WEBVTT - Study Hall: Real Estate Wholesaling with Max Maxwell 0:00:00.040 --> 0:00:03.600 An illegal alien from Guatemala charged with raping a child 0:00:03.680 --> 0:00:07.480 in Massachusetts. An MS thirteen gang member from Al Salvador 0:00:07.720 --> 0:00:11.840 accused of murdering a Texas man of Venezuelan charged with 0:00:11.920 --> 0:00:15.840 filming and selling child pornography in Michigan. These are just 0:00:15.920 --> 0:00:19.680 some of the heinous migrant criminals caught because of President 0:00:19.720 --> 0:00:23.320 Donald J. Trump's leadership. I'm Christy nom the United States 0:00:23.320 --> 0:00:28.120 Secretary of Homeland Security. Under President Trump, attempted illegal border 0:00:28.160 --> 0:00:31.680 crossings are at the lowest levels ever recorded, and over 0:00:31.760 --> 0:00:34.960 one hundred thousand illegal aliens have been arrested. If you 0:00:35.040 --> 0:00:38.920 are here illegally, your next you will be fined nearly 0:00:39.000 --> 0:00:43.000 one thousand dollars a day, imprisoned, and deported. You will 0:00:43.040 --> 0:00:46.680 never return. But if you register using our CBP home 0:00:46.720 --> 0:00:50.120 app and leave now, you could be allowed to return legally. 0:00:50.479 --> 0:00:55.240 Do what's right. Leave now. Under President Trump, America's laws, 0:00:55.400 --> 0:00:57.840 border and families will be protected. 0:00:57.920 --> 0:01:03.200 Sponsored by the United States Department of Homeland Security. 0:01:06.720 --> 0:01:08.800 All right, guys, So a lot of people asks us 0:01:08.800 --> 0:01:10.520 how do they make a podcast? So I'm let you 0:01:10.680 --> 0:01:14.840 on a secret on the easiest, most productive way to 0:01:14.959 --> 0:01:17.360 start a podcast and get it up and running. And 0:01:17.400 --> 0:01:20.880 that is the app called Anchor is free. 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So if you're interested in starting a podcast, 0:01:43.480 --> 0:01:47.480 go download the free Anchor app or go to anchor 0:01:47.640 --> 0:01:49.520 dot fm to get started. 0:01:49.600 --> 0:01:50.160 Let's do it. 0:01:55.640 --> 0:02:00.559 My graduates from my school being forts bad, drop bags, 0:02:00.640 --> 0:02:04.920 drop Mike, drop bag, drop. 0:02:13.800 --> 0:02:17.360 Wholesaling, one on one, right, So it's a couple of 0:02:17.360 --> 0:02:21.000 things that I had looked at and preparing for this interview. 0:02:21.680 --> 0:02:25.600 So when identifying your market, right, So I so you 0:02:25.639 --> 0:02:27.760 even talked about it as far as like your zip 0:02:27.800 --> 0:02:32.360 code that grandulin all right, So I guess for somebody 0:02:32.400 --> 0:02:34.760 that wants to get involved in wholesaling and they're just 0:02:34.800 --> 0:02:36.800 getting started, like how you just got started, you have 0:02:36.840 --> 0:02:39.000 to formulate a game plan before you do anything in life, right, 0:02:39.360 --> 0:02:42.160 So I guess the first game plan is understanding your neighborhood. 0:02:42.200 --> 0:02:42.680 Is that correct? 0:02:42.840 --> 0:02:43.080 Yeah? 0:02:43.080 --> 0:02:46.320 So understanding like your area, your city, and like every 0:02:46.320 --> 0:02:50.720 city has what they call gentrification, right, Like what happens 0:02:50.800 --> 0:02:54.480 is you're you have neighborhoods that are going to transition 0:02:54.800 --> 0:02:59.000 into mid class likeness. That's what gentification is. So that's 0:02:59.040 --> 0:03:02.760 going to happen all the time. Whether you're a part 0:03:02.760 --> 0:03:05.280 of it or not is up to you. So essentially 0:03:05.360 --> 0:03:07.640 what happens is you need to know what part of 0:03:07.680 --> 0:03:08.600 your city. 0:03:08.400 --> 0:03:10.480 Is up and coming. That's all it means. 0:03:11.280 --> 0:03:13.560 And once you find out that part, whether you can 0:03:13.560 --> 0:03:15.799 do visually are driving around because you know your city 0:03:15.800 --> 0:03:17.680 you've been there since you were a kid, or you 0:03:17.720 --> 0:03:20.960 can use technology which we use list source and do 0:03:21.040 --> 0:03:22.480 a free method of finding this. 0:03:24.240 --> 0:03:26.200 You then find what zip codes are hot. And how 0:03:26.200 --> 0:03:27.520 they do it is they say, all right, how. 0:03:27.520 --> 0:03:31.400 Many cash transactions has happened in this county, and then 0:03:31.440 --> 0:03:33.640 we break it down by zip code and then the 0:03:33.680 --> 0:03:36.760 ones that have the most cash transactions that mean somebody's 0:03:36.760 --> 0:03:37.840 buying these properties. 0:03:37.520 --> 0:03:40.000 Follow the money cash transactions, like somebody's buying a home 0:03:40.000 --> 0:03:43.119 and cash cash. Yeah, And so by doing that, you 0:03:43.240 --> 0:03:45.880 know if more people are buying homes in cash, more 0:03:45.880 --> 0:03:48.160 affluent people are moving into the neighborhood. 0:03:47.840 --> 0:03:50.200 Yeah, because what happens is when somebody buys a house 0:03:50.240 --> 0:03:52.480 in cash more than like there's no financing involved, that 0:03:52.520 --> 0:03:53.360 means it needs a flip. 0:03:53.920 --> 0:03:56.440 Right, So, because you can't really buy flip property. 0:03:56.120 --> 0:03:58.960 With bank financing where they won't they won't, they won't, 0:03:59.000 --> 0:04:02.240 and they won't loan you money on something that needs work. 0:04:02.800 --> 0:04:04.760 The bank is never going to take an upside down 0:04:04.800 --> 0:04:07.400 position on anything. So what's what's the app called lip 0:04:07.520 --> 0:04:10.200 sort list list source list source, Yeah, and I have 0:04:10.240 --> 0:04:12.720 a video like it goes more in detail but list 0:04:12.800 --> 0:04:14.880 sources of things that gives you list of anything kind 0:04:14.880 --> 0:04:17.880 of you want about people, right, but you can find 0:04:17.880 --> 0:04:20.680 out the hot properties or the hot zip codes on 0:04:20.839 --> 0:04:22.680 this way we find out how to do once you've 0:04:22.680 --> 0:04:23.360 mastered your area. 0:04:23.400 --> 0:04:25.159 One of the big things that you talk about is 0:04:25.240 --> 0:04:28.240 driving for dollars? Can you talk about that technique and 0:04:28.400 --> 0:04:29.520 the interests of that. 0:04:29.520 --> 0:04:31.600 That's how I got my first deal was driving for dollars. 0:04:31.640 --> 0:04:36.640 And that just basically means you're driving around looking for 0:04:37.040 --> 0:04:41.839 distressed property physically distressed, right, and these are Yeah, it 0:04:41.880 --> 0:04:43.280 could be like your gutters. 0:04:42.920 --> 0:04:43.719 Are hanging down. 0:04:43.800 --> 0:04:47.839 Nope, somebody hasn't cut the grass, The bushes are high, 0:04:48.240 --> 0:04:51.040 old junkie cars in the driveway that have it moved. Now, 0:04:51.080 --> 0:04:53.760 what happens is we see these every day, but your 0:04:53.839 --> 0:04:56.960 mind has already been trained to block these out. I know, 0:04:57.000 --> 0:05:00.880 if you untrained yourself and and and look, actually look, 0:05:01.040 --> 0:05:02.000 you'll see houses as. 0:05:02.040 --> 0:05:03.840 Yo, the house been there for ten years. Ain't nobody 0:05:03.880 --> 0:05:04.320 ever looked at it? 0:05:04.320 --> 0:05:06.520 Because I was really trained to see like, yo, that's 0:05:06.560 --> 0:05:07.840 the nicest house on the block. 0:05:07.640 --> 0:05:09.640 Correct, and you go past the ugliness. It's just the 0:05:09.640 --> 0:05:10.640 way we look. 0:05:10.839 --> 0:05:12.680 I mean even as a kid, I remember being on 0:05:12.680 --> 0:05:15.880 a school bus and you can always tell like the 0:05:15.960 --> 0:05:17.880 house is the worst house on the neighborhood. They never 0:05:17.920 --> 0:05:21.279 cut the grass, they never the paint's always chip. But 0:05:21.480 --> 0:05:24.400 growing up, you just thinking that people don't care about 0:05:24.400 --> 0:05:27.800 their home, thinking that maybe nobody lives there. 0:05:28.040 --> 0:05:29.920 Correct, maybe it's a distressed property. 0:05:30.000 --> 0:05:30.360 Correct. 0:05:30.400 --> 0:05:32.800 So once you find that distressed property, you need to 0:05:32.800 --> 0:05:36.880 find the owner. And so my buddy Dave Lecho created 0:05:36.880 --> 0:05:40.280 a map called deal Machine, which allows you to drive around, 0:05:40.800 --> 0:05:43.760 take a picture of the property, and it pinpoints it 0:05:44.240 --> 0:05:46.839 and it actually will send a postcard to the owner 0:05:47.680 --> 0:05:49.440 asking if they want to sell it on your behalf, 0:05:49.720 --> 0:05:52.400 on your behalf for you called deal machine Yeah, with 0:05:53.080 --> 0:05:56.839 your number on it. Wow, so you can customize this postcard. 0:05:57.160 --> 0:06:00.600 So but that that's like fairly new to achnology. When 0:06:00.600 --> 0:06:02.360 I started, they didn't have that. We had to go 0:06:02.440 --> 0:06:06.239 around taking screenshots of drop pin drops on like Apple 0:06:06.279 --> 0:06:08.560 maps or something like that, and then go back home 0:06:08.600 --> 0:06:09.640 and search who owns it. 0:06:10.120 --> 0:06:13.159 So we got we got the property and were driving 0:06:13.279 --> 0:06:15.480 dollars and then you had something called skip tracing. 0:06:15.640 --> 0:06:18.040 Yeah, so that's important. So skip tracing essentially where that 0:06:18.080 --> 0:06:19.720 word skip tracing came from. So I used to be 0:06:19.760 --> 0:06:26.280 a bounty bounty hunter, bail bondsman. Yeah, like house better 0:06:26.279 --> 0:06:31.320 than Doug TV show, This guy shuts it all. So 0:06:31.560 --> 0:06:35.840 skip tracing means that you're skipping a trade, you're tracing 0:06:35.839 --> 0:06:39.200 a skip. Essentially, what that means is somebody who does 0:06:39.279 --> 0:06:41.640 not go to court is considered a skip and you 0:06:41.680 --> 0:06:43.240 need to trace them down. So that's where the word 0:06:43.279 --> 0:06:45.600 comes from. But now we're not really dealing with that. 0:06:45.600 --> 0:06:47.719 We deal with people that that own houses that we 0:06:47.760 --> 0:06:50.600 can't find them. So essentially what happens is you find 0:06:50.600 --> 0:06:53.320 that house with the tall grass, you take a picture 0:06:53.360 --> 0:06:55.200 of it, you write down the address. You need to 0:06:55.240 --> 0:06:58.440 know who owns it? So you go on the county wreckords. 0:06:58.520 --> 0:07:02.880 Every single property in the America is owned by somebody 0:07:03.040 --> 0:07:07.120 or something, right, So in every county there's a tax 0:07:07.200 --> 0:07:10.920 assessor's website, right, so I can look up town who 0:07:11.000 --> 0:07:13.720 owns any house in America? So you go to that 0:07:13.800 --> 0:07:16.640 county's website. So here I think it'd be Westchester County 0:07:16.680 --> 0:07:19.640 tax assessors, right, and then you would put in the 0:07:19.680 --> 0:07:22.040 address of the property and it'll say, oh, this person 0:07:22.080 --> 0:07:24.360 owns that property. Now I need to get a hold 0:07:24.360 --> 0:07:27.160 of that person. So skip tracing is where you put 0:07:27.160 --> 0:07:30.040 that person's name and mailing address into the system and 0:07:30.080 --> 0:07:33.200 it's going to spit out the numbers that that are 0:07:33.360 --> 0:07:35.200 that this person has. 0:07:35.880 --> 0:07:37.680 Yeah, yeah, wow, what's it called? 0:07:37.680 --> 0:07:41.680 Skip skip trac dot com RII skip dot com r 0:07:41.800 --> 0:07:44.920 E I skipped that's yours. Yeah, So that was part 0:07:44.960 --> 0:07:49.280 of that was part of how I got big big 0:07:49.400 --> 0:07:52.600 because I knew because of my old background of skip 0:07:52.680 --> 0:07:55.680 tracing humans. It's the same thing I got skip trace humans, 0:07:55.680 --> 0:07:56.240 but now I have. 0:07:56.200 --> 0:07:57.960 Their name in or address. Did you get this from 0:07:58.040 --> 0:07:58.840 military training? 0:07:59.000 --> 0:08:01.120 Like No, it was just something that we developed as 0:08:01.160 --> 0:08:01.880 bounty hunters. 0:08:02.680 --> 0:08:04.760 So you flipped it because before you were looking for 0:08:04.840 --> 0:08:07.360 people that you actually had to arrest. Yeah, and flipped 0:08:07.360 --> 0:08:09.120 it into it now I'm looking for the person that 0:08:09.200 --> 0:08:09.760 owns this house. 0:08:10.160 --> 0:08:11.720 I need your number. I'm calling you up. 0:08:11.800 --> 0:08:13.880 That's it went off topic a little bit. When when 0:08:13.880 --> 0:08:14.680 were you a bounty hunter? 0:08:16.240 --> 0:08:19.120 Yeah, you got that. 0:08:20.560 --> 0:08:22.520 I got ten, I got ten. I used to have 0:08:22.560 --> 0:08:24.440 a car lot. I used to have all types of stuff. 0:08:24.440 --> 0:08:27.320 Man, I was a bounty hunter in between while building 0:08:27.320 --> 0:08:29.320 that app and getting in the in the real estate. 0:08:29.840 --> 0:08:30.119 Wow. 0:08:30.440 --> 0:08:34.760 Yeah, it actually traveled into like I'm still licensed. Yeah, 0:08:34.760 --> 0:08:40.920 I'm still licensed bound here because jobs. Yeah, jobs, because 0:08:42.559 --> 0:08:45.960 I had to have I'm still a licensed bounty hunter 0:08:46.120 --> 0:08:48.320 and I'm still licensed bonds because I got access to 0:08:48.400 --> 0:08:49.439 data most people don't get. 0:08:49.880 --> 0:08:51.760 I get the same data in the cops. And you've 0:08:51.800 --> 0:08:52.240 leveraged it. 0:08:52.360 --> 0:08:56.400 Yeah, I leveraged that small you know, license into me. 0:08:56.559 --> 0:08:58.480 Now you know. I like because like a lot of 0:08:58.480 --> 0:09:02.240 our guests have similar stories where they've had troubling times 0:09:02.240 --> 0:09:04.000 and he had to like figure things out. And then 0:09:04.040 --> 0:09:05.559 a lot of our guess have seen someone the stories 0:09:05.559 --> 0:09:08.520 where they they use things in their past to help them, 0:09:08.559 --> 0:09:10.760 Like you ever heard John Henry, Yeah, of course, so 0:09:10.840 --> 0:09:12.800 John Henry shout to John. He was telling you know 0:09:12.920 --> 0:09:16.600 his story. He was a dormant dormant and he came 0:09:16.679 --> 0:09:20.200 up and he started a million dollar cleaning business. But 0:09:20.320 --> 0:09:23.160 his marketing plan was to go to other dormant and 0:09:23.240 --> 0:09:25.120 get them to refer their residence. 0:09:25.160 --> 0:09:25.640 He paid them. 0:09:25.679 --> 0:09:27.520 But long story short, he was saying, like, he can't 0:09:27.520 --> 0:09:29.679 call himself a genius for that because that's what he knew. 0:09:30.120 --> 0:09:31.640 He knew the dormant in the street because he was 0:09:31.640 --> 0:09:34.280 a dormant, like you were a bounty hunter. But it's 0:09:34.320 --> 0:09:37.240 like you knew like I can get people's information from this. 0:09:37.679 --> 0:09:40.120 Now I'm in real estate. How can I co mingle 0:09:40.120 --> 0:09:41.360 this and actually make it all work? 0:09:41.559 --> 0:09:44.360 And that's why your failures are your biggest successes because 0:09:44.720 --> 0:09:46.880 that failure taught made me make millions. 0:09:47.840 --> 0:09:49.360 You know, you just put me on and put me 0:09:49.400 --> 0:09:50.360 in a different category. 0:09:50.600 --> 0:09:52.360 And that's important for people to understand too, because a 0:09:52.360 --> 0:09:55.960 lot of times everybody's doing something and even like your 0:09:56.000 --> 0:09:58.240 path to success might be totally different from what you're 0:09:58.280 --> 0:10:01.600 currently doing, but you could still use what you did 0:10:01.640 --> 0:10:05.199 in the past in some capacity to help your success 0:10:05.240 --> 0:10:05.760 in the future. 0:10:06.040 --> 0:10:06.760 Absolutely, yea. 0:10:06.920 --> 0:10:09.000 So now we go at that, we got the address, 0:10:09.360 --> 0:10:12.000 how do we get the property under contract? 0:10:12.040 --> 0:10:13.880 So you're gonna call a person and you're simply gonna 0:10:13.880 --> 0:10:15.319 have a conversation. A lot of people, there were a 0:10:15.320 --> 0:10:18.319 lot of people fall short. People hate talking to people 0:10:18.360 --> 0:10:18.960 that they don't know. 0:10:19.360 --> 0:10:20.160 Elevator script. 0:10:20.360 --> 0:10:22.800 Yeah you So we've developed a lot of scripts over 0:10:22.840 --> 0:10:25.319 the time. But it's real simple. Immediately, you need to 0:10:25.320 --> 0:10:27.920 identify who you are. Hey, my name is Max. I'm 0:10:27.920 --> 0:10:31.240 a local real estate investor. Right that puts their guards down. 0:10:31.320 --> 0:10:34.080 But if somebody calls you and says, hey, in a 0:10:34.080 --> 0:10:36.760 moment of your time, yeah done, I'm hanging out, you 0:10:36.760 --> 0:10:38.640 ain't even getting past that. Especially in New York. You're 0:10:38.640 --> 0:10:40.920 not getting past that at all. You mightn't get pick 0:10:41.000 --> 0:10:44.280 up banging on you. Yeah, so then somebody's intrigued. Okay, 0:10:44.400 --> 0:10:47.360 you're a real estate investor. I was going to pass 0:10:47.360 --> 0:10:49.280 the property down on one two three Main Street, and 0:10:49.320 --> 0:10:50.760 I think you may own it. I was wondering if 0:10:50.800 --> 0:10:52.080 you were interested in even selling it. 0:10:52.120 --> 0:10:53.640 All. That's simple. 0:10:53.679 --> 0:10:56.120 You're gonna get yes, no, or maybe or you're going 0:10:56.240 --> 0:10:58.520 a lot of f us in between there, right so, 0:10:59.400 --> 0:11:00.320 or you got the wrong number? 0:11:00.679 --> 0:11:01.240 Right? Do you? 0:11:01.360 --> 0:11:01.480 Well? 0:11:01.520 --> 0:11:03.520 Do you know who owns that property. Oh yeah, I 0:11:03.520 --> 0:11:06.120 owned that property. Okay, well great, are you thinking about 0:11:06.240 --> 0:11:08.600 selling it? Well, I got it from my mom and 0:11:08.640 --> 0:11:11.040 I actually live in the city now, and you know, 0:11:11.080 --> 0:11:13.880 I don't It's need some work and I really don't 0:11:13.920 --> 0:11:15.160 have you know, the time. 0:11:15.000 --> 0:11:16.680 And I don't want to keep paying the taxes. 0:11:17.640 --> 0:11:20.360 Okay, Well, I'm a real estate investor actually specialize in 0:11:20.400 --> 0:11:22.959 buying properties like this. Would you be interested in the 0:11:23.040 --> 0:11:26.680 cash offer? Actually I would be, And then that's when 0:11:26.679 --> 0:11:29.200 you start that negotiation. Well great, well what type of 0:11:29.240 --> 0:11:31.319 what number were you looking for? You know, what can 0:11:31.360 --> 0:11:32.839 I give you cash that would just make you walk 0:11:32.880 --> 0:11:36.680 away from it? Then that starts. That's called anchoring, giving 0:11:36.720 --> 0:11:39.240 somebody that making somebody give you a price to anchor 0:11:39.280 --> 0:11:39.840 themselves on. 0:11:40.000 --> 0:11:42.320 And that doesn't happen just in you know a lot 0:11:42.320 --> 0:11:44.480 of people think that can't happen in a fluent neighborhoods. 0:11:44.480 --> 0:11:46.800 But you said, all absolutely, that's what should be looking. 0:11:46.920 --> 0:11:50.080 Yeah, I mean for us in the South, like a 0:11:50.080 --> 0:11:53.199 two hundred and fifty thousand dollars house is a nice neighborhood, right, 0:11:53.280 --> 0:11:55.800 So I own a couple of those right off of 0:11:55.840 --> 0:11:59.559 people that you know, just it happens a lot people 0:11:59.600 --> 0:12:02.680 inherit things that they don't want. I mean not in 0:12:02.679 --> 0:12:05.240 our culture, but there's a lot where people like really 0:12:05.559 --> 0:12:06.240 will inherit. 0:12:06.280 --> 0:12:07.480 A quarter million dollar house. 0:12:07.400 --> 0:12:08.880 Was makers and be like, I live in Denver, I 0:12:08.880 --> 0:12:10.839 don't want to go back to mom's house. I remember 0:12:10.920 --> 0:12:12.679 having Christmas there in ninety three. I don't want to 0:12:12.880 --> 0:12:15.360 trying to I'm not trying to go back. So things 0:12:15.400 --> 0:12:18.480 like that, and then just there's so many different ways 0:12:18.520 --> 0:12:20.120 where people don't want a house. 0:12:20.880 --> 0:12:21.600 It's like a car. 0:12:21.880 --> 0:12:24.199 It's pretty common, Like you said, not in our communities, 0:12:24.760 --> 0:12:33.719 unfortunately never happens. It's pretty common in other communities, and 0:12:34.000 --> 0:12:35.160 you'll be surprised. 0:12:34.760 --> 0:12:36.959 But you know, actually it happens more than we actually 0:12:36.960 --> 0:12:39.040 think of our community. We just don't realize, you know, 0:12:39.160 --> 0:12:41.959 like because it's considered the hood, so you don't want 0:12:42.000 --> 0:12:45.560 grandma's house, and you just let it go for taxing Linquin, 0:12:46.080 --> 0:12:47.680 and then somebody like me comes and buys it for 0:12:47.720 --> 0:12:48.480 ten thousand dollars. 0:12:49.040 --> 0:12:50.000 Yeah. 0:12:50.040 --> 0:12:55.600 So as a wholesaleer, the person you're always offering cash offers, 0:12:55.600 --> 0:12:56.800 it's always have to be casual. 0:12:56.640 --> 0:12:58.200 Yeah, because no bank is going to find a bank. 0:12:58.480 --> 0:13:00.480 Yeah, so you got to go find somebody else that's 0:13:00.520 --> 0:13:04.160 in the business of flipping property. 0:13:04.200 --> 0:13:06.479 So we're telling private or hard money loans. 0:13:06.920 --> 0:13:10.560 Typically, yeah, they can have access to private or hard 0:13:10.559 --> 0:13:11.120 mini loans. 0:13:11.320 --> 0:13:12.760 Private is through relationships. 0:13:12.760 --> 0:13:16.520 Hard money is going to be through your resume essentially, right, 0:13:16.840 --> 0:13:19.000 you know you flip seven houses this year, of course, 0:13:19.040 --> 0:13:20.560 will loan your money because you know what you're doing. 0:13:20.679 --> 0:13:22.559 Private money is based off of yo. I know you 0:13:22.679 --> 0:13:24.120 got some money sitting in your IRA and you want 0:13:24.120 --> 0:13:27.640 to put it to work. But yeah, you want to 0:13:27.679 --> 0:13:30.760 find that person that makes his money through flipping. You know, 0:13:30.920 --> 0:13:32.840 one thing I understand is that people have money, they 0:13:32.880 --> 0:13:36.000 got to spend it, right, So it depends just where 0:13:36.000 --> 0:13:37.120 you at on that food chain. 0:13:37.760 --> 0:13:40.000 And people that have money always want to make more money. 0:13:40.400 --> 0:13:41.040 That's how they live. 0:13:41.520 --> 0:13:43.800 They eye quadron of day life. So we got now, 0:13:43.800 --> 0:13:46.400 we got the contract. Now we got to get to 0:13:46.440 --> 0:13:47.240 the closing. 0:13:47.320 --> 0:13:51.280 Before so I had a question. Sorry, So cold calling, 0:13:51.360 --> 0:13:55.280 this essentially is cold calling when you're people are because 0:13:57.160 --> 0:14:00.079 very few people understand cold calling. Yeah, I've done in 0:14:00.160 --> 0:14:02.920 coke calling before and I don't I don't like it, 0:14:05.280 --> 0:14:07.720 so but I can see how this can stop people 0:14:07.720 --> 0:14:10.319 from actually moving forward, right, this is a big thing. 0:14:10.600 --> 0:14:10.920 It's not. 0:14:11.080 --> 0:14:12.640 If you don't if you've ever done it before, you 0:14:12.640 --> 0:14:16.040 can't fully appreciate. It's like one of the most nerve 0:14:16.040 --> 0:14:18.319 wracking things you can do. Like literally, like you make 0:14:18.400 --> 0:14:20.800 up every excuse in the world not to Coco. Like 0:14:20.840 --> 0:14:23.760 you like walk around the neighborhood, you get lunch and 0:14:23.880 --> 0:14:27.720 you say it's too early, It's it's too late, call tomorrow. 0:14:27.760 --> 0:14:31.680 You make all kinds of excuses. So how do you 0:14:32.360 --> 0:14:34.600 because you have to either that or you're knocking on 0:14:34.640 --> 0:14:35.280 somebody's door. 0:14:35.480 --> 0:14:37.960 Every comm every deal ends on the phone. 0:14:38.560 --> 0:14:40.480 Every single deal you do, whether you like it or not, 0:14:40.560 --> 0:14:42.520 is gonna end up on the phone at some point 0:14:42.560 --> 0:14:42.880 in time. 0:14:43.520 --> 0:14:45.600 To like what do you tell people to like ease 0:14:45.640 --> 0:14:46.840 their nerves to co call. 0:14:47.080 --> 0:14:49.320 One thing we do is we give them scripts. Oh 0:14:49.400 --> 0:14:50.280 they have to make it up. 0:14:50.400 --> 0:14:52.160 Yeah, So I want to give you your scripts and 0:14:52.160 --> 0:14:54.960 then you're going to give you most common rebuttals so 0:14:55.000 --> 0:14:56.000 that you can have an ends. 0:14:56.160 --> 0:14:56.320 Right. 0:14:56.360 --> 0:14:58.160 So, like I like if you go to your if 0:14:58.160 --> 0:15:00.120 you're going to ask your mom and you always what 0:15:00.200 --> 0:15:02.160 she's gonna say, it's more easy for you to ask 0:15:02.200 --> 0:15:04.200 a question because you already got the answer because you 0:15:04.200 --> 0:15:06.840 know her response. So it's the same thing like when 0:15:06.840 --> 0:15:09.240 you go talk to these strangers, these people you don't know, 0:15:09.400 --> 0:15:11.840 you're gonna, You're gonna they got three answers, three or 0:15:11.840 --> 0:15:13.840 four different answers they're gonna give you, and you need 0:15:13.880 --> 0:15:15.400 to be able to rebundle those things. 0:15:15.400 --> 0:15:17.280 You know what got me over my fear of cocon 0:15:17.320 --> 0:15:19.920 in too personally, I still don't throw a lot of cocone, 0:15:19.920 --> 0:15:21.480 but just got me out of my because I had 0:15:21.520 --> 0:15:22.480 I was terrified by it. 0:15:22.920 --> 0:15:23.320 I had this. 0:15:23.480 --> 0:15:25.760 I had to sit down and say, am I going 0:15:25.840 --> 0:15:33.160 to die? If you're not gonna die, it's not that bad. 0:15:33.200 --> 0:15:34.600 Did you make money from go call liver? 0:15:35.120 --> 0:15:36.360 I have? Yeah, I have. 0:15:36.560 --> 0:15:38.600 And at the end of the day, the worst nobody 0:15:38.640 --> 0:15:40.480 they don't know you, and the worst they can say 0:15:40.560 --> 0:15:40.800 is no. 0:15:41.120 --> 0:15:43.360 Or cuts you out. Who cares? We're gonna go to 0:15:43.360 --> 0:15:45.920 the next question. Yes, it's just they don't know you. Yeah, 0:15:46.320 --> 0:15:48.320 just keep going, keep moving. You get cussed out on 0:15:48.320 --> 0:15:50.800 the subway, here, all the time, anywhere, so that normal. 0:15:50.840 --> 0:15:51.600 Don't take it personal. 0:15:52.320 --> 0:15:53.840 It's not gonna kill you. It's not that serious. That's 0:15:53.840 --> 0:15:56.320 how I look at it. So what is the maximum 0:15:56.360 --> 0:15:57.160 allowable offer? 0:15:57.520 --> 0:16:00.680 So the the the m o A is the maximum 0:16:00.720 --> 0:16:02.880 amount of money that you can offer on this property 0:16:02.920 --> 0:16:04.880 and still make a profit. So I'll break it down, 0:16:04.920 --> 0:16:07.520 so like, if a house is worth one hundred thousand 0:16:07.520 --> 0:16:11.160 dollars fixed up right, we did. We found that out 0:16:11.200 --> 0:16:14.120 by doing comparable properties. We've seen that the house down 0:16:14.160 --> 0:16:17.760 the streets sold for one hundred thousand, very similar square footage, 0:16:18.040 --> 0:16:20.960 bedrooms and baths. The house up there sold for ninety eight. 0:16:21.280 --> 0:16:23.040 So now we're in a one hundred thousand dollars range. 0:16:23.080 --> 0:16:25.440 So we know that the flipper is going to fix 0:16:25.480 --> 0:16:27.240 this and sell it for one hundred thousand. So it's 0:16:27.280 --> 0:16:28.640 to sell one hundred thousand dollars. 0:16:28.880 --> 0:16:29.440 Now in my. 0:16:29.560 --> 0:16:34.440 Market, it's lukewarm. 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