LeadZolo LIVE with RJ Bates III & Jerry Norton

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If you’re new to my channel my name is RJ Bates III. Myself and my partner Cassi DeHaas are the founders of Titanium Investments.

We are nationwide virtual wholesalers and on this channel we share EVERYTHING that we do inside our business. So if you’re looking to close more deals - at higher assignments - anywhere in the country… You’re in the right place.

Who is Titanium Investments and What Have We Accomplished?

Over 10 years in the real estate investing business
Closed deals in all 50 states
​Owned rentals in 12 states
​Flipped houses in 11 states
​Closed on over 2,000 properties
​125 contracts in 50 days (all live on YouTube)
​Back to back Closers Olympics Champion
Trained thousands of wholesalers to close more deals

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Transcript

Welcome And Recent Live Call Wins

SPEAKER_10 0:02

What's going on, everybody? Welcome to the King Closers Formula. I'm the King Closer, RJ Bates the third, sitting down with the great Jerry Norton. What's up, Jerry?

SPEAKER_19 0:13

Oh, not much. Excited to spend another Tuesday afternoon with the RJ Bates. I know, right? What is this? Uh did we just three in a row?

SPEAKER_09 0:22

This is four in a row. Four in a row. Four four Tuesdays in a row. Yeah. It's like a new, it's a new series.

SPEAKER_19 0:32

This is like one of the things. It should be like let's just do let's just do it. I I just really enjoy doing it with you. I I mean you never know what's gonna happen on the live. You just never know.

SPEAKER_10 0:44

You never know. I I will say we've had some uh pretty glorious uh real moments that that would have come from the past four weeks. Dildo Boulevard for hang up. I got hung up six times one day, got hung up four times in a row by the same seller. Um, some signed contracts last week. Uh some uh talk to my wife, some talk to my wife drama. Oh, yeah, yes. Every every man did not wear the pants last week. Uh that was fun. You know what was shocking about last week? Uh was we we did run into that objection over and over and over again. I need to talk to my wife, I need to talk to my wife, but then through that, we were still able to get four signed contracts. Yeah, and and I know that one was fantastic, and how you basically turned it into an appointment and then got your team out there. Y'all got that signed contract that night, right? Yeah, yeah, yeah. That was that was great to really show the the leverage that having local boots on the ground and being able to go to the property. Uh, that that was that was really impressive. I I really like that. And as somebody that does 100% virtual wholesaling, I know that there's no way that I can beat that.

SPEAKER_19 2:10

I yeah, that's one of the disadvantages. You know, it's great, RJ, to do virtual like we're doing, because I mean, sitting in your air conditioned office locking up deals, I mean, is there anything better than that? Uh, but there are there are situations where you know a seller's just not gonna sign on the phone, and if you can get there in person, it'll just make all the difference.

SPEAKER_10 2:31

Yeah, yeah. It made a big difference on that one, specifically with that seller, because he was giving you quite a bit of pushback um before before you kind of pivoted to hey, we'll just come out there to the property, we'll be out there at five o'clock. He was wanting to get off the phone with you, and I I remember how aggressive you were. And the fact that he was like, I'll be off around five o'clock, and you're like, We'll be at the house at five o'clock. Does that work? Yeah, and he was like, Okay, I I can make that work.

SPEAKER_19 3:01

And if you remember, I don't know if you guys remember, but he had said he had another offer for 30 from someone that met him at the house, so that's what I'm up against. Um, we ended up coming up a little bit. I tried to go at 32.5, we ended up going to 35, but we just wholesaled the exact same house with the same kind of terrible roof that we bought for 35 sold for 55. So, and it's like identical, right? So it's a great deal, yeah.

SPEAKER_10 3:32

Yep, love it. All right, are you do you have everything set up on your side? Are you good to rock?

SPEAKER_19 3:38

Um, I don't know if I have access. Oh, I do.

SPEAKER_10 3:41

Yes, I'm ready. All right, let's do this today.

Lead Zolo Inbound Leads Setup

SPEAKER_10 3:45

We are calling with lead zolo, and and Jerry, I don't know if you know this or not. Um, lead Zolo. My my first real interaction with them was the 2023 50-50-50, and like 70% of the deals from that came from Lead Zolo. And uh, and ever since then, we've been we've been working together with Lead Zolo. I actually really enjoy um anytime we're able to utilize these. We did this the last time we went live with Lead Zolo was uh the Saturday before Super Bowl. We had TU members calling. I think we ended up sending 16 contracts that day. So I'm excited for this uh to see what we're able to do. These are $50 nationwide leads, and uh they're coming directly from Meta, which is Facebook, Instagram, and then YouTube. So all of these are in-bound website leads.

SPEAKER_18 4:47

Okay, good.

SPEAKER_19 4:50

Well, you want me to go first? Yeah, go ahead. Okay, I'm gonna call number four. Uh and I'm gonna try to work off my laptop on the on the so I don't have to switch my screen. Like last time, that seemed to work better for my thing.

SPEAKER_08 5:06

Yeah, absolutely.

SPEAKER_10 5:10

While you're doing that, also, Jerry, I have to give a shout out to to Cody Morris, um, who I've got on the chat here. He's the the new CEO of Lead Zolo. He just recently joined Tu as a student to come in and get the full experience of being onboarded, um, learning the closers formula, learning the web formula. He's gonna be buying his leads from Lead Zolo, and he's gonna be going through the entire process of being a wholesaler, calling sellers. It was so funny. Tuesday night, so last Tuesday we called it. Remember my first seller that I talked to, that the whole chat had spoken to him. Uh-huh.

SPEAKER_16 5:53

Oh, yeah.

SPEAKER_10 5:53

Cody got that lead from Lead Zolo the same day, and he was like, Yeah, my first wholesale call. I had to make an offer $500,000 below the seller's asking price. And uh, we were all giving him a hard time about it. We're like Boulder, Colorado, University M. Yeah, we we all talked to him.

SPEAKER_19 6:11

But uh shout out to you imagine, RJ, how many form lead that guy's filling out and stuff to be to get on everybody's list?

SPEAKER_10 6:19

Oh, it's crazy, it's insane. But uh, but shout out to Cody for doing that. I think that's really cool that as a CEO of a lead provider for us, that he's wanting to get that full experience of what it's like to be a wholesaler.

SPEAKER_19 6:34

I think that'll give him a lot of visibility on you know the day in the life of a wholesaler, you know, be good. Absolutely. All right, man. All right, number four. I'm calling this guy because uh it says tired landlords, and I love tired landlords. Yep.

Tired Landlord Deal On Jupiter Drive

SPEAKER_19 7:26

Yeah, hi Eric, this is Jerry Norton. How are you today? Good, good. Calling about your property on Juniper Drive. I believe you're looking to sell that property. Yes. Awesome. Let's take a look at it, see if I can help you out here. What were you hoping to get for this?

SPEAKER_05 7:43

As much as I can get.

SPEAKER_19 7:46

Well, I want to pay the least as I can.

SPEAKER_05 7:49

At the same time, and at the same time, you're kicking my dick in the dirt. You want it as cheap as possible? I'm gonna try to get as much as I can.

SPEAKER_19 7:58

Yeah, hopefully we can meet somewhere that matches in the middle. I don't know.

SPEAKER_05 8:03

It's not that bad. I'm actually working on one of the units. One it's it's on two lots.

SPEAKER_17 8:09

Okay.

SPEAKER_05 8:09

Um, the the main house is just a small one-bedroom house on the other lot was a oversized two-car garage on a concrete foundation that somebody put a kitchen at, bathroom in it. So uh last time I rented it out, I got twelve hundred dollars a month for the house. The garage in it, I I got a thousand for.

SPEAKER_17 8:40

Okay.

SPEAKER_05 8:42

So I'm potentially and I end up I end up getting rid of both the renters at the same time due to not paying rent. So I'm kind of on the fence of we got a bunch of other things going on. It it would be nice to have a a nice, you know, a nice little chunk of cash. Um, of course, if I try to sell the real estate agent and fix it all up, you know, I'm I'm thinking somewhere 100 grand. If I give it to a flipper, you know, I I would like to see, I would like to see somewhere, you know, in the in the 80s.

SPEAKER_17 9:19

Okay.

SPEAKER_05 9:21

I don't know if that's feasible. I mean, it is two rental units that you know potentially bring in 2020 2200. Um, but yeah, probably about 2200. I don't know what the math is, but I'm I'm sure that's I don't know what percentage. That's that puts you in the 20 20 something percent cash flow range.

SPEAKER_19 9:44

And this is in this is in trent Trinity. I'm not familiar with where that is.

SPEAKER_05 9:49

Let me there's uh is that um it's uh the neighborhood's called uh Lake Uh right by the water. Yeah, yeah, right down the street. Uh there's a launch ramp.

SPEAKER_19 10:03

What's the what's your nearest metro? Uh Houston north of Houston.

SPEAKER_05 10:08

It'd be north of Houston, yeah.

SPEAKER_19 10:10

What a good about an hour and a half, two hours or more.

SPEAKER_05 10:14

Uh Trinity would probably be an hour and 15 minutes of Huntsville.

SPEAKER_17 10:25

Okay.

SPEAKER_05 10:30

I know a lot of time, you know, I I back in the day I'd probably want your guys' leads because I, you know, I'm always trying to find a fixture up where I can get her, you know, 30,000 on owner financing or some kind of, you know, work out some sweet deal and take some up myself. They're pretty decent units.

SPEAKER_19 10:53

What do you what do you plan on doing with the cash instead of real estate?

SPEAKER_05 10:58

Um we payments still coming in for the next three years. If I got some cash flow, I I think we're probably gonna end up installing paying cash and installing a custom pole at our house. Oh or it might be building, I do classic cars, and if I were to build a building at my house and put in some lifts, that would give me some really good cash flow. Yeah, um, doing my business here at the house, or use the down payment possibly to buy a commercial building.

SPEAKER_19 11:40

Okay. You have a you have a um garage door business?

SPEAKER_05 11:45

No, I I build classic cars.

SPEAKER_19 11:47

Oh, okay. I thought your message it went to your voicemail when I first called and St.

SPEAKER_05 11:51

Johnson's garage.

SPEAKER_19 11:52

Yeah.

SPEAKER_05 11:53

But yeah, that's just St. Johnson.

SPEAKER_19 11:57

Gotcha. Classic car garage. Okay.

SPEAKER_05 12:01

Basically, I I I'm working out of the back of my house. I'm working out of a three-car garage. I just can't fit lifts inside. I need more room, so it would be nice to put a metal building in the back of my property. I got I got one lift here. I'd like to get another lift.

SPEAKER_19 12:20

And you don't you don't owe anything on these?

SPEAKER_05 12:23

Um, I I'm on a owner finance thing that gets paid. Um, I I have a title, I have a secondary note with them, but okay. I I've been paying a thousand dollars a month, and I think I'm at uh I think I owe them like 12 grand or something like that.

SPEAKER_19 12:42

Okay, so that seems to be off. So that get all that would get all wiped out out of proceeds.

SPEAKER_05 12:47

Yeah. How much do you think a little bit of taxes too on it?

SPEAKER_19 12:51

Okay.

SPEAKER_05 12:52

They'll take that out too. I think I owe like 1400 bucks or something like that.

SPEAKER_19 12:57

Yeah. How much do you think I would need to spend to get it rent ready again? Both of them.

SPEAKER_05 13:05

Um I'm I'm already right now as we speak, touching up paint in one of them. It it should be ready to rent before you even buy it. That that thing's that thing's basically, I want to clean the carpets. Okay, it's got nice carpet in it. It's there.

SPEAKER_19 13:25

All right. So I don't gotta drop 20 grand fixing putting in new cabinets and holes in the drywall and all that.

SPEAKER_05 13:32

Nope, nope, nope. The other unit, which is that oversized garage, um, I put that really cheap wood flooring in. Um there's uh areas where it got wet. So I I would probably say to yank out all the flooring and put put more flooring down. Um that and another thing I didn't like was the walls were done in like uh uh was done in wood and not drywall. And it's painted. I rented it out like that. I I was actually what I was gonna do is is get get a guy in there with a flopper gun and texture it, repaint it, and put new flooring in the other unit. But I mean, I I was just there at the split units in, it stays ice cold, all the plumbing works, no leaks. It's it's a pretty easy key. Okay. It's it's it's pretty it's it's pretty much there. The paint's decent on the outside. I mean, if you want it nice and and make it look new, you know, can use some paint on the outside, but uh um you know it's it's pretty decent.

SPEAKER_19 14:55

So if I budgeted five to ten, I could I could handle everything.

SPEAKER_05 14:59

Absolutely.

SPEAKER_19 15:00

Okay. Absolutely.

SPEAKER_05 15:01

All right. You'd be probably with the flooring, if you're hiring somebody else to do it, floppy, you know, uh do a texture on the inside. Um yeah, you're gonna be you're gonna be closer to ten.

SPEAKER_19 15:16

Okay. So I'm gonna I'm gonna put 10 as a budget just to cover it.

SPEAKER_05 15:23

If you're 100 grand all in, say all in your 100 grand for your you know $2,200 return, the taxes are super low there.

SPEAKER_19 15:35

What are those a year?

SPEAKER_05 15:37

Um I want to say it's like uh probably $700 a year.

SPEAKER_19 15:45

For both lots?

SPEAKER_05 15:47

Yeah, it's it's really wow.

SPEAKER_19 15:49

For Texas, that is low.

SPEAKER_05 15:52

I owe some late peas and I kind of let it go and took care of the taxes at my other place. It's a lot higher. Mine houses quite a bit.

SPEAKER_19 16:07

Okay. How soon are you hoping to close?

SPEAKER_05 16:11

Um, I'm I'm game, game whenever.

SPEAKER_19 16:15

Is 30 days fast fast enough?

SPEAKER_05 16:17

Yeah, that yeah, whatever. Um like I said, they're empty now.

SPEAKER_19 16:21

Yeah.

SPEAKER_05 16:23

They're empty now. We we also own the house across the street that is gonna be two units and a couple extra lots. I don't think we're ready to get rid of that. That's gonna be a little tiny cash cow for us when it's done.

SPEAKER_19 16:40

Why don't you sell me those and we'll do a whole package?

SPEAKER_05 16:43

Uh those are those are not completely just mine. That's that I own that with another investor, but okay. That that might be that might be a possibility. Um it's the down the only thing that well upstairs. That's that's a that's a three-bed or upstairs is a three-bedroom, two-bath. Downstairs is going to be a two-bedroom, three-bath. Right now, that whole downstairs is completely gutted. That's gonna be a that's gonna be a 25 to 30,000, I'm sure. Yeah, to do it. We actually have the investor buddy of mine from Orange County, um, actually has somebody down here from Orange County looking at it now, ready to start um putting that bottom half together. But we do have another house with the same spot right down the street. Um, I know that one you won't be interested in. I think we paid $160 for that. And that's a that's a double white mobile home. It's only like five years old, it's on five blocks. The only reason why we paid that much for it is because it's got a uh really big garage that they turned into a um a uh uh what's it called? Um like a studio. Uh-huh. So I know I know that we can we can separate it and get 12 1200 a month for that, and then get probably 1650, maybe 18 for the other place, and then we still have three lots to maybe put some phones off or something. And I think for sure, you know, somebody like you would be interested in that. That would be too much to spend for what it is.

SPEAKER_19 18:42

Well, maybe we take things one at a time because I'd love to be your go-to buyer for stuff. Um, you know, talk to your investor partner on the other one.

SPEAKER_05 18:52

Um, I I'm that who when I when I see something abandoned, I think it's got good phones. Um, and I can get I can get that good deal. Um, usually I'll have my real estate agent like go through taxes and trying to track down the owners.

SPEAKER_16 19:09

Yeah.

SPEAKER_05 19:09

Or I'll go knock on doors. I'll go knock on doors and trying to find you would you would make a good wholesaler.

SPEAKER_19 19:17

You should be a wholesaler.

SPEAKER_05 19:19

Um, I I've thought about it. I've thought about it. I I just don't have enough cash flow, or I I just don't know have enough um um money to go out there and buy them. And I I love trying to all especially right now at being a buyer's market, um, and nothing's selling, and I it sounds like you want the rentals and and sitting on them.

SPEAKER_19 19:45

Um it's it it's it's a lot of work wholesaling. You know, you gotta talk to a lot of weirdos all day.

SPEAKER_05 19:52

But you know what?

SPEAKER_19 19:53

Well, you can get some good deals, yeah.

SPEAKER_05 19:54

Yeah, sometimes you know it's it's worth the 30k or you know, you know, you make you you know, you get those deals once in a while, you get a couple of them in a row, and yeah, you know, you get a couple, couple, a few of them a year, and you know, if you do all right. Um what what's really nice for me, I think I'm always you know, like just just for an example, one property we bought, the guy had it on uh Facebook Marketplace, it was like 62 grand. And I I went up to him and I said, No, owner's finance. You know what I what I'm not gonna give you 62. I'm gonna I'm gonna give you 65. I'm gonna pay you more when you're asking, but you know, I'm giving you $20,000 down and and uh you know owner's finance for you know a thousand bucks a month and pay it off in three years at zero percent interest. I try to try if I can be the owner finance of zero percent interest, yeah, even if I gotta go up a little bit.

SPEAKER_19 20:50

Yeah, because it's about getting into the deal, not so much the rate. Yeah, overpaying, and then you get zero percent. I get it. That's great.

SPEAKER_05 20:58

And then you're and then you're like, hey, you know what? I'm doing you a favor and I'm paying you a little bit more on what you're asking.

SPEAKER_19 21:04

Yeah.

SPEAKER_05 21:05

Well, on this one, is that something you want to look at, or do you want you want cashed out for because you want to do a pool or add your add your uh no, we we could we could definitely work something out, and uh you know, we with you know, maybe you take over what I owe on the own financing, or I'm pretty open.

SPEAKER_19 21:23

Okay, I'll I'm because I do a lot of creative that way too. I could take over your 12 12,000 remaining debt, um, and then whatever we work out on the balance. But I thought you needed the cash for your next play.

SPEAKER_05 21:38

Um, well, it that would be putting if I don't owe much and you put some cash in my pocket enough to do something, I'm open to some owner finance. What's the least amount of cash to make that work? I think we I think you I would need you to come out to the properties. We can take.

SPEAKER_19 22:00

left and then we just bring calculator I'll put some numbers we'll kind of see okay see see see what we can uh we can do but to get cashed out I mean I gotta have a deal what what's what's like the best price you could do if it was just straight cashed out close in 30 days as is we could explore the creative way I I like to do that but if I can get a great deal for cash I'll just I just it's so much cleaner to just do that. When you're crunching your when you're crunching your numbers imagine you're floating in your new pool.

SPEAKER_05 23:01

Imagine you're floating in your new pool well if it's if it's too low I'm I'm okay with my $200 uh uh uh Walmart doughboy for now I'm thinking a water feature you know one of those nice pebble salt ones I'm thinking like nice yeah you think that nice I'm gonna want yeah not that nice not that nice yeah not that nice stay with the Walmart pool um I you know my wife my wife's sitting there trying to tell me 85 I think if it was a cash out deal I think 85 is too much yeah because I you you you want you want the lower end so you kind of know where I'm at yeah and and I understand that um you know of course I gotta leave you know you know business is business um I would try to be leaning towards you know 80 if it didn't have that garage on a concrete you know concrete foundation that's a that's another rental yeah um you know we would hold different numbers did you say there are they are they is it a combined one parcel or is it two parcels so it's one address two lots but are the lots separated like are they deeded separate there's two lots yeah so I pay taxes on both so okay two separate points the only problem is on that was that the they all have their own electricity but there's one water meter oh for both places but so you just include the water with the rent yeah yeah not much but if somebody wanted to separate them I think it's much for them to drop a meter yeah I don't think too much and then you got and then you got two homes I probably would just so you the tenants can take long showers all they want you know and I have a I have one of those real big I I put quite a bit of work since since I purchased them and I put one of those brand new big old electric water heaters that that just give it you know really good yeah water on hot water all the time on both units. Okay and I've never had plumbing issues like during freezing and stuff like that. That was one I I'm from California when I came out here and found out that pop you know uh you know pipes freeze and all that other stuff I I want to make sure that all that was covered and and if it didn't have any issues with that and I haven't had any issues with since Redders been there. I think you know just like the regular faucet you know like the top leaking or you know replaced little little tiny things like that. But when I first went through them I wanted to make sure that the split units were new the uh you know that water heater was new and we we put some some money in it to keep the runners happy and you know I just want to collect the paycheck and I get a phone call every month. Yeah well I was hoping I was hoping to be at 70 I would definitely keep them for 70 for 70 I wouldn't let them go.

SPEAKER_19 26:43

Okay. How close how close how close to that could you get?

SPEAKER_05 26:47

I'm at 80. 80 is your bottom line I think so if it like I said if it was if it was just a house now we're talking you know way way less numbers but being two units and being you know under 100 grand and I I understand you know leaving money on the table for you and and make it I'm sure you're probably using them for rentals. Yeah I mean the cash flow is great I mean that the the what what's that and I don't know if you got a calculator but what's 22 it's it's high it's high 24 yeah you're in 20 some percentage right you're at 20 some percent of cash flow yeah I mean you're not 30 but you're in the mid to high 20s I believe right yeah yeah no they're great they're great cash flow for for 80 grand that's what if what if we did 75 i i i would not do that like I said my wife sitting there telling me 85 I understand there's gonna be meat on the phone okay but um even if you do got to put some money in it let's just say you're not gonna be that high but especially if you cast me out at 80 even if you decided you want to paint the outside and do some nice landscaping and and you know make them look like a million bucks and you got a hundred grand out of pocket and maybe even get 1350 a piece on them yeah that's uh you know I understand cash flow and you know the the percentages is is pretty good.

SPEAKER_19 28:32

So I think I think at 80 uh I'll be that that's all right so I I think I think I'm with you I think I'm with you you're right I mean it is a great cat it is a great cash on cash return. Let's I I think I I think I'll come to your 80.

SPEAKER_05 28:51

At any time that you want to you know walk it and take a look at it.

SPEAKER_19 28:56

Yeah here's here's how I like here's how I like to do this because I I buy houses like every day is I'll email you over an agreement and then in that agreement I'll have just a couple days of due diligence to look at it just to make sure nothing weird's going on. I mean the only thing that would change is if it's way more than 10 but if it's 10 or less to like get it get it ready to rent again then these numbers fit. So we'll just do a quick walkthrough and then that's it after that we that that contingency's met we open escrow I put earnest money in with title and we close in 30 days then you personally would come out no I'd send my guy out.

SPEAKER_05 29:39

Okay so why they're out there whatever day that is I I think it would be a really good idea to look at the house that we have across the street for sure you may you may like yeah that one because if if that gets done the way we're finishing to do it that's over 30% I'd love to look at that one too. So if you could show if you could that's a little gold mine. Okay yeah if you could show my guy that one we'll we'll take pictures and run numbers on that one too and give you an offer yeah that one I can't remember where we're at now but if to finish what we're doing you may blend at I'm just I'm gonna say somewhere about you you'll be between two and a half and three but you're gonna have four years two of the units being from um from um 1650 to 1800 a month and then two units you're gonna be between 1200 and 1350 so you end up with four units and it's across the street right from these ones directly yeah directly across the street that's nice we purchased that while I was working the first time on these two rentals I I just love these big windows and and this big giant house and it was abandoned and uh I called the owner and we got a smoking deal on it and we've been uh uh working on it ever since we've been working on it for over a year and you said that needs you said about 30k to finish yeah you're gonna make it into the fourth that that would probably be to finish the the the second unit but if you're doing four units if you're doing the two other units you're gonna be you're gonna be another maybe 60 so you're gonna be another 90 so you'd be close to 300K unless you bought it just the way it is and you just finish the downstairs. The reason why I say that is that the house sits on four lots and the house itself is on two lots. So we separated upstairs and downstairs and made two kitchen units. Okay and we have two empty lots that already got electricity on it the the water's already there we were going to put a couple of the tiny homes on it and and uh where we can get you know that that's why I figured you know on that with those two lots that come with the house that potentially you know spending another 60k on putting two more units on there will get you your um you know so let's let's somewhere I'm gonna say I'm gonna call it 1350 a month times two for another 60 that's I'm saying later that's I'm saying if once once they see what I see and if you if you're looking for rental units this is a really good property too because you already have two really really nice when I say really nice it's got these big huge windows on top that overlook the lake it's and what and what would you let's really nice what would you let that go for that whole that whole project so so we we have to add it up I don't think we have that much in it um we we got lucky I asked the guy what do you want for this place? He goes well those lots got to be worth at least 10 grand a piece uh give me 40k so we we paid hardly nothing for it uh I have to add up what we have into it I know we have at least I know we have at least 40 50k in it okay so let's let's say a hundred and then of course for us to let that go yeah that we're gonna have to make you know we're we're gonna have to make some money on you know for ourselves we're not gonna let it go for what we have in it.

SPEAKER_19 33:51

Yeah but you'll leave you'll leave meat on the bone for me. Oh definitely 100% we understand okay you know as we're making money and we know we got a smoke and deal on it you know I think I think an investor would be happy to grab it the way it is and and even if you gave us you know let's let's let's even say 160 for for what it is now and that second unit I mean that's you know that's what's uh 16 15 18 um 330 something there 30 something so so you're gonna be it would be pretty close to I'm gonna say a 28 to possibly 30 percent and you'd let it go for 160 you said yeah possibly like I said I cannot make that decision without okay uh your partner but I I do know um he borrowed um uh he's a he's an attorney and and from a buddy from his firm he borrowed a hundred grand and he's he's uh his buddy's kind of chopping at the bench for the money and we bought another property so okay he and that that one there's no financing there's no oh did that right yeah that might be something that we would consider getting rid of it but he could turn around pay his buddy back yeah because if you sold it at 160 you'd you'd clear you know 6070 probably right then we're good then you're good and he could pay he could pay the grand and he borrowed from his buddy yeah well when can you talk to him and let me know your number on that um we I can call him that day we can cut crunch black let me let me look at his because I take care of I take care of he he's I take care of all of it for him so yeah I I need to crunch his numbers and and put put put him together on it say hey okay I know your financial star j'muted how far are you from Trinity let's do this let's let this go four hours we're gonna turn around and he's been wanting to you got a good guy on the ground in Houston's on yeah that that maybe we can do that and then because we at the same time we have another property that we're working on too so okay that that that that one you wouldn't be interested in because it's we got we get we got too much out on it for not enough cash flow well let's let's do this i i can't come out there at all unless we've got an agreement in place yeah so i'll I can email this over to you on the on the other one um juniper juniper right is what you call that or jupiter sorry jupiter juper yeah yeah jupiter and then we'll come out and do that walkthrough solidify that one move that one to closing and then while we're out there we'll go look at the other one that sounds like a plan that sounds what what email do you have I've got uh hold on let me look what I got here okay so I'll put that agreement together doesn't take me very long I'll have that over to you I'll text you at this number when I send it so you can check your email for it okay and then you're around um this week or next Jerry Jerry Norton yeah you're around in the next couple days yeah I've been working at the house and I'm I'm actually working on that with rental like painting and stuff like that.

SPEAKER_05 37:33

I'm just preparing it to to rent it.

SPEAKER_19 37:36

I'm gonna continue to do it I mean I'll read about the paint I'm almost there you know if there isn't a deal then you know I got it ready and if there is you're gonna be even more happy yeah that's even better bonus okay good well it was great getting to know you Eric I look forward to doing business with you too you too and then what what where where where's your your deal no deal lying i i if if we just if we just because i i run into stuff oh yeah i'm very active buyer and there's nothing I'm afraid of i'll buy the worst thing you've ever seen and luxury and anything in between what what are you trying what what where's your where's i know we're always looking for more but where's where's your your your deal breaker is it 15 is it what do you know like the d a 50 or you know some crazy number but I mean I I do flip a lot and I work with a lot of other flippers so that's isn't that hard right now not if you buy right yeah you just gotta buy right yeah no we move our stuff pretty fast but but it does have to be a deal because you know you just gotta be if you if you if you get into a flip what what percentage do you like to be at just so I I depends on the money but yeah so I really like to be at 70% of the resale value all in so that would be with the rehab um and then that that that after repair number needs to be legit you know like I gotta have solid comps to justify it recent nothing way far away or inflated or whatever and I'm taking it you're not state and you're probably hiring yeah I get that's the other thing is I can't yeah that's the other thing is I can't I don't have buddies to do my rehab you know I gotta pay real contractors you got good real estate agents out here yeah definitely do yeah perfect yeah perfect okay yeah but I like Houston um I try to I try to be careful rural that's the other place I can get in trouble is if I'm too rural but an hour from Houston's great and if I if I run into some golden deals for you and and I'll put them together yeah I'll pay you for that should it shouldn't be a problem you know you know five grand or depending on the deal I love wholesalers okay and what's your Jerry Norton Jerry okay yep okay well I'll look forward to the email and uh I'll keep my eyes out and hopefully we'll be able to do more than just you know one house and maybe we can do some business in the future I would even I would even um tell you numbers if you had something that you were not sure about and you called me and said hey I think I can put this one together but not sure where I need to be um I would tell you the number I need to be at and you can make whatever difference you want if you if you lock it up you know like I I have no problem you getting paid.

unknown 40:42

Okay.

SPEAKER_19 40:42

Because you're on the ground running around and see lots of things. So you know I I like to network like that.

SPEAKER_05 40:47

And I like to put it together package.

SPEAKER_19 40:49

Yeah you sound like a deal guy all righty okay thanks Eric yeah no problem no problem we'll we'll talk to you later okay I'll have that over to you probably in 10 minutes.

Debrief On Investor Sellers

SPEAKER_19 41:01

All right thank you we appreciate you talk to you soon bye all right so I mean I'd have paid his 85 that thing's a cash cow I just yeah I just let so everybody that's listening here I I feel a little bad on one hand RJ because I'm like hogging the airtime you know um but the more that guy talks the more I strengthen my relationship yeah right and the more he's the more I'm locking in with him and so you I mean our our our in-person appointments are an hour and a half and if this wasn't on the live I probably stayed on the phone with him another half an hour and I would have really probably tried to work that other deal and just let him feel like someone's listening to him someone's and then really understand where he's coming from on everything but I there's a little bit of a rush to this you know being live so um and then the other thing too is I needed some time to play out so that I could try to work that number and he was he was pretty firm at the 80s he he originally said in the 80s so I was really surprised I couldn't get him down in the 70s.

SPEAKER_10 42:05

I thought for sure I'd get him in the 70s because usually when someone says that they got you know there's more room there's more wheel on the it was this I can hear his wife did you hear his wife she was in the background he said I'm hoping to get in the 80s yeah and then suddenly it became 85 and then he was like I can make 80 work I could convince her of that uh by the way Taylor Ford is in to you he's 30 minutes away and he can go want that whenever you need him to yeah I need a closer that can go look at the other one too and and know how to do the song and dance. Yeah is he is he good yeah yeah yeah he's on he's on here now we we went and tracked him down so okay um Taylor I don't know if you want to drop your phone number in the chat or or DM Jerry or whatever you want to do that but um because Jerry you're gonna get that sign right now right yeah I'm gonna I don't want to go out to we have it signed but then so I want him to walk that one just make sure nothing squirrely is going on and then go next door and walk that one too and and get it get your head around what's going on there.

SPEAKER_19 43:09

Yeah it was hard to follow him because he was going out he was going off about what's done what's not done and all these different rental numbers and everything but I at 160 that sounds like a deal too yeah no I he's basically giving it to you at double the price because it's double the units. Right. Yep and he realizes too you know he I I what I did gather was about 90k in rehab to get all four done um but at 160 you're in at 260 and if there's four units and I think he was saying 1350 1350 1650 and 1850 or something like that. I mean that thing's four grand and and gross revenue on a right 260 I mean that's that's a deal for a rental absolutely so so if you could pack all that for a buy and hold guy he would he would eat that alive both both those deals for

SPEAKER_10 44:00

Just because of the cash flow, six units that's gonna be great. Um, one for one.

SPEAKER_07 44:06

Somebody was asked about what have we ever done that?

SPEAKER_10 44:10

No, not especially not like that, where it could turn out to be six units. I mean, that's crazy. Um, I've yeah, we've done multiple deals with Taylor, he's he's good, he could definitely get you taken care of.

unknown 44:22

Good.

SPEAKER_19 44:22

Taylor, you're my guy. I won't, I won't get anybody else. I'll work with you. All right, you know, the other thing, RJ. Um, so just to put this out there, because I know you got to get on, but um, guys, I love tired landlords because if tired if you get a tired landlord and they're an invest, they have an investor mind like this guy, he gets it. You know how many times we talk to people and they're just so stuck on like a retail number? Investors, it's basically if you can hit their number and it makes sense, they'll do the deal. You don't have to deal with all the nonsense and emotion. You could tell he was very non-emotional about it. You know, it's just numbers because he's an investor, he's a business guy.

SPEAKER_10 44:56

Yeah, I thought it was uh it was pretty amazing that you were like, hey, I'm gonna take the fourth lead because it's a tired landlord. I love talking to tired landlords, and it literally turns out to be exactly what you were hoping that lead would be. Yeah, picture perfect, yeah. All right. Well, since you're one for one, I'm gonna go to uh my go-to, which is really bad condition. And uh actually, I'm gonna go to the one that just came in. Oh yeah.

SPEAKER_07 45:32

This is this is fresh off the hopper right here, baby. You ready for this, Jerry? We're about to go two for two, baby. That would be like a new record.

Health Motivation Seller In Kentucky

unknown 45:46

Hello?

SPEAKER_10 45:47

Hi, it's Tina there.

SPEAKER_08 45:49

It's Tina.

SPEAKER_10 45:50

Hey Tina, this is RJ Bates calling about your property there on 181st. Look like you just weren't at this tape. Yes, ma'am. You just uh filled out a form.

SPEAKER_08 46:01

Yeah, okay.

SPEAKER_10 46:02

You still quick. Ah, well, hey, speed the lead, baby. You gotta get gotta get it fast, you know.

SPEAKER_08 46:09

I like the attitude, all right.

SPEAKER_10 46:11

So let's see here. How much were you uh looking to get for this property?

SPEAKER_15 46:18

18,000.

SPEAKER_10 46:19

18,000. All right. Well that's what you paid for it. What's got what's got you looking to sell it?

SPEAKER_15 46:31

Uh I got sick. I lost a kidney in December and uh I'm 63 years old. I can't do this. I thought I could do this, but I can't I can't. It's too much. The house is damaged. I was gonna fix it. I fell in love with the house when I seen it and I wanted it. But my house worse than what I you know, I may not have time to fix it. I need to just I just want to get me an apartment and be done. Okay, well somebody could could really have something here.

SPEAKER_10 47:13

I'm sorry to hear about your health. That's uh that's rough. What I guess your your plans were that you were going to to live in it? Is that what you mean by you fell in love with it?

SPEAKER_15 47:23

Yeah, yeah, I'm living in it right now. Oh, are you yeah, but like it needs a roof and it needs repairs from water damage, but it's not that far gone. But I am. That's the problem.

SPEAKER_10 47:40

When you say water damage, what do you mean? Is it was it from like plumbing or from the roof?

SPEAKER_15 47:45

From the roof.

SPEAKER_10 47:47

So just like in the ceiling.

SPEAKER_15 47:50

Well, uh, some ceiling should give way in in the upstairs part. You know, and the upstairs is a separate apartment up there, it's a two-bedroom apartment up there. It's got separate utilities. And uh, so I wouldn't go use that right away. Anyway, but like downstairs, the kitchen needs to be okay. It's it's oh, you know, it was built in the 1900s, and uh bathrooms in the basement, in the basement. Well, you told the drain lines out from my bathroom, uh things like that, and uh so the bathroom's not usable, and uh you know the house is tight in the bedroom or cover the house, and in the living room area, there was a place in the cylinder that came down from uh water leakage and uh you know it's just a little probably a three foot by two foot home, you know, but anyway, it's there and uh it's got hardwood floors under it.

SPEAKER_10 49:05

Uh it it's a beautiful old house, but you know how much uh how much land comes along with this?

SPEAKER_15 49:16

It has two and a half lots. I don't know what the acreage would be, but uh it's city lots, you know. I don't know if it's the same in every city, I don't know. It's two and a half lots with it.

SPEAKER_10 49:33

Okay. Well, that makes a little bit more sense than what I was looking up.

SPEAKER_08 49:39

Yeah.

SPEAKER_10 49:39

What popped up here was um six point nine million square feet.

SPEAKER_15 49:47

In this house?

SPEAKER_10 49:48

No, of of land.

SPEAKER_15 49:51

Yeah. No, no, no, no, no. It's two and a half lots. City lot.

SPEAKER_10 49:55

I get that makes a lot more sense. I was I was like, where in the world would this even fit? It's in the city, you know?

SPEAKER_15 50:02

Yeah. The house is on one lot, and uh it's got a a full lot next to it, and then a half of a lot going down to drive to the the main road. You can fit like a like a good mobile home on it, a good size mobile home would fit on that. Yeah.

SPEAKER_10 50:22

Okay.

SPEAKER_15 50:23

And uh you know, but uh it's got two and a half lots with it. And it's paid for. You know, when I moved when I bought it, I paid cash and paid for it.

SPEAKER_10 50:34

Gotcha. Okay, well, here's here's my situation. I'm willing to give you the 18,000, but but I I do need to kind of explain how this process is going to work. Because I don't know if you know this or not, but you're kind of out there in the boonies.

SPEAKER_15 50:54

You I mean it's you're pretty central city in Kentucky.

SPEAKER_10 51:00

What's that?

SPEAKER_15 51:01

You mean in Central City, Kentucky, or uh no, I'm this is in Clark, South Dakota, right? No, this is in Kentucky.

SPEAKER_10 51:13

Oh, okay. Well, I guess I should have clarified that. Um the information came over as 4230-181st Street. Is that not correct?

SPEAKER_15 51:28

No, that's not what I put in. It's 130 West Fourth Avenue, Central City, Kentucky. 42330. Well, I don't know.

SPEAKER_10 51:42

I that's let's let's let's re-evaluate. I was looking in the middle of nowhere, South Dakota.

SPEAKER_15 51:47

Let's start all over.

SPEAKER_10 51:50

You know what happened? What you were you were so excited that I called you so fast that I didn't ask you if it was the right property or not. This is why this is why I have a process. I I broke the the process.

SPEAKER_08 52:05

Okay.

SPEAKER_10 52:06

That's all that's okay though.

SPEAKER_08 52:07

Well we're starting all over at the beginning.

SPEAKER_10 52:10

Yeah, well, I'm I'm pretty quick at looking at this. All right. Uh okay, 1900 square feet. We got uh how much do you think it's gonna take in in re in dollars and cents to fix this place up?

SPEAKER_15 52:29

You know, I couldn't tell you. Uh it needs a new roof for sure. You gotta have that before anything. And uh then you gotta do some drywall. You know, and then you you know, of course you gotta paint and redo the the drain for the bathroom or do the tent toward that out. I couldn't tell you.

SPEAKER_10 52:53

Okay.

SPEAKER_15 52:54

It needs paint or side and uh I don't know.

SPEAKER_10 53:01

Okay, well, same same thing I was gonna tell you. Because it doesn't make a whole lot of difference um based off the numbers that I'm seeing here. Central City is better than the middle of nowhere, uh South Dakota, but you're still you're still kind of out there a little bit, but so here's the population. Right, I'm sure so there's a couple of different things that I can do. Um we signed an agreement for the $18,000.

SPEAKER_08 53:34

Uh-huh.

SPEAKER_10 53:35

What I'm gonna do is I'm going to attempt at first to wholesale the property, which is put this in front of flippers, landlords, and buyers in the area, present them the deal, see if they're interested in taking it. Unfortunately, Kentucky has a regulation, and so I've got to be I can't really market it to the masses because of Kentucky. Um, so it's got to be pretty much the people that I already know, which I've done quite a bit of business in Kentucky. So I've got I've got people that I could call and get feedback pretty quickly. If they're willing to take it, then we can move and we can get this done somewhere in the next three to four weeks where you would have your eighteen thousand dollars and you would be able to move on if that's the time frame that you would want.

SPEAKER_08 54:25

That would be wonderful.

SPEAKER_10 54:27

Now, if the buyers come back and say, This is not a good fit for me, we might have to pivot to another strategy, but we would give that feedback, the communication would be consistent day in and day out. You would always have updates from us on what the feedback is from the buyers, what that's looking like. And then two weeks from now, if we haven't been able to find an in buyer, we may have to pivot to a different strategy that might take a little bit longer. But I will try to take that, I'll try to make sure that that's not the case and we can just wholesale this to an in buyer. Does that does that work for you?

SPEAKER_15 55:10

That would work for me, Nick. Would that work? Well, I'm trying to get us 18,000 out of our house. And uh in three to four weeks, he's gonna show it to people that he knows in the state of Kentucky, see if they're interested. And if they're interested, we may could get our 18,000 back out of it. If they're not, then we'll gotta try a different strategy. Am I explaining this right?

SPEAKER_10 55:39

You are, and and to be honest with you, we everything would be your decision. So once you sign the contract for the 18,000, nothing changes from there unless we come to you and we say, Hey, it's just not working. This is what we need to do, and then you get the right uh you get the opportunity to say, Yes, I want to do that, or no, let me go do something else.

SPEAKER_15 56:04

Okay, yes, that sounds good. Okay, and what was your name?

SPEAKER_10 56:08

My name is RJ Bates.

SPEAKER_15 56:11

RJ Bates.

SPEAKER_08 56:13

And who are you with?

SPEAKER_10 56:15

Mike, I'm the owner of my company. My company is titanium investments.

SPEAKER_15 56:21

Okay, I just wanted to know to put it in my phone who you are.

SPEAKER_10 56:28

Absolutely. So here's what I'm gonna do. I'm gonna go ahead and I'm gonna write up this contract.

unknown 56:35

Uh-huh.

SPEAKER_10 56:35

Um, I'm assuming Nick is Nicholas Blankenship, is that correct?

SPEAKER_15 56:41

Yes, that's my son.

SPEAKER_10 56:42

Okay, and are y'all both the owners of the property?

SPEAKER_15 56:46

We are the only two owners.

SPEAKER_10 56:48

Okay. So the only thing that I need, I have your email as you can. So, what I'm gonna do is I'm gonna write up the contract for the eighteen thousand. I'm gonna email it over to both of you. It'll probably go to you first, Tina, so y'all can read over that together. And then once you sign it, then it goes to Nick. Once Nick signs it, then it'll be fully executed. And then tomorrow, my team will call you, set up an arrangement to come out, get pictures, and start the process, okay?

SPEAKER_14 57:54

Okay, yeah.

SPEAKER_10 57:56

All right, do you guys have any questions for me?

SPEAKER_14 57:59

Not yet.

SPEAKER_10 58:00

All right, well, Tina, hopefully this is uh turning the page for you on some of that bad luck with the health and getting things turned around, and we'll try to make this a smooth, easy transaction for you guys, okay?

SPEAKER_14 58:14

Thank you, sir. I appreciate it.

SPEAKER_10 58:15

Absolutely. Y'all have a good night.

SPEAKER_14 58:17

You too, sir. Bye-bye.

Mindset Speed To Lead Transparency

SPEAKER_19 58:22

Two for two, Jerry. RJ, did you hear how well she explained wholesaling to her son? I know. She was taught well.

SPEAKER_10 58:32

Yeah, she did good. She did good. Seriously, he explained it back so well. I I just want to point out to everybody um a couple different things. Your mindset going into calls is extremely important. I I can't explain how the universe works. But Jerry and I got to stare at a list of roughly 25 bleeds, and we got to look at it and say, which one of these do we want to call? And Jerry said, I want the tired landlord. That's what I want. And I looked at the list and I said, I want exactly what I called. I want something in poor condition. I want it to be in somewhat of a remote location. This is my wheelhouse. This is what we do, it's what people complain about. They complain about rural locations, they complain about properties in really poor condition. I view that as this is the low-hanging fruit when it comes to acquisitions. We do we beat our competition with that close right there with transparency. And now my company is trained to take care of that seller. I know for a fact that Danny and Sam and Justin and Cassie, they will take care of Tina and Nick to the point of they're they're going to be in tears when they get their $18,000. No matter if we have to convert that to innovation or whatever we have to do to get it closed, we will be able to do that. And so the the mindset going into these calls and knowing exactly this is what our teams are set up to take care of, uh, I think it made a huge difference for both Jerry and I on both of those calls.

SPEAKER_19 1:00:16

I love that you say that, RJ, because I I assume that every phone call I make is going to be a deal. I don't sit here and get discouraged if I get 20 no's or no one answers for an hour or whatever. I it doesn't bother me. I just know that this next call is going to be the one. And if you think that and you believe that, it's amazing. I saw a comment that's like, how do you guys have such a high answer rate? I only get 90, you know, 90% don't answer. And I'm like, I don't know what to tell you. I just believe I will, and I do. Yeah. You know, uh, I want to point out here too, RJ, like what a fantastic way you handled that seller with some uncertainty that you'll be able to move that deal. You know, you're in a regulated state, so you're limited on how you can dispo, it's rural, and the numbers look great, but why not set that seller up for that event that may have to happen where you have to renegotiate or restructure the deal? And now she's queued up for it. So she's not offended, she's not like, you know, put a down payment on something else or already moved out. Like, she's not making life plans because you led her to believe that you were certain. You gave her the uncertainty and said, Can you live with this uncertainty? If you can live with it, I'm gonna go to work and do my best to get you that 18,000. I mean, it's just amazing how that's gonna work in your favor because you're going to find a way to help that lady and do a deal and get paid.

SPEAKER_10 1:01:40

The one question I got about the two contracts that I signed last week from my team, not ARV, not rehab, nothing else, except for do they both know we're wholesaling? That's all my team wanted to know.

SPEAKER_19 1:01:56

That's all they care about.

SPEAKER_10 1:01:58

And I said, the one in Pennsylvania for sure. I said, the other one, I'm not sure. So I said, but the great thing is, it's on YouTube. So they went back, they watched the video, and they said, You never actually said it on this one. Uh don't worry about it. I'll let them know. Yeah. You know, I mean, that that transparency is what's needed. Um, and and it makes a huge difference, like you said. That relationship right there is going to be extremely solid with Tina moving forward. She's she's gonna appreciate it, she deserves it for what she's gone through.

SPEAKER_19 1:02:32

Yeah, and just to clarify, too, what I typically do, RJ, if I don't have the wholesaling conversation up front, like you just did, I always have it at the time of the walkthrough. So, what it looks like, because I'm gonna call that seller back up and say, hey, walkthrough is over, I'm ready to open escrow and put down earnest money. And at that point in time, that's when I always say to the seller, now look, you know, before we open escrow and put down earnest money, I got a few concerns, and then I'll talk about those concerns. Maybe it's condition, maybe it's location, whatever it is. Or if I'm gonna move forward now at that point, I'll know, am I gonna try to wholesale this? Am I gonna buy it? What am I gonna do on this one? Because I do lots of things. Right. If I'm gonna move forward with an assignment, that's when I have that conversation. I do not move forward to do an assignment unless I first explain to the seller exactly what I'm doing and what that looks like.

SPEAKER_10 1:03:22

Yeah. And and on that to that point, this is Jerry's thing in a state where there's not a regulation where you have to disclose that up front. There are states nowadays, um, Ohio, Pennsylvania, other ones out there where you have to let them know up front, but where he does the majority of the uh business, that's not the case. But I just think in that scenario right there, she's telling me I need eight the transparency that she gave up front. I need $18,000 because I just lost a kidney. I've got this going on, I've got that going on. I I need out. Um, I need to I need to get an apartment, I need to move on with my life. I love this house. I don't want to do it, I have to do it. Uh I anybody could have closed that. It's what how do you close it and how do you let her know what's taking place moving forward? Because there is a solid chance that we have to pivot that to something creative because of the location, but at least she knows that going up front, and it's not bamboozling her 14 days from now where she thinks she's about to get $18,000.

SPEAKER_19 1:04:32

So there's a there's another really big takeaway here. I don't know if everybody caught, but she literally had just filled out the form, and so guys, a lot of times what sellers do is they'll fill out four or five forms, all one after the other, and it's whoever gets to her first ends up getting the deal when it's that type of motivation. And so, I mean, I can't stress enough the importance of like when you if you're doing any kind of type of inbound marketing, like we do PPC, we have a 30-second rule. We have to we have to call that seller in 30 seconds from the form because if you wait a minute, two minutes, five minutes, there someone else is calling them.

SPEAKER_10 1:05:10

Yeah, uh someone asked about the ARV on that. I've got a 185 sold comp with 400 square feet smaller. Um, I've got another one a little bit bigger, 165, and then quite a few that are a bit lower. Um, so this is gonna be one of those we need to get recon done, and we need to toggle with the numbers and see if we're we're going to do a big rehab to hit the high ARV, or are we going to do a much lower rehab to hit a much lower value? Um, this might end up being something that somebody comes along and wants to do thirty thousand in rehab to only achieve a value of maybe ninety or a hundred, something along those lines. So we'll we'll toggle with the numbers, but regardless, I think there's multiple exits for us there. So I know for a fact Lead Zolo and Cody had to be uh they gotta be static right now. They are so happy. Two for two. Cody's like, hey, bro, just call it. Like, right? Y'all are only going for an hour, right? Just let me be the first PBL company to ever bat a thousand.

SPEAKER_19 1:06:21

What if we do another one? No pressure.

SPEAKER_10 1:06:24

Well, yeah, no pressure. Which one are you gonna pick?

SPEAKER_19 1:06:26

I'm gonna pick this uh Arkansas way down at the bottom. Um Financial Hard. Yeah, yeah, that one.

SPEAKER_07 1:06:35

I like it. Okay.

SPEAKER_18 1:06:38

While you're doing that, I'm gonna write this contract. Yeah, I got mine out already while you were talking.

SPEAKER_19 1:07:11

Also, RJ, that was a double dial on my first one. I know.

SPEAKER_10 1:07:19

That's almost as cool as having the wrong address.

SPEAKER_19 1:07:24

Funny how it doesn't even matter at 18,000, doesn't even matter. I was buying either one.

Unique Mixed Use Property In Arkansas

SPEAKER_19 1:07:30

Hello?

unknown 1:07:31

Hello.

SPEAKER_19 1:07:32

Yeah, hi Paul. This is Jerry. I'm calling you about your property. Hello?

unknown 1:07:37

Hey, I'm here.

SPEAKER_19 1:07:38

Okay, I'm calling about your property on Highway 9.

SPEAKER_16 1:07:41

Yes.

SPEAKER_19 1:07:42

Yeah, understand you're looking to sell that property.

SPEAKER_06 1:07:46

Yes.

SPEAKER_19 1:07:46

Okay, love to see if I can help you out here.

SPEAKER_06 1:07:49

Okay, I got my wife sitting right next to me. Also, just good. Yes.

SPEAKER_19 1:07:55

And you got the decision maker with you.

SPEAKER_06 1:07:58

That's right.

SPEAKER_19 1:08:00

We know how that goes.

SPEAKER_06 1:08:02

Well, all right.

SPEAKER_19 1:08:03

I'm pulling this up right now, taking look taking a look here. Um, do you have a price in mind you were hoping to get for this?

SPEAKER_06 1:08:11

Uh uh, we're looking at buying other property, and I still owe 55 55,000 on this air. Okay. Um my bottom dollar, I'd say, would be about 115.

SPEAKER_19 1:08:27

115 is your bottom line.

SPEAKER_06 1:08:30

Yes.

SPEAKER_19 1:08:31

All right. Are you living in this home?

SPEAKER_06 1:08:34

Yes. Okay. It was it was originally, uh, and now I know I was told that this uh this building here uh was what about a hundred years old? Yeah. And it was a general store for well a hundred years. And uh when we bought it, it was uh well, it was a convenience store, which is basically the same thing.

SPEAKER_19 1:09:01

But um yeah, it looks kind of like a store from the front.

SPEAKER_06 1:09:04

Yeah, yes. And uh we bought it and we started changing it over into our home. Uh, for instance, you know, I installed a shower, put in the toilets, yeah. Uh, I ran the plumbing for a washer and dryer. Um, and then I put uh hot water heater, uh, so that way it'll and then I had to run, you know, the plumbing for it to go for hot water and cold water into the kitchen. And uh yeah, so I started converting it, but it can easily, you know, it can always be easily be made back into a store if somebody wanted it.

SPEAKER_19 1:09:44

What's it zoned? Is it zone commercial?

SPEAKER_06 1:09:47

No, it's it's zoned residential slash commercial.

SPEAKER_19 1:09:52

Okay, so it does have commercial zoning if you wanted to do a store again.

SPEAKER_06 1:09:56

Absolutely, yes. And like you say, it's it's got uh I think it's 200 feet of uh highway frontage.

SPEAKER_02 1:10:04

Yeah, how about the tourist paths there?

SPEAKER_19 1:10:07

There's there's tourists in Arkansas?

SPEAKER_06 1:10:10

Oh yeah, yeah.

SPEAKER_19 1:10:11

I'm just I'm just teasing.

SPEAKER_06 1:10:13

Yeah, you're good, buddy.

SPEAKER_19 1:10:15

How busy is that road? It's a two-lane road, right?

SPEAKER_06 1:10:19

Bruce, yes, there's yeah, it's a two-lane uh paved, you know, state highway. Uh I'd say roughly, I don't know, what every 10 minutes or so? Yeah. 20 minutes, there's a car going by.

SPEAKER_02 1:10:35

It depends on the time of year, too. Anywhere from spring to fall, you have a lot of bike traffic because there's a lot of bike uh tours up here. Motorcycles, yeah.

SPEAKER_17 1:10:47

Okay.

SPEAKER_06 1:10:48

Um, but yeah, there's a vehicle going down the road roughly every 10-20 minutes. Um and then of course, you know, during rush hour, you know, when people are trying to go home, traffic is more. Um, but uh traffic will stop, oh, probably let's say around I don't know, eight to ten o'clock, you know, then it's you know, maybe one an hour, you know, or or more, you know.

SPEAKER_19 1:11:18

What's your what's your closest metro, like your biggest city or closest?

SPEAKER_06 1:11:23

Say Salem. Well, no, yeah. So uh Oxford is uh like five miles from us. Yeah, Oxford is a small town, all of course, you know. So uh I mean like a major metro.

SPEAKER_19 1:11:41

What are you your Springfield?

SPEAKER_06 1:11:44

Springfield, um Missouri.

SPEAKER_19 1:11:46

Missouri, that's too far.

SPEAKER_06 1:11:47

That's that's roughly three hours.

SPEAKER_19 1:11:49

Oh, that's three hours?

SPEAKER_06 1:11:51

Yeah.

SPEAKER_19 1:11:52

Memphis, how far are you from Memphis?

SPEAKER_06 1:11:55

Roughly three hours from Memphis.

SPEAKER_19 1:11:57

Same with Little Rock, probably.

SPEAKER_06 1:11:59

Um Little Rock is about two hours.

SPEAKER_19 1:12:03

Okay.

SPEAKER_06 1:12:04

Uh Mountain Home is is pretty close there. It's about an hour. Uh Ash Flats is about, I don't know, 20, maybe 30 minutes.

SPEAKER_19 1:12:15

Okay. So a couple, I got a couple concerns. Can I tell, can I talk them out with you?

SPEAKER_06 1:12:21

Sure. Yes, please.

SPEAKER_19 1:12:23

Okay. It it's got a it's got a commercial store, you know, vibe to it, like curb appeal. So, you know, I'm an investor mostly flip. Maybe this isn't a good flip, but um when you flip something, it you kind of want it to you're gonna lose a lot of buyers that want a traditional house instead of a you know, instead of a store looking house.

SPEAKER_06 1:12:47

Right.

SPEAKER_19 1:12:48

You're you're you're rural, so there's that, so you have a smaller buyer pool because you're you're kind of out there, right? You know, so there's a concern there. Like I just have to factor in a lot of holding time usually, or or I just got to get a really good deal to offset that.

SPEAKER_06 1:13:04

When when this was a store, they made uh they used to make and again it's rural, you know, like they used to make uh Hot Brothers pizzas here, and in the mornings it was very uh like a lot of the farmers from the area would come here early in the morning and sit here and be us and have coffee and stuff like that, you know. So it's known in the area as being a store, you know what I mean?

SPEAKER_05 1:13:31

Yeah.

SPEAKER_06 1:13:31

So, and then you know, of course, when we had bought it and you know, we made it into our home and uh we didn't turn it into a store, we didn't open it up again as a store. I I have no idea how to run.

SPEAKER_19 1:13:43

I'm uh I'm a diesel mechanic, so you know I got no idea on how to run a store. I was hoping you were gonna stay on and make the pizzas.

SPEAKER_06 1:13:52

I absolutely I could eat some pizza. I don't I don't know, I don't know about making pizza commercially, but I can show for all the bikers.

SPEAKER_19 1:14:00

The pe the the bikers need pizza when they're going down.

SPEAKER_06 1:14:02

That's true. That's true.

SPEAKER_19 1:14:05

So well, you you owe 55. You'd like to get 115, but if I'm cash and I come in here and stroke a check and get money in your pocket and close in, I mean how when do you want to close? 30 days.

SPEAKER_06 1:14:21

Uh yeah, I need time to pack up and and get everything moved out.

SPEAKER_19 1:14:25

Well, we can close whenever you want, but if I if I meet your timeline and I get you cashed out, there's no commissions, no closing fees, it's as is, you can leave whatever you don't want. But but you know, like I gotta get a deal because it is it is out there, it's gonna take some work for me.

SPEAKER_06 1:14:41

It is three buildings, also.

SPEAKER_19 1:14:43

What do you mean, three? What do you mean three buildings?

SPEAKER_06 1:14:47

The property is is exactly 1.01 acres. Okay, so one acre. Uh the you see the where is the store right there? Yeah, over to the right is a shed. Uh, we started converting that to our greenhouse, and then over to the left toward Oxford, I see that building right there that is a mechanic shop.

SPEAKER_17 1:15:09

Yeah.

SPEAKER_06 1:15:09

Uh it's got two closed bays, one open bay, and uh an office right there in the front.

SPEAKER_19 1:15:17

That looks big. How big is that building, that warehouse?

SPEAKER_06 1:15:20

Well, that building is bigger than the store. I know. Uh it's I honestly, I haven't measured it. Um I can, you know, I can go out there and measure it if you want to.

SPEAKER_19 1:15:32

No, no, it's I just I get the idea. I'm looking at it on the street view.

SPEAKER_06 1:15:37

Right, right.

SPEAKER_19 1:15:38

And that's in good shape, like roof and everything.

SPEAKER_06 1:15:41

Yes. Well, I mean it the roof is it doesn't have any leaks, but uh, you know, it's the whole place is a work in progress.

SPEAKER_19 1:15:51

But the store the storehouse, let's call it, let's call it a storehouse. Okay. That's that looks like a metal roof.

SPEAKER_06 1:15:59

Yes. All three of them actually have metal roofs.

SPEAKER_19 1:16:02

Okay. And what what does that need to get updated?

SPEAKER_06 1:16:07

Uh well, it was the metal on the house and the garage, actually, I think. Um when when we bought this about well, it'll be four years in July. It uh it had a metal roof put down about seven years before that. So it's roughly 11 years old.

SPEAKER_19 1:16:28

Okay, it looks like it's in good shape, at least from this picture.

SPEAKER_06 1:16:31

Right.

SPEAKER_19 1:16:32

But what about inside?

SPEAKER_06 1:16:35

Inside? I don't know, it needs a paint job and some uh you know, mud, put some mud up there on the ceiling, six of cracks. It had a chimney, so right there in the center of the building on the store, right? There was uh back in the day, there was a wood stove. Well, they hit when uh uh Mennonites come and put a uh metal roof on top, they had left the brick chimney going from the ceiling to the roof. And I went in uh in the attic and I chiseled out that entire brick chimney out of there. So you know the steering's got cracks and such in it.

SPEAKER_19 1:17:19

So all right. Well, I'm gonna factor in like I'm I'm just gonna factor in probably like kitchen, bathroom, floors, paint, you know, all that stuff.

SPEAKER_02 1:17:28

Just because that's all had that very large AC and heat in it, it's a commercial size.

SPEAKER_06 1:17:36

Yeah, it's got either a five-ton or a seven ton uh H V A C A C and Eat.

SPEAKER_19 1:17:47

Okay. But if I but if I mean if I if I can come in and cash you out, what's what's an offer like that need to look like for you?

SPEAKER_06 1:17:59

I don't know.

SPEAKER_19 1:18:00

Where you get me a deal. Because you got you gotta leave room for me to do something with it, you know?

SPEAKER_06 1:18:06

No, I I get it, I get it.

SPEAKER_19 1:18:07

I just um because I'm I mean to be honest with you, like regular size houses are going for how many square feet is the house, the storehouse?

SPEAKER_06 1:18:19

The store is I think it's like I want to say it's 12 or 1500, but I'm not yeah positive on that.

SPEAKER_19 1:18:29

Yeah, I mean, like it's it's it's hard to find comps anywhere, you know, because it's just out there. All right. Um, and the couple of couple that I see are 113, 119, and they're like, you know, your little traditional brick brick ranch houses and stuff. Yeah, yours is unique, I get it, because it's it's got the the big commercial building next to it and stuff, but at the same time, that also means I'm I'm kind of flying in the dark a little because there's there's not there's not a like property like that one to compare to.

SPEAKER_06 1:19:00

Yeah, that's what uh our realtor said the same thing.

SPEAKER_19 1:19:04

Anybody you talk to is gonna you're gonna run into the same problem, they're not gonna know how to value it, which means I'm taking a risk, which means I gotta just get a deal.

SPEAKER_06 1:19:14

Right.

SPEAKER_19 1:19:15

Does that make sense?

SPEAKER_06 1:19:16

Well, what you throw me a number, bud. What's the deal?

SPEAKER_19 1:19:21

I mean, I'd love to be closer to like 75.

SPEAKER_06 1:19:25

Oh, no, I there's no way. I paid 80,000 on it, and I still owe 55.

SPEAKER_19 1:19:32

It's probably worth that. It's probably worth that what you bought it for. I mean, honestly, it's probably worth what you bought it for.

SPEAKER_06 1:19:40

Yeah, no, I get it, but uh I wouldn't be able to if I if I was gonna do that, I'm just gonna keep it, you know?

SPEAKER_19 1:19:47

Yeah. How close to that can you get? Like how close to that number can you get?

SPEAKER_06 1:19:56

Uh can I can I put you on hold for a minute?

SPEAKER_19 1:19:59

Yeah. Okay, let me don't hang don't hang up on me, just put me on hold. No, no, no. Okay.

SPEAKER_06 1:20:04

I know, I'm gonna put you on hold, buddy. Okay, as soon as I can figure out how to turn the damn phone back on.

SPEAKER_19 1:20:10

Well, you can leave it on, you can just not mute it and I'll listen to your conversation.

SPEAKER_06 1:20:14

Okay, hang on a minute.

SPEAKER_17 1:20:22

He did he didn't not he didn't not mute it. I'm muted though. You're muted. I'm muted.

SPEAKER_10 1:20:30

He's giving you the Eric Klein treatment right now. Oh yeah, he's talking to his underwriting team. What the heck? I'm getting played right now. Oh man. I wonder what he's gonna come back with.

SPEAKER_17 1:20:47

Yeah.

SPEAKER_06 1:20:48

Any other one?

SPEAKER_19 1:20:49

Yep, I'm here.

SPEAKER_06 1:20:50

Yeah, I talked with my wife, and she her and I figured best we'd be able to do would be 95.

SPEAKER_19 1:20:58

95.

SPEAKER_06 1:21:01

That's a cash offer. Uh you get, you know, answers, no guarantees, no, you know what I mean? Uh 95,000. I've got time to move my stuff.

SPEAKER_19 1:21:17

How much time?

SPEAKER_06 1:21:19

How much time?

SPEAKER_19 1:21:22

A month and a half. That's fine. 45 days.

SPEAKER_06 1:21:26

45 days.

SPEAKER_19 1:21:27

You'll you'll leave it, you'll leave it like clean of anything?

SPEAKER_06 1:21:31

Oh, yeah. I'm not gonna leave, I'm not gonna leave trash or anything like that. Yeah, yeah. You know.

SPEAKER_19 1:21:36

Okay, so like broom swept clean.

SPEAKER_06 1:21:39

Yeah, rooms, rooms clean, mopped, you know. Uh I'm not gonna do any repairs.

SPEAKER_19 1:21:46

No, no, no, I I get that.

SPEAKER_06 1:21:48

You know, I'm not gonna leave it in trash.

SPEAKER_19 1:21:50

Here's the here's the thing. If I if I gotta come up to the 90s, I'm just here's what I'm gonna need from you. If if you if you can make what I'm about to tell you work, then we could give this a shot.

unknown 1:22:03

Okay.

SPEAKER_19 1:22:04

I'm super connected with a lot of investors.

SPEAKER_16 1:22:07

Right.

SPEAKER_19 1:22:08

And I if we got if we got an agreement in place for let's say the 95, then I need you to give me a window of time, and what I'll do is I'll see if I can I'll reach out to all my buyers and see if someone wants it for the 95. Now, if they do, they'll pay me a fee so it doesn't affect you at all. You still get the 95.

unknown 1:22:30

Right.

SPEAKER_19 1:22:30

But I just need you to give me, I mean, you have 45 days to start packing. I just need you to give me, usually I'll know in seven to ten days if I can make it work. If I can't, then I'll come back and we'll sit down and I'll have a conversation about what to do. From that point, you could decide uh we could restructure, we or you could go your way and do something different. Like you're not locked in. It just either we move forward at the 95 or we revisit the whole thing. I'm gonna have to invest a lot of my time just to make it work with no guarantee. So that's my side of it, you know.

SPEAKER_06 1:23:02

I agree. Well, I'll tell you what, man. I you know, I've sit here, and I've sit here, you know, in the which is our living room, you know, I'm sitting here right now, and I'm looking around, and every day that I've sat here, I'm looking at this place would be an awesome cafe. You know, I mean it's right in between, you know, two, I mean, they're small towns, no doubt, but they're two small towns that really don't have, you know, a cafe, you know what I'm saying?

SPEAKER_19 1:23:33

So well, I I don't I don't have the vision for it, but I have investors that might, yeah.

SPEAKER_06 1:23:38

Right, exactly, exactly. That's what I was trying to, you know, and you can throw that out there to you know what I'm saying?

SPEAKER_02 1:23:45

There's also two other things. Uh you they could always split the property in half and sell this as a store, install that as an automotive shop.

SPEAKER_19 1:23:56

Is it deeded separate or it's all on the one-acre parcel?

SPEAKER_06 1:24:00

No, it's it's all on the one acre, but uh the store and the shed that's over here next to it is one address, and then the mechanic shop right there is uh another address.

SPEAKER_19 1:24:13

Yeah, what I what I would probably the way I would the way I would present it to my investors is uh you got two incomes there. You can do the store deal and then you can rent that shop to to somebody like a contractor.

SPEAKER_06 1:24:27

And then that shops next to us.

SPEAKER_19 1:24:29

I actually like the shop, to be honest with you. I actually like the shop better than the house. The shop's pretty cool.

SPEAKER_06 1:24:35

Right. I I love the shop. Yeah I wanted to bring that wall out, uh, you know, all the way out, so it was even with the office, and then you'll get one, two, three, four. You'll have four bays total, and you can even get a fifth bay if you put a door on the other side uh and open that up.

SPEAKER_19 1:24:56

Yeah, it could be a great, great commercial rental income.

SPEAKER_06 1:24:59

Yeah, essentially you could have five bays right there, and the other side is uh like a lean to, and that's uh you know where I use the storage, you know.

SPEAKER_19 1:25:11

That's where I would put my chickens in that and make that a chicken coop.

SPEAKER_06 1:25:14

That's actually on the one side is we have chickens there.

SPEAKER_19 1:25:19

I figured it it looks like it'd be a good chicken coop.

SPEAKER_06 1:25:22

Well, on the other side is on the the back side of that where the chicken coop is, yeah, is my storage, and then you know, toward the toward Oxford is the storage, and then on the other side toward the house is where I have my chickens.

SPEAKER_19 1:25:37

Yeah. Well, I feel I feel really good at 70. So here's the thing, I feel really good at 75. I'm a little not totally sure at 95, but if you'll give me, if you'll now here's how this works: I'll email you over an agreement. In the agreement, it says I've got 10 days for due diligence. During that 10 days, I'm gonna do my my best to get you that 95 number. Uh, if I know sooner than that, I'll let you know. Like I'll be totally transparent with you the whole time as to what I'm doing, how it's going, and so on. If at the end of the 10 days I can't make the 95 work, we can restructure, we can shake hands and part ways. We'll we'll we'll just have another conversation and decide what to do. Is that is that fair?

SPEAKER_02 1:26:19

Yeah. One other thing, the house to the in facing this our place, the house to the right of us, yeah. The the person that sold us his place is kind of looking at selling that place.

SPEAKER_19 1:26:33

You got his number?

SPEAKER_02 1:26:35

Yes, we do. So if someone wanted to live in a house and run a store or something out of here, yeah, yeah. That would be a good combo.

SPEAKER_19 1:26:45

This is my cell phone. Can you text me his name and number?

SPEAKER_06 1:26:49

Yes, but uh, I would do that, no problem. But before I do that, let me get with him and talk with him and then you know uh go from there. In fact, I may even uh call you and just you know put you on the phone perfect, you know. You know what I'm saying? Yeah, uh own conversation. That's a that we don't own that at all. It's no, I know on the other side of the shed, but he did offer that to us to sell that property okay. Yeah, and uh you know we wanted to do it, but then we didn't have the money for it, and you know, God didn't just didn't put us in that on that path.

SPEAKER_19 1:27:28

Well, we'll we'll see if we can help him out too. That'd be great.

SPEAKER_06 1:27:31

Yeah. But let me talk, I said let me talk to him first, and then uh you know, I can give you his number or I can just call you.

SPEAKER_19 1:27:39

Yeah, I'm really good at I'm really good at texting. This is my cell phone, so say save this number as Jerry Cash Buyer.

SPEAKER_06 1:27:47

Did you send it right now?

SPEAKER_19 1:27:48

No, the number I'm calling you on.

SPEAKER_06 1:27:51

Oh, okay.

SPEAKER_19 1:27:52

Yeah, that's my cell phone. Yeah, I called you on my cell phone.

SPEAKER_06 1:27:54

Jerry Cash Fire?

SPEAKER_19 1:27:56

No, not cash fire, cash buyer.

SPEAKER_06 1:28:00

Oh Jerry Cash Buyer.

SPEAKER_19 1:28:02

Yeah, Jerry Cash Buyer. Cash Buyer's cool too, but no, Cash Buyer.

unknown 1:28:08

All right, buddy.

SPEAKER_19 1:28:09

Okay, so so I'm gonna I'm gonna um let me double check I got the right I got the right email here. Um I have it here in my notes, but let me just confirm that with you, okay?

SPEAKER_02 1:28:36

Or just you or who I'm not sure just him, yeah, but in the state of Arkansas to sell, I have to get to it again.

SPEAKER_19 1:28:46

What what's your what's your name then, ma'am?

SPEAKER_02 1:28:49

Tina Roberts.

SPEAKER_19 1:28:50

Say again.

unknown 1:28:52

Tina?

SPEAKER_19 1:28:52

Tina, Paul and Tina, got it. Okay, Paulantina, I'm gonna put that agreement together. You should have it in your email in like 10 minutes. I'll text you when I send it so you know to look for it. Okay.

SPEAKER_06 1:29:03

Okay, well, as soon as I get that email, I'm gonna go over there and talk. His name's Gary Owen, I'll go over there and talk with Gary and uh see if uh interested in selling that property you know next to us.

SPEAKER_19 1:29:16

Perfect.

SPEAKER_06 1:29:16

Uh I'll I'll give him your number and I'll call you.

SPEAKER_19 1:29:19

Yeah, if I don't answer, I'll call right back. So just just uh try try calling me and then text me and then I'll call you right back because I'm on the phone a lot.

SPEAKER_06 1:29:26

I know. No problem, buddy.

SPEAKER_19 1:29:28

All right, thank you, Paul and Tina. Look forward to working with you.

SPEAKER_06 1:29:31

All right, buddy. Just stay safe.

SPEAKER_19 1:29:33

Okay, you too. Bye.

SPEAKER_06 1:29:35

Bye-bye.

No Answer Streak And Weird Leads

SPEAKER_19 1:29:38

I mean, it's a unique property. I don't know. I have no idea.

SPEAKER_10 1:29:42

I think the price is good enough to take a shot at it. I think the the issue is the location. I mean in the middle of nowhere. But you know, we've moved deals like that, we've terminated deals like that, but you you have the opportunity to convert it to a novation. I mean, he he might be willing to to allow you to do that. Um my contract signed while you were on that. Both both uh the mom and the son signed. Um, so that's exciting. We've already got one signed. Um, and and we're three for three on Dials answered, three for three on contract sit. And we're one for three so far on those contracts being signed.

SPEAKER_19 1:30:36

I mean, yeah, he got back on mine. I gotta fix something because I I've I forgot to put both addresses on it. It's there's two addresses. Gotcha.

SPEAKER_10 1:30:45

Uh, so I'm I don't think I've ever been more nervous to pick a lead here. Come on, RJ. Don't screw it, don't screw this up, RJ. I feel like this person's not gonna answer the phone. I mean, it you know, Cody's right. You are doing combo leads today. What's up with your deals having like multiple buildings? You know, just ask people, hey, do you know anybody else that wants to sell? All right. This was gonna be the first one that I was gonna call. And then as I was doing, as I was put punching in the number, the South Dakota lead popped in that ended up being Kentucky. So I'm we're gonna run with it. So what you want to do, South Dakota, huh?

SPEAKER_11 1:31:34

And reason for calling. I'll see if this person is available.

SPEAKER_10 1:31:37

RJ Bates gone about Fairground Avenue.

SPEAKER_08 1:31:45

Thanks, Bates. Please stay on the line.

SPEAKER_17 1:31:49

Thanks, Bates.

SPEAKER_11 1:32:09

I'm sorry, this person is not available. If you would like to leave an additional message, please repeat it.

SPEAKER_10 1:32:15

Unacceptable. You're gonna have to answer the phone. Yeah.

SPEAKER_11 1:32:19

If you record your name and reason for calling, I'll see if this person is available.

SPEAKER_10 1:32:24

I want to buy your house.

SPEAKER_11 1:32:29

Thanks. Please stay on the line.

SPEAKER_10 1:33:00

Hey, Charles or Linda, this is RJ Bates calling about your property there on Fairground Avenue. Looks like you had just filled out a form on my website about needing to sell that property. If you could give me a call back at 817-915-6860. Thank you. You hear it all the time, Tony.

SPEAKER_18 1:33:19

Are you are you done with that one? Yeah, I guess. These leads suck.

SPEAKER_10 1:33:31

Oh man. Uh, how long have you been thinking about doing that? You've been thinking about that all week, haven't you?

SPEAKER_18 1:33:40

Gosh. I mean, I sit. All right.

SPEAKER_19 1:33:47

Which one are you trying next?

SPEAKER_11 1:33:49

Uh your call has been forwarded to voicemail. The person you're trying to reach is not available. Who is this? The tone. Please recall.

SPEAKER_10 1:33:58

Why is it the same voice?

SPEAKER_11 1:34:05

Your call has been forwarded to voicemail.

SPEAKER_10 1:34:08

Oh, now the leads really do suck.

SPEAKER_19 1:34:16

You know how confident leads allow is. They only give us 25.

unknown 1:34:20

I know.

SPEAKER_09 1:34:23

Those are screens.

SPEAKER_19 1:34:24

They got some stones over there, man.

SPEAKER_10 1:34:26

They really do. I'm not even gonna lie, man. I was even thinking before we went live, I was like, man, you know, we can go through those real fast.

SPEAKER_08 1:34:38

Please leave your message for. Please leave your.

SPEAKER_10 1:34:45

Oh, now I'm now I'm 0 for three.

SPEAKER_19 1:34:51

Two didn't even ring. You know, you know what's bad about this though, RJ, is now everyone's like, oh, I'm gonna buy lead Zolo because you you you bat a hundred, you bat a thousand percent, you know? Right. Maybe that's why they threw in a couple like no answers in there, just to bring it bring everybody back down to reality.

SPEAKER_18 1:36:08

You know how you know when you're super rural, there there's no Zillow number or any number.

SPEAKER_10 1:36:17

Or tell me if you've ever seen this, Jerry. On my contract, I always use prop stream to find the legal description. The legal description of my contract was in all capital letters, house and lots.

SPEAKER_07 1:36:40

That was the legal description.

SPEAKER_19 1:36:42

House and lots. Was it was the uh I wonder if it was like you know, 50 paces from the old oak tree, turn left at the fence post. I've never seen that before.

SPEAKER_10 1:36:54

I was like, you know what? I'm just gonna put it down, and if it's incorrect, it's incorrect. Title figured out. Right. David. Oh, that wasn't a voicemail. That was a real that was him answering. I did you think it was one of those voicemails that was gonna fuck with me? Yeah. I alright, I'm calling him back. Hey, is David there?

SPEAKER_23 1:38:24

Yeah, that's me.

SPEAKER_10 1:38:25

Hey David, this is RJ calling about your property there on uh West 7th. Looks like you had uh filled out a form on my website saying that you needed to sell that property. Is that correct?

SPEAKER_23 1:38:35

No, I'm not interested in you're not interested? No.

SPEAKER_10 1:38:42

Oh, okay. You you filled out a form on my website last night. Gave me all your information. Was that uh accident?

SPEAKER_23 1:38:50

Kid messing around with my phone.

SPEAKER_10 1:38:52

Your kid was messing around on the website? He gave me all kinds of information, man. He gave me your name, your email, you're uh that you're looking for a quick sale within three months, your property's in fair condition. No, I didn't know I didn't do all that. That was just your kid messing around, huh? So you sure you don't need to sell the property?

SPEAKER_23 1:39:20

Nah, I'm still buying my property.

SPEAKER_10 1:39:24

You're still buying the property?

SPEAKER_23 1:39:26

Yeah.

SPEAKER_10 1:39:27

The one on West 7th, so you don't own it yet?

SPEAKER_23 1:39:31

Nah.

SPEAKER_10 1:39:35

David, I talked to a lot of people, man. And this is you're one of the strangest phone calls I've had all in a long time, man. First of all, the first time you picked up the phone, you were just like mumbling, and now you're saying uh you're not selling a property, even though I got all this information about it.

SPEAKER_23 1:39:50

Nah, we're still paying on a property.

SPEAKER_10 1:39:53

Well, you can sell a property when you're you're paying the mortgage. That doesn't mean you don't own it.

SPEAKER_23 1:39:58

Nah, I'm not interested in selling nothing right now.

SPEAKER_10 1:40:03

Okay, David, have a good one. That one. Jerry. This is uh this is one of those moments where you realize how uneducated people actually are about real estate.

SPEAKER_19 1:40:19

I'm imagining right now this guy like two in the morning on the internet filling out forms and doesn't remember. How did I what am I doing right now? How did I get here? Enter.

SPEAKER_10 1:40:30

Did you did you hear what he said? He said, I don't he said I'm still buying that. I said, so you don't own it? He said I'm still making payments on it.

SPEAKER_19 1:40:42

You know, that would be did you hear him say his kids did it? That would be a terrible prank. I think I'm gonna do that. RG, what's your home address? I'm gonna fill out like a hundred or more.

SPEAKER_10 1:40:53

Oh man, that that's amazing. Actually, that's what that guy in uh Boulder, Colorado does.

SPEAKER_16 1:40:59

Yeah.

SPEAKER_10 1:41:01

What if he has a uh an entire TikTok or YouTube channel just dedicated to wholesalers calling him and lowballing?

SPEAKER_19 1:41:08

That that would be funny. How many offers can I get from wholesalers? A whole thing on it, right? You could like rank them from like lowest to highest and stuff, right?

SPEAKER_10 1:41:22

Well, there you go. I ruined it for us. So go ahead, Jerry. Go close another one.

SPEAKER_19 1:41:30

All right, give me a good one here.

SPEAKER_18 1:41:31

Give me a good one here. I like these.

SPEAKER_10 1:41:33

Give me I want you to talk to someone like David. We've already gotten contracts. We need our reel, okay?

SPEAKER_19 1:41:41

Wait, wait, there's another tired landlord in here. How'd I miss that?

unknown 1:41:46

Where?

SPEAKER_19 1:41:47

Oh in Florida.

SPEAKER_09 1:41:50

Were you not were you not noticing that one? No, I totally missed it. I did too.

SPEAKER_18 1:42:01

Let's try that one. Although, you see the last name. Hey, you chose it. I know.

unknown 1:42:17

Hello.

SPEAKER_19 1:42:18

Yeah, hi Gary. This is Jerry Norton. Calling about your property on 25th Street, Southwest.

SPEAKER_03 1:42:24

Yes, sir. How are you?

SPEAKER_19 1:42:26

Good, good.

SPEAKER_03 1:42:27

I didn't have an option to put the duplex in.

SPEAKER_19 1:42:30

I'm sorry, say that again. Oh, oh, okay.

SPEAKER_03 1:42:36

So it's a duplex.

SPEAKER_19 1:42:38

I'll let my web guy know to add duplex to the drop-down menu. Yeah, okay.

SPEAKER_03 1:42:48

It's uh very fairly newly built. It's uh uh it was constructed in I believe it's completed in 2024, and it came into that on each side, and it rented at 1800 side.

SPEAKER_19 1:43:07

Each side. Okay, and why are you selling it if it's really nice?

SPEAKER_03 1:43:12

I don't know. I was just uh um I have seven of them.

SPEAKER_19 1:43:18

Seven duplexes, okay.

SPEAKER_03 1:43:22

And uh most of them are rented. Two are almost done with construction that will be completed in uh October. Uh but I have four, which is rented. Uh only two units are not rented, but all of them, all the others are rented.

SPEAKER_19 1:43:36

Okay, and I'm gonna can I shoot straight with you? Yes, because I got limited time here because my buddy RJ's got to get a contract still at work. Okay, so this is nice, and I'm an investor, I pay cash, I gotta get a deal. If this ain't a deal, then we're just gonna waste our time. If you're looking for retail, I'm not your guy.

SPEAKER_03 1:43:59

Okay, you know, what do you are you interested in acquiring all of them or yeah?

SPEAKER_19 1:44:07

No, I'll buy all of them, but usually when they look like this, I'm looking at your pictures on Zillow. I mean, this thing's brand new. Yeah, so why are you talking to investors like me?

SPEAKER_03 1:44:19

Because I have uh several other commercial opportunities that I'm building. I'm building 39,000 square foot commercial unit in Cape Coral, and I'm building another uh uh 14,000 in Bonito Springs, and I'm also I want to convert the residential rental portfolio into commercial. We are looking at some more commercial properties in Lehigh.

SPEAKER_19 1:44:41

I I know, but you're but you're a smart guy. I mean, why would you sell them to me at a discount?

SPEAKER_03 1:44:46

I'm not I I haven't said that I'm gonna sell it to you. Uh it depends what would be the price, and if it's worth it for me, it's not, it's not because I know you're gonna want full value for them. Make me an over.

SPEAKER_19 1:45:02

You're here's here. I already know your number. Here's your number. Full price less commissions is the price you want. I guarantee it.

SPEAKER_03 1:45:14

What's the number?

SPEAKER_19 1:45:15

It's gonna be way under that because I gotta buy them, dump all the cash into them, get them rented, a property, all the things, and I and I can't spend the cash if I can't get a deal.

SPEAKER_03 1:45:26

Fair enough. That's fair.

SPEAKER_19 1:45:28

Okay.

SPEAKER_03 1:45:29

But what is what is the number that you're looking at?

SPEAKER_19 1:45:33

70% of the fair of the value. 70% of the value.

SPEAKER_03 1:45:38

And what is the value according to you?

SPEAKER_19 1:45:40

Well, I mean, we'll figure it out, but like whatever the whatever the actual value is of them, you know, based on current active comps or current recent sold comps, but whatever the value is, I'd have to buy them at at least 70%.

SPEAKER_03 1:45:55

No, I don't think we would uh I don't want to waste your time.

SPEAKER_19 1:45:58

I know you want 90%, 95%.

SPEAKER_03 1:46:01

Well, it depends, but you know, I'm not that uh it's okay. I just wanted to, you know, I learned something from you today, you know. So now it's asked to speak to you.

SPEAKER_19 1:46:11

So for you to for you to get your number, pay the freaking commissions, list them all, you'll get top dollar because they're nice, you know, they're new.

SPEAKER_03 1:46:19

And they they all ranked. I mean, right now the four that I have, they're all right.

SPEAKER_19 1:46:24

If you if you said to me, I don't want to deal with agents, I don't want to deal with the drama, I want my money in 30 days, I don't want showings and all that, I don't want to deal with all the appraisals and financing and nonsense. If that were your situation, then you would sell them at 70% because it's speed and convenience and it's worth it. But yeah, otherwise go through the brain damage and get top dollar.

SPEAKER_03 1:46:46

Okay, fair enough.

SPEAKER_18 1:46:48

All right. Good luck. Bye. I'm sorry, RG. I got no patience for guys like that. He's I'd spend an hour talking to that guy to go nowhere.

SPEAKER_10 1:46:58

Oh no, I love those. Those are my favorite calls. You and ridiculous landlords.

SPEAKER_07 1:47:08

My my favorite calls.

SPEAKER_18 1:47:15

Am I not right though, that guy wants retail less commissions? Yes. Guarantee you.

SPEAKER_10 1:48:12

You know what's amazing is that we have two leads on here that are facing foreclosure, and both of them, neither one of their phones rang at all.

SPEAKER_19 1:48:20

Yeah, you would think they would be like glued to their phone right now.

SPEAKER_10 1:48:27

Just like you said uh last week, head in the sand.

SPEAKER_19 1:48:32

Yeah, but they filled out forms, you know. Yeah. Usually they wait till like the foreclosures on Friday and it's Tuesday, you know, the auctions on Friday and it's Tuesday. Better do something about it.

SPEAKER_01 1:50:00

Into voicemail. The person you're trying to reach is not available. Your call has been forwarded to voicemail.

SPEAKER_10 1:50:26

The person you're really ruining the contact rate. Dang it. Someone answered the phone.

SPEAKER_09 1:51:31

Hello?

SPEAKER_08 1:51:36

I know where you want to.

SPEAKER_07 1:51:40

Hello? Did you did you catch that, Jerry?

SPEAKER_10 1:51:48

No. No. That person was having a full-on conversation. Not with me.

SPEAKER_07 1:51:56

You call him back? Yeah.

SPEAKER_10 1:52:02

Hey, is Jacqueline there?

SPEAKER_08 1:52:06

What is going on?

SPEAKER_10 1:52:07

Hey, Jacqueline. Uh, my name's RJ. I was calling about your property on Pigeon Court. Looks like you had filled out a form. Oh, okay. Are you still looking to sell that property? What? She's driving, and I'm coming over her car speaker phone. Yeah, I think I'm thinking she might be an Uber driver, man. There was multiple people in the car. She's probably like, we're not gonna have this conversation right now. This is this is embarrassing. Okay. Well, I am uh I'm really I'm I'm really taking our perfect score and and ruining it over here, Jerry. Save that one and we'll call it again later. Yeah, well, we're getting down to where our our cutoff time. You need to wrap up pretty soon, don't you?

SPEAKER_19 1:53:12

No, I got an hour. Okay. My time, 6 30 my time. Oh, okay.

SPEAKER_07 1:53:18

Yeah, we're good for now. Here we go.

Burned Down Lake Property Land Offer

SPEAKER_10 1:53:28

Hello, this is RJ.

SPEAKER_08 1:53:31

Oh, yes, it's Rob Wells.

SPEAKER_10 1:53:34

Yes, sir. I was uh calling you about your property there on or in Breckenridge. Look like you had uh filled out a form on my website about needing to sell that property. Is that correct?

SPEAKER_07 1:53:45

Oh yes, sir.

SPEAKER_10 1:53:47

Awesome. How much were you looking to get for it?

SPEAKER_06 1:53:50

Uh we had a lake house here and it burnt down. I just got to fill it way to go for.

SPEAKER_10 1:54:02

So you said the house actually burned down?

SPEAKER_06 1:54:05

Yes, sir.

SPEAKER_10 1:54:07

Gotcha.

SPEAKER_06 1:54:07

So got two storage phones out here and three phones.

SPEAKER_10 1:54:12

I'm sorry, your your phone is uh is really quiet. Is there uh is there any chance you could turn the volume up a little bit for me?

SPEAKER_07 1:54:23

I said uh there are two sparks buttons and three utility phones accepted down here.

SPEAKER_10 1:54:30

Okay. And you said you want uh 15 for it?

SPEAKER_00 1:54:36

Yeah, from the rafter.

SPEAKER_10 1:54:43

Is that is it all the way torn down, like it's all the way down to the to the dirt, or is it still remaining?

SPEAKER_08 1:54:51

There's there's a little bit of stuff remaining and the pad.

unknown 1:54:56

Okay.

SPEAKER_10 1:55:05

What do you think I could do do with it once I I purchase it? Just rebuild something there?

SPEAKER_06 1:55:11

Yeah, I own from road to road.

SPEAKER_10 1:55:18

Did you say you own road to road?

SPEAKER_06 1:55:21

Yeah. I bought the property behind them.

SPEAKER_10 1:55:33

Okay, I want to make sure I'm looking at the right thing because it looks like this is on water, is that correct?

SPEAKER_23 1:55:39

Uh no, no, water.

SPEAKER_10 1:55:49

Okay, and the address is 3053 County Road 216, right?

SPEAKER_07 1:55:56

Yeah, mine 2885, train road two on six.

SPEAKER_10 1:56:04

Okay, it's two eight eight five.

SPEAKER_07 1:56:08

Yes, sir.

SPEAKER_10 1:56:10

Okay. Well, let me look that one up. Okay, so now I see what you're saying. So you're saying all the way, so there's no no buildings on this anymore. Everything burned down or just a house?

SPEAKER_08 1:56:37

Oh, short built and burnt down too. I rebuilt two.

SPEAKER_16 1:56:45

Okay.

SPEAKER_10 1:56:50

Did you uh did you get insurance for it or why not just rebuild it?

SPEAKER_08 1:56:58

Uh I didn't have insurance on it.

SPEAKER_10 1:57:00

Oh man, that's terrible.

SPEAKER_06 1:57:02

It wasn't worse having insurance on it. I let the sister stay out here in RB somehow called R didn't house called fire.

SPEAKER_10 1:57:18

Trying to see if there's any land that's been for sale out there.

SPEAKER_08 1:57:25

I think there's been some very far between.

SPEAKER_10 1:57:32

How much land is it total?

SPEAKER_08 1:57:35

Uh I think it's about eight.

SPEAKER_07 1:57:53

Okay.

SPEAKER_10 1:57:59

What's kinda like the bottom dollar on it?

SPEAKER_07 1:58:04

I think fifteen about as well as I go on. I don't know, you should be enough for taking what you say.

SPEAKER_10 1:58:11

Who told you it was worth fifteen?

SPEAKER_07 1:58:14

That's what my taxes are on.

SPEAKER_10 1:58:17

The tax the tax assessed value. Well, the only reason why I'm saying that is because I mean, normally I cover the closing costs and whatnot. Um so I was kind of hoping I can get a little bit of discount if I covered that as well.

SPEAKER_06 1:58:47

Could you give me an answer right now and think about it? Holler back at me, see if you put numbers to it, too.

SPEAKER_10 1:58:54

I mean, I'm I've I put my numbers to it. I mean, I need it at 13, so then when I cover the closing costs, I'm 15 altogether into it.

SPEAKER_06 1:59:03

All right. Let me talk to my sister if I have if that's all right with her.

SPEAKER_10 1:59:08

Okay.

SPEAKER_06 1:59:09

I'll give you all her back.

SPEAKER_10 1:59:10

When do you think you'll be able to talk to her?

SPEAKER_06 1:59:13

Uh she'll call tonight sometime.

SPEAKER_10 1:59:17

Okay, so call you back tomorrow morning?

SPEAKER_06 1:59:20

Yes, sir.

SPEAKER_10 1:59:21

All right. Sounds a good mom. Appreciate you. You like that one? Did you look it up? No. I I can't get anything to pull up in any comping software. Um, but when I go to Zillow and I go to Active Land for sale, I've got a half-acre lot for 125. I've got a 0.38 acre lot that's on water for 165. I've got another half acre lot for 170. Yeah. We are right across the street from the water, and I'd be getting it for 13. And it's an acre lot.

SPEAKER_19 2:00:12

Now, is something off there if he said the tax assessed value is 15, or could that just be not updated in 20 years or something?

SPEAKER_10 2:00:21

I I don't know. I'm trying to get this. I'm gonna I'm gonna work on getting it pulled up right now. Because it's one of those like county roads.

SPEAKER_19 2:00:32

Yeah. But geez, those are some big numbers.

SPEAKER_10 2:00:38

Yeah, I mean, it's right there on what lake is this? Um Hubbard Creek Lake, and this is west of DFW on your way to Abilene. So uh, by the way, to everybody that saw the Steve Train Order Taker video, uh that's me and Steve just giving each other a hard time. Me and Steve are friends, just like me and Jerry. I mean, not like me and Jerry, because Jerry actually does real estate and he does deals and he's intelligent and he's funny, but Steve is just kind of cool.

SPEAKER_18 2:01:25

Hey RG, I got the contract back on that Houston deal.

SPEAKER_19 2:01:28

There you go. Text me your boy and your boy out there. Yes. I'll I'll put him in a group chat with uh with that guy and get him out there. Um I saw a comment on here, Jerry's really aggressive with this guy. Um, you know, a couple things. With other investors, you have a little bit more leeway to be aggressive and direct because they should know better. And you know, they're I feel like I can kind of talk to them straight. And also Middle Eastern culture, I've I just I've just learned like if you're not if you're not very direct and very aggressive, then they're gonna waste your time and push you around and you're not gonna go anywhere and just around in circles. And every single one of them, for the most part, except for the one RJ closed one time, are very hard negotiators and they don't they're never desperate, they're never, you know, they're always just looking for a slight discount. So that's why. I would never have done that with the lady RJ talked to or anybody else, you know. So you gotta kind of know when it's appropriate and when it's not appropriate. Absolutely.

SPEAKER_10 2:02:35

I thought that was more than appropriate on that. And the fact is, he didn't seem offended by it at all. No, no, he needed someone to call him out on his crap, is what he needed. Yeah, he didn't have a problem with it at all. So um, all right, you're gonna call another one? Okay, yep. Uh did you already burn through all those pre-foreclosures? Um, yeah, that their their phones don't ring. Their phones aren't even on.

SPEAKER_18 2:03:07

All right, so where's Brownsville, Texas? That's good. All right, I'll call that one.

SPEAKER_10 2:03:21

Actually, I take that back. That was a foreclosure that just called me back, even though it wasn't the house was burned down.

SPEAKER_23 2:03:47

Uh Ruben Morgan.

SPEAKER_20 2:04:32

Take your car now. At the tone, please record your message. When you finished recording, simply hang up or press down for further options.

SPEAKER_19 2:04:43

Hey Ruben, I got the pizza. I'll be there in 15 minutes. Call me back.

SPEAKER_10 2:04:54

Hey, that works. I think you should call this one in San Antonio relocating ASAP. Relocating.

SPEAKER_18 2:05:05

Oh, yeah.

SPEAKER_17 2:05:07

Okay.

SPEAKER_19 2:05:12

You guys know why RJ suggested that. He was he's got a different one on here that he really wants. He's throwing me off.

SPEAKER_10 2:05:18

Yeah, exactly. That's that's it.

SPEAKER_18 2:05:25

Hey, Jerry, you should call this one.

SPEAKER_22 2:05:27

I'm a call assistant recording this call for the person you're trying to reach. Please say who you are and why you're calling.

SPEAKER_19 2:05:35

It's Jerry calling about your house on Conkin Street.

SPEAKER_02 2:05:42

Thank you. Please hold while I connect to you.

SPEAKER_19 2:05:45

I wonder how much time those have. Like, can you could you go into your whole closer formula on there? I don't think so.

SPEAKER_21 2:06:06

The person they're calling is now. Oh to add a message. Start talking after the town. You can hang up when you're finished.

SPEAKER_19 2:06:17

Trina, this is Jerry. Calling about your property for sale on Conkin Street in San Antonio. Give me a call back 248-467-7794.

SPEAKER_18 2:06:28

All right. No pizza? No, maybe bagels next time. All right, let's see. Ooh.

SPEAKER_19 2:06:40

Let's try this one down there at 17. North Carolina?

SPEAKER_18 2:06:46

Yeah, North Carolina was the most moved-in state last year, like by far.

SPEAKER_10 2:06:54

Hey, did you know the second most foreclosed state is uh South Carolina? South Carolina. Yeah, they should totally get rid of wholesalers. That'll fix their problem. Oh yeah. Yeah, because when no one can buy it. Right. Yeah.

Wholesaling Regulations And Seller Protection

SPEAKER_10 2:07:12

They're also uh 44th in higher education. I'm starting to see their problem. Sorry, Tori. Tori, Tori Madden is still mad at me. He watched my video from last Friday where I just threw haymakers at South Carolina for 20 minutes. He's like, yo, chill on South Carolina.

SPEAKER_19 2:07:40

You know, honestly, though, that that regulation only hurts sellers. It doesn't solve any problems.

SPEAKER_10 2:07:45

Dude, I want you to know, I I just got done going through all 50 states talking about the regulations, my feelings. Yeah. Every state that has a horrible regulation has massive problems with sellers needing wholesalers. And then they decided to get rid of us. And it's only gotten worse. Like Pennsylvania also really bad problems with foreclosures. Only gotten worse since they've come out with their wholesale regulations.

SPEAKER_19 2:08:20

Yeah, like when I buy in South Carolina, I buy deep because I got a plan on buying, I got a plan on closing. Yep.

SPEAKER_10 2:08:29

But you're also just playing a bunch of people off.

SPEAKER_19 2:08:32

They're not even gonna take the leads. They're not even gonna you lower competition. You lowered all kinds. So when you low when you remove competition, price goes in this case down. You know, it's it's backfires. The whole thing backfires. You want wholesalers in a market, it's the best thing you can do. Yes, we'll all compete, and someone will be okay to make five grand and pay more, you know? Yep. Hey Morgan, this is Jerry. How are you doing?

SPEAKER_07 2:09:08

Uh this is Billy, but I don't know.

SPEAKER_19 2:09:10

Oh uh are you looking to sell a property on Kipling Street?

SPEAKER_08 2:09:15

No, it's my daughter.

SPEAKER_19 2:09:17

That's who? That's my daughter, Morgan. Oh, okay. Okay, that she owns that property. How do you need my number though? Well, she had filled out a for somebody had filled out a form that they're looking to sell that property, and my notes have this number and her name.

SPEAKER_06 2:09:33

Oh, okay. Yeah, no, she uh uh is this a number you can reset something.

SPEAKER_19 2:09:39

Yeah, yeah, this is my cell phone.

unknown 2:09:41

Okay, okay, yeah, I'll call you.

SPEAKER_19 2:09:44

Okay.

SPEAKER_06 2:09:44

I know she's trying to sell it, but I don't know anything much other than that. You know, this schematic okay.

SPEAKER_19 2:09:50

Yeah, I'd love to see if I can help her out. Okay, yeah, you can call it if I don't answer, shoot me a text because this is my cell and I'll call her right back.

SPEAKER_03 2:09:59

Okay, all right.

SPEAKER_18 2:10:01

Thanks, Billy. That doesn't count as my turn, does it? Oh yeah. Absolutely. Wait, it does? I mean, it's not my fault you couldn't close it.

SPEAKER_19 2:10:16

Where are the rules of engagement here? I I never saw that in the prime print anywhere.

SPEAKER_10 2:10:20

The rules of engagement. Do you not remember my call earlier with uh I can't remember which one it was. Yeah, David.

Convenience Motivation On Nice Kentucky Home

SPEAKER_10 2:10:38

Hi, is this uh who am I calling here? Barry Blair. Barry, are you looking to sell your property there in Sandy Hook?

SPEAKER_00 2:10:46

Yeah, we're looking uh we're looking to sale. I just I come across that uh advertising, and I just I just thought for kicks and giggles. I'd see what uh what you always offer.

SPEAKER_10 2:11:00

Well, for kicks and giggles, how much you want for it?

SPEAKER_00 2:11:05

Well, that ain't what it don't matter. Well, I mean I'd like to have my nice cake. What do you what do you get? What do you offer?

SPEAKER_10 2:11:12

I'd like to get it for a dollar. Maybe we can meet somewhere in the middle. Uh well, what's got you looking to sell?

SPEAKER_06 2:11:22

Uh we're uh we're we're wanting to move down on some other property that uh that we have.

SPEAKER_00 2:11:31

And uh it's uh and the kids are growing up and it it's 2,500 square feet, just a little more than what uh me and her need.

SPEAKER_10 2:11:44

I gotcha.

SPEAKER_00 2:11:45

Um it's four survey neighbors, twenty five hundred square feet. Uh I don't know, it's got which don't really matter to to you all. I mean it's got An above ground twelve ball. An outside outdoor fireplace. Out you know on the back patio.

SPEAKER_10 2:12:09

Is it the one with the the red roof?

SPEAKER_00 2:12:12

Yeah.

SPEAKER_10 2:12:13

That's a nice place.

SPEAKER_00 2:12:19

Yeah, it's been I don't know, I guess it's uh I mean it's been in my my used to be my great grandfather bought bought all this land.

SPEAKER_10 2:12:35

Gotcha. Okay, well you might not have been joking about the half million.

SPEAKER_00 2:12:44

I'm probably not that high. Yeah. But uh but I am interested. You know, we're you know, we're uh we've been talking about giving it to a to a realtor. But uh I just I just thought I'd like I said I come across that ad.

SPEAKER_10 2:13:03

Yeah, I would say just based off of uh kind of your situation and taking a look at it, also just based off of the location. Um, in order to get the most amount of money, I mean, listing with a realtor is absolutely what you should do. Um, you know, for someone like me, normally we we're looking for somebody that's in a somewhat of a distress situation, maybe the property's distress or something like that. Doesn't sound like that's the case with you guys at all. No, no, this property looks really nice. I mean, the only thing that I would really even want to offer you would just be if you didn't want to deal with the realtors, then there's something that we could do there where we can kind of come in and help you um deal with the realtors ourselves and kind of do that for a fee. But I mean, even that's just if you just really just want to be hands-off and just get your money and not have to deal with it at all.

SPEAKER_00 2:14:02

No, I've got I mean, I I've I've got some good friends that realtors.

SPEAKER_10 2:14:07

Yeah.

SPEAKER_00 2:14:07

I mean, I would I just don't I just said I just seen your ad.

SPEAKER_10 2:14:12

Yeah, I mean it would be it would be such a uh haircut off of what you could get for it. There would there would be no reason for you to even entertain whatever I would offer.

SPEAKER_00 2:14:30

Well, I'm always entertainable. I mean you can't make me mad. I can't I can't get through the phone.

SPEAKER_08 2:14:38

I can't come through the phone with the coach.

SPEAKER_10 2:14:40

Yeah, I got you. I mean, I'm just looking at it right now. I mean, it it would be significantly below. I mean, we're we're talking about uh probably in the 200s.

SPEAKER_00 2:14:55

You throw uh throw something there. Uh what does it take to get a c to get an offer book?

SPEAKER_10 2:15:06

I mean, I that's what I'm saying. I would I would look into it, but I mean it it's definitely gonna be in the low 200,000s.

SPEAKER_00 2:15:14

I I might I might be interested in something like that.

SPEAKER_10 2:15:19

Respectfully, why you can get a lot more money.

SPEAKER_00 2:15:25

Just to not have to deal with any on.

SPEAKER_06 2:15:29

Okay, well, maybe you're I'm I'm all I'm I would I would like to hear, I would like to see what you all what you all would offer.

SPEAKER_10 2:15:37

I gotcha. I mean, taking a look at it, I mean, realistically, I would probably want to be around $215,000.

SPEAKER_08 2:15:48

Okay.

SPEAKER_10 2:15:49

And that would be cash as is, that's net to you. Our process is if you're if you agree to that number, we send you the contract, you sign it, we come out, we do our walkthrough, we inspect the property, check to see what the condition is, make sure it's everything that we need it to be, and then we would close on your timeline. So if that I know you've been there for a while, so if you needed longer to close, we could. If you need it to be fast, we can also do that as well.

SPEAKER_00 2:16:22

Right. Yeah, I'm uh I'm needing a little, I mean I need a little bit of my my daughter is had moved back in with us, and uh, she's getting married in about three weeks. And I'm I'm for sure needing you know, I I need that and then maybe maybe a little right. You know.

SPEAKER_10 2:16:50

I mean we could we could put the closing date out for like 90 days and just make it on or before.

SPEAKER_08 2:16:58

Right.

SPEAKER_00 2:17:01

Well, can you uh can you send me something through my email so I have a contact and and have a name and everything, and then let me get let me uh talk with my wife and I can.

SPEAKER_10 2:17:18

Um I can also make it a little bit more real if you want me to, just so y'all actually have um the actual offer. I could actually write you a contract and send you the the contract so you and your wife can review it together, kind of see what the details would look like, and then it would have my contact information on there. Would that work for you? Yeah, yeah, I'd be fine. Okay, well, I'll go ahead and I'll write this up and I'll send that over to you. And uh, yeah, just let me know if you have any questions, okay? Okay, all right, thank you, sir. Okay, bye-bye. Well, that's totally gonna be a YouTube video. Watch me not try to deal.

SPEAKER_19 2:18:03

That one threw me. I thought he was a tire kicker. I didn't he come across like you you need whenever they're like you give me the price first, they're just window shopping. But that guy he's he's okay at your number.

SPEAKER_10 2:18:21

He said 500. He said I'd like to be at a half a million. I said I'd like to be at a dollar. So maybe we can meet in between. Um to be honest with you, when I threw out the number, I thought it was so ridiculously low, I thought he was gonna run away. Um, there's a similar type there's a similar type property right now. This this pro did you look this property up? It's in really good condition. Yeah. Um, I mean, we we've got a lot of land, four acres. I mean, I I don't know. This is also Kentucky. Maybe I was just meant to call Kentucky leads today. I don't know. That would be an interesting one, though. It's on the other side.

SPEAKER_19 2:19:06

What I liked about how you handled that, RJ, was you know, you just you didn't just give him the number that so it felt like a low ball, you prepped him for it. You said, Look, I'm nowhere close, it's gonna be ridiculously low, you know. So he's kind of prepped for it. And then in this case, when you gave it to him, he didn't balk at it, you know. So, like, just I guess it just reiterates like follow the process, guys. Don't get hung up on how people respond, just do your thing.

SPEAKER_10 2:19:33

He literally said at the end, what is it gonna take for me to get an offer from you? All right, 215. I would be interested in that. All right, should have been 175, I guess.

SPEAKER_19 2:19:48

Did you see why though? He said he said he said speed and convenience. Well, not even speed, he said convenience. Yeah, just convenience.

SPEAKER_10 2:19:56

I just don't want to do it, which is hilarious because he said those are my friends. I have friends that are real realtors, but for the convenience, I'd rather go with someone like you. That's that one was wild. That one blew my mind.

SPEAKER_19 2:20:11

It just goes to show, guys, that sellers will take discounts if there's motivation, and hassle is a real motivation for a lot of people, it's a serious motivation. Doesn't make sense to you or me. Why not just go through a little extra work? But it for some people it's they don't want to deal with it.

SPEAKER_10 2:20:27

I mean, when he told me I was pulling away because I didn't think there was any motivation, you know. We look at it as what's the motivation? Why did you fill out my form? I just filled it out just to see. I'm not a it's like you said last week. I'm not a comping service, I'm not a CMA, I'm not an appraiser. Like, I'm not gonna sit here and just tell you what your house is worth. And I'm like, ah, you know what? You might not have been joking about your half a million dollars. He's like, Well, I would take a lot lower than that. Okay, great. I'm still I'm out. You're not motivated to sell to me. Go get your money. He eventually came back around.

SPEAKER_19 2:21:04

Yeah, that was that was wild. Yeah, that was really cool. Okay, I'm gonna call uh Wisconsin, I think. What number is that one? 20 number 20.

SPEAKER_10 2:21:17

These are $50 per lead nationwide.

SPEAKER_19 2:21:25

Oh shoot. I forgot to do the can't we just have old school answering systems?

SPEAKER_11 2:21:36

Hi, if you record your name and reason for calling, I'll see if this person is available.

SPEAKER_19 2:21:41

It's Jerry Norton calling about your house for sale on Anne Street. I'd like to talk to you about a cash offer. Is it RJ's closing skills or are these leads just so dang good? Which one?

SPEAKER_07 2:22:03

I don't know. It might be the leads. Cody's gonna say it's the leads.

When A Retail Seller Hangs Up

unknown 2:22:16

Hello.

SPEAKER_19 2:22:17

Yes, hello. Is this Kathleen? Hi, Kathleen. Thanks for taking my call. I'm believe you're looking to sell your house on Ann Street. Okay. Love to see if I could help you out there. I'm gonna pull it up. What are you hoping to get for this?

SPEAKER_04 2:22:34

Currently listed at least four or nine, I think. That expires on June 1st.

SPEAKER_19 2:22:40

Okay. So the agent couldn't get it done?

SPEAKER_04 2:22:45

Yeah, no.

SPEAKER_19 2:22:47

Why do you why do you think? What tell me what happened during during the listing?

SPEAKER_04 2:22:53

She is an agent that's used to like sellers of events on my program.

SPEAKER_18 2:22:59

Oh yeah.

SPEAKER_04 2:23:02

She is very much, I mean, she even didn't open house but didn't advertise it. She put it on the listing and that was it.

SPEAKER_19 2:23:09

So you bought this back in 22.

unknown 2:23:12

I did.

SPEAKER_19 2:23:13

Okay, so you had it a couple years and then you listed it back in November at 385. Oh, you rehabbed it. Okay, you rehabbed it.

SPEAKER_04 2:23:25

Yeah, that's where you went from the one of the things that I've sort of been frustrated with her about is it's told her from the get-go that somebody wants it as two apartments. I offered in the listing, I offered five grand towards an internal stairwell or the downstairs kitchen. The downstairs is ready for the kitchen to be installed. And I told her you can get that, you can get the kitchen. The exact same kitchen that's upstairs, most of the appliances are somewhere around 10 grand, maybe 11. Or you can put the internal stairwell in, which completely my construction guy, but if they want an internal stairwell and make it a single family, I'll give them the five grand, which is what the guy told me. That's the verbal quote I got on the price for the internal stairwell. And I was like, well, I'll give them five grand either way. You can do whatever you want. You wanted just two apartments? If I rent them.

SPEAKER_19 2:24:28

Uh-huh. Is that a consideration if you can't sell it to rent them?

SPEAKER_04 2:24:34

That's actually where I'm heading towards right now, if it doesn't sell very thin.

SPEAKER_19 2:24:39

Like within the next two weeks and get a rent. Okay. Yeah. So you don't want a list with a more competent agent.

SPEAKER_04 2:24:49

If you can tell me you can have that damn thing sold in 30 to 60 days, fine. But at this point in time, the thing's cost me between electric and gas and you know everything else. I'm going to bring it into it.

SPEAKER_19 2:25:03

I mean, as much as the agent isn't doing a good job, I mean, price dictates in this market. So, you know, drop the price, it'll sell.

SPEAKER_04 2:25:13

Drop the price.

SPEAKER_19 2:25:14

I mean, more.

SPEAKER_04 2:25:16

Well, I mean, I'd like to get my money out of it.

SPEAKER_19 2:25:19

Yeah, that's just my point. You know, like rather than blame the agent, it's nice, but the market doesn't lie. You know, properties still sell in today's market if they're priced right. If they're overpriced, they sit. But if they're priced right, they sell.

SPEAKER_04 2:25:31

That's like that smaller house is selling for bigger prices.

SPEAKER_19 2:25:35

I'm just I'm just telling you, I don't need to know anything looking at those pictures, and I know for a fact that you're overpriced or it would, or it would sell. I mean, a buyer is gonna look at these pictures, and if the price is right, they're gonna make an offer, regardless of what the agent does. Don't you think?

SPEAKER_04 2:25:50

I mean, you can make an offer either. Well, I've got another couple in there that wants to make an offer, they're done and want to have to drive from that to Fox Lake.

SPEAKER_19 2:25:58

Right. I I just mean, you know, buyer buyers don't typically think they can offer much lower than list price, so they get kind of hung up on that. They think, oh, the seller's stuck at 375. That's too much, right?

SPEAKER_04 2:26:13

I don't see where that's too much. That's a brand new HBAC. Everything from that box from the roof down is brand new. Insulation, drywall, electric, HBAC has been installed for both upstairs and downstairs. All of the lights, I mean 375 isn't that much.

SPEAKER_19 2:26:33

I mean, for you, but you're not the buyer.

SPEAKER_04 2:26:36

No, but if you look at friends from Wisconsin from the same area when you for her taxes over 300,000 because there isn't a house in the area that sold for less than 300,000, is what she was told by the city.

SPEAKER_19 2:26:53

Uh well, you've been listed 186 days, you've done a couple of small price drops, and it still hasn't sold. You know what I mean? I mean, you've been you listed back in November and you've done 10,000 total price drops all the way till your last, you know, your last change till now. So that's all the feedback you need. You know, here's how I look at it, because I flip a lot of houses. When I put a house up, if I'm getting five showings a week, I'm probably priced right. If I'm not getting an offer, there's something about the house they don't like. But if I'm not getting a lot of showings, then I'm I'm not priced right. It's not gonna move. Yeah, yeah. So you're you're just over.

SPEAKER_04 2:27:39

So if if if I were consulting you, if that if I consult people after I told her this was possibly a multi-family, multi-generation generational, it was definitely not for young couples with small children. So do you know what 90% of the people that viewed the house for?

SPEAKER_19 2:27:58

What?

SPEAKER_04 2:27:59

Young couples with small children.

SPEAKER_19 2:28:01

Yeah, that's probably your market. That's your buyer. Yeah, so you're misaligned, which means you got one solution because you already renovated it. Your only solution is drop the price.

SPEAKER_04 2:28:11

Well, dropping the price is gonna cost me money.

SPEAKER_19 2:28:14

I mean, if you sold it to me, I would be a lot cheaper, or I'd pay a lot less than if you relist with another agent but drop the price. Because what am I gonna do with it if I buy it? Well, I just mean there's no value add because you already did it. So I'm not your buyer either. Your but your buyer is the so the market's not lying. The market's giving you really good feedback. You're overpriced because it's been months and no offers.

SPEAKER_04 2:28:43

Right, but that's not that's also not an area for young couples with small children, which means you have to drop the price to attract a buyer.

SPEAKER_19 2:28:51

Okay, like whatever you say to me, I'm gonna say you need to drop the price. I mean, you do what you want, but that's why it's not selling.

SPEAKER_04 2:28:58

I've been doing this since 2017. Well, apparently dealt with anything like Wisconsin. Wisconsin's such a shit show, it's not even funny.

SPEAKER_19 2:29:05

I I mean, at some point, you're either gonna rent it or drop the price, those are your two options. But investors, investors aren't gonna pay. Well, she hung up. Well, she knows what she's doing. Hey, she's been doing this since 2017. Yeah, I can tell, yeah. I can tell you have. Like, I all right. I'm just trying to help you out, lady. Do what you want, right? All right, yeah, RJ. I don't get it. I mean, like, what do you think's gonna happen? I'm gonna pay you your number. So retail buyers won't pay you your number, and then I'm gonna pay you your number.

SPEAKER_10 2:29:46

I don't get it. I really I don't I don't ever understand that dot process. I don't understand why they approach it like aggressively instead of being like, how can you help me? Right, that's the point.

SPEAKER_19 2:29:59

Like, help me out, or hey, I'm humble enough to take feedback because it's not selling. Like, I would be if that were me, I'd be asking everybody, hey, everybody, give me feedback. What's good, what, what's not good about this? What do I need to do?

SPEAKER_10 2:30:12

You know, so all right, lead Zolo coming in on fire today. First three dials, three three contracts, two are signed. Um, third got sent. I'm sending a fourth.

SPEAKER_18 2:30:32

Um and Taylor's meeting that seller tomorrow already. They got it scheduled. I love it.

SPEAKER_10 2:30:39

Um, I'm gonna I'm gonna wrap this session up here, Jerry, with uh just the same way we wrapped up last week. All right, you ready for this? You're gonna close one more and rub it in? Yeah.

Pennsylvania Disclosure Rules And Ethics

SPEAKER_06 2:30:53

Hello?

SPEAKER_10 2:30:54

Hey, is Trevor there? This is hey Trevor, this is RJ Bates calling about your property there in Waterford. How are you doing?

SPEAKER_06 2:31:01

Good, how are you?

SPEAKER_10 2:31:02

Good. Looks like you had uh filled out a form saying that you were looking to sell that property. Is that correct?

SPEAKER_06 2:31:08

Yeah, I yeah, I was.

SPEAKER_10 2:31:12

Okay, how much are you looking to get for it?

SPEAKER_06 2:31:15

Um, I think I've talked to a company earlier today, and there's they sent me a paper that I signed, so I don't want to.

SPEAKER_10 2:31:23

Oh, you signed a contract already?

SPEAKER_06 2:31:25

Yes.

SPEAKER_10 2:31:27

Dang, that sucks. Well, hold on. Before we do that, let's make sure they did everything correct because you're in Pennsylvania. Did they tell you uh are they a buyer or are they a wholesaler?

SPEAKER_08 2:31:40

I believe they're a buyer.

SPEAKER_10 2:31:42

Alright. Did they put and or assigns on the contract or anything about the contract being assignable? Um, I believe there is, yes. Well, that means they're probably a wholesaler. Did you know in Pennsylvania you hold all of the power because you're a seller? No, I did not know that. It's crazy. If they're a wholesaler and they didn't tell you it's because they don't know what they're doing. You should just Google wholesale real estate regulations in Pennsylvania and see how ridiculous y'all's regulations are in Pennsylvania. Right. You literally could be under contract with that wholesaler for 29 days and on the 30th day just be like, I'm out, and just walk away. It's like one of the few states in America that lets you do that. Um the only reason why I'm saying this is because if they didn't let you know that they're a wholesaler, that's like one of the rules. They have to let you know that. And okay. Because I'm a wholesaler as well. And it's funny because I was just telling my buddy Jerry, um, I'm gonna call this guy in Pennsylvania, and uh I'm gonna I'm gonna do the thing that I always do in Pennsylvania, which is I asked the seller, hey, please don't be a shithead and cancel the contract on the last day, because there's really nothing else that we can do, you know. I mean, it's like you have all the power.

SPEAKER_06 2:33:10

Um it's it's I'm gonna I'm gonna tell you honestly, I I don't live in the house right now. I was divorced, the house was transferred to me, so it's in all my name. Um my daughter was living there, I was paying for it, and I had moved to South Carolina, but stuff happened down there. I had to move back home, and I'm not moving into the house because it's too far away from where I'm working. So it'd be senseless for me to drive an hour and something every day to work. So I just wanted to walk away from the house.

SPEAKER_10 2:33:49

Um I what'd they give you for it?

SPEAKER_06 2:33:55

I uh like 88.

SPEAKER_10 2:34:01

What's the square footage of it?

SPEAKER_06 2:34:04

Um, it's not very big. I couldn't tell you right off the top of my head.

SPEAKER_10 2:34:08

All right, that's okay. I'll look it up. 1,016 square feet.

SPEAKER_06 2:34:12

That'd be about right. That sounds about right.

SPEAKER_10 2:34:15

Okay. Did they mention listing it on the MLS or doing any white glove equity protection program or anything like that?

SPEAKER_06 2:34:26

No, nothing like that.

SPEAKER_10 2:34:27

All right, because I'm just the other thing that they could do, some people try to do is like list it on the MLS. Um I don't know. I mean, 88 is it feels like a fair price. I could see where they're coming from. It also feels like there's one right down the road. Okay, that's land for 115.

SPEAKER_06 2:34:49

The other thing is, is there's there's some repairs that need made.

SPEAKER_10 2:34:53

Oh yeah, I mean, I would assume I would assume it needs a significant amount, just right. You know, that's that's my where my brain normally just goes, is like, hey, this is probably gonna need 40 40 plus thousand dollars.

SPEAKER_06 2:35:11

Um yeah, I would say that'd be pretty close.

SPEAKER_10 2:35:14

Yeah.

SPEAKER_06 2:35:17

And I just don't have the time or the energy to do it right now. I started it, like I've got it's got a brand new furnace in it. It's got metal roof within the last five years. Trying to redid the kitchen a little bit, the hardwood floors throughout the like the kitchen and dining room, uh living room, dining room, hardwood. Yeah, the dining room's a little bit older, but the living room's only well, it's still probably 15, 20 years old, but it's all the three-quarter inch real hardwood, not the burgo stuff or nothing like that. There is burgo in the kitchen and like the mud room. But um, I was I you know, I looked at the price, I said that's not bad. I can get out of it. They told me it could be done in 60 days. I'm like, okay, as long as we can do all that, I'm good with it.

SPEAKER_10 2:36:17

Okay, and you do not think that they're a wholesaler, you think that are they're going to buy the property?

SPEAKER_06 2:36:25

I couldn't really tell you either, you know, one way or the other without I don't have the contract right in front of me right now, but I couldn't tell you without looking at it.

SPEAKER_10 2:36:34

So here's what I would recommend. Um I would call them and ask and just say, hey, I'm just curious, do you intend on wholesaling the property or doing a novation? Because if so, um there are things that like they need to be aware of. And I'm saying this not from a competitor standpoint. I'm actually just saying this. I actually teach people how to wholesale across the world. And there are strict disclosures in Pennsylvania that they needed to provide you if they intend on wholesaling. Like they needed to provide you a statement that this is a wholesale transaction that they intend on transferring their interest for a fee without ever taking the title themselves, and they need a clear notification that the property owner has the right to consult with a third party, such as an appraiser or legal counsel. So if that's in the contract, then they did their job. If they didn't and they say they're wholesaling, then the question that you need to ask yourself is am I doing business with the right person? Um, right, not that they can't perform, but maybe they just don't know what they're doing. And then the other part of this is that you do, if they are wholesaling, have up to 30 days after signing the contract to rescind and cancel the contract. That is your right, and so I would I would be clear and just ask them like, hey, just shoot me straight. I'm going to know one way or another, are you wholesaling this? Because if so, there's nothing wrong with that. You need to know that up front. Like, I just signed a contract with a woman in Kentucky, and she lost a kidney. Like, she desperately needs her money back from this house that she just bought. I'm going to wholesale that property. I told her that up front because I'm like, I don't want you to think that you're getting your 18,000 just like you think you're getting your $88,000 in a couple of weeks. The worst thing in the world is when you find out, oh, they're not a buyer and they don't perform. And so that's why these rules and these regulations exist, is so you just understand what's taking place, and some people just aren't up to speed with it. So I would just call them and have that conversation um and and just really ask for the transparency. And okay, if they if they don't tell you the truth, I mean, there's not a whole lot you can do besides just rescind the contract within that 30 days. Hopefully, they are a buyer and they give you the $88,000. I mean, that's that's the ideal scenario. So correct. But okay, you have my phone number. Feel free to reach out to me if you have any questions about it or anything. My name's RJ Bates.

SPEAKER_06 2:39:28

RJ Bates. Okay, I will put that in my phone and I will contact them. And if something is off or something, I will call you.

SPEAKER_10 2:39:36

Yeah, and you can honestly you could tell them, like, hey, I talked to RJ Bates. There's a pretty solid chance that they know who I am.

SPEAKER_08 2:39:43

Okay.

SPEAKER_10 2:39:44

So all right, thank you, sir.

SPEAKER_08 2:39:46

Well, thank you.

SPEAKER_10 2:39:47

All right, bye-bye. Jerry, we're gonna fix this damn industry one person at a time. Oh, you're muted.

SPEAKER_19 2:39:59

Yeah, I like RJ that you took the higher road and didn't try to recontract it. I mean, you could have and he maybe would have done it, but and maybe that'll still happen, but like let him make that decision. I think that was the right way to handle that.

SPEAKER_10 2:40:14

Well, actually, you know what I would do there, Jerry, is um if he does call me back and say, hey, um, this is what's oh he just oh he just tried calling me back. Let me let me call him back. Hey, sorry about that. I I saw, did you call me right back?

SPEAKER_08 2:40:38

Yeah, I was trying to put your name in and I hit the phone.

SPEAKER_10 2:40:42

Oh, okay. All right, sorry about that.

unknown 2:40:44

You're all right, thank you.

SPEAKER_10 2:40:45

All right, bye-bye. What I would do there, Jerry, is if he did call me back and say, hey, they were gonna try to wholesale and I decided to terminate with them, I would ask him, I'm gonna ask him, like, can I have their contact information? And then I would call him and say, hey, here's what's gonna happen. I'm gonna do a JV with you. I'm gonna work this, I'm gonna show you how to do this correctly. Um, because it's not that you can't do it, but there's ways that you you have to abide by the law. And and it's really frustrating for a lot of us because, especially if you've been around for a while, uh, we didn't have to worry about anything. We could just go do deals. And now we have to worry about a lot of this stuff. And uh, this could very easily be somebody that you know maybe is wholesaling in another state, and this league came across, we don't even know this law exists. Um, but also there are people out there that are just ignoring the rules, ignoring the regulations. Um, and what happens is is that the regulations get worse for us, they come down harder on us. That this is why certain states like Pennsylvania. I think Pennsylvania has one of the wildest regulations out there, but also homeowners like this need us. And and Pennsylvania is one of the states that needs us more than any other state out there. And it's why I got so damn mad when I when I actually just review where the state of Pennsylvania is, it it's wild that their government sat there and thought to themselves, um, we need to outlaw these people, we need to make sure everybody's license, we need to give all the power to the sellers, we need to have all these disclosures, uh, and it puts people in a bad situation, but we have to play by those roots.

SPEAKER_19 2:42:35

The the problem I have with Pennsylvania, the reason why the Pennsylvania law is so horrific is because, in the name of protecting the seller, what they're really doing is they're introducing a lot of foul play, right? Because they they set it up for buyers and wholesalers to try to go around contract holders. The law is designed for that. So, talk about a mess. You got escrowed opened up, people canceling contracts, another wholesaler offering a hundred dollars more than that one or a thousand dollars more, cash buyers trying to go around you, and the law is set up for that to be the way to do it, like it's intended to do that. So it they just created a lot of the they like the dishonest people now have a whole nother layer of dishonesty that they can do in Pennsylvania.

SPEAKER_10 2:43:23

And on top of that, the one thing that I've noticed over the past three to four years of these regulations really becoming the norm is how negatively it impacts the title companies and closing attorneys. They are this is crippling to their businesses, where it is like, so you just made it where it's okay for a seller to just terminate a deal when I've done all of my work, they could have the HUDs, the settlement statements, loan docs, everything. And the seller just says, you know what? I changed my mind, I'm out, and and everybody did all that work for free.

SPEAKER_19 2:44:04

And that's why, like uh easy rei, there they're I think they still require that you have your end buyer contract before they'll before they'll open escrow.

SPEAKER_10 2:44:14

Right.

SPEAKER_19 2:44:14

And I don't blame them. I mean, I don't like that because I want to know if there's title issues right away. Um, but I get where they're coming from.

SPEAKER_10 2:44:22

Yeah, there's a lot of title companies that are like that. In fact, uh the entire state of Louisiana is like that. Um, I mean, I I've yet to come across a title company, even with ones that we've done multiple deals, they're like, let us know when you've got an assignment, and then we go up because they just won't do it. But um, man, that just today's live was uh really uh an insight into what wholesaling should look like. Um conversations, yeah, we didn't connect with everybody, but the connection rate was great. Talking to highly motivated sellers, also talking to people that were not motivated, getting rid of those quickly. Jerry, I'm sure you saw my my post last week, after I think it was last Wednesday, right after I said we have 50 leads, we got four signed contracts, but that also meant there were 46 no's. I think some of the issues is that the majority of wholesalers they can't make it through the first 20 no's to get to the the where you start getting signed contracts. Today we got them right out of the gates, yeah, and it was fantastic. But we've done this four weeks in a row, and we haven't done that until today.

SPEAKER_19 2:45:37

Yeah. And then we had a bunch of goose eggs, you know. So like maybe it's the front end, maybe it's the back end. You know, I I agree, RJ, like so many people are so soft in this business, like they just don't have staying power, or you know, I don't know what it is, but like just be consistent. Uh, I agree with you though, like what you said there. This was a today was a great example of really showing transparency, honesty. You know, guys, especially if you're nationwide, you should never be locking up contracts without fully explaining the process, disclosing it, whether there's disclosure laws or not, disclose, disclose it all. Explain what you're doing. It's gonna make it so that if you do need to renegotiate or terminate, you're set up for it. Like the sellers understand what's happening and what's going on. So they're not it, it's not that awkward call where everyone's upset at you. Yeah, you know, they're upset at you when they thought one thing because you didn't explain it clearly, and then you don't perform, then they're upset.

SPEAKER_10 2:46:35

Absolutely.

Results Recap Lead Zolo Offer Closing

SPEAKER_10 2:46:36

So we've got the the link in there for lead Zolo, uh $500 bonus credit when you sign up today. You do have to deposit $2,500 in there to trigger the $500 credit. Um, I think it kind of stair steps down. You get less if you deposit less. Um, but these were $50 leads that we were calling today. Um, looks like in total we had roughly uh 28 leads that we worked today. Um, four set contracts, two are signed. Um, and then I've got another offer on the land for $13,000.

SPEAKER_19 2:47:15

Uh, so we we could end up having five uh and I've got I've got two, one one with the neighbor and one with that guy's property across the street that could turn into something too. So that could be six. Very productive today.

SPEAKER_10 2:47:29

Six contracts. I mean, in in less than three hours, and and I get it. Some people watch this and go, well, yeah, y'all are Jerry Norton and RJ Bates. But guys, if you just watch this, it's just consistently dialing after dial after dial and quickly making the assessment. And I I I really want everybody to understand this. I do not think that every deal that we analyzed today was absolutely perfect. I mean, Jerry still has to go out, he has to see his $80,000 deal, he has to make sure it's in the condition that he wants in. Taylor Ford's gonna go do that tomorrow. We're gonna get pictures of the $18,000 deal in Kentucky. There's a chance it might not be able to be moved, and we have to convert it to innovation. But we triggered through step one, which is acquisitions. Now we're in the recon and we'll start doing dispositions. This is what you guys have to get started in, and and you can't get bogged down in this. And I think one of the things that we've showcased over the past four weeks here is that with consistent lead flow coming in, this is how you can have consistent conversations like this. But if this were me in real life, right now, in a span of three hours, we would have already killed multiple of these leads that are gone. Like that landlord that Jerry was aggressive with. We're not gonna call that tomorrow. We're buying a new lead to replace that starting first thing tomorrow morning. Um, that's what is needed um inside of this business. Um, aren't you billionaires then? Um, no, we're not billionaires, um, but we are millionaires, and uh that's something to be proud of. So um, yeah. I mean, I don't know what else to say other than the fact that you're coming from Jerry's channel, so you can take your conference show. You'll follow me anyway. So uh I don't know. Jerry, what are your final thoughts before we wrap up?

SPEAKER_19 2:49:37

Yeah, I love the time, RJ. So fun to get contracts locked up like this, and and uh be fun to see where these all go. And guys, leave a comment and tell us if you like the show and if you think RJ should and I should make this a regular weekly thing. I I love doing it, RJ. I'd love to keep doing it every week.

SPEAKER_10 2:49:53

And um does I'm gonna be here next Tuesday. You gonna be here?

SPEAKER_19 2:49:59

Oh, I've got some travel maybe next Tuesday, actually. Let me look.

SPEAKER_10 2:50:02

Oh, you see, yeah, you made it a thing, and then you go travel.

SPEAKER_19 2:50:07

Well, wait a minute. What time is it in I'll be on mountain time?

SPEAKER_10 2:50:12

Oh, it's uh that's just one hour earlier. You would be at 122.

SPEAKER_19 2:50:18

Okay. Is that time flexible when we do it?

SPEAKER_10 2:50:21

Or or it's kind of perfect time for calling. It can't be flexible. We've literally started a live every Tuesday for three uh three years, Jerry. Three years at 222. Could it be could it be Wednesday instead of Tuesday? I mean, I could always start it and you could join me later. Oh, we could do that too. What time are you available?

SPEAKER_19 2:50:48

I just I I'm flying out to uh Montana and I land at like 1:30. Mountain time about 130 mountain time, which is 2:30 Texas Central.

SPEAKER_10 2:51:00

Yeah, I'd be right when you're starting. It would be tough. It'd be tough, yeah. It'd be tough. I don't know. Maybe maybe we'll do it on Wednesday, and I'll do something else on Tuesday.

SPEAKER_19 2:51:10

Or I can catch the end of it, or you could do it without me, or whatever. But yeah, let's I'll try to keep Tuesdays open though. So by the way, I got the text back from my second one, and he said he got the email, he's looking it over, and he'll he'll get back to me. So good good sign there on that one, too. Love it, love it.

SPEAKER_10 2:51:27

All right, man. Well, I appreciate it, guys. Make sure you like our videos, boost that algorithm, and uh we'll figure it out. It'll it'll either be next Tuesday or next Wednesday, but we'll see you guys then.

SPEAKER_18 2:51:39

Okay, see ya.