Transforming Your Real Estate Career: Proven Strategies from Tiffany High and Josh High to Scale Your Business

 Unlock the secrets to transforming your real estate career with insights from Tiffany High and Josh High of Results Driven, who have successfully scaled their business to over 300 deals annually without the burnout. By listening to this episode, you'll discover the strategic systems and innovative marketing techniques that allowed them to achieve financial freedom and create a self-sustaining company. Learn how they transitioned from hands-on operations to building a managed team that thrives on consistency, hard work, and action-driven results.

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Chapters

• 0:00 Real Estate Business Scaling Strategies
• 6:25 Real Estate Investing Growth Strategies
• 16:29 Three-Step Process to Business Success
• 22:41 Leadership and Scaling in Real Estate
• 29:12 Marketing Strategy and Data Analysis
• 36:35 Real Estate Marketing Strategies and ROI
• 42:58 Maximizing Real Estate Marketing ROI
• 51:38 Inbound and Free Marketing Strategies
• 1:02:57 Effective Lead Conversion Strategies
• 1:13:19 Mastering Sales Psychology for Real Estate
• 1:18:07 Sales Team Management and Accountability
• 1:30:58 Comprehensive Real Estate Training Program
• 1:39:52 Real Estate Training Program Overview
• 1:44:13 Effective Real Estate Training Program
• 1:49:35 Real Estate Scaling Strategies and Funding

Transcript

00:00 - Hope (Announcement)
Struggling to scale your real estate business. Tiffany and Josh from Results Driven have closed over 300 plus deals annually and cracked the code to building a profitable self-managed company. In this episode, they break down the exact systems, marketing strategies and team structures that took them from burnout to financial freedom, from hidden gems to billion-dollar deals. This is the Property Perspective, where seasoned real estate pros reveal how they spot value, others miss and industry disruptors share the unconventional strategies reshaping real estate. Now here are your hosts. 

00:33 - Zachery Asato (Host)
Super excited to have you guys come on today's call and introduce you guys to who Tiff and Josh really are. You know we've been working with Tiff and Josh and the whole Results Driven team here for quite some time, building a relationship. Them, and for really good reason, They've been in the real estate game since 2015 and have extensive experience. Ask them about anything, whether it's wholesaling, flipping properties, building rental portfolio. They've kind of done it all and they've consistently been wholesaling and flipping about 300 plus properties annually. So lots of different businesses and we're super excited to have you all here today and hope you're able to find a lot of value in today's session. And so, without further ado, Tiff and Josh, please take it away. I'm sure everyone's happy to be here and excited to learn. 

01:15 - Josh High (Guest)
Zach. Thanks, man, greatly appreciate you bringing us on and welcome everyone. We're super excited to have you all here and we absolutely appreciate you committing to taking the time to invest to and both yourself and your businesses. We have a lot in store for you today, but we only have a short amount of time in order to deliver the massive amount of content that they're gonna be delivering now. I bet a lot of you are here maybe because you want to do more deals, you want to magnify your deal flow. In fact, guys, one thing I'm a huge believer in, and a training like this you always get out of it what you put into it. If you're anything like what we were. 

01:48
That meant that we had to wear a lot more hats, that was more time, it was more juggling. It doesn't matter if you're a one-man show or if you have a small team or if you want to build a team. If we're a one-man show, we only have a certain amount of hours in a day 24 hours a day, seven days a week right, so there's a certain capacity that we're going to hit. So if we want to break through that capacity, then we're going to have to look to do it a different way, and we're going to talk about that here today Now. We spent years grinding it out and we had the mentality of I'm just going to outwork everyone. No one's going to work harder than me. Maybe some of you guys can relate to this, because that's the mentality that you have right now, to the point where it came crashing down for us years ago. But that was a massive learning lesson for us and, as a result, we cracked the code and we figured out how to build and run a consistent and profitable real estate business and, most importantly, with little to none of our time involved in the day to day. And that's exactly what we're going to be sharing with you guys here today. So, as we're doing that, it's important that we set proper expectations. You know, tiff and I, we teach a very specific way, and it's the only way that we know how to teach, and that's from our experience. So, as a result, we like to make sure we keep everyone's feet on the ground. I'm not here telling you that just because you're on this hour and a half training that you're going to leave here and go become a millionaire. That's just not how it works. 

03:07
Okay, so I'm going to read this and then I'm going to ask to make sure that you guys all agree with this, that you guys can commit to this, okay, so the following information is for educational purposes only. We will not be providing you personal financial, legal or professional advice. We will introduce you to processes, tools and systems, as well as techniques that we currently use in our business in today's real estate market, but that they all may not apply to your personal situation. So always speak with your team of professionals before applying any of the strategies learned today. Any examples depicting profits or results should not be interpreted as typical for the average person. Assume the average person takes no action and therefore makes little to no money. In fact, the students depicted have purchased advanced trainings, tools and coaching services. We have numerous documented successful deals ourselves and testimonials from our students, but we do not track every student, so we cannot provide a typical result. 

04:00
This business can be simple to understand, but it takes consistency, it takes action and it takes hard work. I'm really excited for today's training with you guys, and we don't want the that's also really important to know in order for you all to get the most out of this is to know and understand the team that is that is here to help you all. Okay, so coach Dave is on here. Dave is actually one of the experts on our team that he basically runs the show. There's not a question that you could ask Dave that he doesn't know the answer to whether it's acquisitions, whether it's marketing, whether it's team building, whether it's leadership, doesn't matter. So, as I'm going through things, as Tiff's going through things, we're both going to be in the chat, but Dave is also going to be in the chat to help. Now we also have Sean. Sean, if you can give us a nice little wave, say hello, sean is also in the chat, also has a ton of real estate experience as well. So there's no questions that you can ask either Sean or Dave that they wouldn't have the answer to. So it's very important again to know who's here and who's here to support you. 

04:57
So let's talk about you guys first, to understand who all is in this training here today. This is going to help Tiff and I align certain points to make sure that you guys are able to get the most out of today's training. So, first and foremost, so let's talk about where we're headed here today. Okay, so here in a moment, we're going to talk about our background, our experience. 

05:18
We're going to talk about the five stages of a business, and this is very important because a lot of people they understand where they want to go, but they don't understand how important it is to know where they are and understanding the next two to three steps to take that first step, to getting to that end result. Then we talk about the process to growing a business, the seven problems that we see most business owners have and the impact of those problems in the business. To help shed light on those, we'll talk about the marketing strategies that we use, as well as the cash conversion cycles, and we're going to really, really emphasize and hone in on the top three marketing channels that we are seeing with the best performance in our business, with a deep dive into direct mail. We'll talk a little bit about systems, we'll talk about acquisitions and then we'll talk about how to scale your business. So I'm going to turn it over to Tiff right now to go through and talk about our journey and really some of the experience that we've had along the way. 

06:08 - Tiffany High (Guest)
Hey guys, I do want to let you guys know I've had a really bad sore throat for a couple of days, so if I sound squeaky, that's why. Well, I just want to make sure that you guys know who you're learning from today. Some of you guys might know Josh and I, and some of you guys may not, so I'm going to take you through a little journey of where we're at, what we're doing all that. But before we talk about what we're doing today, let's talk a little about where we came from. Guys, we started buying rentals over a decade ago, but we started flipping real estate. I think it was back in 2015 or 17. 

06:39
And, guys, in our first year in real estate, we only did flipping. We actually didn't really know much about wholesaling our first year and, unfortunately, we did in-person appointments which weren't scalable. We were dealing with contractors all year. I don't know about you, guys, but we had tons of. We made the big mistake in year one to do only gut rehab. So if anyone does gut rehabs and had problems, raise your hand, cause we were there too. 

07:02
Too, back in the day, and going into year two, we realized that we wanted to take on wholesaling to bring in cash faster. So we decided in year two. One of the big mistakes we made, unfortunately, was we dropped flipping all together and went all in on wholesaling and we went from 40 flips our first year to 165 wholesales our second year. Now what ended up happening was we did an audit on these 60 deals we sold between two buyers in our local market that only did cosmetic flips and what I mean by that is like paint, countertops and floors and they made an additional 30 to 40 grand a deal. And we had an eye-opening experience when we realized, oh crap, we should have been maximizing our exit strategy and at least doing cosmetic flips, because we could have made 2.3 million more dollars with the same marketing spend, same team, same overhead. And so that was eye-opening. So, going into our third year, we maximized all exit strategies, we flipped wholesale and started buying rentals and we went from 165 to 300 plus deals. 

08:08
Now, ever since that year, we've continued to optimize our exit strategies stabilize a team, optimize, increase our profit per deal by three times as much. And then since then, we've put leaders in place. So we have a sales manager in place, an ops coordinator. I was the one that originally started Heels Homes and was wearing every hat. I've slowly replaced myself over time and now we maximize also retail leads as well, and I think if any of you guys do direct to seller out there, sometimes we get lost in throwing out retail leads and we've learned how to also maximize those with agents now as well. So I spend maybe one hour a week in the business now. I still raise money, but I even delegated a lot of that for all of our flips. 

08:51
So anyways, guys, there's a little short story of our journey, but I want to make sure we jump into content today. So we own a company called Heels Homes. That's the one we wholesale and flip in. We also, guys, we virtually market for our deals. So all of our marketing is virtual. We acquire all of our deals over the phone. 

09:11
We wholesale every deal virtually and we rehab 20 plus houses at any given time fully virtual. So from the time someone steps foot in there to build a scope of work, to rehabbing it, to the end, to listing it, selling it, we never step foot into the property. I personally have not been into one of the hundreds of rehabs that we've done in probably three or four years. We do 20 plus contracts a month right now it's actually been about 23 to 24 plus a month. We've done well over 1200 to 1500 plus contracts. We go deep into two markets. We don't do national wholesaling. We're big believers that the more you go deep, the more you maximize your market, the more expert your team can become at a market and you can maximize your exit strategies, et cetera. Again we. I don't know how many houses we're rehabbing right now. 

09:59
We're rehabbing in both markets fully virtual and, guys, we've raised millions and millions of dollars of private money probably 20 to 30 million minimum and something that's a little bit unique about us is we raise the majority of it through social media. So we're not talking about much of the private lending today, but we will do a. If you ever follow us, we typically will do some trainings on that in the future. In quarter one this year we did 73 houses, 24 plus a month, a good combination between wholesales and rehabs. In quarter two, we did 70. Today, guys, we have over 175 deals locked up. We have 72 deals in escrow right now. 95% or more of those were locked up over the phone, and I don't even. 

10:45
Josh, how many rehabs do you think we have going right now, like in any stage? Well over 20, I'm sure, being done fully virtual. Yeah, I would say more than 30 rehabs literally active right now. So we have me at the top here as a CEO. Josh is the COO, but he's slowly been getting replaced. Right now we have Sage as our sales manager. He oversees our acquisitions and dispositions. We have a few closers and a few specialist doing a ton of deal flow, guys, one thing you're going to learn is, way back in the day, when we had little mentorship and guidance, we had 12 closers on the team, doing literally a fraction of the revenue we do today with only a few closers, and that's a testament to systems, processes, onboardings, trainings, et cetera. We have a dispo manager in office and then he has a VA that supports him. We have an operations coordinator. Now she is what you guys might deem a transaction coordinator. We call them operations coordinators. She not only is managing 72 live transactions between title and us, she also virtually project manages every single one of our flips and leaves by five every single day. So if that doesn't tell you how systemized we are, I don't know what does? We have a listing agent, a GC, that does all boom. Yeah, I got my first boom, guys, give me some more booms, I'm winning. Anyways, susie's our executive admin and then Mohammed is overseas and he runs a team for us overseas that handles all of our KPI reporting, marketing, all of that. 

12:13
So I just want to make sure that you understand what our organization looks like. We have a small team doing a lot of deal flow. We like staying lean and mean and make sure that you guys know what we look like as a company. So what does results driven look like? Who is results driven? So, guys, right now you're in a free training, we do tons of free trainings and ultimately, guys, this is what it looks like to work with us and there's several ways that we help investors grow their business and we take them on a journey. 

12:44
One of the big things if you don't follow us, we're really well known for is we're big on building a foundation. You know, a lot of times when you ask someone what do they want in the industry, they say the word scale. Guys, we can't scale anything without a foundation of solid systems and processes and marketing and all that SOPs. And in our four-week training that we do, we cover all of our marketing channels, our systems, our phones, our scripts, dispositions, every process that we do is in this four-week training. Then, in order to scale something, guys, you can't scale anything without people. So we have a two-day workshop we do in Columbus every month. That's all about recruiting, onboarding and building out and stabilizing the team. Whether you want to do 20 deals or 300 deals doesn't matter to us, it's all the same foundation, just different size of teams. And then we have a one-on-one coaching program with us. That's application only and that's where we literally do it with you. And so, anyways, that's what results driven looks like, and I just want wanna make sure that you guys understood who results driven was. For those of you that maybe don't know us very well, I wanna talk real quick that every investor and I can tell by looking at the room and some of your answers has five stages that they move up to in order to create consistency in the business, and it's important that you identify what stage you're in, because I will be giving different advice throughout today's training based on where you self-identify, because we're not all in the same stage. 

14:10
Right, and so, after years of building a multimillion-dollar investing business, I realized that you don't just wake up right and go from one-man show to scale and you got your time and financial freedom. That's not how this works. So we typically all start in what I call survival. That's where we're super reactive. We're not proactive. We feel like we're self-employed, right? Maybe some of you guys left a job where you're still working a job and the business is more of a grind than the damn job you just left. You probably have a lack of systems, little processes, stuff's not documented, infrastructure's not there. Maybe you're only relying on one or two marketing channels. Your QuickBooks is a mess. You don't even know if you're making money or not, and every dollar you make you invest back into the business. That's what we call survival. 

14:55
Then we graduate into what we call production. This is where we're starting to see results, guys. You know how when you close some deals and you first start a real estate, you're like, damn, I got stronger self-belief. Now I can do this For me, guys, it took me six months to get my first deal back in the day and then, when I got my first deal done, I did six the next 30 days. So I get it. That's when we start to make some money so we can expand our marketing dollars. We get a little bit of consistency. We're starting to track some real metrics and we realize we need to build a team. So maybe you've made one or two hires. That is production. We go from production then into what we call momentum. Momentum is where we're measuring results from real data. We have a small team maybe it's acquisitions, dispo, tc but we have a small team that we're working with. We're starting to invest into the infrastructure of our team. 

15:45
Now, one thing I want to point out, guys, is, if you're in survival or production I can't stress this enough how many of you guys have hired someone and it was a bad hire and it cost you time? Like, what did it cost you? If you've made a bad hire, just let me know in the chat Was it money, stress, anxiety, like who in here's made a bad hire, by the way? And so what I always tell people in survival and production is do not wait. Do not wait to learn how to recruit the right people, onboard them, train them, do call audits. We'll get into that today, because if we don't put that infrastructure in place before hiring them, once you hire them, it could turn into a catastrophe of lost opportunity, lost money, stress, headache, all the above right. 

16:29
And so it's really important that in survival and production, we build the right foundation. You're going to want to learn how do I know if my foundation is strong enough to go recruit on board and start to build a team. And some of you guys might be thinking I don't want a big team, I don't want a ton of deals, and that's totally okay, but I'm guessing that some of you guys still want to go on vacation and not have your revenue stop, which means we still need to have some type of team. So, anyways, in momentum, we start to diversify our marketing channels because we realize, having a team of people, we can't rely on one, two or three marketing channels. We're going to groom leaders. We're going to graduate to growth. 

17:09
This is where we put sales managers in place, ops managers, put other leaders in place so that you're not still managing the day-to-day and Pinnacle's really a self-managed company. That's where your finances are strong. You're KPI driven, you're duplicatable, you're scaling and this is what I call full freedom. Freedom means something different to everyone. It could mean freedom to build the next company. It could be freedom with your family. You define that. But this is where a self-managed company sits. That's where you're building people and people in your company are building other people, and we specialize guys at results driven, taking you guys up the chain and graduating you by stage. 

17:45
So why do we do this? And I could read this off this um PowerPoint guys. But I'm going to tell you one reason why I do this. In my second year of doing this um, I didn't have the guidance that I now give people and I. I spiraled, I did. I made a lot of mistakes. They were really expensive. I felt responsible. Um, it cost me a ton of anxiety attacks, panic attacks, and that's the type of shit no one wants to talk about in the industry. I've been there, I've done that and unfortunately it almost put me down into the ground, and so when I came out of that and succeeded on top, I realized that I don't want other people to be in that situation, and if only you guys were handed the systems, the processes and the know-how, then you won't end up six feet in the ground like I almost did. So that's, in a nutshell, why we do this. 

18:29
And so why do we do it for free? Because I'm here to be super direct, to earn your trust. I want to continue to work with you guys, and so I brought on a team of people very expensive people, guys. I got my two guys that run the show for me. I've got Josh, my COO, sitting on this call to pour value into you. So all I ask is that, while we're on here, we're going to give you 11 out of 10, because it's one of our core values. We want you guys to use us while we're here. So I want to talk about the process of building a successful business. Guys, there's a three-step process that you guys need to understand and you're really going to want to under and you're going to want to learn. 

19:07
So a lot of us. We get into real estate sometimes and at first we're chasing the money, right. So we're like we want financial freedom. And then we start making some money and we're like, shit, no, we want time freedom, we want our time back. We don't want to just work 12 to 16 hours. Right, we want financial freedom and our time back. So we want time freedom. 

19:29
And so the first step into getting that we're going to compare this to what I call a three legged stool. By the way, Jocelyn, I think I'm going to be beating you on booms going into you talking, so I'm just letting you know. So you guys are going to want to know this process. So I call it the one man show, right, we all start as a one-man show. It's where we all get started either a one-man show or a partnership, right. And then we go into this manager, we grow a team of people and this is where we're still managing the day-to-day. And then we transition into what we call a leader of a managed team, and that's really where we get both our time and financial freedom. So let's walk through this. 

20:01
As a one-man show, money is generated, right. I saw there's a bunch of one-man shows in here. At the end of the day, guys, you guys can get deals done as a one-man show, but here's the problem you wear all the hats right, so you have zero time freedom, and if anyone in here is a one-man show that has time freedom, hats off, because I was never there. Money is not generated. If you're on vacation, you're probably getting burnt out. You're capped on growth. 

20:27
Like you are one human, you can only do so many things in a 24 hour day. You have a lack of infrastructure and this typically leads to what I call the roller coaster effect. It's where you got one month up, two months down, one month up, three months down, and then a bunch of fucking anxiety attacks in between. Amen in the chat. If that is what you're experiencing, amen, right, um, I get it, I've been there. So it's where you're always walking, working in the business guys, and not on the business. Now, from there, we start building a team and then we become the manager. What's the difference between a? 

21:01
manager and a leader a manager. 

21:03
Manager drives results every day. Right, they're managing people against KPIs that drive the company forward. A leader is building other people. Now, as a manager, the great thing about becoming the manager first is that you're gonna increase your deal flow right, you're going to amplify your deal flow so you'll have more consistent revenue. You won't be wearing all the hats. You will actually start to gain more financial freedom right, it'll give you the revenue to make some more moves. You'll be leveraging people, systems, money, knowledge to amplify your income. 

21:35
Now, the issue with this is that you're still working in your business and not on your business. You still don't have time freedom because not only are you probably still doing some stuff, you're also managing everyone every day, so you're still in the day-to-day operation. Now I want to walk you through the difference of. If you have you guys watched the movie the Founder on Netflix? This is the McDonald's Netflix show and ultimately, what happened was these two brothers that actually originally founded McDonald's. They back then guys, fast food wasn't a thing and they took a chalk, piece of chalk and they drew on a parking lot this perfect process to make a quality burger super fast. And it was perfect. Right, it was like unforeseen back in the day, but they grew to two stores and every time they tried to keep growing it was like a rubber band effect it would grow then come back, grow then come back, because the two guys were not the leaders that it took. 

22:32
So if you've ever read the John C Maxwell book 21 laws of irrefutable leadership, there's one. That's the law of the lid. Right, if I'm a level four leader, my organization can only go to a level four leader. So if you want to be a level eight leader, or if you want a level eight organization, you have to become a level eight leader, right? Well, ray Kroc came in. He saw this perfect process and he turned it into the worldwide enterprise that it is today. And that's what a true leader does they take a vision and they scale it right, the founders were more managers, he was more of a people leader, and so he came in and he was the leader. He transitioned into the leader. So not only does he have increased deal flow right, he's removed from wearing all the hats. 

23:19
The big thing here, guys, is now not only does he have financial freedom, he has time freedom, because other people are managing the day-to-day. We're leveraging people, systems, money, knowledge to amplify income. We do what we want, when we want, how we want. We work on the business, not in it. There's no ceiling to growth and there's no trading time for money, guys. That's where I'm at within our real estate business. 

23:41
Now, my biggest problem is how do I stop paying taxes? How do I manage money? How do I leave generational wealth? Now, this is a process. So if you're still in survival, we don't just wake up and walk into leadership. That's not how this works. We have to build a foundation. We got to stabilize a team, then we scale it. We put leaders in place, then we remove ourselves. There's a process to it and you know a lot of gurus out there know that that might not sound sexy. So we focus you know they focus on things that maybe we're like catching on to some marketing techniques, guys, but there's a process to making this truly a self-managed company. 

24:22
So there are problems that we have to be aware of, right as investors, as we grow the company. So I'm going to go through some of these, because these are what's creating the roller coaster effect. So there are investors that are risking their business, their personal life and finances by only texting and cold calling Guys. Cold texting is illegal now, so it results in fines, risk getting shut down, lawsuits, et cetera. So you have to be aware of that. Investors relying only on a couple channels right, or literally trying to rely on free marketing channels Now, 15% of my revenue comes from free marketing channels like direct to agent, mls offer system, wholesaler system. 

25:02
We have a nursing home system, fire damage contractors, but you can't build a business on it because it's not predictable. So in order to build a predictable business, we have to make sure that that's only complimentary to the business and not what we sole rely on. Investors that rely on less than three marketing channels Now, as a one-man show, guys, yes, absolutely, we get started that way, even going into production. As long as it's the right channels, we can. Guys, my top marketing channel this year will do over 150 deals itself just with one marketing channel. So, yes, three can do it. 

25:35
But as we build a team, every marketing channel doesn't just survive and thrive every single month. So we don't want roller coasters Like Heels Homes hasn't had under 20 deals in a month in I don't even know, two, three years, and it was when we started diversifying our channels. So we run nine plus marketing channels now. Now keep in mind that sounds scary to some people, but like five or six of them are free. We just have learned to systemize them. A lot of people they get started and we pull what we call big lists like absentee owner, high equity, et cetera. Those are like a way to get started, guys right. But at the end of the day the money's made and then riches is in the niches predictive and niche list. So if you are literally hitting the masses. 

26:24
You're going to have to do more cold calling, more texting, probably poor mail performance, and you'll waste a lot of time, energy and effort because they're not the most motivated people. Investors, starting with a budget, right? How many of you guys have learned a marketing channel and you're like, oh, I got five grand, I'm just gonna take this five grand, I'm gonna throw it at the wall and hope that it sticks. I hope it makes me money back, but I don't know why I'm spending the five grand. We have to make sure that we start with the end in mind. If we want to make 50 grand this month or 100 grand, then we reverse engineer the numbers and it'll tell us how much we have to spend in order to hit that revenue goal. It's not the other way around, right? So we also have to make sure that we diversify our exit strategies to make the most out of every marketing dollar. 

27:10
Now, another thing is, guys, there are some states that are regulating wholesaling, and I'm sure it's going to happen across all 50 states. So in order to be proactive about that, we've got to maximize our exit strategies. We've got to take deals down, rehab them, raise money, et cetera. Guys, if you're only using a one-line dialer or click-to-call only, you will literally slow down your productivity. Your competition will be four times further than you sheerly from not leveraging the right phone system. So we really got to talk about making sure that we're leveraging software systems to be four times as productive as our competition KPIs. 

27:51
Guys, we've got to make decisions based on data right. If we're not tracking no data, we're literally just running this like a hobby and not a business, and running hobbies is a really expensive thing to do. Guys, investors, not leveraging daily, weekly and quarterly scorecards, we're going to give you insight to what those scorecards and those metrics look like today. You're going to lose talent, You're going to feel lost. You're not going to understand your numbers to even grow if we're not tracking it right. We're going to talk about call reviews. How do we perform call audits? I don't care if you're a one-man show or a team. You absolutely should be doing call audits every single week in order to reign in performance and be consistent with deal flow. So, guys, right now we just went over problems. We're going to dive right into marketing right now Marketing strategies, cash conversion cycles and top three marketing channels that are performing for us. 

28:41 - Speaker 5 (Caller)
Hey, tiff, I unhid those slides for you to go over, like the call features and systems later today. So refresh and then when you take over for Josh here in a minute because Josh is going to probably get more booms you'll really need to bring it, because Josh is going to probably get more booms. 

28:55 - Josh High (Guest)
You'll really need to bring it. You'll really need to bring it. Hey, Sean, I just dropped the biggest nugget when I was on, and now everybody missed it. I don't even know if I could recreate it, but no. So the next thing that we're going to be diving into is the marketing strategies. Now, again, you're going to want to make sure that you have a pen and paper, if you don't already, and make sure you're ready to ask questions. 

29:12
Okay, so what we used to do with the marketing department is we used to have two, maybe three, channels, and we used to do what we call the spray and pray we would throw some money at a channel and we would hope that it would perform, and then, if it didn't perform, we didn't know if it was the marketing, if it was the list, if it was the sales, we didn't necessarily know. So what we realized, though, is that we couldn't build a sustainable, long-lasting business operating with less than five marketing channels and, most importantly, measuring our results. Okay, so we're going to go through and show you, guys, exactly what we measure and how we measure it, so that way, you have more confidence in making the decisions of. We should do more of this marketing channel. We should cut back on that marketing channel. That way, we can effectively grow our results in our business. Now there are three critical points that we all are going to want to make sure that we know and understand. Okay, you're going to want to learn how to pinpoint. 

30:08
Is the issue, the data right? A lot of times people they don't get the results and they're like maybe it's a sales issue, but it's really a data issue because we're marketing to poor data. Cheap data equals cheap results. This is a saying Tiff says all the time the riches is in the niches. We'll talk about that here today. Or they might say oh, you know what? I think I have a marketing problem, but it's really a sales conversion problem. But it's really a sales conversion problem. We have to make sure that we have clear line of sight to all three of these things, that we have the right data, that we have the right marketing and that we have the right sales process to maximize and capitalize on every opportunity that our marketing efforts and our marketing dollars are generating. Okay, so this is, this is the marketing strategy as a whole. We have really three areas there's the free marketing, there's inbound marketing and there's outbound marketing and you can see how it was split up on our deals that we got from 2023, as well as 2024. So far Now I say so far, this is the first half of the years, from January through the end of June Okay, and we're going to go through each one of these and before we do, it's critical to make sure we all know and understand the cash conversion cycle. 

31:17
Okay, we used to, just like I said, we used to just throw money on marketing channels and because that's what we learned off of you know, like YouTube training, and we just expect it to perform right away, just because I spend $5,000 today on mail doesn't mean I'm going to go make 15, 20, 50, a or whatever much on that mail today. There's a cycle to this. We have to know and understand this, and we learned really quickly that we don't just make money that exact same month. Okay, so what we started to do is we started to track every single channel and we built calculators that spells out clearly outlined expectations for the outcomes that we could then start to track our progress on Did we hit the benchmark goals that we had set or did we miss them? And it's all based on how our marketing channels convert. 

32:03
Okay, and I'll talk more about this here in a moment. But, most importantly, if we were to break down the cash conversion cycle, this is ultimately when I spend money, how long does it take for me to make money from that dollar? When I spend money, how long does it take for me to make money from that dollar? Okay, so things that we want to know per marketing channel is how long is it leading the system until it goes under contract, as well as how long until you make money, whether it's a wholesale or a rehab. Obviously those two things have completely different timeframes. So let's look at an example here. Let's look at just one mail campaign Okay, so if I chose today to send out 10,000 postcards, let's just say, and let's say on Monday, the first round. So what we do is we take um of the whole entire month that we'd be sending mail out, we we divided into eight rounds, okay, or eight hits, and what happens is every Monday and every Friday, Now keep in mind, guys. 

32:55 - Tiffany High (Guest)
that's, let's keep this simple. I'm going to simplify this a little bit more. When we have 10,000 mailers, or say we send 20,000 or 30,000, we don't send them all in one day, so what we call is hits. Now it just depends on the volume of mail you send. So let's just say we were sending a hundred thousand mailers. Josh and I sent 100,000 mailers the last 30 days, by the way, so we clearly don't want those all hitting in a day. So we send them Monday Friday, Monday Friday, Monday Friday and we split it up into eight hits into one month. Now if it was only 10,000 or 15,000, we might have four hits. Maybe it's every Monday for the four weeks. 

33:40 - Josh High (Guest)
So when he says the word hit, I just want to make sure that we all understand, and on the same page of, what that word means to us. Yep, Great explanation. Now, what's important to know is even like we have to know that that last hit is going to be sent out on the 30th or on the 30th day after I press go Okay, which means there's still another um 10 to 15 days that it takes to then be delivered. Seller then seize the card and then makes the decision to pick up the phone and call me. So then let's say they call me on that day and it's a workable deal. We end up locking up the deal. Well then it takes 20, 30, 45 days from that moment to close the deal, and if it's a wholesale, then obviously we made an assignment and we had money in the bank at that moment and you know, 60 days, maybe 90 days in, but if it's a rehab. 

34:17
It might take another three, four, five or six months, right? So it's just important to know and understand that if I spend money today, I cannot expect, I can't say, oh, I spent 10,000 on mail, I need to go get my return this month. There's a cycle to this. Okay, does that all make sense to you all say yes in the chat if you guys are following me right there on the cash conversion cycle that we can't expect to have results the moment we press. Go on a marketing channel, awesome. 

34:44
So when we look at reverse engineering, we talked about how we used to throw money at the wall and what we started to see was how important it was to have proper expectations. What were the expected outcomes? If I went and spent $5,000 on a marketing channel or $10,000 on a marketing channel, what should I expect from leads generated from contracts signed? So what we did is we ended up creating. We said we had a lot of inconsistency because we were just spraying and praying. 

35:11
We're throwing money at a marketing channel, not knowing if it would or wouldn't perform, and when it didn't perform, we didn't understand why. So what we ended up doing is we created a calculator to go and reverse engineer, basically set those proper expectations on the outcomes that we could expect, based on either one industry standards or two based on how our performance in our organization was. So this is what that looks like. Tiff, do you want to talk through what this calculator is and how it functions and really the significance and importance around this? This has been one of the biggest game changers in our organization when it comes to launching marketing campaigns. 

35:49 - Tiffany High (Guest)
All right, guys. So I built this calculator. And what this allows us to do, guys, is, instead of starting with a budget in mind, we can start with our end goal in mind. It'll tell us a projected amount of what to spend, where to spend it and what is the projected ROI we should get. So instead of saying, hey, I want to launch mail and I don't really know what to spend how many mail pieces, et cetera. I don't know about you, guys. Back in the day, I used to be like I guess I'll start with 3,000 pieces. I don't know what else I'm supposed to do, right? So I invested into building this calculator for all the major channels to reverse engineer from the top. 

36:26
And guys, how many of you guys want to be able to reverse? 

36:28
engineer from the top, versus throw money at a wall and praying it sticks. Let me know in the chat. How many of you guys want to be? Able to understand the numbers from the top. If I, if my goal is a hundred thousand, how much do I have to spend? Um, for some reason, my internet's not working, josh, in terms of signing into this, did you already have it up on your screen? 

36:45 - Josh High (Guest)
I do have it up on my screen. 

36:46 - Tiffany High (Guest)
Yes, so I'll just use this as an example, guys. Um, let's just look at PPC, or pay-per-lead, right? If my goal is 100, all right. So 100,000, let's just say my average profit per deal is 25,000. That means I need four deals to close, right? Now, this is one metric that most people, I think, skip over, and if you're not tracking this metric, there's absolutely zero way that you're possibly reverse engineering your numbers, right? So if we lock up 10 contracts and three fall out, that means I have a 70 success rate. We have to include that in all of the formulas when it comes to projecting marketing, right? So 70, that means I need six deals actually to lock up, because two might fall out due to title etc. Um, if I land one of leads, that means I'll get 114 in the month. And then I have to play with what am I willing to bid per lead in order to get the expected ROI I want, right? So let's just say that I want a 4X ROI, then I probably can't bid more than 225. That's what it's telling me. If I go to 250, I drop down to a 3.5. 

37:52
And now, this isn't going to be perfect, guys, but this is giving you data-based decision-making right, instead of just winging it. Now, I have it for cold calling. It tells you how many callers you need, how much it's going to spend. I have it for direct mail. Let me get to where Josh was in his thing. Well, let's talk about inbound. Let's just go ahead and dive into this, because it's an argument with you, guys, if I go over deep, deep into direct mail today, because we land a minimum of 10 plus contracts just in direct mail a month, and so I thought today it might be beneficial if we dive deep into one instead of going broad over a bunch of things and you don't actually take home something. So, guys, let's talk about inbound. Inbound I'm not going to go over all of these, right, but the cash conversion cycle that's attractive. 

38:41
A lot of people get into cold calling and texting because they think it's cheaper. It's not cheaper. It takes seven to nine months for it to actually land deals consistently. And the problem with cold marketing is it's the roller coaster. You have one month up, two months down, one month up, three months down, right, and so, in order to overcome that, there's one regret that I have was I didn't do inbound marketing soon enough into my flipping and wholesaling career right. So I'm going to go deep into direct mail today. 

39:04
But it has a one to three month cash conversion, which means if I sign up today for, say, ppl, I get a lead tomorrow. I lock it up, I can wholesale it in 30 days or rehab it in three months. It's going to be your fastest way to money. So, like, if you're in survival or production and you're like I need money now, there's two things I'm going to give you advice on. So write this down If you're like I need money now, your fastest path from a marketing channel perspective is going to be PPL or PPC, because you can literally go sign up on the sites tonight, get leads tomorrow, press go Okay Now. If you are, I got money in the bank, I can afford to wait three months or so. 

39:45
Direct mail is by far our most consistently performing channel. Now, if you're like us right, we're the richest people in the world. They leverage other people's money to get what they need. So if you're on here and you're like I don't have the money, but I want consistency, I want to amplify my deal flow, I want to build a team, I want to do everything right, there's a way that you can leverage other people's money to invest into the front end of the company by um and you can invest it into your knowledge, marketing, people, systems, desk equipment, office etc. So we can get into that a little bit later. 

40:21
But inbound marketing, why do we prioritize that now? A couple years, three years ago or so, you know, 10 dlc hup all start coming out and we saw the writing on the wall like all these compliance crackdowns were coming out with texting and cold calling. I'm not not an attorney, so I'm not going to go over these laws word for word. But if you look up TCPA, hup, 10 DLC texting opt-in consent, do not call. These are all reasons, guys, why you got to be careful with outbound marketing. The fines are high right Now. Inbound is way more consistent, way more predictable and a much shorter cash conversion cycle. 

40:57 - Josh High (Guest)
A few months ago we were on a similar training and there was someone who was in California and we were going through talking about what our average cost per contract was and that person had asked hey, can you expect higher cost per contracts in California? And I was like, what's your average deal size? And they were 100 hundred plus. In California is very normal. I have a hundred thousand plus average profit per deal. And and then I said, yeah, I mean it's, it's theoretically you are. You should be more willing and more able to. 

41:24
Because, at the end of the day, let me ask all of you would you spend 10,000 to to to make a hundred thousand? Would you spend 20,000 to make a hundred thousand? Give me a yes in the chat If you guys would spend 20,000 to make a hundred thousand. Yeah, everyone's saying yes, I would do that all day. But that person was so fixated on well, my cost per contract's $20,000, but I'm like no, you're ignoring the ROI. 

41:48
So one thing that we see get in the way of so many business owners and so many investors is that they look at the cost of something and not the return. But I'm going to ask each and every one of you on here and I'm sure that you're going to want to do this, but how many of you are willing to commit to focusing on the return and not the cost? You guys tell me which one are you going to commit to focusing on the cost or the return? Let me know in the chat, cost or return? In the chat, which one are you going to be focusing on as an investor in your business ROI? Yes, absolutely Perfect. I thought that was a pretty cool story to share with everyone on here. 

42:25 - Tiffany High (Guest)
Yep, guys. And so a lot of people fear the cost because they lack confidence in just not knowing the process, not understanding how to reverse, engineer the numbers. That's a big reason that holds people back, and then the fear to convert the leads. So my goal is is that I can conquer all of those for you, so that you can then not have the excuse that those are the reasons why you're not doing it right, because it's a proven channel. It's a proven marketing channel, month in, month out, proven for so many investors, and I don't want to hold you guys back from taking those steps right. So, direct mail guys just the first half of the year, january through June, we had 47 contracts just in mail. I don't even know where it's at now, probably well over 60 or 70 at this point. We land one of 31 call-ins and that includes all the no's. One of every two to three offers we land, and we built a state-of-the-art direct mail tracker this year. It tracks every damn thing you can ever think of. I haven't seen one as detailed as it. We paid a CFO to do it. It took them like 80 hours to build, and so our cost per contract personally is around $5,100. Our response rate's about 0.53%, which is about industry standard. So pay-per-lead is another big one for us. We locked up 28 contracts the first half of the year. Free marketing channels 22 contracts in the first six months. That's anything from nursing homes to wholesalers, direct to agents, mls offer system, et cetera. And then TV has been crushing it for us this year as well. We started that back in February. 

43:55
So what I want to do is go deep into a direct mail example, if you guys are cool with that, because I want you guys to walk away from this training and be like I now understand how to reverse engineer the numbers. So the data and the numbers won't be the reason why, right? So what I'm going to do is you'll need to know your monthly revenue goal, your average profit per deal. This isn't a range Like if you're like oh, I think my average is 10 to 12 grand. Is it 10 or is it 12? Because if we don't know that answer, there's no way we can make educated data-driven decisions in the company. So we have to be really exact on these numbers, our cost per mail piece and then our success rate. Guys, every single day in our company, our daily scorecard has our success rate every day. If we lock up 10, does one, two, three, four, five fall out? How many industry standard conversions? Is one of 42 call-ins as a deal in the industry? Now that's industry standard If you're really good at closing. 

44:51
It's less than that, right? Industry standard response rate is a half a percent on a mailer and then whatever cost per mailer you're using, whether it's postcard mailer, it ranges right. So this is the formula it takes to reverse engineer. You take number of deals times the number of call-ins. It tells you how many call-ins you have to have. You take the number of call-ins divided by the response rate, it tells you how many mailers you have to have mailing. Number of mailers times the mail cost or mail piece is the mail total cost you're projected to spend. Total cost of mail divided by deals you want is your cost per deal. So let's jump into this Now. What I'm gonna do is I'm gonna go over three different investors. They're all for example purposes only. They're not anyone's individual numbers. So the goal here is $40,000 a month in revenue. The mail piece cost is 50 cents, right? So investor examples Investor number one is a wholesaler with absolutely no proven sales process. This wholesaler thinks that sales is an art that he can show up and just build report, an in-person appointment that he's show up and just build report and in-person appointment that he's just good at sales, which is not scalable. So they just don't have a check the box, proven, scalable sales process. Investor number two is a wholesaler that does have a proven process. They have a check the box, repeatable, teachable, scalable sales process. Investor number three is somebody who has more than one exit strategy. So they wholesale, rehab and have a proven sales process, okay. So look at how the numbers get impacted. So here's the numbers, guys. The goal is 40,000. Average profit per deal is 20,000. In this example, one in 42 call-ins is a deal. Response rate half a percent. Success rate 70%. Now, if you guys have anything less than a 70% success rate 100% guaranteed, there is a problem somewhere in the company. It's either in acquisitions or it's in dispo, but there is a problem. So get with Dave or Sean, while you're on here, if you do close less than 70%, and let's try to figure out what the gap is. Cost per mail piece for this example is 50 cents. Now let's take this out. Now, this is the wholesaler with no proven sales process, right? So 40,000 a month divided by 20,000 a month average profit per deal means I need two contracts to close Two contracts. Divided by the success rate 70% means I need to lock up three contracts because one will fall out. Three contracts times 42 calls to get a deal equals I need 126 call-ins. 126 divided by the half a percent response rate means I need around 25,000 mailers. The 25,200 mailers times 50 cents a mailer is around 12,600. Spend 12,600. Divided by two closed deals, that means you'll spend $6,300 a contract. The $20,000 average profit per deal 60 or the $20,000 average profit per deal divided by 6,300 means you'll get a three X ROI. 

47:58
Let's move on to investor number two. This is the wholesaler with a proven sales process. So the only thing that changes, guys, is that they land one of 22 calls versus one of 42 because they convert at a higher rate. They have a repeatable, scalable sales process. That's all that changes. That's it. Look at the difference, same numbers up top. Now it's three contracts times 22 call-ins, not 42. So now this person only needs 66 call-ins, not 126, because they convert at a higher level. 66 call-ins divided by a half percent response rate means I only need 13,000 mail pieces versus 25,000. 

48:43
Do we all see that? How to acquire, how to sell right Learning the process makes a massive difference. Let me know in the chat if you understand that. Just becoming really good at the sales process itself. That's it in this example. That's the only thing I'm saying. It will help you literally cut your damn mail in half. That's how big of a deal it is, guys. So can I get a boom in the chat? All right, then it will be only $6,600 versus 12,000, because I don't need as much mail now. Now it's $3,300 per contract. So the same average profit per deal 20,000 divided by 3,300 now means I'm going to get a six X ROI instead of a three X, just because I've mastered a sales process. Boom, okay. Now let's go to investor number three. 

49:33
This person not only masters sales but they flip and wholesale. So the difference is they have the one in 22 call-ins but now, instead of being 20,000 profit per deal, they have 27,000, because they've increased their profit per deal, because they maximize the extra strategy per lead. So look at the difference. Now they still need two contracts to close, still need to lock up three, because one will fall out, just like the last investor. 22 call-ins, 13,000 mail pieces, 6,600, spend 3,300 a contract. 

50:08
Now the difference for this one is their profit per deal on this side of the equation is 27,000 divided by 300. Now this guy makes 8X ROI. So if you look at this guy divided or compared to the first investor, he makes an 8X with half the amount of mail, half the amount of call-ins. But if you even compare them to the last investor, right, he is spending the same amount of money, he's sending out the exact same amount of mail, but because he added an exit strategy, he went from a 6X to an 8X on the same marketing spend. Does everyone understand that? Say yes in the chat. So I make sure we're on the same page because I want to make sure that we all understand the reverse engineering of this. 

50:53 - Josh High (Guest)
For those of you that are like I don't know the number, so I'm scared to spend the money Right a heavy, heavy, heavy focus and shift into inbound marketing and because of all of the rules and regulations and the things that have come into the industry, we have shifted away from this. We used to heavily rely on cold calling and texting. In fact, cold calling was like our main driving force. It was our number one performing channel for a very long time. But we saw the writing on the wall one and a half, two years ago with all the compliance around A2P, 10, dlc and all that stuff. So we started to test other inbound models and we were able to systemize all of that into our business. But we're not going to dive deep into this, mainly because we are big believers in the consistency, the predictability and the quicker cash conversions of the inbound cycles. But the biggest note that I could leave for anyone and everyone on here around outbound if you choose to do it again, definitely talk to an attorney If you are entertaining the idea of going outbound whatsoever. We do not do it. But we have to understand that. The riches in the niches we used to cold call all of these absentee owners and all these big lists, but we've heavily focused and shifted our focus to the super niched lists that have helped us with our marketing performance. So again, I'm not an attorney, I'm not going to dive into all of this stuff. I highly, highly highly recommend that you snap a picture of this, that you reach out to an attorney if you are doing outbound or if you're considering doing outbound. 

52:30
So next is our free marketing channels. We used to dabble in free marketing channels and we didn't really have a system around it, and as we started to do more and more direct to seller, we started to lose line of sight to this and we quickly learned that it's as simple as adding a system to them and that way, that allowed us to have an influx of over two to four deals a month of free marketing channels to help offset the overall cost of all the other direct-to-seller marketing channels that we were doing. So when we systemized this, we automated it and we added the specific leading indicators to hold our team accountable to the behaviors that it takes to lock these deals up consistently. So this is what that list looked like and, uh, we are currently at about a little over 18 of our deal flow comes from free marketing channels. Um, and, and the key here is that we have to make sure you're going to want to make sure that you uh, that you're running them the right way. So you're going to want to learn the agent outreach system. You're going to want to learn the wholesaler outreach system, the MLS offer system, how we leverage fire damage outreach you know the door knocking systems and in the nursing home outreach that we leverage in our business. In fact, we have our dispo manager who is responsible for this. Guys, go to your chat and let me know, is there anyone in here who's a little hesitant to hire someone on their Dispo team? Maybe because they just don't feel like they have the deal flow to bring someone on? Say yes in the chat if you feel like you don't have enough deal flow to bring someone on and have them full-time focused on moving deals for you. Guys, one of the biggest mindset shifts for us was how could we take that individual and turn them into a revenue generating arm? So now our dispo they make so many offers on the MLS, so many offers to wholesalers, that have so many nurturing conversations with agents each and every day, each and every week, and we hold them to KPIs, the leading indicators that drive those results, that drive the deals and that department. So that if there's one thing I would tell you you're going to want to learn, how you turn your dispositions department into a revenue generating arm for the business. 

54:35
Now, one thing that also has helped us tremendously with the direct to seller stuff is our branding and support. We didn't used to have a full brand credibility through Google websites, facebook and whenever you know. It really got down to a point where we had a lot of sellers who would be a little hesitant in the idea of working with us, and what we learned is that we had to set ourselves apart from our competition and the acquisition portion of our conversations. So the result was that we said, hey, how can we go build the trust, the credibility with all of these sellers before they ever even make the decision, so they can make a confident decision of hey, I want to work with Heels Homes, hey, I want to work with Josh and Tiffany, or Josh and Tiffany's team, okay. 

55:13
So what we've implemented into our business now is seller credibility packets, transaction packets, as well as social media processes with branded posts and everything on our website. Everything from the credibility packets to social media to the website is all branded the exact, the exact text and the exact formatting for everything the font, everything is in alignment. So this is what that looks like. In fact, I'll share some of this with you. So what happens now? We no longer do SMS because of the when I say SMS, we don't do SMS nurturing because of the A2P and opt-in consent. So instead, what we do now is we do email nurture. So what we do when we're on the phone with the seller is we ask for their email in exchange to give them these credibility packets. These credibility packets walk through what the next steps are. Okay, so I'm going to pull this up. These walk through the next steps of what our mission is. A note from our process the four quick steps frequently asked questions and this helps them feel more comfortable of what's going to happen next before we ever even make an offer to them. But, most importantly, I'm capturing their email so I can continue to follow up with them through a nurture sequence instead of doing text again through email. So that was one big key takeaway from our credibility packets. And now what's happening is we are having more and more sellers coming to us and saying I chose to work with Heal's Homes over the other investors because, one, you seem more professional and two, I just feel more comfortable with doing business with you. So these credibility packets we have seen have a pretty big impact on our success of locking in sellers. 

56:56
Ok, so a quick recap on this. Guys, we didn't this didn't happen overnight. We grew into how we market and what we do each and every quarter by constantly optimizing, testing, measuring, optimizing and improving what we do to create leads and provide profitable deals. Month after month, we are consistently running, like Tiff said, nine, 10, or even more marketing channels per month to produce our 20 plus contracts a month, which is well over 250 contracts each and every year. So you can not stay stagnant in your market with marketing or sales or your sales training to convert your leads. It just is not good to have crazy high spend for marketing and then not spend the time to focus on the conversions from a sales perspective. Ok, the greatest benefit that our coaching students have is that they can simply copy and paste what we do each and every month. Like I said, we test marketing campaigns and we let our students know what worked and what didn't, what our conversion was, what the lead flow was and everything, saving them the time, the money and the effort Now in order to do this, we have to make sure that we're dialed in from a tracking perspective. 

58:01
We used to try to track with pen and paper. We tried to track on spreadsheets, which we still use, but we have much more sophisticated trackers now and what we learned was that it wasn't tracking what we should. We weren't tracking what we needed to track in order to make the informed decisions in our business that we needed to, to make the confident decisions of should I cut this marketing channel off or should I double down on this marketing channel or even triple down right. So what we did is we executed comprehensive trackers in our business and we rebuilt our organizational tracker through what is called Power BI. It's a very, very, very detailed report. I'll show you some snapshots of that here today, but the fundamental concept here is we have to make sure that we're tracking the right metrics. Okay, and this is what it looks like from a sales perspective, but what's most important is that we track these same conversions for each and every individualized marketing channel. So you know people used to ask us all the time Well, I'm gonna get to that here in a second but how many of you guys are tracking the number of leads that you're generating, the number of quality Conversations that you're getting, the number of offers that you're getting, the deals that you get from that. 

59:09
Say, say yes or no in the chat. If these are the things that you guys are tracking the number of leads that we're getting per marketing channel, the number of quality conversations I'm having per marketing channel, the number of offers that I'm making per marketing channel and the number of deals that I'm getting her marketing channel I see a lot of yeses, which is fantastic. Now, ultimately, what we have to do is is I always like to look at this plumbing system. Think of this as plumbing. Okay, I have a funnel and I have a bucket right, and this is PVC pipe. If I go and I pour a gallon of water into this funnel, I can expect that a gallon of water will be what lands in this bucket. Now, for some reason, I pour a gallon in and I get only a half a gallon out. That tells me that there's some sort of leak, there's some sort of clog somewhere, and what I have to do now is go identify where's the breakdown from conversion. Is it from leads to calls? Is it from calls to connections? Is it connections to quality conversations, or even from quality conversations to offers, offers to deals and deals to money in the bank, right, whenever there's a drop off somewhere, we have to go, pinpoint and close that gap. 

01:00:08
Okay, so tracking here's some of the trackers that we've implemented in our business that have helped us do this in our business. Would it be guys, would it be beneficial? Would you guys like to see what this specific tracker looks like in our business? Say yes in the chat if you guys are open to seeing what that looks like, if you want to see what that comprehensive tracker in our business looks like. Okay, tiff, I'm going to pull up a glimpse of this here in a moment. Actually, while I'm doing that, tiff, do you want to talk through the three trackers that we have? And I'm going to pull up the closed KPI, the Power BI tracker. Do you hear me, tiff? Okay. 

01:00:47
So you want to talk through these three just real quick. What's the purpose of the direct mail tracker? I'm going to pull up the Power BI right now, while you're going over that, because they said they wanted to see that. So I'm going to pull that up real quick. 

01:00:58 - Tiffany High (Guest)
So, guys, the direct mail tracker a lot of direct mail trackers in the industry are very basic. Tracker tracks everything you can imagine, from not just like your response rates and um, ours goes down to the mailer, down the campaign, down to the list of how many rounds are successful, what mail piece is working, what school district, what bed count, bath count, square footage, year built like is. We found out one day that um 80 of our revenue was coming from mail. That was 1950 and newer and I think it was like a thousand square feet and bigger. And then we found out 75% of the list that we were mailing actually fit outside of that box, and so it allowed us to actually send less mail to get better results. And so, anyways, the direct mail tracker tracks down to every metric that you can imagine. 

01:01:52
Now our company tracker is doing everything, and Josh can explain that one from left to right. So I'll let you do that one, josh. And then our closed KPI tracker is where every deal that closes only closed deals goes into a tracker and it tells us our cash conversion cycle by campaign, cash conversion cycle by type of contract. It tells us what lead manager, what closer, is performing, how many deals we renegotiate. What percentage? By how much? What's our conversion cycle on everything you guys can imagine? But I'll let you guys go. I'll let you go over that one, josh. 

01:02:28 - Josh High (Guest)
Yep. So the biggest thing here? Well, one this is example data. This is not our stats, this is not our KPIs, it's just for informational purposes. Okay, so, right here we're looking at direct mail, but ultimately, what we want to do is we want to be able to filter through any specific lead source or lead source category, and we want to be able to filter through a year as well as any given month. So if I want to look at just the first quarter of a given year, or the second quarter, or the first half, or the the back half, whatever I want to look at, I can quickly go in here and, by the click of a button, see the data from the date ranges that I want to see. But ultimately, like like the image that I showed over here, I want to track, is the needle moving in the right direction? 

01:03:11
Now, what we did is we created this because we wanted to be able to make confident decisions that we were spending more and more marketing. Is this a marketing channel that's working effectively? Is it a sales issue? How can I go and close the gaps on either of those? Or is it just time for me to pull out of this marketing channel and reallocate these funds to another channel. So we see the number of leads that we have here and are those leads qualified leads? 

01:03:36
I want to see what percentage of our total leads are qualified leads. That way I can compare that. Maybe I'm doing direct mail, cold call and texting. I want to be able to compare how many quality leads am I getting between each and every one of them. Is one just significantly more quality leads? Because that's something I might want to take into consideration when I'm making a decision on doubling down on one thing or the next. Am I having the quality conversations? Am I making offers? Am I landing deals the way from our conversions of my processes per contract, our leads per contract, our offers per contract, all the way over to exactly what our cost per offer is, our cost per contract and our ROI and all of this stuff. So this helps us make the most confident decisions in our business. 

01:04:24
Guys, go to the chat. Let me know how many of you want to make more confident decisions in your business. Say yes in the chat if you want to make more confident decisions in your business. Say yes In the chat If you want to make more confident decisions in your business as it relates to launching marketing, more marketing, having the confidence and saying, hey, this is a sales thing, or this is exactly how we're going to overcome the sales gaps that we have in our business. Awesome, I see a ton of a ton of yeses in that. So that was power BI. 

01:04:51 - Tiffany High (Guest)
And you know people ask. I just added the systems for whisper feature, so I'm going to share my screen real quick Okay. Just because I wanted to cover this for people that have teams. 

01:04:58
So guys, I'm going to throw this in really fast, so we might go a little over today. So I hope that's okay with you guys, cause I wanted to add this back in, cause I think it's worth a lot of money for you guys, so hopefully you're cool with that. Guys, back in the day I used to have 12 closers doing like half not even half a fourth of the deal flow. We do now and it's all a result of me giving them the wrong foundation in the first place. Right, I built and hired people before. My foundation was strong Everything from systems, how marketing channels were flowing, how lead flow was flowing through the system, systems, how marketing channels were flowing, how lead flow was flowing through the system, my phones, everything right. So I learned a hard, expensive lesson that without a strong foundation, the whole damn thing came crashing down and I had to rebuild it literally from scratch. So one key system that's really important to understand. I'm not going to go into the phone system as a whole. I go over that in my four-week training. If you guys are interested in joining that. One of them is everyone's phone system that has a team should have what they call a whisper feature. If it doesn't, it's likely not a good phone system. In my personal opinion, the whisper feature allows you to do what that says right Now. 

01:06:04
Imagine being Michael Jordan, right, and he's coming down the floor. He's on game five of the playoffs and the coach is sitting on the sidelines. Do you think Phil Jackson is just sitting his ass on the sidelines and not coaching the team? No, he is literally looking at the court and guiding his team alongside the point guard to come down, you know, talk to his team, communicate back and forth, et cetera. He's coaching live so that they have every opportunity possible to land that shot. So, as a leader in your organization, if you bring on a team, if somebody is on a call and they come into your guys' chat right, I'm assuming you guys have a team chat, we do and they say need help? Or they raise their hand if you're in office, we're in office. The sales manager or you, if you are acting as that, can whisper into the call and save that deal live and say say this, the seller is talking, the seller doesn't hear you. Hey, say this, say this. Next, say it like this, so that way you don't find out after the fact that you just lost a 15, 20, $30,000 deal. So just leveraging that one feature of a phone system. We are on the whisper feature almost all day, every day in our office with our team. If you guys ever come out to a two-day workshop, we do what we call a shadow day. So the day before it starts all of our students come in and shadow the team, every person on the team, and they watch Sage whisper in and coach a closer live, making offers and everything. Now one thing that has changed in our company is we did a bunch of call audits and found out that we were saving deals back to life which is the importance of call audits that maybe had been ruined in the offer right. So now we whisper in every single offer call in the entire company so that way the sales manager can ensure that any opportunity that we felt was worth making an offer that they are coached live to the winning line okay. So that is worth a lot of money to you guys with teams is leveraging the whisper feature. 

01:08:06
The other key feature is the recording feature. I'm not going to go over all of them today, but guys being lebron, james, michael, jordan, right after every single how many athletes do I have in here? Let me know in the chat. Just say, yes, you played any type of sport at any point in your life, I don't care if it was four years old, high school, college, whatever. How many of you guys play the sport? Um awesome. So I gotta ask some athletes in here it doesn't matter what you played, right? What did they do after games? They watch film. The best of the best of the best watch film. And if in the lebron james, they're probably watching film 10 times longer than anyone else and they probably have a whole team of coaches watching film and they're drawing up x's and o's and they're handing them playbooks. So if we want the LeBron James, the Michael Jordan, then we got to be the Phil Jackson, right? They deserve the Phil Jackson of a coach and the Phil Jackson's watch film. 

01:09:00
So you should be listening to five to seven recorded calls every week of everyone on your team, and if you are not doing that and somebody is not performing at minimum five contracts a month, if somebody is a closer and they are not getting five contracts a month, there is a gap in the process. There's something wrong in the company. Our closers average seven plus contracts a month bare ass minimum, but five guys. That should be like four to five is bare minimum. Now, if you want them to perform at a high level, we have to coach them at a high level. 

01:09:35
So sales is a sport. It is natural to follow up the process. So every week, we need to be reining them into the process, filling out reports, handing them and saying here's my expectation by the next set of calls. Right, they cannot get better without that. So you need to have a check the box sales call audit framework in order to make that happen. Now, if you're a one man show, you guys will want to do that on your own calls. Okay, so you'll wanna do that on your own calls and or have a coach do them for you. So the whisper feature, guys. I just wanted to recap that it is a game changer. It is a tool that allows you to be the leader that your team deserves. Josh, do you want to jump off the track? 

01:10:20 - Josh High (Guest)
Yeah, absolutely so. One thing that's important to know. 

01:10:23 - Tiffany High (Guest)
So does that make sense, guys? I want to make sure that that all makes sense for those of you guys with teams. 

01:10:31 - Josh High (Guest)
Cool. So one thing that's really important to know is that leads don't matter if you can't convert them. See, people ask us all the time and everybody wants to know what's the magic marketing formula, like what's the magic pill or magic list or what channel should I go and run, and everybody wants the easy button as it relates to that, and the reality is is it doesn't matter which marketing channel you choose. They all will generate leads, but what's most important is our ability to convert those leads. Okay, so what? What's the purpose around the acquisitions component? As we go and launch more marketing and continue to spend more and more, and as we generate more opportunities, you're gonna want to learn a proven sales process. Okay, this way, you can develop the skills to close every single one of those closeable opportunities. Every marketing channel will work, but our ability to convert those leads are what's most important. So the things that you're going to need okay. First, I'm going to start with this second line item is a qualification process. 

01:11:37
There's far too many times people are wasting time on sellers who just aren't the right fit, and if this takes me back to the gold rush of 1849, it's the reason why the 49ers football team exists For any of my NFL fans Cowboys fans are probably like oh, it was 49ers right now. But the reality is is that in 1849, all of these people rushed from Eastern United States out West because they heard of this gold in the land and the rivers and the riverbeds and all this stuff. So what they do? They went and grabbed shovels, pans, sifting pans, and they would take and they go to the river, shovel the sand and put it into the sifter and they'd sift through all the mud, all the sand and the dirt and the water to try to find the gold nuggets. Now here we are, 200 years later and even with all the technology that we have here today, there still hasn't been a single person who's figured out how to take water from the river or sand from the river and turn it into gold. But far too often I see acquisition reps or salespeople trying to fit a square peg in a round hole, to trying to force an unqualified seller into submission in order to do the deal, and it's just not how it works. We have to spend our time with the qualified opportunities, because he who can sift through all the sand, the mud, the water to find the gold nuggets the fastest is the one who will win. 

01:12:53
Now, in order to do that, we have to understand the ideal customer profiles. What are the situations that we add the most value to? When I understand the situation we add the most value to and how that ties into a qualification process, this is what sets us up for success. Also, while coupling, in understanding the psychology of the seller. What is it that the seller's thinking? Why are they thinking it? And then, when we are able to know those things, we can build a sales process now around this and then work to help objection block. That way, we don't have to worry about objection handling and this helps increase the chances of us closing the deal. 

01:13:30
Now, when we create the sales process, when it's all backed by the scripts that have the sales psychology, have the qualification process and the ideal customer profiles all baked in. This is what allows one us as the individual, for a one man show or a partnership, go do more deals. But it also helps us bring other people onto the team and teach them how to be you know, hopefully as good as us, but if not even better than us, at locking up deals with sellers, okay. And then we also have to have a clearly defined, step-by-step underwriting process to make sure we're making accurate offers. We can bring the best talent in the room, but if we're making bad offers, we will never close a deal. Okay, so we have to have that all locked in Now. This is what our sales scripts look like. We have a follow-up specialist script for our lead managers what we call a follow-up specialist and then our acquisition reps go through what we call our process, our offer, and then our purchase agreement and, if needed, we renegotiate. Our team actually currently has an over 80% success rate whenever they go to renegotiate a seller. Because all of these scripts are backed by psychology. It helps increase our success rates and our close rates. 

01:14:34
So how many of you let me know in the chat how many of you feel like you're currently deal chasing all the time or that you're actually building the business? Let me know how many of you feel like you're chasing down the next deal versus building the business? Let me know in the chat if you feel like you're deal chasing or if you feel like you are now actually in the position where you can focus on building the business. Michael's saying chasing, curtis is saying chasing. 

01:15:04
A lot of people are deal chasing, and guys, we were there too. We were deal chasing a lot until we were able to crack the code and figure out how to build the consistent, the predictable business and Tiff. I thought you might've asked this, but how many of you are currently looking to hire acquisitions? Whether it's you have acquisitions people or you're looking to hire someone soon, let me know, say me in the chat, if you're currently looking or going to be hiring soon, um, an acquisition specialist. How many of you are looking to hire acquisitions? Okay, we've got a few of you. Okay, someone. Uh, nazilia has someone already. 

01:15:40 - Tiffany High (Guest)
Okay, perfect guys, if you guys do have an act, how many? First of all, let's keep that going. How many of you guys are? Looking to hire an acquisitions right now or in the next couple months. I should hear yes from all the one-man shows on here, because I want you guys to be able to go on vacation without revenue staffing right, all right josh. 

01:16:02 - Josh High (Guest)
Yeah, tiff. Tiff, hit the nail on the head. You build a self-managed company through the right people and in order to remove yourself and go on those vacations like Tiff mentioned, you have to have a time-tested sales process in place first. Okay, so why is this so important? Well, because processes are teachable right Through proven scripts. This creates the scalability because I can bring a hundred people into a training and we can teach them all the same scripts, all the same process, through the streamlined process. 

01:16:31
This creates repeatable results because every call follows the same framework. This also provides accountability, because now I can go pull those calls and say, hey, did we hit step one, did we hit step two or did we hit step three? It creates the predictability in the business through having the trackable metrics and scorecards and we can drive the results through accountability and saying we know it takes for our organization anywhere from two to three offers to land a deal on average for our team. So now this creates the predictability in our business and produces more consistency in deal flow as well as revenue. So, tiff, do you want to go over some of these sales team myths? I know this is one of your favorite topics to talk about. 

01:17:14 - Tiffany High (Guest)
You're going to have to share your screen because I don't have it up. 

01:17:17 - Josh High (Guest)
Yep, we got you. 

01:17:19 - Tiffany High (Guest)
All right. 

01:17:20
So, guys, the biggest myth right is everyone thinks to do a ton of deal flow, you need a big team. Guys, I have a very small team and when you come out to one of our two-day workshops in the future and you come to Shadow Day, you're going to be like, wow, she does this much deal flow, hundreds of deals a year with this small, lean team, right, a lot of people think, oh, we should give someone 60, 90 plus days to perform. Absolutely not. With the right onboarding, guys, we have a week of videos, quizzes, assessments and flashcards and then a week of phone training After two weeks of onboarding, the first 30 days. Typically, you should see a closer do five to seven plus contracts in the first 30 days. If they didn't, there is a gap. It was either the onboarding, the leadership, something that they have to have, a sales background, or experience. 

01:18:08
Zero of my closers came with sales backgrounds. One was a labor for a contractor, one worked at an eyeglass shop, one was behind a computer. Guys all those guys that are sitting out on my floor right now who lock up multiple six figures a month Um, they literally came with no sales background that you have to work 60 hours a week. These guys, um, in my sales team they work 40 hours a week max. Typically. That sales isn't trainable. I've heard that before. Where people are like, people either naturally have it or they don't, that's bull crap, guys. Lowercom, which is a massive national mortgage company, is headquartered in Columbus. When you go to their sales floor there's like 300 sales reps on phones on one floor, all crushing it across the country in one spot, and it's because they have a teachable, repeatable, scalable, check the box sales process. So, as long as you have that in your company, you can scale without no cap on growth. 

01:19:03
Guys and guys, some people think, oh, if you follow a script, that you can't close deals. The biggest, baddest companies in the world who have scaled beyond means that we can imagine it's because they follow a system, and the system also means a sales system, a sales process. Okay, so those are some of the myths that I think people believe in when they say that they have to do build a sales team. So, guys, this is what our sales team looks like. 

01:19:30
We have Sage, who's a sales manager, one dismal manager with a VA, three closers and three follow-up specialists, and we're doing well over 280 contracts this year minimum, so not a very big team, guys. We do a lot with a lean team with the right systems, processes, onboarding, training, management et cetera. And the cool thing, guys, is the majority, 80% of that team you see sitting in front of you has been with us for a minimum of two or three years in general in the company, and the only way we can sustain people like that is through culture, culture, core values, standards et cetera, which we'll get into at another time. 

01:20:14 - Josh High (Guest)
Yeah, and a big component to that is the management framework that we use to hold our team accountable. Okay, so we're going to go through some of this here today, but this is what we leverage from a management perspective for our sales team. First and foremost, it starts with onboarding. How can we ever expect someone to step foot into our organization and be successful if we don't teach them what to do and exactly how to do it? We have a two-week detailed onboarding plan to teach them exactly what to do and how to do it, to put them in a position to be successful. Then it doesn't stop there. We have consistent daily huddles where we are driving accountability through our daily, weekly, monthly and quarterly KPIs. This is where we also do daily sales training. This is no different. I like to look at sales no different than the most elite athletes the Michael Jordans, the Kobe Bryans Did they skip out on their fundamentals every day, like dribbling drills and free throws and stuff like that, or did they double down? Well, chances are they probably doubled down, and that's why they were some of the greats. So why do we expect different results for our sales teams if we have them skipping out on daily training, skipping out on the fundamentals and honing in on their skills to go and have a better conversion rate. We also have weekly performance reviews, where one-on-ones where we do call audits, we have weekly team meetings, and all of this is to create the structured environment that we all naturally need as human beings in order to Succeed. We, as human beings, we naturally thrive in structured environments, and the number one easy way that we can implement that in our business Is through the structured meeting rhythms in our business, and this is what that looks like for our sales team. Okay, and what's most important is we we have clear line of sight To the metrics to hold our team account. So what does this look like? This is this is an example of a calculator that we actually created, and this is where it can help you clearly identify, based on whatever your quarterly goal is. It starts with the quarterly goal, then it takes into consideration what your success rate is and then it spits out, based on specific conversions, like your offers per contract, your leads per contract and your average profit per deal exactly what you have to do on a monthly basis from a leads generated for marketing. So now there's a crystal clear I am accountable If I own marketing in the business. I have to go now generate 143 leads to then have the sales team go and make 24 offers that month to hopefully land eight contracts, okay, and then that breaks down on a weekly basis. Now I have clear line of sight. If I'm in charge of marketing, I have to go generate 36 leads to make six offers to then land two contracts, okay. So now there's clarity on what the micro size steps are that we have to go and take in order to stay on track for the week, for the month, for the quarter, to hit our, our quarter and our yearly targets. 

01:23:00
Now we also do this. This is what that looks like. So this is that quarterly planner, that calculator. This is all broken out the same way, but now it's more in a team view versus an organizational view. But we have a team database where our team goes and they plug in their KPIs manually here, okay, so you can see their quality conversations, offers, deals, projected profit, along with the database, all with our deals. This is our deal database. Those two databases funnel into what we call our weekly dashboard. 

01:23:30
Now I say in sales all the time there's great weeks, there's not so great weeks and there's average weeks. So I can't just look at one week and review and say we either won or we lost. I've got to look at a bigger picture here. So we look at everything on a rolling four weeks. I have all the same conversions the quality conversations, the dials, the offers, the deals and all of the conversions that we need to go and identify any red flags. So that way we can go, coach our team, we can close those gaps and we can make sure we're getting back to performance in a matter of days versus a matter of weeks or worse, even months, which leads to high turnover and, let's be honest, a lot of stress and a lot of anxiety in the business. 

01:24:08
Now, this is all for the organization. But how do we look at this from a personal perspective, right? Each individual on the team? This is the exact same concept of how many offers, how many processes and how many deals do I need to lock up every week, every single month, if I want to just keep my role? This is minimum expectations in the organization. But what if someone wants to go above and beyond? Let's say they want to make six figures, because someone hitting minimum expectations in our organization makes $78,000 a year. So if they want to go from $78,000 to $100,000, what's the difference on the number of process calls they have to have, on the number of offers they need to make and the number of deals they need to lock up? This clearly defines exactly what that looks like for them. 

01:24:50
Okay, so you know one thing that you will see about us in our businesses we create everything based on systems, based on processes, and we built our business that way because it's more duplicatable, it's repeatable, it's scalable and, most important, it gives us more confidence in our outcomes. Now, tiff mentioned this earlier today. If you remember the three-legged stool, the three-step process to getting people where they want to go, with more consistency and more predictability, we help build the systems and the processes to help scale quickly and confidently by simply copying and pasting our systems and our processes into other people's businesses. This reduces the risks and shortens people's learning curves. So let's take a look at what this looks like and how we help people do this in their business. So Tiff mentioned you know you guys are all on this free training right here, right now, right, and here in a moment we're going to talk about the four-week virtual training, which, again, is the foundation. 

01:25:49
You can't go build a skyscraper on a weak, poor foundation. You can't even build a house or a shed on a poor foundation, because it's all going to come crashing down to the ground. So we have to make sure that we have the right systems, the right processes, and it doesn't matter how big or small you want to grow your business. It takes the same systems, the same processes to build our business, as big or as small as we want to go. And then from there, after we dial in all of the marketing, the systems to help hold the team accountable, our sales frameworks with our scripting and our dispo processes to find the right cash buyers and make sure that we're holding our team accountable to the right KPIs in the dispo department Then at the two-day workshop this is where we help you then go find, from a recruiting perspective, from an interview process, what exactly does that interview process look like? 

01:26:38
How do we know we're truly vetting the right people and bringing them on our team, bringing the right people onto the team? And then I actually onboard you at the two-day workshop as if you were joining our acquisitions team. That way you're either well-equipped to go lock up more deals yourself or you can go back and train your team, exactly how we would train someone joining our team and in a small group. We're not going to talk about that here today. This is where we do it with you, and not everyone gets into small group. It is an interview process there. But what we're going to talk about here most importantly is what all is included in the REI Business Accelerator the tools and everything. So, tiff, do you want to go through and talk through the deliverables here? Sure, you're on mute, by the way, I don't know if you know that oh, sorry, guys. 

01:27:24 - Tiffany High (Guest)
So, guys, there's four weeks in our four-week virtual and this is live. This is not some recorded course they are recorded, um, but this is four weeks live with me and josh every wednesday at 2 pm eastern, the first four wednesdays of the month, and we cover all of our marketing channels from inbound, outbound, free marketing channels in detail, along with cash conversion cycles. How do we reverse engineer, just like you saw with the direct mail today, we do that in our week one. So we're going to uncover all of our inbound strategies direct mail, pay-per-lead TV, facebook, et cetera. We're going to show you the exact data we pull. So what do we hit mail with, how often do we hit it? To show you the exact data we pull. So what do we hit mail with, how often do we hit it, what are the mail pieces we're alternating, how do the rounds go, et cetera. So we'll go over the exact data that we pull, where we pull it, how it's performing, et cetera. We're going to show you how we leverage AI with direct mail and inbound marketing. Then we're going to go for free marketing channels. Now, we don't build a business on that. Like I said, it's unpredictable, but we definitely want to maximize them, to drive the cost for contract down. So we systemize direct to agent, direct to wholesaler, fire damage, nursing homes and attorney relationships. So we'll walk you through all of that. Then I'm going to show you that reverse engineering calculator so we know what to spend, where to spend it and what's our projected ROI, instead of just taking a budget, throwing it at a wall and hoping it sticks. Okay, we don't want to be doing that anymore. And then we'll talk about some of the KPIs that we track, that are critical in order to make your marketing work Right. And then we're going to talk about leveraging other people's money. Now there's tons of bonuses in each week. So in week one, we have the marketing calculator that you guys saw today, our goal setting calculator. You guys saw a snapshot of that today. Every one of our direct mail processes and SOPs are in there. How to get access to business funding to invest into your marketing people systems. All the credibility packets that you saw Josh have today are also in there in edible format so that you guys can use them in your own company. 

01:29:28
Now, in week two, guys, we're going to cover systems and we're primarily going to focus on a couple things. We're going to talk about how to leverage the phone system. I cannot stress this enough the person who leverages the best phone system is four plus times more productive than their competition, if they flow it right. So you can do way more deals with less people and I don't know about you guys, but I like doing more deals with less people because I used to have a lot of people and it was a headache. So how to leverage views and not task A lot of people have their sales team coming in, having tasks in the system and checking off tasks. 

01:30:01
Guys, people are salespeople for a reason they're not admins, they don't like tasks. So we're going to walk you through how we look at views instead of tasks and how much more productive that is. We're going to talk about lead management. We have this no lead left behind system so that even if one of your follow-up specialists or closers forget to follow up with the lead, it flows into an automatic dialer funnel that you have a senior follow-up specialist or someone following up with within 24 hours. So nothing is ever left behind. If you're anything like us, in the past, we used to have a lack of a follow-up system. I'm losing my voice, josh, so I can't speak much longer, just so you know. 

01:30:40 - Josh High (Guest)
I got you. 

01:30:41 - Tiffany High (Guest)
And I got to save it for speaking tomorrow too. Um, guys, our crm workflows, right, so we will walk you through how the leads flow based on status, etc. We'll talk about some more phone features. We're going to give you, guys, all of our new nurture email sequences, our phone workflows how do we name and tag our data, um systems training, how do we manage our data, etc. In week three, guys, um, I'm gonna go over all of the script processes that we use to lock up 20 plus deals a month over the phone. Our kpis. Josh, you're gonna have to take over. I can't keep speaking. 

01:31:17 - Josh High (Guest)
Sorry, guys nope, I'll just keep looking, if you want uh, I can I back over. 

01:31:23 - Tiffany High (Guest)
Yeah, sorry guys, I'm about to lose my voice officially. I'm sounding like a horse right now. 

01:31:29 - Josh High (Guest)
So we're going to discuss what KPIs we track to drive the results for our team and our business, how to separate the follow-up specialist role from the closer role to help amplify deals. We'll also talk about the proven acquisition scripting process that we have in place that has allowed our team to lock up 20 plus contracts each and every month fully virtual, for a lot of years at this point three plus years and then we have our renegotiation process, like I mentioned before, that has an over 80% success rate. And then also, we have a really cool text that helps bring ghosts If sellers are ghosting you. They're not cool text that helps bring ghosts. If sellers are ghosting you, they're not engaged. They'll bring ghosts back from the dead. Okay, so we're going to give you the follow-up scripts that we use, our closer scripts for our process, as well as our offers. We're going to talk through exactly how we handle the purchase agreement conversations, the exact renegotiation script that we have, the famous ghost text, and you'll also have recorded calls from our team on the phone with sellers so you can hear a version of good for all of these components. 

01:32:28
Now, week four, we cover dispositions. This is where we discuss exactly how we leverage our systems to hold our dispo accountable, and then also how we're able to go and cultivate vip buyers to maximize our profits. What that marketing uh strategy, the tactics that we use uh to create bidding wars for um, for a large majority of our deals, that will work into dispo uh. We talked through a kpi and a rule that we have that we call the 48 hour rule. That helps drive multiple offers and, most importantly, make sure that we're not leaving too much meat on the bone here and and then how to find iBuyers and hedge funds who are willing to pay premium prices. There's also specific language that you're going to want to make sure that you have in your assignment. That can also help squeeze out some additional funds on each and every deal as well. 

01:33:18
Oh, if you should flip or wholesale the deal, as well as the importance of how are the one of the key things that we learned around leveraging license inspectors to build, first and foremost, credibility to get deals sold, and it's actually increased the amount of deals that we sold sight unseen. I think you all understand, if you're wholesaling, the pain that it could be to get a large number of walk-throughs, to get a large number of buyers through a house in order to get it sold. Not only are we building credibility by having that license inspection report we'll walk you through the process of exactly how we do it but it also helps us get deals sold sight unseen as well. So you'll get the new buyer script. You'll get the passive and active marketing checklist that we use to market each and every one of our deals. We have a deal analyzer tool that also helps clearly define the pricing as well as the acquisition of any of all of our deals, and we have an example marketing for you of exactly what some of those emails look like texts and things of that nature and then our virtual inspection process as well. It's a 10-step inspection checklist. That way, you can have more confidence on giving the direction to someone. If you no longer want to go and spend the time walking each and every property and you want to hire someone to do that, this explains in detail exactly what you expect from them, okay, so, in addition, we also have each and every one of the marketing providers that we use, as well as the data providers, as well as whether it's TV, it doesn't. As well as you know. Whether it's TV, you know it doesn't matter. Recruiting, insurance, finance doesn't matter what, it is everything that we use in our business. We have every one of those resources on our as a part of the portal when you, when you join the training, that way you can go and test and vet and you know the people that we've already tested and the people that we've already vetted. That way you can have more confidence in who you choose to work with in your business. 

01:35:07
Okay, so here's a few things. If you're anything like us, this is one very hands-on, detailed training. We go deep into details, okay, so this is what some other business owners' success has looked like when they've gone through this training. So you have James here who talks about the business accelerator, and he talks about there's a bunch of different things, but most importantly, the systems and resources that we use that could have an immediate impact in their business. There's no guesswork, there's no trying to figure out if what we're doing is the right or the wrong way. It's simply copying and pasting exactly what we do in our business, and that's what James is alluding to here. 

01:35:45
Kevin is talking about how there's a ton of content so you can quickly set up the system correctly, and there's also recordings to go back. If you're not able to join the live training, then you can go back and you can also watch the recording of exactly everything Tiff and I cover during the trainings. But he's saying that he was able to to capture all of the content and and have everything set up uh, the correct way, in a quick amount of time. Um, and then you have kyle, who said that he learned more in the four weeks about marketing, sales systems and negotiating and business structure from from the training than he had learned in two years from all the other courses that he had joined. You know, that's something that tiff and I pride ourselves on. It's not fluff, it's all content and that's what this training is no different. 

01:36:26
And then you have Sean here is also saying that he had been in business for three and a half years and he had been trying to grow it and scale it, without much luck. And he's saying that if he would have just had some, if he would have had access to this training, then he would have been able to cut his learning curve by one or even two years, which is a massive statement from him. And then John Blackburn, who's saying that he would have paid 5x what he did in order to get access to this training, because the value was there, a massive amount of value. And guys, look, I think you all get it. There's a ton of people who have had a fantastic experience in this. 

01:37:03
And again, this is education, the tools and everything that we cover in four weeks. Why four weeks? Well, we do it over four weeks because of implementation. But the education and tools are only valuable if implemented right. So we structured this as a training to help you get results. It took us years to build, test and execute, thousands of thousands of dollars to make, and reducing your risk and shortening your learning curve is one of our goals. 

01:37:28
Okay, so this is everything that is included that Tiff and I walked through here, and there's a lot of people that would say that they are surprised that we don't charge upwards of this amount. You know $4,700. They're shocked that we don't charge that amount. In fact, if you don't get more value in this four-week training than what you would have gotten in a $25,000 mastermind or a minimum of one extra deal per month, then you can simply email support at resultsdrivenreicom and you can ask for your money back. There will be no questions asked. We'll gladly return your money because, guys, we offer this at an extremely affordable price of only $197,. 

01:38:12
Okay, and again, this is with 100% satisfaction guarantee. You know, tiff and I, we pride ourselves in having the most actionable and detail-oriented content when it comes to our trainings, and we're here to deliver on that. So, with that being said, this is you know, if you guys actually go into and, sean, if you can, can you drop a link for everyone here, if, if, if they want to check it out? This is what the next steps would look like. Okay, so if you click on that link, go ahead and click through that, actually, with me here while I'm going through the slides. This is what will pop up. Okay, this is an explanation on the page. And if you go and you say you know you click that button here on the virtual, you can join your virtual seat. Now It'll have you go through, fill out some information here and then it's a quick and easy way to sign up here. But ultimately, tiff, do you have anything else to add to that before we open it up to Q&A here for everyone up here? But ultimately, tiff, do you have anything? 

01:39:04 - Tiffany High (Guest)
else to add to that before we open it up to Q&A here for everyone. Nope, guys, again, this is the first four Wednesdays of the month at 2 pm Eastern live. They are recorded, so once you guys join you'll have access to everything. So you'll get immediate access to the portal. You'll have last month's recordings in there. We only keep one month recordings because we're changing our marketing all the time and so we live update on this every single month what's working, what's not, etc. Um, but you guys will have access to all of that immediately. 

01:39:33 - Josh High (Guest)
so yep, yep, I just was trying to make sure, uh, what was all included? And, um, uh, we've been doing this about five years now, so we've seen some systems and processes before and I was just curious to the degree like you're doing one course per week. I'm curious to the degree of how in depth you go right. 

01:39:57 - Tiffany High (Guest)
You're going to know every marketing channel I do, how I do it, when I do it, when I drop it, how much I spend on it. You're going to know how exact I actually log into my CRM and take you click by click of exactly what we're doing, what it's tracking and why it's important. In week two, we go over all of our free marketing channels. In week two and week three, we cover our exact sales script process over the phone. So we'll cover our sales process, the difference between the follow-up specialist, the closer role, responsibility, renegotiating all that. Week four, we're going to go through the entire disposition system and process that we do to drive up bidding wars. We're going to walk you through our license inspection process. We're going to walk you through how we send out project managers, so like how we set the stage for virtual flipping because we don't walk, we don't step foot in properties and flipping, so like our entire front end guys is covered in the four weeks. 

01:40:54
A lot of people are like are you actually giving all that for $200? The answer is yes. Why do we do that? Because we are known in the industry for recruiting, onboarding and building teams like. That is our bread and butter. We know how to onboard someone to be the killer closer that you could ever imagine in the industry. That's why josh and I haven't had to be on the phones in four plus years. Josh and I have not had to get on the phone and close a deal in multiple years because we know how to build a team. 

01:41:21
But but at the end of the day, guys, you can't go stabilize a team and get into a self-managed company without a solid foundation and what happens is people start hiring people. They wake up six months later, 12 months later, one year later, two years later, three years later and they're like why the F? Am I still in the grind? And it's because one of two of two things. One, we either didn't put a right foundation in the first place. We didn't put the right marketing in place, the right phone systems, the right tracking, the scorecards, that type of stuff to give them in the first place. 

01:41:56
Or two, we did put the foundation in place but we didn't recruit the right person, we didn't onboard them the right way, we don't train them daily, we don't have the right h, we didn't onboard them the right way, we don't train them daily, we don't have the right huddles, we don't do one-on-ones and we don't do sales call-it-its, we don't do management framework, we don't have team bonuses, the right pay incentives, so that's what it takes to sustain and build a team, and so we always want to start people at the foundation, and we know that. We're very confident that if you build a proper foundation, there's absolutely no reason that you should walk away from this training not getting at least a deal or more a month. If you're not, I'll pay you twice the amount of money you paid in this training. Okay, but the thing is is I want to get you guys to build a team right, cause building a team is where real freedom comes. We will never get our time back without people. But we got to put the foundation in place on the front end first. 

01:42:51 - Josh High (Guest)
There's three things I'd like to add to that. 

01:42:53 - Speaker 5 (Caller)
Go ahead, thank you. Thank you Tiffany and thank you Josh. Just quick question before you say that Josh SOPs included, right? 

01:42:59 - Tiffany High (Guest)
For the processes that we talk about. Yes, Like we probably have over a thousand SOPs in the company. 

01:43:05 - Speaker 5 (Caller)
We're not going to cover all thousand on the four weeks. 

01:43:08 - Tiffany High (Guest)
Okay, if there's something specific that you're looking for, like in a process wise. If you don't mind, just ping Dave right now and he'll let you know if there's like a specific process. 

01:43:20 - Speaker 5 (Caller)
Okay, thank you

01:43:21 - Josh High (Guest)
. Yeah, just three quick things I'd like to add to that. Brandon is Tiff. How long are the other calls? Typically Like two hours, sometimes even go to three hours, so like they're pretty extensive. And then there's also you'll be working with a success coach as well through the entire four weeks. So we have people on our team who are designated to help make sure you get the most out of the training. And then also, like tiff mentioned, I mean we have our money back guarantee, so like you're at no risk to jump into this and and try it out. If you don't like it, we'll give you your money back. 

01:43:51 - Speaker 5 (Caller)
So thank you, yeah, appreciate it, tiff and josh yeah, 

01:43:55 - Tiffany High (Guest)
are you flipping too, brandon?

01:43:56
are you just wholesaling, or what are you doing? 

01:43:58 - Speaker 5 (Caller)
you flip the time or two, but we mostly wholesale in the Houston market, Houston Texas. 

01:44:04 - Tiffany High (Guest)
Okay, oh nice Houston. Yeah, we have a lot of people in Houston out there, okay, awesome. Do you have a team, or is it just you? 

01:44:11 - Speaker 5 (Caller)
Oh, we got a full-person team. I have two people in one in Spain. My main operations manager is in Spain, I got a co-caller in Venezuela and I got acquisitions here in Houston with me. Okay, are you locking up deals in person or on the phone? Both, we are locking up some deals on a phone, but they're still in the city, right, and we do some in person. 

01:44:37 - Tiffany High (Guest)
Is there a reason why you're still doing both? 

01:44:40 - Speaker 5 (Caller)
Typically like if we're going to see the property because maybe they're older, we didn't get pictures. When we go get the pictures, we try to do it right then and there. Once we go there and get the pictures, look at the property, we try to get the contract signed, right then and there. Some other people just felt like some stuff was a scam, like oh, this is a scam. They needed to see us in person like, oh, this is a scam. 

01:45:07 - Tiffany High (Guest)
They needed to see us in person. Um, do you feel like if we could show you how to do that over the phone without having to walk the property, that it would add a lot of value to you without a seller thinking that it's a scam of? Course, of course um, I think, or I know, we can do that for you, brandon. So if we can do, you think you would save a ton of time from the field and be able to make more offers in a day. 

01:45:28 - Speaker 5 (Caller)
Yes, that's one of the biggest things we look for is more offers in a day. 

01:45:32 - Tiffany High (Guest)
Cool man, I mean, is more offers in a day worth a couple hundred bucks to you? 

01:45:37 - Brandon (Guest)
Yeah, yeah, I'm looking at the link now, so we're good to go. 

01:45:44 - Tiffany High (Guest)
Now, all I have to do is schedule my time around it, that's all, yeah, I get it well they are. I will say being on live is going to be beneficial. What I do recommend, Brandon, is um josh, do you think his acquisition guy should get on week three with you guys? 

01:45:55
absolutely, I'd set that up with the team yeah, I would have him on week three just so he can see how we thoroughly go through that process on the phone and then from there. Or you can even jump in and watch the recording from last week, if you want, right away, before he even sees it live. But I think what you'll see or I'm confident what you'll see is a process that's repeatable, teachable. You can now hold your team accountable to it, versus if they go out in person, like how do you even know what they're doing? You can't even hold them accountable to anything because you can't report. Oh, I see your hands up. Do you want to? 

01:46:35 - Speaker 5 (Caller)
Yeah, could you hear me? 

01:46:36 - Tiffany High (Guest)
Yep. 

01:46:37 - Speaker 5 (Caller)
All right. So I watched this and I kind of like it. I just had a question about the team that you have. Are they all paid? Is it a paid team with an incentive to make a sale you get a bonus or how does that work? 

01:46:56 - Tiffany High (Guest)
plus tiered commissions and team bonuses. So at our two-day workshop we literally cover how that entire structure and framework works, because a lot of people in the industry they'll throw someone commission only and that's not effective, it will not drive the right results you guys are looking for. So we'll walk you through that whole pay structure. But they're on a base small salary plus commission tiers, plus a quarterly bonus and a team bonus incentive. You through that whole pay structure but they're on a base small salary plus commission tiers, plus a quarterly bonus and a team bonus incentive right, so we're. 

01:47:28 - Speaker 5 (Caller)
We're mainly in investors and you know we purchased at auctions, uh, but we've recently wanted to get into the wholesaling. Um, you know, other than like one va we just hired and you know, going through the lists, va we just hired and you know, going through the lists. Do you think it would be a good start for us if we kind of are new to wholesaling? 

01:47:52 - Tiffany High (Guest)
what specifically are you asking would be a good start. This program, oh yeah, I mean we bring in a lot of um flippers, agents, wholesalers, but like we have tons of people that are either agents, investors, flippers, etc. That don't go direct to seller right now and we help them build out the entire front end of their company, we help build their team, etc. So absolutely the only thing that we don't um do is we don't teach someone like how to do a real estate deal. We don't teach them what's the difference between wholesaling and a flip like. We're not meant for newbies Um. So, as long as that's understood, we teach you how to build the foundation put in the systems, the frameworks, the onboardings, the trainings, all that. 

01:48:35 - Josh High (Guest)
And for you, mo, the marketing right, cause you're considering going direct to seller. 

01:48:39
That's everything that we dive deep into, so

01:48:42 - Speaker 5 (Caller)
yeah, yeah, we, we mainly do auctions, that's like pretty much what we do and we buy from wholesalers. But, um, we started to get it in our current county market, uh, and it just seems saturated every time. You know, uh, our va brings in a lead, it's like they. That lead has gotten like 100 calls already, you know. So, um, that's what we're. We just want to get into and kind of explore that, see if it works for us, um, and definitely kind of build a team. We do understand like we do need to have a foundation before we scale anywhere, um, but hopefully this kind of works out for us yeah, um, so do you say that you have a partner or something? 

01:49:26
Yeah, I got on with these guys, I helped them find some deals and then they want me to take charge of like this whole wholesaling thing and I'm like, all right, where do we get started? Then they just have me out there figuring it out. 

01:49:41 - Tiffany High (Guest)
Okay, yeah, we're definitely in the right spot for that, then, yes, but the first step is we've got to put your systems and marketing in place before anything else okay, perfect yeah, and I would assume like buying off wholesalers and auctions. Only my guess is like you might have some good ones, but is it inconsistent? 

01:50:01 - Speaker 5 (Caller)
I think. I mean we stay pretty busy, I think it's. We're probably doing like three to four flips um a quarter, which I guess is slow. From what they tell me they used to do probably about 10 a month. Uh, back back when covid was was at its climax, um, but yeah um, so do you guys have like? 

01:50:24 - Tiffany High (Guest)
are you a partner with them or how does? 

01:50:26 - Speaker 5 (Caller)
that work yeah, partner, partner. 

01:50:29 - Tiffany High (Guest)
Okay. So for those of you that work with a spouse or have a business partner, one thing that's really important and we cover this in really more detail in the two day workshop is you have to hold each other accountable to KPIs. And if you don't do that early, what's going to happen is you guys to hold each other accountable to KPIs, and if you don't do that early, what's gonna happen is you guys are gonna build resentment, avoid conflict. It's gonna create friction. So, for example I'm gonna dumb this down If someone's ahead of acquisitions and someone's ahead of dispo, then they should have like three or four key metrics that, at every week's leadership meeting, you're held accountable to. 

01:51:04
Because if you don't hold each other accountable to a very specific metric, then it just becomes a is she working hard enough? Are we stepping on each other's toes? Who's doing what? And so it's really important that we get extreme clarity around what metrics each partner is responsible for. So, mo, in the foundational piece we'll talk about the departments and the systems. At the two day, we're gonna really dive into, like, if you do have a partner, what should you guys be holding each other accountable to at that point? 

01:51:36 - Speaker 5 (Caller)
All right, thank you. 

01:51:37 - Tiffany High (Guest)
Yep, Nakia, did I say that right? 

01:51:42 - Nakia (Caller)
Yes, it's Nakia. 

01:51:44
How's it going? It's going well. You kind of already answered the question I was going to say. I won't say. I'm kind of still a newbie. I started last August. I've probably closed a handful of deals, maybe about five. I'm an agent as well and I have a VA, so I don't have tons of marketing funds. Do you still think this would be a good fit for me? I'm also a part of Brent Daniels mentorship as well. 

01:52:11 - Tiffany High (Guest)
What's your? 

01:52:12
goal?

01:52:13 - Nakia (Caller)
My goal is definitely to close more deals, obviously, and build a team. Why do you want to build a team? 

01:52:27
Because I know I can't scale on my own

01:52:33 - Tiffany High (Guest)
Do you have a specific revenue goal in mind? Yes, 50,000 a month for now. Okay, so right now it sounds like we want to solve the problem of closing 50,000. Do you want to know how to put the right marketing in place and how big your team needs to look like then, I assume, to get to 50,000? Yes, well, one? Yes, absolutely. 

01:52:53
The biggest thing that we have to do is get clear on what the end goal is, because while we're in the training live, we're going to reverse engineer your numbers live. So we have to gain clarity around. Is it 50,000, a hundred thousand, et cetera? We'll reverse engineer and say, okay, what marketing channels do we want to go after? How much do we want to spend? Where do we want to spend it? What ROI should we expect, et cetera. And if finances is holding you back, guys, have you guys ever heard of a company called Funding Grow? Funding Grow is probably the most trusted, biggest funding company in the country for our industry. Sean, do you mind dropping a Funding Grow link to these guys? I've heard of them before. 

01:53:35
Yeah, anyone that has like, hey, finances is in my way of getting to where I wanna go. They have like 13 to 15 different products, from 0% interest credit cards, business line of credit, small business loans, et cetera, and you guys can use that to leverage someone else's money to fund the front end of your company so you can use it to fund marketing, people systems, office overhead et cetera. 

01:54:04
So I would highly recommend and just for at least your knowledge, like meet with them and see what you do qualify for, so that way you can see if, like hey, is this an answer to helping me get the resources in place in order to get to where I'm trying to go, but absolutely like 50,000, we can come up with the marketing plan and what we need the team to look like on that front end product. 

01:54:27 - Nakia (Caller)
Okay, that's actually part of my goal too, because I had a meeting with Funding Girl and I had to pay off like 50% of the business accounts that I have now, so paying off some of my debt and obviously, you know, bring 50 000 a month to start with okay,

01:54:47 - Tiffany High (Guest)
 yep, I um, I think that that's a very reasonable goal.

01:54:51
So I think that we can reverse engineer that and if you even want to get ahead of, like, what are some of the things I got to go get in place, I'd recommend talking to dave um and we can even just start talking about like a little bit more deeper around what is it that you are doing, what have you done, what do we think we should go do next, etc okay, for sure, thank you um, yep, I look forward to seeing you guys. 

01:55:15
Hopefully I get to see you tomorrow. Um, hey, guys, I actually have to wrap up personally because I was supposed to be at my kids daycare to pick her up 15 minutes ago. 

01:55:26
Um, so, guys, uh,

01:55:28 - Shawn Anderson (Guest)
coach dave and I can wrap

01:55:29
up for sure. Um, if

01:55:32
you guys have any more questions for us, we can definitely. Coach dave runs the show for tiffany and josh. I would call him a subject matter expert. There's not anything about tiffany and josh's business that he doesn't know when they do it, why they do it, how they do, where they do it. So any questions about what they do, dave can definitely answer those. 

01:55:51
And now for those of you that did ask so what do we do for this four week masterclass? You're going to get access, complete access, for all of September and all of October. Now, if something does happen in that time frame and you have a family emergency or issue, we can extend that for you if you need to, but it's typically a two-month. You get full access to all live trainings, recordings, documents, resources, tools, all of that fun stuff. And yes, for those of you that ask and you see on the screen here, we definitely do stand by what we teach and how we teach it that we're going to give you that 100% guarantee, as we call it, or money back or no risk, whatever you want to call it. 

01:56:31
If you don't think you can do one more deal after attending all four weeks, then simply email us and we'll be happy to refund the money and the investment that you did make. So after you attend, you can make that decision. So we believe in what we do and how we do it. So love those questions for sure, dave. Was there any questions that I saw that I missed? That you saw Any questions that you saw that I did miss? We want to make sure that we get all of your questions answered before we let you guys go today. 

01:56:59 - Speaker 8 (Caller)
No, pretty much. I think they've definitely did a good job of answering most all of the questions. 

01:57:05 - Speaker 5 (Caller)
Good, good, and thank you for answering questions in the chat. So thank you so much for having us. 

01:57:12 - Zachery Asato (Host)
Yeah, no problem. Thank you Sean, Dave and Tiff and Josh for coming on. Hopefully our attendees found really great value out of today's session. Thanks for listening to today's session.