All Data Is Not Equal - with Jesus Toledo

In this awesome episode, Jordan Samuel Fleming sits down with the co-founder of 8020REI, Jesus Toledo, to talk about how they are helping real estate investors do just that! Jesus shares what makes 8020REI stand out from the rest, detailing why he thinks all data is not created equal. 

Jesus explains the benefits investors can reap by partnering with data vendors like 8020REI. He sheds light on their unique approach and unveils the philosophy behind the name, stating, “That's why we're called the 8020REI, it's because we always look for the 20%. What did the 20% of properties have in common that generated the 80% of the revenue?” This strategic approach involves analyzing lead generation elements and studying buyers’ habits through reverse engineering. By doing so, investors gain a profound understanding of their “buy box,” enabling them to leverage better data and tailor their marketing strategies accordingly.

The discussion takes an intriguing turn as Jesus and Jordan explore the role of data engineering in the real estate industry. Jesus highlights how the younger generation is reshaping the landscape by harnessing the power of data, challenging both seasoned and novice entrepreneurs to embrace data analytics as paramount. He emphasizes, “I realized, and if you notice now, more and more, the big guys in real estate are becoming younger kids, and that evolution is driven by the data as well.”

Quality over quantity is a key theme in this episode, and Jesus offers his principles on the matter. He encourages investors to reflect on their most profitable deals and identify the hidden gems that yielded exceptional results. The focus should be on finding those lucrative opportunities rather than spending resources on leads that won’t materialize into closed deals. 

Transcript

Jordan Fleming  00:03

Hey, everybody! It’s Jordan Fleming here with another episode of That Real Estate Tech Guy. My co-pilot for today's episode is Jesus Toledo from 8020REI. Jesus, welcome to the podcast. Introduce yourself and the company.

Jesus Toledo  00:18

Well, thank you, man. It's an honor to be here, happy to connect about technology. I've been a SEER entrepreneur my whole life, been in real estate for the last five, six years, started a second business related to real estate probably four years ago, where we're doing texting and data analytics for clients. We pivoted last December, and we're now just focused on data solution for real estate investors.

Jordan Fleming  00:47

Well, that really excites me, because it's a discussion that I have all the time with people particularly, you know, obviously, with my company, smrtPhone, people are calling and, and working leads on the phone, text messaging, etc. And the quality of data, where they get data is always a question. You know, and so the more you know, I was excited to get you on today to talk a bit about, you know, kind of, you know, how you guys approach it? What makes it special for coming to 8020? You know, give us a little synopsis for an investor who's looking to start to get better data? What is that journey like for you in general? And what is that journey like with you guys?

Jesus Toledo  01:33

That's a great question. I think it's important to separate a little bit your stage where you are in your real estate career, right? If you're starting your business, you're trying to get two, three deals a month, like anything before that, data is important, right? But you can get deals out of those, right? I would even say don't go supermassive, don't think you need to buy 1000s and 1000s of records, I would rather go after, for example, a pre-foreclosure list. If I were starting a business today, the first data that I will go after and try to master in my market will be the foreclosure or the sooner pre-foreclosure, right, before you get to the auction. That will be the best data source I will recommend anybody starting, right? And that is just learning. Be the master of your market. Know, it's like the back of your hand. Nobody can know more about foreclosure process in your market than you. Right? That's where I would start today, as it started. As you're growing up. So if you're a professional real estate investor, 

Jordan Fleming  02:39

Starting to scale a business? 

Jesus Toledo  02:40

Yes, then it makes a lot of sense to invest in a company like us or any other high-end solutions where you're getting high-quality data, right, to help you maximize your return of investment. And at that point, you're sending plenty of postcards, doing a ton of calls, and a lot of SMS, any outbound marketing channel, it requires you to have high-quality data. One of the biggest mistakes that we see when clients come to us is, they think all data sources are equal. Right? And although there is only three or four main data vendors in the country, that gives you the nationwide data, how you process the data. It's so...

Jordan Fleming  03:18

And that's the key, right? Like that, so explains, because I think this is a, I don't want to say this is a black card area, because it's not a black card. There's a lot of science and data analytics around it. But I think for the average investor, it's a black card area, like you know, I think a little bit. So explain to me a bit about that, like, what makes, how you deal with the data. And particularly you guys turn it from just, Hey, man, anybody can get this data from going to this place to here's data that is going to help you the most. What, why? What goes into that just to earn on the basics?

Jesus Toledo  03:59

Yeah, so let me make a couple of like comments what you just said, right? I think it's super important, right? One thing that I learned maybe two or three years ago is the most successful real estate investors in the country. They have a sales business. Right? A lot of us, I made that mistake for the first couple years in business. I thought we were running a marketing business, that our goal was generate leads, generate leads, generate leads. No. We run as wholesalers, we're running a sales business. If you keep the focus on that, you're going to be successful. Because you can buy leads without doing any data. You can do PPC, you can do TV, you can do a lot of things. But if you choose to do outbound marketing, be intentional about it, right? If you have the time, and it's one of your natural skills, learn how to do data. I can give a couple of tips on that right? But learn how to do the data. But if it's not your skill, if you don't have anybody in your team who is passionate about it and didn’t want to do that, hire a good data vendor solution for you to shorten that curve and maximize your return on investment, by all means, right? And what I think is super, super important is understanding what we just talked about, like how to identify or process the data correctly. You will be surprised that if you go in any vendor, you name it like the typical vendors do, you can buy a list or subscribe for a couple 100 bucks and pull the data, you will be surprised how many data points you're missing. Because the data is not perfect. No data vendor is perfect. We're not perfect by any means. But there is a lot of like, I'll give you an example, are you of course you're familiar with the unknown equity list, right? Everybody is. You go to any of those vendors, you can pull an unknown equity list. But you know, one example like this is just one, there's dozens of these, there is no unknown occupancy status. And you will be surprised how many properties are based on these vendors. I'm not either owner-occupied, or absentee owner. Because they don't have it, right or they're blank, or they have the wrong format. The same goes..

Jordan Fleming  06:10

Which case, you're missing a massive part of the story. 

Jesus Toledo  06:14

So on average, you lose from 20 to 40% of data with unformatted data. That's why I believe that how you process the data is extremely important. And I would say, virtually all vendors miss on this on a lot of the columns. Everybody has the unknown equity, right. And the absentee non-absentee is very easy to fix. Some of them I have, but if you go to bedrooms, if you go to living area, and you start going, the typical filters that you apply, every time you apply a filter, when you’re buying a list, you're losing something.

Jordan Fleming  06:54

Wow. Yeah, I, and it's so interesting when you think about it as missing if you think about it as missing a key part of the story, then it's a difference between knowing you're reading Little Red Riding Hood, and knowing you're reading Snow White, it's that dramatic. It's, it's, you know, if you're missing something like occupation, or your owner-occupied or occupied status of a property, if you don't have that information, you're missing a really important part of the discussion that you're gonna have. And which case, then you're going in, you know, your power of going into the conversation with people goes blank in so many ways.

Jesus Toledo  07:40

Yeah. So when we started our business like a wholesale, we're very fortunate. Like I come from data and marketing, so for me, it was my passion, right? That was my passion. So the first thing that we talked about, my partner has a cell background, but I have the data. So the first thing we said, we cannot get the data where everybody else is getting, because we're going to be capped at the results that everybody else is getting. So we went directly to the source. So we went to our county, we got the raw data, and we hire a couple of years we process it like column by column, there's hundreds of columns, right? One by one, is this work? Like can we use it? If we can use it? What are the format's like, What is wrong with this? Is it good, like and we fix it? Right? So that allowed us to close a couple homeruns with zero experience in real estate, because we're talking to seller hand, pre-foreclosure, tax delinquent, everything, but they weren't on anybody's else list. We were the only ones talking to them. At that point, we had no idea what we're doing, right. And I think the only way we close that deal, because we're the only one talking to them. But now that we know, we look back at our most profitable deals, and we can pinpoint and really realize that they were what we call now the hidden gems, now we have a process to identify this property, and very few people can get a hold of.

Jordan Fleming  09:03

And that's really where you start talking about a more or more niche data experience going to, like an 8020REI, you're, you are, you it is a deal. You know, it is a difference between just sort of pulling down and hoping and having a very directed bit of you know, instead of that you may have a smaller dataset to work with, but I would rather have a smaller data set to work with of super qualified and considered data than I would a massive data set of completely unconsidered data where because you're gonna have to spend money marketing them, whether that's cold calling, or sending postcards, whatever it is, you're spending money. So at the very least try and be targeted with the money you're spending. If you really want success and the You think then, like, I'm curious, as you're getting back, let's take a step back, because I'm fascinated how you guys sort of pivoted into 8020. And Iunderstand, you know, you had a solution, which is, was, you know, I think we talked about text messaging and some things like that. But when you pivoted to kind of a, I don't want to say a pure data model. But that's sort of you know, that's where you are now. Did you also, did you feel that there was a real, you know, there is a real appetite or opportunity? Sometimes the appetite isn't there yet as much, because people don't understand the opportunity that it provides. But were you able to really see that, you know, particularly given the economic forecast and the way things are gonna get a bit more kind of fluid in terms of how things work? Did you kind of feel like the data element is going to be a critical path for the next five years?

Jesus Toledo  10:59

I think it will. And I think the very first time I got into real estate, I saw that as an opportunity. I remember being in a room like, I read "Rich Dad, Poor Dad," right? I was actually, I read it for the second time. And it was the first time that I really understood what was going on there. And I went to a local REO six years ago, and I went into the room. I come from the online poker world. That was my first business. I was hosting online poker tournaments and doing a lot of things working with, like, some of the major brands back in Chile, not here. And what I signed, that business was the transition from being dinosaurs playing poker, like, people that had money could play poker, to really young kids playing poker, but they were not playing poker, they were playing data. Right. And at one point, people were playing like 16 tables at a time with just data and all the decisions that we're making w4as based on historical data, how each player was playing. The same thing, when was the very first time I stepped in there, I noticed like, this is the older crowd, the guys have been in this space for a long time. And there was this little tiny table with five, seven young kids like in their 20s, right. And as I want to talk to them, and I realized, and if you notice, now more and more, the big guys in real estate are becoming younger kids, and that evolution is driven by the data as well. Right? So I saw that opportunity. The moment I stepped in the first like RIA meeting and say, This is the same thing that happened to poker will happen to real estate. And we're only starting.

Jordan Fleming  12:43

Yeah. Oh, that's, I love that. I like that so much. And I agree I can, I just got back from a week long real estate sort of event, you know, in Jamaica, and, and the, the people who were, there was a couple guys on stage, I was speaking at the event, and some of the guys I was sharing the stage with young guy, 23 years old, 24 years old. But super focused on data, the data, so I mean, and they're and crushing it, like, and just, you know, they've got the brains, they've got the power, and they are just running the table on it. And, and it was, it was fascinating watch.

Jesus Toledo  13:31

So it's gonna be more and more like a rational real estate investor without a really good data solution, long term is not gonna be there.

Jordan Fleming  13:39

Yeah, yeah, anyway, and so and now is the time to start to, if you're not doing it, now's the time to really start to get into this game. So that you really understand how it can work within the markets, you're doing how you can kind of, you know, get comfortable with it and get it, work it into your marketing mix. Because we all have a marketing mix, we all have a way you know, that we're comfortable with and then we start to try and push out and get out of our comfort and do more things. So in terms of, you know, you mentioned at the start that kind of barrier to entry or, you know, the journey that people take in their real estate, investment careers from, you know, just starting out awesome, lots of enthusiasm, probably not a lot of money you got to make, you just got to make some deals happen and you don't need to spend a lot of money. The one thing I have learned from the real estate world is if you're just starting out, you don't necessarily have to spend a ton of money to make a couple deals happen. It's graphed, you know, it's, it's get your head down and do the work. And you can make deals happen but if you then try to scale your business, to any sort of value into into be able to live, it's when you start to look towards the solution to yourself use start to be very much more considered in your marketing. So I have a kind of a flip question for you. One of the things I try and and try and emphasize to everybody He who I speak to, is, of course, you want the best data, and you want to make sure you do your actions. But you also want to observe the results and, and inform the your next decision. So how do you got you know, do you guys incorporate in into your thinking process and your into your analytics around data? Do you kind of incorporate the the outcomes as well so that you can continue to narrow down?

Jesus Toledo  15:30

So awesome that you brought that up? Actually is a part of our onboarding process. 

Jordan Fleming  15:35

Thank God for that. Because otherwise, I look really fucking stupid. Would I ask these questions? Because this is not my area of expertise data? 

Jesus Toledo  15:42

No, but this is a great question, because so this is like how we came up with this part of our product is. When we were onboarding clients into fan who say, Hey, what's your buy box, right? Because we want to make sure that you're spending dollars marketing dollars on properties that you really want to buy the ones that are giving you the most profit, and we'll ask our clients, what's your buy box, and they would tell us what they think were the buy box. And at one time, we came up with this idea, let's do what we call an our reverse buy box. Let's ask our clients, the deals they've done in the last few years. So we can reverse engineer them, and help them build their buy box based on that. Right? So now, and it was a bunch of amazing learnings from that, right? Most investors, super huge, they can do all types of deals, they do 80% of their deals from less than 15, 17% of those zip codes, by itself. That's why we're called the 8020REI, it's because we always look for the 20%. What did the 20% of properties have in common that generated the 80% of the revenue? And that is an amazing learning experience, just the reverse of us, like looking back at your deals and try to identify what the 80% number of revenue had in common. It's an amazing skill, anybody can do this, you don't need to be a data wizard. It's not super simple, but everybody can do it. But we help that, like it's part of our service is helping you understand your Buy Box.

Jordan Fleming  17:12

Well, and it takes in some ways and or my gut instinct says it also will take away some of the inherent prejudices they may have of where they think they get, you know, because we all have, you know, oh, I know, my market. I know, you know, I know. And I know what but data doesn't lie, and data doesn't care. You know, numbers don't lie, number doesn't care. And so, you know, that is an interesting element of this to be, to help people clarify. You know, well, what actually, are you making the most money from? Because I found this even myself? Yeah, when we built back when I was building CRMs. For people, I remember building a kind of KPI tracking on lead sources, where we tracked it along the way. And, and we tracked all the events that happen as well, you know, how many calls does it take how many meetings and said blah, blah, blah, and it's, and it started to allow them to analyze their the way they were getting the data from and what leads they were looking at? And to go, you know, what, man? Yeah, we're winning some of these. But it's super costly in terms of time effort. But these ones here are closing quick. They're closing easy. We're making good money. We're like, let's run to that. But you only do that. If you're reflective on the sort of set and you actually look at it. And I don't know if a lot of people do that on a monthly basis. Did you? Have you found that that's not a new thing?

Jesus Toledo  18:41

A lot of people get super surprised with the results in the buy box than we do, right? Because we tell them what you have been doing. We tell them what we see in your market. Right? So, there's a lot of overlap a lot of the times, right, like we're seeing the deals happening in market and what's your buy box, you usually alliance pretty well, but a lot of people get surprised like, I didn't know like these, like I kind of knew, but I didn't know like these 10 zip codes is 80% of my revenue. Like why am I spending dollars on all of these revenue, all these zip codes? And I never done a deal with, like why?

Jordan Fleming  19:17

And let me ask a follow up question then to that is, you know, do you guys, is, it's purely the sort of lead gen elements or are you looking at any sort of buyer habits as well along that way?

Jesus Toledo  19:31

Well, we're looking for both, right? We're about to lounge we're in a better version of our buyer's product where people can really see what are the top buyers are doing. What are prices so the market is changing, right like tires and oil are an important part of your business. So we're adding that in as well as part of our products.

Jordan Fleming  19:51

Because I do think that buying you know buyer, thinking about your buyers is something that people don't do enough of they spend too much they spend all the time thinking about..

Jesus Toledo  20:04

I've been with a win back for the last five years, but I was like it was if you found the deal was easy to sell. It's just yeah, like, and we lost that urgency of finding buyers. Right. And well, it is what it is, it's just reshaping that, that mindset and understanding. Yes, like, it's funny when we're doing a presentation for another event that we're going to a part of, and we're talking about the main points of the presentation, we're saying, the way that you can thrive in any market is make sure that you buy deep enough, and make sure that you have the top people buying, right? If you buy deep enough, and you have the right buyer, the most active, the ones who spend the most, you have a business in any market, it doesn't matter where you are. Is it difficult when you're going down? Absolutely. It's harder. But if you keep to those two principles, you're golden.

Jordan Fleming  20:57

Absolutely, absolutely. I think it's really, you know, it's, it must be quite an interesting, there must be a lot of eye-opening conversations for people, when they first start to work with you, where they start to, you know, you identify, you know, the reverse engineering in the buy box. But, just trying to break apart their, the mindset to be able to think more strategically, I think sometimes as sales. You know, you mentioned earlier, you know, you're in a sales business. Yeah, at the end of that you can generate everything you want. But if you're not closing and making cash, great. I mean, you're in the I'm spending money business, if you're doing that. Alright, then

Jesus Toledo  21:42

That's what happened to us. So funny story like, Gary, Gary Harper, are you..?

Jordan Fleming  21:48

Oh, yeah, I was, Gary's at the event with me last week.

Jesus Toledo  21:51

He's been a coach for many, many years. He would come to our like quarterly meetings for we hire him as a coach, and say, Guys, you have a good business here in the real estate. But I coach hundreds, if not 1000s of people a year. And I've never seen anybody like you guys to generate leads, to find properties and the list process and the lead gen process, the you guys have never seen it. You guys should offer this as a service. He was the one who pushed us to offer. Because we started the first year, year and a half thinking we had a lead generation business. And we focused solely on that. When we were not converting so we're fortunately were very inexpensive. We're doing cold call, texting with available on texting platform. So the marketing for us was inexpensive. But it wasn't a reality. Like if you were buying for those services, we couldn't been in business. The only way we stayed in business because of that, right. And when we shifted, our wholesale business improved, I started doing the data as a part of a separate business. And then when we started growing, understanding that it's super important.

Jordan Fleming  22:57

And I imagine it's one of those things that you mentioned, Gary. I literally was just with him in Jamaica last week. He and his talk on this his, his, he was on stage right before me. So I was watching his talk. And I was nodding the whole time. Because I because and again, it dovetails nicely with my talk, which was the importance of, of technology and, and thinking properly about technology, it dovetailed perfectly because he was talking about process and, and sort of building those structures. And then I kind of came on afterwards and talking about technology. But but all of those things, go into building a scalable business. And, and you know, and properly understanding data properly, understanding where to focus your effort is something that a mature business does, that you learn to do. I think you know, and it must be a fascinating journey when you take people in, and they start to have their eyes open to goddamnit. I've been spending money on this zip code in this zip code, and I've never had a single deal. Why do I still spend $2,000 a month on them when I could be spending my money here when I'm getting my deals?

Jesus Toledo  24:17

Yeah, no, I think we're fortunate position. We work with some of the top real estate investors in the country. Right? And we, how we serve them. But at the same time, every conversation I still love to talk to our clients. See how our profit is like I tried to do at least once or twice a year to engage with them. See, review the reports that we prepare for them together so we can understand and see where the value is. And for me, every time I talk to one of our clients, it's a learning experience. Like it's, we're serving them or we're learning like kind of running our own mastermind. It's beautiful.

Jordan Fleming  24:52

It's easy. You know what, it is beautiful and I, it's funny I when I, that event last last week,you know, the guy who ran it, Terry Fair out of North Carolina, Rolly. You know, he was when he was introducing me slash talking about me on stage. He said, you know, Jordan comes here, really to talk to customers, I, you know, get to get face to face in a room with customers, to hear the good, to hear the bad, to feel where they're going, to feel how they're moving around, is such a valuable thing. And I think it's great that you know that you're getting a chance to do that, because it informs so much of where you can take the technology.

Jesus Toledo  25:38

Yeah. And I mean, we're real estate investors as well. But I don't want to be biased by what I think, right? It's easy to, Oh, I think this is the best way to go. Having the ability to engage with your client consistently, right? It's super powerful in the product development roadmap, and understanding how you market to your product, like it's key. Talking to customers is extremely important. Having that feel a lot of the things that we've built, it's not fast majority of them have been from conversation,

Jordan Fleming  26:10

I'd represent for us as well. We, yeah, you build your features based on what people are actually wanting. Um, let me ask you, to dovetail to that question, actually. So if people you know, obviously understand, and we've had a good flavor of the way you guys approach data and the way you guys approach markets, for investors, but the second part, you know, the first part is getting the right data. The second part is acting on that data, right. So most people will, if they're using you guys, they're probably mature enough to have a relatively robust CRM system or methodology they viewed hope otherwise, wow, that would be a bit of a bit of about money that they're spending for No, no real purpose. So if I'm, if I'm an investor, and I want and I'm liking what I'm hearing, and I'm I want to work with you guys. You know, are they able to get their data into their CRM into their call system into the, you know, are you able to sort of work agnostically across the different platforms?

Jesus Toledo  27:16

That's a great question that you asked. Yes. So we, internally we call, we are like Android of data. We're open system. We're not Apple. Apple is a closed system, you can't connect a bunch of stuff into Apple, you have to have Apple products. We're an open system, in the sense that our data works with any connect. So we're working on building integrations with different things. But right now, the first thing is, when you sign up with us, you won every single parcel in your market, right, so you're getting every single parcel, that allows us to identify the hidden gems that we call, right? And you can bring it to your CRM, you can bring to another list after we have a list accurate internally, a lot of our clients use us not only for the data, but also hosting everything together, putting everything together, because our algorithm since is an open system, if you bring let's say, we have pre-foreclosures than our database, but let's say you have a process to gather the freshest foreclosure, like directly from the court, if you bring it to our system, since it's an open one, we're gonna make our data better, which will give you better data at the end, right? So it's kind of a hub for all your data. And you mentioned something that reminded me how, like, data is super important. It's the starting point, if you want to really grow your business, right? And the, how you use it is extremely important as well. Because yes, we help you identify who is more likely to sell at a discount, right? But that's a very small subset of properties. If you want to grow you have to engage with the other properties, we help you identify who is more likely to sell them the average property if you grab all the properties, your market and your target every single one of them of course we help you, but how often you engage with them. It's almost as important. Now is having good data, right? Like if you know, often to engage with them? Oh,

Jordan Fleming  29:21

yeah, unfortunately, we had a little technology blip. I will try. I will try and edit that out if I can, I had really good success with internet and all that. But apologies for that. It's probably me. Sorry. Well, that's okay. So just just can you just round up what you just said about the engagement bit just to make sure we do not lose it.

Jesus Toledo  29:41

Where did I left off?

Jordan Fleming  29:42

I've just in terms of how often can you just round that back up just so we don't lose it?

Jesus Toledo  29:48

Yes. So getting the data is super important, high quality but identifying tiers on who's more likely to sell and building an intentional marketing plan based on how likely they are to sell. So for example, putting them if you're doing direct mail, putting them on a 30 day cycle on a 60 day cycle on a 90 day cycle, it's extremely important. And that's one of the things that we do, we help our clients, not only, hey, here's the best properties, but we also tell them, "This is how you engage with them."

Jordan Fleming  30:20

So you give that kind of consultative approach to them, to try and give them you know, more of a guidance around the interactions that they can do. That's pretty amazing.

Jesus Toledo  30:38

technical glitch, right that to me, sorry, man. Hopefully, you can edit it. If not, I apologize. I know they've been working on my internet around here.

Jordan Fleming  30:51

That's all right. That's all right. Well, listen, it's actually, if you can hear me all right, and we're doing this. Let's go. I'm gonna grab go straight into the Fast Five questions. In fact, questions I asked all the technology partners come on, some of them you tend to answer throughout the conversation, but I like to sum it up at the end. So question number one, what feature of 8020 REI has the biggest impact on your customers' business in your opinion?

Jesus Toledo  31:15

If I could choose just one, is the fact how we process the data, the algorithms that were built to process the data to give you properties with little to no competition?

Jordan Fleming  31:27

Fantastic. Question number two, what is the biggest mistake people make when they start looking at data?

Jesus Toledo  31:34

They assume all data is equal. Right? And it's not. It is not how you process it is like an like, exactly what I said before how you process is extremely important. Processing and using it are two components. A lot of people think, oh, I'll just get this list and mail them every month. It doesn't work that way. It does not work that way.

Jordan Fleming  31:54

I 100% agree on that. Question number three, what is your best advice, if someone was just starting out to get towards, you know, integrating proper data, what would be your best advice of how they can start? 

Jesus Toledo  32:07

If they want to start integrating? 

Jordan Fleming  32:09

Proper data, like they've gone past the startup stage, and they want to take a step forward.

Jesus Toledo  32:13

If you want to do it inhouse, get raw data and process it yourself, take the time to understand every little column that you can get from data. And be intentional about it. Be intentional about it. Once you identify the property that are more likely to sell, build a marketing plan, just just don't go spray and pray doesn't work. 

Jordan Fleming  32:35

Spray and pray is my least favorite part. Like it drives me nuts.

Jesus Toledo  32:39

It doesn't mean that you can't do volume. No, that's very important in 10s of 1000s of properties. But it's how often you engage with them. It's super important.

Jordan Fleming  32:50

100%. Now this is a sort of follow up to the first question, instead of what feature what is the one single feature that has the most impact? What's one thing you wish everyone knew about each one area?

Jesus Toledo  33:03

Well, for our existing clients, I wish that everybody follow our recommendations on how to use the data, because the big challenge is we tell them hey, go call this is the way that you call, like there's a part of the list, we recommend them calling three times a day for 10 days in a row. But the thing is, they probably use your call center. And they tell the class and hey, this is the list. And there's a disconnect there. Right? So actually we're working and if anybody knows a really good call center that we can connect and maybe teach them how to do it so we can serve more people, I would love to connect with them, reach out to me.

Jordan Fleming  33:37

that day now. And this is going to be a little broader thing. Because you are, your background is, you certainly, you had a real estate business you've got you have a real estate business as well. So if someone's just started out in the real estate investment game, what three bits of technology would you recommend they bring on first, not just that I'm talking about? You're just starting out? What would you say as someone who's been there, done that?

Jesus Toledo  34:03

If you're starting out, be organized, right? And that event can be on an Excel sheet or it can be a good CRM, right? I think a CRM is important. It doesn't mean that you have to break rank to get it. A good phone solution. Make sure that you have a good solution that you're not missing calls, I think those two things is super important. And anything to help you start tracking your numbers. And that's not necessarily a technology because it could be in your CRM, but it could be just Google Sheets or Excel. But start, that's kind of almost technology, but start tracking your numbers from the beginning. So you know where you're going, what's happening.

Jordan Fleming  34:44

So you know, what's, what's working, what isn't? 

Jesus Toledo  34:47

Yes. 

Jordan Fleming  34:48

Now listen, Jesus, it's been a pleasure just to talk to you again, and to get a chance to geek out and listen to you and your thoughts and data. But to close out, tell people, you know, how can they find you guys? How can they get started? I'll leave you to close out the show. 

Jesus Toledo  35:08

Oh, man, first of all, thank you so much for having me. It was a blast. Love that we're thinking technology, there's not a lot of talk about technology in our space. So thank you for your podcast, I think it's gonna help a lot of people on that regard. If you want to learn more, if you're a professional real estate investor, or you're already doing 3050 deals a year you want to ramp it up and to high quality data, that's where to reach out to us through our website 8020rei.com. If you mentioned that you heard about us in this podcast, you've got a 20% off in the onboarding fee. Yes, that's fantastic for the listeners. And yeah, that's pretty much it. I'm on social media. I'm not super active. But if you reach out to me, I'd love to connect

Jordan Fleming  35:49

Fantastic, well listen, I'll put just sort of nose on the episode page on the thatrealestatetechguy.com website. All the links will be up there you can also find 8020REI. You'll be able to find them on the technology store page to make sure that you have an easy way of taking a look at getting access to them. Do make sure that if you listen to this, you give the podcast a like and subscribe, a review. It does really help widen the audience to bring the you know the concepts around real estate technology to as wide an audience as possible. Jesus, man, fantastic. I'll catch up with you soon and have a great week. 

Jesus Toledo  36:29

Thank you, man. You too.