can do this for whoever you’re looking for. That’s the formula. This is what I want you to do. Again, we’re going to come back to this idea you have to be more committed to your success than you are committed to looking good. Your success has to be more important to you or else this is never going to work for you. All right? I want you to create one. You can just copy one from over here in the little download. You got these examples right here.
I don’t know if you can see those very well on the screen. I provide real estate investors below market deals so they can save on marketing costs is a good one. These are all just good examples. You can create your own. The sky is the limit. There’s no limit but to your own creativity. What I want you to do is I want you to take that, your own audio business card. If you got to pause the video for a second and go create it, that’s fine. I want you to come up with one that you’re very comfortable with. I want you to just use plain, basic English like the examples. You can steal one of those if you want. Rip it off. Go use it. Take the one that’s there. Maybe tweak it a little bit. I want you to go to Facebook. Now, I want you to post your audio business card.
I want you to post your audio business card. I want you to follow it with this sentence. You’re going to post your audio business card. I show busy professionals how to build their real estate portfolio. I show busy professionals how to build income property so they can increase their passive income. Say that’s you. I want you to follow it up with, “Who do you know that would be interested in a service like that?” Remember, we’re moving at the speed of instruction. Post your audio business card. Follow it up with this sentence. Who do you know that would be interested in a service like that? Post it and just let it ride. If you’re watching this morning, let it sit there all day. Come back. Check out. See what you got. If you’re doing this at night, post it.
Go to sleep. Wake up in the morning. See what you got. You’re going to get a couple of things from this. You’re going to get feedback. You’re going to get feedback. Either you’re going to realize that, “Wow.” I’ve got a good audio business card or it needs help. Because you’re either going to get feedback with weird answers. Are people confused? “What are you posting? What are you doing? I don’t understand. How does this work?” You’re going to get a lead. “Hey. I’m down for that. I’m looking for that. My neighbor’s in that situation.” It’s going to be a way for you to really tighten up your own audio business card so it feels good for you and feels good for your network. Also, you might end up with a lead. You might have a lead right here before the end of this training.
If you have to, go ahead and pause the video. Stop it right now. Go do this. Remember, we’re moving at the speed of instruction. We have to outpace our doubts. We have to outpace our negative thinking for this to work. Pause the video and go do this right now. Take as much time as you need. Come back and see me here. I’m not going anywhere. All right? Do that now. All right. Got it done? Okay? If you didn’t do it, go back and do it. If you did do it, let’s go on. All right. Where else can you put this? This is how you’re going to respond when someone asks you what to do. We just found another place. You put it on Facebook. You can put it on a t-shirt. You can put it on a hat. You can put it on the back of your cell phone. Where’s my cellphone? I don’t have it.
For example, when you go to a bar, or you go to a coffee shop. Everyone has their cell phone on the desk or on the table. Just go ahead and have a little message pasted to the back, written on the back of your cellphone with your audio business card and face it down so people can see it. Remember, you have to attract people to you. You have to make it easy for them to approach you. If you don’t want to go out and initiate that contact, then you have to allow them to be able to do it. Okay? Put it on your cell phone, on the back of your laptop. You’re in Starbucks and you are typing away. Hang a little sign on the back of your laptop saying, “Hey. I show frustrated investors how to preserve their credit so they can sleep well at night.” Whatever that is.
You put that on the back of your computer. Put it on your car. If you get the car magnet size. Put it on your business card. The point is, I want you to use it everywhere. If you want to attract the right person to you, then you have to have the right message out there that they’re going to bite. Remember, we’re fishing. That’s your bait. That’s how you’re going to hook them in. You might be thinking, “I’m not going to put it on my shirt. I’m not wearing that darn thing around. I’m not going to put it on my hat. I’m not putting it on my darn cell phone. I’m going to look silly. I’m going to look weird. I’m going to look ridiculous. I’m going to feel uncomfortable.” Remember, you’ve got to be more committed to your success than you are committed to looking good.
This is how to do this without money. It’s how I did it without money. We got to work for it. This is what the work looks like. If you got a marketing budget and you don’t want to do this, then go ahead and start sending your direct mail. Start sending your pay per click stuff. Start doing your bandit signs. You can do all the social media and advertising. If you got the budget to go do it, that’s how that’s done. If you don’t have the budget, you don’t have the resources, the financial resources like that to start that type of lead machine, then you come back here and you work for it. This is how it’s done. Post it everywhere. That’s the point. The audio business card goes everywhere. Where to find people with problems for free. We’re out and about. We’ve got our message. We are sharing our message.
We got our message somewhere. Whether it’s on our phone, or on our clothing, in our car, wherever it may be. That’s one way. Now, where do we find people for free? Where can we go find more people that are going to be attracted to this? Let’s go to online classified websites. Like Craigslist. You’ve heard of Craigslist. We’re going to go to Craigslist. This here, you’re going to Craigslist. We got housing right here. We got housing wanted, housing for sale. That’s one place. Once you’re through Craigslist, you can go and hit Google. Say, “Websites like Craigslist.” Watch this. 17 sites like Craigslist. What are some sites like Craigslist personals? The best website is Craigslist for all your needs. Top 10 best sites like Craigslist.
You can have an endless amount of online classifieds to go find housing for sale and housing wanted. I’ll show you what to do with it in a second. Another place that’s gaining steam in popularity is the Facebook Marketplace. You all have a Facebook account. Go to Facebook. Go to their Marketplace. As I’m recording this, it’s in the left-hand column. Housing, house for sale. Boom. You got houses for sale. House wanted. There’s people who want a house what they’re looking for. There’s another place. Another popular website, Zillow, where you can find people for free. We go over here to selling. For sale by agent, here’s for sale by owner right there. You can type it in. You can find for sale by the owner there. Other for sale by owner sites.
Just go to Google, type in FSBO websites. You’ll see what comes up. Top home for sale by owner websites of 2018. I don’t know what that looks like. Let’s see. There’s homesbyowner.com, fsbo.com. There’s two right there. Top 10 sites real estate websites to list your house for sale. Bunch more stuff right there. What else? For rent. Type in say, property management. Your city, say Kansas City. I guess I have to choose a state, too, Missouri. Property management. We got a bunch of property managers. Every one of these property managers has inventory for rent. Let’s see what we got here. All right. Let’s look at all the property management websites. If you live in Kansas City, you got a bunch of opportunities here.
Pretty much every major city, guys. Even the minor cities. Okay. Here’s their website. I’m just going to go to rental properties, view properties. You know what all these properties represent? They’re not houses for you to rent. What they are is those are property owners. Those are frustrated landlords. Why are they frustrated? Because their house is all fixed up and it’s empty. It’s not earning any income for them. That’s a problem for them. That’s another access to property owners with problems. There’s a bunch right here. It’s just endless. Go through here. Let me see if I can do something really fast here. This is Fuller Avenue. If I come over here, Grandview, Missouri. There you go. We can go through there. It’s for rent. You can find all the information here.
Home value, property tax, history. Go to the county website and look up the owner. Go to the county website, you go find the owner. You go knock on the owner’s door. You can mail them a letter. You can skip tracing and place a phone call. Another way. The other way, post your own ads. This is another way to attract people. You go through all those same websites and post your own ads. Post your own houses for sale. Post your own housing wanted advertisements. How are you going to do that? Your advertisements, I’ve got a link below with a bunch of examples of ads. There’s a basic formula with your ads. Your advertisements. Pretty much all of those websites, you can post ads for free. Some of them have bonuses. Some of them will ask for a small fee.
Most of them, you can get them all placed for free. You’re going to start with a sequence of things. I want you to start thinking about the person you’re trying to attract, what they want, what they need. I don’t want you to think about you want especially in advertising. You’re trying to fish for your leads. You want them to come to you. You’ve got to give them what they want. Everyone’s favorite radio station is WIIFM. What’s In It For Me? That radio station is playing in everybody’s head. What’s in it for me? What do people want? If they’re selling, they want to do it fast. They want to do it cheaply. They want to do it easy. If they’re buying, what do they want? They want a deal. They want equity. They want ROI. They want cash flow.
They want opportunity. That’s the first part. You always got to start with, what’s in it for them. Next is, when you’re posting your ads, you got to do it consistently with persistence. A lot of these classified sites that get a lot of traffic. If you post an ad in a few hours, your ad’s going to be pushed all the way down maybe on to the second or third page. You got to post consistently, with persistence. You might post in the morning, the afternoon, the evening on 10 different websites. You just keep on doing that. You just keep on doing it. That’s going to start to snowball. You’re going to start to have a proliferation of ads out there. The whole thing is going to snowball. It’s going to start producing results. You got to be patient. You got to be persistent.
You want to post those consistently. When you’re posting your ads, look at what everyone else is doing. Do the opposite. That’s my approach. You don’t want to look like spam. You don’t want to be using all caps and exclamation points and emojis and yelling at people through your ads. Be authentic. Be transparent. Be helpful. Think about what you would be looking for if you were in your target market’s shoes? What would you want to see? You probably don’t want to see all those. It’s just too much noise. The more quiet and truthful and honest and authentic your ads are, the better off you’re going to be. The better reaction you’re going to get. Yeah. Down below, I’ve got links. I’ve got examples of good ads. One for buyers, one for sellers. There’s a link down below.
Based on when I’m recording this video, there’s a service out there called Posting Domination. It’s not a cheap service. I have no affiliation with it. You can automate a lot of this posting of those ads. I put a link down there just for you if you want to check it out. Again, I’m not affiliated. It’s not terribly expensive but it’s not really cheap either. It’s there. All right. What to say to them. What are you going to say when you start calling these ads? You’re looking for buyers. You’re looking for sellers. You as a real estate investor says, “We’re getting started. We’re going to do this with little to no money.” Then what we need to do is think of ourselves as a matchmaker. We find someone with a problem, a problem property or find a buyer with some money.
We want to put those people together. As we go through the houses for sale, these are sellers. We have a certain script we’re going to use when we call them. Some of them are going to be private owners. Some of them are going to be investors. Some of them are going to be wholesalers. Some of them are going to be people just like you trying to do the same thing you’re doing. We’re going to start calling people with houses for sale and people that are looking for houses. You’re going to find a wide variety of people. You’re going to find private owners when you’re calling the houses for sale. Private owners, investors. You might find some landlords or some property managers in there. You might find some investors. You might find some other people doing exactly what you’re doing, cold wholesalers.
You’re basically just playing matchmaker. You’re going to start looking for these opportunities. Let me show you what this looks like. I’ve got a grid here. This is a nine-box grid. This is the flow, the framework of your conversation that you’re going to have when you’re talking to sellers. Start in box one. “Hey. I saw your ad about such and such property. It might be a good fit for me. Do you have a minute to answer some basic questions about the property?” That is your opening line. Second, you’re going to start probing. “What’s the general condition of the house? If you’re going to keep it for 10 more years, what types of repairs would you make? Is anyone living in the property right now? What does it rent for? What would it rent for?”
“Is there anything else you think I should know about the property?” Just general questions. A lot of these questions, you don’t have to ask them all. Because a lot of them will start getting answered during the conversation naturally. This is just a framework. It’s not technically a script. Just move your way through. Three. You want to know what the motive is. “This sounds like a property that might work for me. Why are you selling it? How long have you been trying? Have you considered calling a realtor?” All of those are going to reveal what their motivation is and what their level of that motivation is. Number four. The encumbrances. “If I choose to buy the property, will I need to pay off any taxes, loans or mortgage? Do you have a rough idea of how much?”
Number five. The property’s value. “All right. I’m going to go ahead. I’m going to check out the most current conditions. Do you have an idea as to what properties like this are selling for? What’s the lowest price you might consider for it? Is that at all negotiable?” On this box number, five is really important. You want to make sure that you go through all through those steps so that at least you get really close to what their bottom line would be. Number six. This is key, too. “If this doesn’t work out for me, is there room for a small finder’s fee if I find someone else to buy it?” Find out if you can make a connection. That’s how you can make some money here.
Number seven. Need. “Is this your home or an investment property?” You’re going to find out if they’re in the business or if this is just a one time sell. “Besides selling this property, what do you need most for your investing business right now?” You’re going to find out what else do they need. You’re finding out what people need, what people want and what people have to provide. Play matchmaker. That might be a property. It might be a service. It might be a referral of a business. You’re just finding out more and more about the person. Number eight. A lot of times, when you ask that question, they get a little confused. “What do you mean what else do I need right now? It doesn’t make sense.” You can interrupt them a little bit or take the pressure off them.
Say, “The reason I asked is that I’m going to be talking to a number of people today and throughout the week. I might be able to make a connection for you. If I should find someone, is this the best number to reach you? What was your name? Where would you like me to email my contact information?” This is just a really roundabout way of collecting their information rather than just asking for it straight up at the beginning of the conversation. All right. Nine. What else? This is a key question for people who have properties for sale. “By the way, is this the only property you have for sale?” What you’ll find is a lot of people that are selling a property have other properties for sale. They’ll forget to even bring it up. You won’t let them forget because you’re going to bring it up.
That’s how you go through the classified ads when you’re talking to sellers. Let’s pull out this next one. There’s a link to both of these down below this video. You have them. I’m just going to run through them really quickly so you get the psychology. Again, another framework. This is for when you’re talking to buyers. “I saw your ad on such and such. I see you’re looking for three-bed, two baths in Turner Area. I might have something like this coming up. Do you have a minute to answer some basic questions about that property that you’re looking for? Great. Is this a one-time purchase or is this going to be a regular thing for you?” This is box number two. Three. “What areas will you consider?”
Number four. “What’s the deal? Regarding the numbers what would you have to see for it to be a slam dunk? What type of ROI are you looking for? Equity, cash flow? What’s the percentage of ARV you’re looking for? What level of rehab are you comfortable with?” Number five. Closing. “Will you be using cash or financing to purchase?” Number six. This is one of my favorite questions. “Is this a later or a sooner thing? How soon is sooner?” You’re just detecting their urgency. Getting a sense for how quickly they’re going to be to pull the trigger. Finder’s fee. “If I find this for you, would there be room for a small finder’s fee?” Eight. “What else? What else might you be looking for?”
“What else am I looking for?” “Hey. The reason I asked is that I’m going to be talking to a number of people today and throughout the weekend. I might be able to make a connection for you. If I should find someone, is this the best number to reach you? What was your name? Where can I email my contact information to?” You just go through your classified ads. You’re going to pick up the phone 10, 20 times a day and just go through this. When you click their information, you’re going to go over to your spreadsheet. What the name, the phone number, and email, if you got a CRM. The one thing that I didn’t bring up the other day or at the last lesson is because I didn’t have this opportunity then. Right now, REI solutions is actually a full month for free.
You can get a 30-day trial if you want to try that as your CRM solution. There’s a link down below. That’ll take you to the free trial page. Now, I don’t know how long that’s going to be there. If you want to take advantage of that, it’s probably sooner rather than later. I’m not trying to create any false urgency for you right now. It’s just that if that opportunity wasn’t there the last video that we created. It might not be there in the future. I just want to make that disclaimer that it’s there right now as of the recording of this video. If it’s not and it changes, I don’t want to have to come back and re-record this whole video just for that one little message. Got it? Whatever it says down below, that’s what’s current. We don’t need the page yet but you’ll find it. Okay.
What you’re going to do is you’re going to take every person that you’re talking to. You’re going to take their name, their phone number, their email and what they need. You’re going to record that. Follow the steps. Don’t worry about being perfect. Don’t overthink it. Just be you. It’s a very non-confrontational language. You can just insert your own personality in there. It’s just a framework. If you feel at a loss of words at any time, just lean into the framework. Don’t try and be fancy. Don’t try and outsmart yourself and get stuck. Just lean into the framework and just follow what the box is. If you get off track, just come back to the framework. All right? The objective of that call, of each and every one of those calls is to get the contact information from the person that you’re talking to and to build rapport.
You want to make a friend. That’s how this whole conversation is created is that you’re showing up as a really cool person. Someone that they’re going to want to do business with. They might want to refer business with. Someone that they at least, the very least, they enjoy talking to. You’re building rapport and you’re building a relationship. It’s the very beginning. You’re going to find out what they would need and if they’d be open to paying a small fee for if you found it. The final thing you’re getting is the permission to call back when you do actually find it. “If I find somebody that would be interested in this or would have this for you, would you want me to call you back and tell you about it?” Get that permission and then there you go.
Input every person into your spreadsheet, into your CRM, your REI solutions. As I said, REI solutions promotion is down below. All right? Now, you’ve got all this information. From the people that are looking for properties, you’ve got what they’re looking for. The people that are selling properties, you’ve got all their information as well. Once you start thinking each and every day that you’re doing this, where can I make a match? I got these people here with stuff to sell. These people over here that they got stuff they want to buy. Is there any good fit there? Those are going to be your opportunities. Now, for the people that have properties to sell. Since you don’t have a property to sell right now, you can sell theirs on their own behalf.
That’s one of the questions that you ask. “If this doesn’t fit for me and I find somebody for it, would there be room for a small finder’s fee?” You’ve got indirectly permission to go out and find somebody. What I want you to do is I want you to create a flyer. Create your own flyer, property flyer. We call this our thing from Flyer Marketing. There’s a link down below of a flyer. This has a couple key things here. Your property flyer. It’s going to have a headline. That headline is going to be everybody’s favorite radio station. What’s in it for me? Then you’re going to have a photo of the property. Then you’re going to have some bullet points about the property. Tie these bullet points in to what’s in it for them.
If this is a house that you’ve got it in discount, you want to make sure that you’re mentioning the discount. You can mention whatever equity you can or whatever return on investment you can. Most of the time, you’re going to be selling to other investors. Cute little house in a great school district is not going to be the most appealing to investors. They want a deal. They want opportunity. Again, there’s examples of those types of ads below. Examples of those types of headlines below. There’ll be an example of this type of flyer below as well. You got little bullet points here. Down here, what you’re going to have is what we call a CTA, a call to action.
The line that you want to write there is, “For more information on this property and others just like it, call blah, blah, blah,” the phone number. “For more information on this property and others just like it, go to,” your domain name. If you have a domain name and a squeeze page or website. You got to have a call to action, a very clear call to action of telling them what to do. Ideally, with that call to action, if you’re going to have them call you, you want to use your call capture phone number. I recommended a call rail earlier. One thing I forgot to mention is that the call rail engine, the whole call rail machine is actually inside of REI solutions. It’s all integrated. Silly me. I forgot to even mention that yesterday. That’s all in there.
The websites are in there. You could index REI solutions promo for 30 days for free. Give it a shot. You’ll see as we go along this training, it does a lot for you. It’s all integrated in one place. You’re going to have your call capture phone number on your call to action. You’re going to have your website and/or one of the other or both. No big deal. Don’t stress out if you don’t have a website. You don’t need it. At least get the phone number so they can call you. When they do call you, you want to at least be able to capture their information. That’s why you want to use the call capture phone number. All right. This flyer, what are you going to do with it? That’s the logical thing that’s next. What are you going to do with it? Well, you’re in the people business.
We have to go out and find people now. Where are the places we can find people? We’re going to look, primary places where I look are REIA, real estate investor associations. These are where people gather once a month to discuss real estate. Very simple. You can just go to Google. Type in REIA and then your city. Let’s type in Houston and see what we got. Real Estate Investor Club Houston. Welcome to REI Houston. About the Houston REIA. Right there. If you go to one of them, I’ve never been to this one. We’re just checking it out. They typically have a calendar section. Here’s their calendar section. It looks like they don’t have anything scheduled for April. Updating the calendar. Not a great example. Shame on you, Houston making me look bad. Not a big deal. Almost every REIA will have it.
There’s an About this REIA, contact. You know how to navigate a website. Here you go. Contact. Let’s find out when their next event is. All right. We’re going to find out when their next event is and put that on your calendar. Another place you want to go to, you might have heard of this before. meetup.com. If I come over here to meetup.com, what this is, it’s an online social networking. The people that meet here or get introduced to each other here, they actually meet face to face in person somewhere. If I typed in real estate investing within two miles of Los Angeles, let’s see what we got. Okay. We got the Turnkey Cash Flow Gold Mine. We got Meet Wholesalers and Investors. LA Investor Team Meetup Training. Boy, there’s a bunch in Los Angeles.
If you’re in Los Angeles, you got a bunch. Go to your city and make sure that you have your city typed in right here. If I just went to this Turnkey Cash Flow Goldmine, their next one is Wednesday, April 25th. I want to go and put that on my calendar. I want to fill my calendar up. Because what I’m going to do is I’m going to take my property flyer and I’m going to go. I’m going to share this with people. We got The REIA, meetup.com and the other part is any sort of networking events. You got the Chamber of Commerce. You’ve got the Rotary Club. You’ve got all kinds of networking events. If you go to meetup.com, you can go and say you like the Book of the Month Club. They go and they get together and meet. If you like wine tasting like me, I like to go to all the wine tasting groups.
You go around and you can meet up. You don’t just have to go to real estate stuff. You don’t have to go to business stuff. You can go to stuff that actually interests you, stuff that’s fun for you as well. That’s probably a really good idea. Because you’re going to having a good time. You’re going to show up as an authentic person there. You’re going to enjoy yourself. If you’re enjoying yourself, you’ll probably do this more and more often. What’s good about networking events where everybody shows up and they go come to meet and interact is that there’s almost always a moment where they ask you to stand up and introduce yourself. “Can you tell us what your name is? Where you’re from? What you’re hoping to accomplish out of tonight?” Something like that. That’s where you get to stand up.
That’s your time to shine. Because you’re going to be there with your little property flyer. When you stand up, there’s a formula for this as well. Here’s your formula for when it’s time to introduce yourself. Here’s your introduction. First thing. Audio business card. “Hi. My name is Matt. I’m from Los Angeles, California. I show busy professionals how to build a cash flow and portfolio in their spare time so they don’t have to work so hard.” There’s my audio business card. Number two. You’re going to play their favorite radio station. What’s in for me with them? I have this. What’s in it for them? They want equity. They want cash flow. They want a deal. They want opportunity.
“I have a three-bedroom, two-bath house just around the corner. It’s 10% below the market value. It cash flows at 9%. The seller financing already in place. The investor is very eager to get out of this property. He just wants someone to take it off his hands quickly. He’s willing to work with you. The price is willing to work with you and the financing and terms.” That’s with them. What’s in it for them? That’s very appealing. I just made it sound easy. It’s an opportunity. It’s a deal. I’m going to steal this. The final thing is, when introducing yourself, call to action. You’re going to tell them what to do.
“I’m going to be here all night. If you’d like more information on this property and others just like it, meet me in the back of the room after the event and I’ll be happy to give you a flyer and answer any of your questions. Thank you. It’s nice meeting you all.” That’s it. This can be done in 60 seconds or less. You can say it to the whole room. The reason it’s worked so well for me is that I didn’t want to go around to a networking event where there’s 50 people, there are 100 people and I got to meet each person one by one and shake their hand. “Hey. Would you like to buy a property? Hey. Do you like my property?” That just felt weird and creepy to me. When I could do it this way, at that one moment that they gave me at the meeting and I gave them this clear call to action.
That only the people that want to talk to me will actually meet me in the back of the room and then they’ll talk to me then. Out of 100 people, the seven people that really are having interest in what I say are going to meet me in the back of the room rather than me having to talk to all 100 people to find those seven people. Chances are, probably would have found them that way. It’s a really, really good strategy. You might sell some properties. You’re going to make some connections. What’s really going to happen if you’re going to start positioning yourself in your community as the person with the deals, the one that’s out there hustling, the one that’s in motion and taking action. The one that’s doing things.
What happens and that happens pretty darn quickly and it’s a little bit of an intangible but you got to trust this process. People are attracted to people that are hustling, that is working. Money is attracted to action. Deals are attracted to action. Partners are attracted to action. Opportunity is attracted to action. You start to position yourself and showing up regularly and consistently, that you are going to start attracting those types of opportunities. I promise you. It’s going to happen but you got to do it for it to happen. Next. You have the REIA meetings, the meetup groups, the networking groups. This is how you do the fame from flyers. That’s how you introduce yourself. Next, opportunity. Going to open houses. You see those on the weekends.
Sometimes, you see them during the week. Realtors holding their house open because they’re showing the property for the seller. Most people don’t know this is that realtors aren’t holding the open house to try and sell that house. What they’re holding that open house for is to try to find buyers. Most of the buyers that they find through that open house aren’t going to buy a house that they’re holding open. It’s more of a business generator for the realtor rather than it is to try and sell that actual house. With that in mind, walk in there as a buyer of real estate. Because they’re looking for you. There’s a very specific way that you need to walk in so you actually get the attention that you deserve. When I was a realtor, people came in all the time.
A lot of investors came in all the time. They’d come in and say, “I’m an investor. I’m looking for a deal.” They thought that someone told them to go do that. I want you to do that but not like that. When you in and you’re talking to realtors, I want you to be very specific of what you’re looking for. How do you know what you’re looking for? You got to know what you’re looking for because you’ve got the people that want stuff that is on your list that you talk to all day or that you’ve been talking to all week. That’s what you’re going to say. “I’m looking for three-bed, two-bath houses in the area that cash flow. I want it just below the medium price point. If I can get it in this part of the neighborhood, that would be ideal.”
If you’re much more specific of what’s you’re looking for with the realtor, you’re going to get much better attention. Because all of those investors that would come in, they would just say, “Don’t say this dumb generic stuff. I’m looking for a deal. Find me a deal, I’ll buy it. I’m looking for something that makes sense. I’m looking for something that pencils.” They have all these cool, little investor jargon terms that mean absolutely nothing. The realtor’s going to pay you no mind. When you go and talk to a realtor, be very specific of what you’re looking for. Most of them can put you on an automated distribution list of properties that will fit your criteria. Try and get on all of those. Grab the realtor’s business card as well. Because you’re going to need that in a minute. I’ll show you.
The next part with dealing with realtors, they have this little thing going on in their head, too. They’re people, too. They’ve got that radio station playing in their head. The only thing that’s really in it for the realtor, the only thing they’re interested in is they want their commission and they want referrals. They want a commission. They want leads. They want a business. Keep that in mind when you’re talking to them. What I always ask on my way out after I’ve told them what I want is I say, “By the way, what’s the ideal client for you? How would you like me to introduce you to them or introduce them to you?” That’s a very nice thing to say to a realtor. Everyone just says, “Give me, give me, give me,” when they come in.
You show up saying, “What’s an ideal client for you? Because you know, I’m talking to a bunch of people on a daily basis. If I should come across that person, would you like me to introduce them to you?” They’ll say, “Yes, of course.” You can get that. Now you got the realtor’s needs as well. They’ve got what you want. You’ve got what they want. You’re creating this relationship. This is how you get realtors to work with you. This is how you get realtors to cooperate. You got to give, give, give. You’re going to benefit from the law of reciprocity. On your way out, I want you to ask the realtor. You’re just walking away, shaking hands, it’s come to a natural close. “By the way, what listings do you know of that would entertain seller financing?” That’s a key question to ask realtors.
What listings do you have? What sellers do you know that would entertain seller financing or that are offering seller financing? Because this is why. Typically, a house or a property that would offer seller financing, a seller that would offer a seller financing is doing it because they have to. Most of the time, it’s because at least from a realtor’s perspective, or the type of listings or the houses that a realtor would know for sale that would offer seller financing is because there’s some problem. It doesn’t qualify for conventional financing. If it doesn’t qualify for conventional financing, that means there’s a problem. You are a problem solver. We know when we can solve a problem, we get equity in exchange. It’s a great question to ask a realtor.
Now, you’ve gone to these networking events. You’re collecting business cards. You’re collecting people’s information. You’re putting them all into your CRM. When you get back, what you’re going to be doing is you are going to be writing a personal note, a handwritten personal note. Now, this is nothing new to the business. It’s nothing new to sales. It’s nothing new to relationship building. It’s nothing new to strategic networking. It’s been taught for years. The handwritten personal note, it goes a long way. I’ve built my entire business on it in the beginning. It really set me apart. Because most people won’t do it. You’re going to. Because you’re going to build this business. You’re going to use little to no money in doing it.
I think as time goes by and as more technologically advanced our society gets, the more that technology infiltrates our day to day lives. I think the more important those personal notes can get. The more high tech your business gets, the more old-fashioned your customer service needs to become. I think this is a lost art form that still pays dividends to me today, on personal notes I wrote years ago. Those relationships are in place because of those types of notes. I want you to write handwritten personal notes to every person that you meet, every person. Every person. How do you write a good handwritten personal note? Remember, everything is intentional. Everything that we’re doing is in the interest of attracting the person that we’re looking for. We’re attracting them. We’re going to dangle the bait.
We’ve got our audio business card. We got what’s in it for me. We got our property flyers. We’ve got properties like this and others just like it. How do we have properties just like it and others just like it? It’s because we’re talking to all these buyers and sellers all day. If this one isn’t available, we got more coming up. That’s the whole message. You’re the go-to person. A thank you note, personal note. There’s a formula for this. Are we expecting any different? Of course, there’s a formula for it. The first one is a start always with a character affirmation. Again, I got a link below with some really good examples. We’re going to start with the character affirmation. You do not want to start your personal note with I. You want to start with You or Your.
A lot of people, the first sentence they’ll write is, “I enjoyed talking to you today. I really liked meeting you today.” Don’t start with I. You’re going to start with You or Your. It’s a character affirmation. What a character affirmation is, “You watching this program, it speaks volumes to your commitment to your financial success or for your financial future.” I just said something about you and your character. I affirmed your character. You take on your personal finances by watching this course, says a whole lot about how much this is a help to you.” That’s a character affirmation. Again, there’s examples below. Two. Call future pace. Second sentence. This is one sentence.
This is the second sentence. What that is going to be is a sentence envisioning you and that person you’re writing to, somewhere together in the future. Here, you can use I if you want. “You watching this course speaks volumes of the commitment that you have to you and your financial future. I look forward to the day we can meet in person as opposed to virtually. I’m looking forward to the day where our path’s going to cross in person. I look forward to getting together for the holidays. I look forward to dinner next week.” You’re looking forward to the next time you’re going to interact with them. A third is, you’re going to ask for their referral. You ask for the referral. I won’t write it all the way up.
The way that you ask for the referral is, “By the way, I’m never too busy for you or anyone you may direct my way.” It’s a very nice way of finishing it and then you’re just going to sign with your signature and your phone number. Just three sentences, signature, and phone number. You just drop your own business card in there as well. What kind of personal notes am I talking about? There’s two options. You can just go to Amazon. Let’s see what happens when I just type in thank you notes. All kinds of thank you notes. We’ll do thank you cards bulk. Boom. Here’s 120 pack of all different thank you cards for 20 bucks. There’s 120 right there. If you have 120 cards and you write all of those cards and you write those to people that you met, so that maybe one, two, maybe three times around.
You’re never going to even need a marketing budget. That’s how powerful this is. The referrals are going to flow. They’re going to come your way. You’re like, “Wow. I did this with little to no money.” That’s what the personal thank you note can do, the handwritten thank you card can do. You got to be consistent with it like everything else we’ve talked about. Consistently and with persistence. One of these features that I use, I put a link a below real quick and I’ll show you this. It’s cool. It’s a little bit more expensive. It’s actually $5 a card. They have an app that you can text your thank you note. You can text your thank you formula. It’ll go ahead and send a handwritten note on your behalf right from your phone. It’s pretty cool.
If you can see right here, I don’t know if you can see. It’s not printed. It’s an actual robot with a pen in the robot’s hand. It actually hand writes it for you. If it shows up in the mail and they lick it, it will actually smear. It’s real ink. It’s really cool. That’s a bond.co. I put a link down there below if you want to go ahead and do that as well. Much more efficient, much easier but it comes with an expense. Let’s see. What’s next? We got the personal notes. We’re good to go. Next, super signature. At the end of every single one of your emails, you can put your signature. You can customize that signature. There’s a super signature. There’s a link below with a copy of that. Just copy and paste that. Maybe create a little variation of it just so it fits you and your specific situation.
After you write an email to everybody, it will say your name and, “P.S. whenever you’re ready, here are three ways that I can help you. Whenever you’re ready, here are two ways I can help you.” The ways that you can help will be there. It’s down below. It’s very helpful. It’s not promotional. It’s constantly reminding people of what you do without being intrusive. If you’ve ever done laundry, you’re going through the clothes. You find the $20 bill in your pocket. It’s always a good feeling. “20 bucks.” This super signature works like that. Deals are going to come from places that you weren’t even expecting you never even realized. It’ll come out of the blue. They’re going to surprise you like that all the time. Make sure you put the super signature at the end of all your emails.
The sample is below and then follow up emails. Every person that you meet, you’re going to put their information into your CRM. You are going to write them a personal note and then you’re going to follow up with them with emails as well. Follow up with an email once a week for those that are in your industry. I want you to go in that email. I want you to focus on what you can do for them. You can be direct with your real estate haves and wants. You can say, “I’m looking for this type of house. I have this type of house for sale.” Again, sample emails are below, what those would look like. Within the industry, once a week. For those that you’re meeting that are outside of your industry like you’re meeting the attorney or you’re meeting the person at the local flower shop, anything like that.
Those are outside of your industry. You’re going to send them an email once a month. What you’re going to focus on though with them is really on what you can do for them. How can I help you? How can I find more business for you? You got to give without expectations. This is key when you’re building referral relationships. You want to just focus on giving, giving, giving and trust that the law reciprocity is going to pay you back. You want to give without expectations. You might have to give two, three, four, five times before you get anything in return. Think of yourself like, “I’m going to give you so much with every relationship. I’m going to guilt you into sending me referrals.” That’s the disposition you have to have, the type of mindset you have to have when you’re building referral relationship.
Guilt them into giving you referrals. Be indirect with your real estate haves and wants. You’ll see some samples of the emails below. One of them is like, “Hey. I just finished my new report on houses for sale in the area. Do you know anybody that might want one?” I’m not asking you, “Do you want one?” I just said, “Hey. Do you know anybody that might want one?” Again, there’s examples below. That’s being indirect. Just be patient. Be patient. Be consistent. Be persistent and then be patient as well. Whenever you’re ready, through Ahe REI ACE program, we do all this for you. This is what The REI ACE program is all about. We just copy and paste all of that right into your business. Boom. It’s all done. A lot of that is done in REI solutions.
If you go to REI solutions and you wanted to take on that 30-day free trial, you can just put the name, the phone number, the email. Click a button and then all that automation is automatically done for you. You never have to think about it. Those emails just go, go, go, go. It’s pretty amazing. We’ve customized all that. It comes right with the package. Give that a shot. Yeah. Until then, you can do this. You can do this on your own. Now, we talked about yesterday, the basic discipline. The basic business discipline is you have to start every day with a goal. You have to start every day with a plan. You got to track the results. Every day, you got this daily discipline you have to execute. You have to have a goal for every day.
You have to have a plan to execute that goal every day. You got to track the results of your plan. Next day, you’re going to make some modifications. You just do it all over again. We do that with this very simple basic tool called the daily success report. We talked about it a little bit in the last lesson. Let’s go over and I’ll walk you through exactly how this is going to work. Daily targets. This represents your goal. You’re going to set a goal each day for how many points you want to give for each activity. Over here, these activities. This represents your daily plan. Over here is your scorecard, where you’re tracking your results. Measure your activities and you’ll be able to track your results at the end of the day. Based off what we did today as far as the attract module.
Attracting leads. We went ahead and we started by placing ads. We placed three ads. Morning, noon and dinner on Craigslist. We did the same thing on classified ads site B, classified ads site C, classified ads site D. We placed a bunch of ads on classified ads. Then we went to a networking event where we delivered our audio business card. We gave ourselves. That counts as an advertisement there as well. Maybe we wore our t-shirt all day long that had our audio business card on it. We give yourself a checkbox for an ad there. Now, then you started calling the people in those ads. Your goal was to call 10 sellers, 10 houses for sale. We pick up the phone. We dial 10 times. Now, you’ll probably get about 30 to 40% people to answer. Those were connections. That would probably be down here, what we call connections.
Four people answered. Out of those 10, that means six did not. From there, you left voicemails for those six. From all of those people, from these four, you got four new contacts that you got to put in your database. That means you got the name, the phone number, the email and what their needs were. You wrote them personal notes. That’s how that day could have looked at least up to this point. That’s how you track your points or your activities. You can just add them up here. This activity placing ads gets two points. Two times 14, that’d be a 28 right there. Just add them up and at the end of the day, you’ll have a daily total. As we move through this training, you’ll see how that typical day would actually look. All right. I know it looks like a lot. That was a lot.
We’ve covered a lot. This is like a two-day training I covered here. I don’t know it was an hour or so. I’m not sure where we are in a time right now. That’s a two-day training I smushed. There’s a lot of information. It’s recorded. You can go back and listen to it again and again and again. If you need help, you need support to fill in the blanks, to connect those dots for you, that’s why we’ve got the private Facebook group to post your questions in there. We’ve got our monthly coaching call where I’ll go ahead and I’ll be able to answer those personally for you. Any question that you may have. I know you’re feeling overwhelmed. It was a lot. If you do it consistently, you do it with persistence, this is going to work. It’s how I built Epic. It’s how I built this whole thing.
I didn’t have a marketing budget in the beginning. This is how I did it. I’m showing you exactly how I did it because I want you to get the same results. All right. Similar or whatever those results might be. I know you may be overwhelmed. You’re going to be overwhelmed. You’re learning something new. It’s uncomfortable to learn something new. Any time you learn something new, it’s really difficult to look good at the same time you’re doing it. People don’t like looking bad. They don’t want to learn it. Just understand. There’s something that you’re good at right now. Maybe you can play the guitar. Maybe you can juggle three tennis balls. I don’t know. Maybe you’re really good at chess. For example, we can all tie our shoes. We can all tie our shoes.
What I’m pointing out to is that we all went through this process before with something. Now, we’re really good at that thing. I want to walk you through what that process actually was. We call it the four levels of learning. Anything you’re good at right now, you went through these four levels. Whether you knew it or not, you went through the four levels. The first level is what we call unconscious incompetence. Unconscious incompetence. Basically, what this means is, this is what we don’t know that we don’t know. We’ll just go ahead. We’ll stick with the tying of the shoe. We’ll stick with that example because I think everyone can relate to that. There was a time in your life where you didn’t even know what a shoe or a shoelace was. There was a time, it was a long time ago but there was a time.
You were unconsciously incompetent at tying your shoe. You didn’t even know what it was. Then one day, you saw somebody tie their shoe. It could have been your older brother or sister. It could be one of your parents. You saw somebody. You immediately went into the second level of learning. The second level of learning being, now you are consciously incompetent. Now, you know what it is and you know that you don’t know how to do it. Consciously incompetent. Then someone probably tried to teach you. Maybe it was your parents or your babysitter, maybe your siblings. They tried to teach you how to do it. It was a little bit frustrating in the beginning. It was difficult. You kept practicing and practicing and pretty soon, you got it. That first time you successfully tied the shoe, it’s probably a big celebration.
“I did it. I did it all by myself.” That’s when you went to the third level. We call it consciously competent. It means, you can do it but you still got to think about it a lot. You still have to concentrate. You got to focus. Now, here we are today. You’ve tied your shoe so many times that you don’t even think about it anymore. You can probably tie your shoe while you’re holding your phone to your ear and you’re talking. You’re directing the gardener. “No. More to the left, to the right,” or whatever it may be while you’re tying your shoe. It’s second nature. You don’t even think about it anymore. When it comes to tying your shoe, you are at the unconsciously competent. You don’t have to think about it. It just happens. All four of these levels, you have to go through every time you learn something.
You just learned a whole lot today. Maybe some of the stuff you heard before. Maybe some of its brand new to you. You got to learn it. The only way to learn this, to go from level one to level four, to go from here is this massive repetition. You got to get your reps in. That’s the only way to do it. It’s the way you learn to tie your shoe. It’s the way you’re going to learn to do this. What I’ve shared with you today is a skill no different than the skill of tying your shoe. It’s something that you can learn. You learn it through practice. The sad thing is, most people, they’ve never heard of what we talked about today. Now, they’ve heard about it but they don’t know how to do it. Now, they’re a little nervous. They’re going to go give it a try a couple of times and then they get stuck.
This is the zone where most people quit. They never even get to and really experience this. They certainly never get to experience this. I just want to warn you with this spot. The only way to get from here to here is just a lot of repetition. I think I spelled that right. That’s the only way to do it. It’s like anything else. You’ve already done this before. I know you can do it. Still, it might feel a little daunting. It might feel a little bit, “I don’t know if I really want to do this.” Would you be down if I showed you the easy way to do it? Would you want to learn how to do it the easy way? We’re going to say, not tie a shoe. We’re just going to learn how to ride a bike. We’re going to learn how to ride this bicycle. There’s two people that are going to go about it. We’ve got this guy over here. This is John.
Over here, this can be Linda. Now, to learn to ride this bike, John and Linda, they don’t know how to ride a bike. They’ve got to go through the four levels of learning. They’ve got to go through these four levels of learning. To learn to ride this bike, they know they have to fall 24 times. It’s just a random arbitrary number. They both have to fall at least 24 times to learn how to ride this bike, to learn how to get to the consciously competent level. They’ve got to fall 24 times. John says, “All right. I’m going to go do this. I’m going to give this a shot.” He hops up on the bike and soon as he gets on the bike, he falls down and skins his knee. He says, “Ouch. That hurt.” He gave it one try. He’s going to go try it again. He gets on the bike. He falls down. Again, another try. He falls down. Hurts his knee.
Eats a little dirt. He’s like, “That was no fun. I don’t want to do this. I’m not going to do this anymore.” He stops. He goes back inside the house. The following month, he comes outside. He notices all the other kids are out there riding their bikes. He’s like, “You know what? I gave that a shot once. I’m going to go try that again. Let me go get back on that bike and see if I can get it done, have fun with everybody else.” He gets on there. He gives it another shot. Same thing. Falls down. He’s like, “Ouch. Well, this is what I remember. This really hurts.” He goes, “Well, let’s get that going again because I really want to go to the park with all my friends and try this again.” He gets back on the bike and falls again. Now, he’s tried two more times. Did not turn up and he quits again.
He goes back in the house. He does this again next month. He’s got this pattern. He does it over and over and over and over. He does it all the way to where he’s done it for 12 months. Where he’s collectively fallen 24 times. After a year, he’s fallen 24 times. Does John know how to ride the bike right now? Maybe. Probably not though. Because see, what happens when you take this on and you let too much time pass in between each attempt, you tend to forget. You take a couple of steps back. You have to start over again. Right here, he might know how. He might have reached this consciously competent but he’s going to be really shaky at best. That was John’s approach. Now, Linda’s approach is very different. Linda decides, “I’m going to fall 24 times today.” She decides she’s going to fall 24 times today.
Now, is Linda consciously competent? Yeah, absolutely. She fell 24 times today. She’s consciously competent. Now, when we project this down out over a year, after 12 months, most likely, where is Linda now? Yeah. Unconsciously competent. While John is still struggling in here a little bit, maybe he’s here. After a year, Linda is down in unconsciously competent. She’s out there totally crushing. She’s riding her bike and she’s having a blast. The point here is, when you’re learning something, it’s much easier to do it fast than it is slow. It’s much easier to do it fast like Linda than to go slow like John. Understand that you’ve got to go through these four levels of learning. There’s no getting around it. Just get through them as fast as you can. The way that you do that is massive repetition.
You take this daily success report. Just get a lot of points. Just do the activity. Just go through it with just reckless abandon and just total ambition. Just get a lot of points. You’re going to get really, really good at this. You’re going to get good at it fast. To recap real quick. We went over who you’re looking for. We’re looking for people with problems, specifically property owners with problems and secondarily, we’re looking for investors or buyers with problems. We’ve discussed several different ways or places to find them. We discussed what to say to them and how to attract them to us. Remember, the most successful students are the ones that are quick to implement and are quick to ask questions. We just get out there. Do it. Go implement. You get stuck, come back. Ask questions.
You got two places for you to get that support. We got our private Facebook group. I think in the last lesson, we talked about the hangar. It’s not the hangar. My mistake. It’s a flight club. The flight club Facebook group. This is what badass investors go to prepare for launch. Inside of that group is where you’re going to get the special attention from myself and my team. You also can go to the monthly coaching call that I’ll put on there for you as well. Use those two resources to fill in the holes, to connect the dots. Go back. Watch this again. Go ahead and go through these four levels of learning. Get to them as fast as you can. The faster you go through them, the quicker you’re going to be to unconsciously competent.
When you are unconsciously competent with this skill that I showed you today, it’s like a cash register. It’s like a license to print money. Get after it. I will see you in the next lesson. All right. We’re going to talk about how would I take these leads and want to convert them into contracts. You’ve heard the expression, “You make your money when you buy real estate.” This is where we’re actually buying real estate. You’re going to put it under contract where you technically have purchased the real estate. Don’t worry. You don’t need any money for that either. I’m going to show you how to do that. All right? I’ll see you there.
All righty. That’s it for today. I’ll see you next week. If you’d like to plug into this pilot program and get access to everything that you heard about today and get access to the support, go to freerealestateinvestingcourse.com. I’ll see you there on the other side. Otherwise, I’ll see you next Monday. All right. To your success. God bless. I’m Matt Theriault. Living the dream.