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Monday Motivation: It Ends Here with Guest Host Robert Orfino
Know Where You’re Going
My haters are my biggest fans.
I’m still talking about getting started and moving along. It’s action day. We did our little webinar and it was great.
You do a fantastic webinar. It was great. You got in the Jacuzzi and fired up a laptop there. It was excellent.
A lot of the questions were questions about questions, “How do I do this? I’m looking at this and I’m trying to figure this out,” and I’m like, “Stop.”
At one point I remember I had the laptop in my hand and I was going inside and you went off on, “Stop with the questions and all this figuring out that has to get done.”
“I need to figure this out.” No, you don’t. You need to call twenty agents and get them to make offers and know that eighteen of them are going to blow you off.
Possibly twenty or you might want to call 100. Getting rich is not easy. You’ve got to be a little persistent.Know what the end game looks like. Click To Tweet
The process is simple but the discipline is difficult. There were a lot of people on there who were trying to figure things out. They want to be wholesalers, flippers, buy and hold. We went over on the show and we’ve gone over on our webinars. Wholesaling is hard. It’s probably the hardest bit of this business.
We’ve got a friend that is a fantastic wholesaler and flipper with superior sales skill set. That’s what it takes to be that. You’ve got to be really good. Most people do not have the discipline or the skill set to be a good wholesaler. In a lot of cases, to get the best deal as a flipper, you have to have this insanely good sales skills. You have to convince someone to sell their house at $0.70 or less on the dollar.
That’s difficult. We’d rather you buy and hold or do something in that holding long, whether it’s a single-family rental, small apartments, Airbnb, it doesn’t matter. Get into something that’s going to start generating some cash on the consistent basis, whether that’s cash into your retirement fund or cash into your pocket, there is certainly a world out there in which a lot of people are making a lot of money with buy and hold properties. Don’t quit your W-2 job. There’s no Freedom Day around here. There’s no write your day on the wall.
Explain the freedom because you’ve got to remember you’re a PhD and real estate guru. Explain what that means when you hear that at a real estate event.
What I see is it’s a sales mechanism because a lot of people will take your picture in front of the date you write on the board. The whole thing is like, “Jason, you’re in real estate now. When is your freedom date? Your daytime job is so horrible. When are you going to be free of your daytime job?” You have the systems in place. Everything is in front of you. If you want to screw around and mess around for a year, then you could do it in two years. You could easily do this in a year. I’ve got plenty of examples of people that have gotten their financial freedom in less than one year, Jason. Get up there on the board and write it down. Write the date down.
May 1st, 2020, that’s my Freedom Day.
Now you’re committed publicly. What’s going to happen in a few months when your mastermind contract is running out? They’re going to bring it back and saying, “Jason, you want to be free by May 1st.” What are you going to do when you’ve got 90 days left? You better resign up.
There’s this freedom date. You put it on your Facebook and it’s going to pop up a year later as a memory.
The whole thing is to get you to an emotional peak, push you to renew and buy all that other stuff. It’s a horrible world we’re dancing in, that real estate education world. We’re trying to make it a lot easier, simple, hide no numbers and big blue suit at the back of the room pressuring you to buy. If you want to buy or you don’t want to buy, that’s fine. The guy comes through every once a year in sales at competing Airbnb class and you want it, that’s fine. That’s great. I had a guy at the Quest room come up to me and said, “I didn’t take your class but I took this other class because he’s got systems.” I’m like, “I have a system too but that’s great. How’s it going?” “I’m still trying to figure some things out. Maybe I can come by your office.” “No, you go call that dude.” “He lives in San Diego and doesn’t have office hours.” “No, thank you. Why don’t you pick up the phone and call your guru there and say, “What’s going on?”” “I still can’t do this. I still can’t leverage rental property into an Airbnb. I’m having a problem with that. Every landlord is telling me to go pound sand. Maybe I can come up to you and figure this out.”
He’s like a sub-rental arbitrage. That thing reeks of nonsense.
There’s a way to do it and we’re doing it. We had Giovanni, “Here are 31 properties, Rob, pick one.” It’s overload, I can’t do all 31. That would be an easy way for us to rental arbitrage. The way that they’re taught is to go out and find grandma who’s trying to rent her house and she lives in Florida. They tell grandma, “We’re going to go ahead and rent it and all these little sublines on the lease agreement, we’re going to strikeout. Don’t worry, grandma, we’re going to take good care of your property.” They do this rental arbitrage and it works for some people. It’s the same thing. You’ve got to go find 100 landlords to get the one deal.
Essentially, what you’re doing is subleasing it. Most landlords in their lease say, “No sublease.” They are going to shut that down before it even gets started. Most property management companies who are with it are not going to allow you to do it either. The likelihood that you can find these properties that you can do that with is a pretty small percentage.
You’ve probably paid a pretty penny for that first-day class and the three-day class. Maybe you’re now in a mastermind or taking his extended class, whatever it is and he’s long gone. He’s back to San Diego or back to Virginia wherever he’s from. Good luck to you. “Rob, I want to come up and pick your brain.” No, that’s what you paid that guy. I’m not doing that. I’ve allowed that to happen for a long time and it’s one of these things that I’m not going to do anymore. “I went to this big class. I spent $35,000. I still can’t get a property. Can I come up and talk to you?” No, I’ve got people who have paid me $1,000 an hour mastermind. I’m not going to take my time away from them. They paid me. They’re with us.
It’s like I’ve got a guy sitting here who’s got $5 million in cash. We’re trying to figure out how do we deploy that and we’re going to sit down with the guy whose guru is failing them. That’s where it comes down to. One of the biggest challenges I’ve always had is we ended up being the lost puppy department for broken real estate dreams. They get placed on our doorstep in the middle of the night. “I’m about to quit. This is awful. I don’t know what to do. I’m in a gazillion dollars in debt because I signed up for every guru in town.” I get this lost puppy sitting on my doorstep in a little cardboard box of broken real estate dreams. “What do I do now?” I’m like, “The first thing is to see if you can get your money back.”When you reach some level of success, you all end up in real estate. Click To Tweet
“You can call him up so you can get your money back. I don’t know what to tell you.”
Let’s see what we’ve got to work with after that. We’ve saved some people before but it’s tough and it takes a lot of work. You’ve signed up for all these real estate classes and it might be, “You’ve got to go back to work.” I ran into a guy at one of our events. He’s a good guy, super sharp guy. I said, “What did you do before you got into real estate full-time?” He said, “I’m an electrical engineer.” He’s a wholesaler. I said, “Go back to work and let’s get you some rental properties. You got that good $150,000 a year W-2 income, then let’s buy some rentals.” He’s like, “I don’t like electrical engineering.” I said, “Do you like being a terrible wholesaler?” The room got quiet. I was like, “I thought we were honest here.” He laughed and he goes, “I got it.” I said, “Go get your job.”
We get a lot of people on Facebook like, “That’s so true,” and then once in a while it’s like, “How much did you spend?” “I dropped $35,000.”
I ran into a guy and he spent $200,000. I’m like, “Your wife is very understanding.” They dug out of the hole. They’re making money. It all worked out in the end but you don’t have to spend that much money on education.
Even on our webinar, I specifically said to people like, “Don’t be watching a radio show. Don’t watch us on Facebook. Don’t listen to us. Don’t come to my class. Don’t join my mastermind. I don’t want your money. I want you to do something. Stop paying. I don’t want your money. Go call 100 agents. You’ve got to make 100 offers a month.” Someone said, “Can I do it for no money?” I said, “No, you can’t do that for no money.” The people that want to do it for no money somehow find $997 to sign up for the class. That predator out there knows that you’ve got at least $1,000. If you have no money, my advice to them is to join an MLM for $350. Go get all the sales skills. There’s plenty of training there. You’ll be in a group, you’ll never feel alone, and whatever you do, don’t bother your friends and family with it.
You can do it with no money but it takes a very high skill set to be able to do it.
People got on a webinar to hear about how they’re going to get, “Let’s go.” I smack them around like, “Go join an MLM if you got no money. Don’t come here.” It takes $23,000 to get started the minimum. You go do it.
How many stayed through the whole webinar?
They all stayed.
I’ll give you guys a little insight on how some of the Facebook stuff works. We’re influencers in real estate in Houston, Texas. I got this little thing going on Facebook. This guy tags me and tags 100 people. It says, “What was your experience at this retreat? Was it great last year? What do you look forward to most this year?”
Did you go to the retreat?
I didn’t. I said, “I’ve never attended.” The next reply is from the guy that runs the retreat, “I’ve invited you a million times.” I’m like, “We’re going to make this public.” I said, “Here’s the deal. The only time I go to events, unless it’s to go see Casey or it’s to hang out with Scott Carson, then I’ve got to be speaking at the event because otherwise, it’s not worth my time.” I posted that and everybody got all offended. I said, “I get what you’re doing. You’re tagging me in this post because you want my people to see your stuff. You’re playing a marketing game.” I wrote this all out. They deleted it.
This is a classic Jordan Peterson. They come for the drama and they stay for the content. I’m like, “Let’s ratchet the drama because I know they’re all going to come this way.” Everyone is going to start watching like, “Who is this Jason Bible? What is this?” They can find the radio show. They go, “Let’s do it.” Anyway, I don’t think I’m going to be speaking at that retreat. That’s unfortunate. I don’t know if I’ll sleep at night. I’m sure there’s something at this retreat that will help you grow your business. I’m like, “I think we made $2 million.” We’ve got enough business. We can’t handle any more business. “Maybe we can help you with that.” I’m like, “Let’s stop.” It’s like, “Never mind.”
That’s a big pitfall for the people that get that. A moniker of success, $250,000 to $300,000 a year, that’s good. If you’ve never made $300,000 a year and you’re making $300,000 a year, you think you’re Richard Branson but you’re not, that’s okay. You get into this whole addiction to this mastermind, this guru and this retreat, “I’ve got to go to Pitbull, Florida, Arizona, San Diego, New York, all these places.” You come home and find you’re not making $300,000 anymore, you’re down to $240,000.Everybody has different levels of what they consider as successful. Click To Tweet
I see it all the time. We’ve got a bunch of these successful real estate investors here in Houston. They all go to these different masterminds all over the place. I’m sitting there and I’m like, “What are you wasting your time for, sitting in some class-A hotel ballroom for three to four days every quarter?”
I don’t know what event you went to. Those are ever out of class. I went to one event that is a class-A. Craig Duswalt had one at The Westin at LAX. That was classic. He didn’t have it the year after.
I don’t get it. It’s like, “I’ve got to fly halfway across the country to talk about Houston real estate.” I’m like, “What are you guys doing?”
Let’s come back to getting started. If you’ve got $2,000, $2,500, then become an agent. Get your real estate license. Go back, get your real estate license. It means you’re not going to join my mastermind. You’re not going to pay any of this stuff that I’m saying, I don’t care. That’s not my goal. What we’re trying to do is create 200 millionaires. That’s our goal over the next few years, create people that have the million dollars and still go to work, still enjoy what they do. If you have no money and you’re beginning, join a real estate company. It’s about $2,500 to get everything started. Your hard fees, super keys, all that stuff. Go do it because what they have is a massive structure for learning and I would say Keller.
Do not do the independent, the champion is great like the low-cost brokerage. We’re big fans of Keller Williams. Join something like Keller where they’ve got this network. Their CRM systems are amazing, absolutely incredible.
It’s better than any CRM anyone has ever used in the wholesaling world.
I have never seen anything as good as what Keller Williams uses if you’re serious about building a real estate business.
If you’re going to start wholesaling and work with a piece of junk CRM or Google Sheets versus going to Keller and have this amazing system set up. It’s Keller and full disclosure, you should sign up under me so that I can get residuals. I’ll be happy doing that for you. If that’s what you’re out, go become an agent. It strikes me that the people that are willing to go out and do bandit signs, door knock and all of that stuff, why aren’t they agents? I pointed out to one of the people on the webinar, we closed a deal and we bought it for $120,000 something. We bought it from a wholesaler, an investor and we paid him $28,000 in wholesale fee, but it wasn’t him. There was another person in front of him who got $7,000. We paid $35,000 wholesale fee. We paid 29% on the deal. I can understand as an agent or broker, you’re looking at that saying, “I’m working for a point and a half, this is crazy.” I explained to him, that person who got that deal, that first-person brand new, they’re probably going to do $6,000 this year. They’ll make $42,000. You can easily get ten listings a month in our world. Those ten listings a month will produce $30,000 a month consistently.
I was chatting with some people and they said, “You paid how much?” I said, “It’s $35,000 whatever it was. Do you know who’s going to make the most money in this whole deal? That’s going to be me and Rob. I’ll pay you $100,000, I don’t care. It’s going to be a crazy deal. We’re going to be all in this thing for about $300,000 and it’s going to bring in $4,500 a month in gross cash.” It’s like you went $300,000, I’ll pay you whatever. I don’t care. The number works out in the end.
There’s massive equity in the house.
Taking some actions are not taking out your credit card at the back of the real estate club and signing up for another seminar. That’s not action. We’re talking about real action. I know some guys I used to work with that they thought they were working when they were in the meeting. There’s no work that gets done in the meeting. The fewer meetings, the better. There’s no work getting done here.
We talked about time blocking. If you’re brand new, one of the things you want to work on is carve out three days a week, three hours of revenue-generating activity. Whether it’s from 8:30 to 11:30 in the morning or 3:30 to 6:30, whenever it is, carve out those three hours. Shut your cell phone off, don’t look at Facebook, don’t look at any of that stuff and do the work. If you can give nine hours of real revenue-generating activity a week, your garden will grow. We were talking about joining Keller Williams or joining a real estate, we don’t care. Once you’re on our team, we want you to get residual but we don’t care. We want you to take action. Those organizations out there and why we love Keller is that we hired someone to do all the training. We realized that Keller had got all top-notch training programs. I think it’s like $60. The CRM, it’s amazing. We do flip or we might do ground up so that we can get listings and generate some organically in-house and people have listings. We went to open houses every day because open houses get you more listings. That agent who says, “I can’t get any listings,” you’re not taking enough open houses. You’re not door-knocking, you’re not farming your neighborhood.
I’m on that to a Lab Coat Agents group on Facebook, which is gigantic. One of the things I find is somebody will say, “What’s the split on this and that for an open house?” They’re using all this nomenclature I don’t understand. It’s all agent talk. I’m sitting there and in the back of my mind, I’m like, “You’re fighting over who gets what from what open house. Who are the people coming in? I want those people. I want the leads. I don’t care about the open house.”The only thing that you compete with is your goal sheet. That is the only thing you measure your success against. Click To Tweet
We know from statistics that less than 5% of all homes get sold at an open house. It’s pictures online. We know that’s a big thing or other agent referrals. You go to your open house because you generate leads for your next listing or your next buyer. People come through, “I’m buying but it’s too expensive.” “We have others, we can get you in that price range.” There’s an automatic marketing machine there that is no cost. It’s just time. You find $2,500 and you pay for the training and the state exam. You listen hard and super and all those other stuff. There are fees to get started at Keller and you’re going to need to pay a couple of bucks here and there but it’s about $2,500. It’s the best we can tell. You’re in an environment where they have the ice cream social on Thursday. They give out awards and their own claps then you’d get a piece of paper. If you’re in that environment, you’re not alone versus the lonely wholesaler.
This is what I like to call you may not be on the field, but at least you’re present during the game. You’re somewhere. You’re like, “I’m here. I’m in the stadium and at some point, I’m going to get put on the field.” It’s important to be in that environment. Plus you can always say, “Who needs somebody to man an open house? Who wants me to do an open house for you?” Your business starts moving from there.”
We’re the worst salespeople when it comes to our mastermind stuff because, on Monday night, a guy asked, “My daughter wants to get into real estate investing. What does your mastermind cost?” I’m like, “Why wouldn’t you get her a real estate license first?” I was like, “I just talked someone out from joining our mastermind,” but it’s probably better. If that’s what you want to do, you better get your license. I can’t wholesale. You have to disclose. You have to say for what’s in our contract, “We are going to buy this house to make a profit.”
Is that legal? Can you buy property to sell to the buyer?
If you’re going to fraud someone, that’s illegal. If I’m an agent and I’m buying the property because I want to buy it myself and I wanted to get it at the best number, then I disclose that, “It’s for my husband and me. We’re going to buy this house.”
You get this property. You’re sitting there and you’re making the listing appointment. The listing appointment goes one or two ways. We’re going to list the house or, “Would you rather me buy this from you?” That is how HomeVestors started. He’s sitting in the living room with this gal and he said, “This is what your house is worth. It needs a lot of work so I could list it for you.” She goes, “Can’t you just buy it?” He goes, “I could.” The first house they bought was in Garland, Texas, outside of DFW. He bought it and then he starts realizing, “There are people out there that want me to buy their house.” That’s why being the agent is such a great stepping stone to get into if you’re going to be a wholesaler and flipper.
You are credentialed. Not a lot of agents have their phone number on the telephone pole. You have little credentials, you go in and you have this massive organization with big ENO policies right above you so you can feel in there, go confident and do your best. You have all the contracts in front of you. You usually have a broker of record and they have all these training classes and you feel good about moving forward. If you’re looking to build a portfolio and you want to make a little extra money in real estate, become an agent.
If you want to be a real estate investor and you want to buy some buy and hold properties and some small multifamily and that sort of thing, maybe it’s of value to have a real estate license, Airbnb, but maybe not.
James has a question, “What do you feel is a productive time for marketing?” I’ll give you sales and marketing. Monday, Wednesday, Friday morning, 9:00 to 11:00, you should be putting your mailers out there, getting your ads going, all that other good stuff. If you’re looking to close deals, I know that statistically, Friday afternoon is the best time to make phone calls. If you’ve missed any of our shows, you can go check us out on iTunes.
We need to get our YouTube viewers up. We’re going to start doing some special YouTube Live only. Be aware of that. We’ll let you know on Facebook or on the email that we’re going to do a Deal Analyzer. Maybe that’s the YouTube stuff that we do.
What is our next thing coming up? You’ve got an Airbnb class.
We’d love to talk to people if you want to get into that real estate space and agent or coming over to Keller. We are hiring for the core team. We have a bunch of meetings and we met some people. Things are much higher quality this time around. When you do a personal ad for a date, that ad is always a list of everything that was wrong with the last person. Now you have a basis, “I don’t want you watching 162 Astro games.” You see the line, “Ken breaks away from an Astro game.” The last guy was watching the Astro. It’s the same thing for us, we’re learning. We’re new to retail real estate. We’ll be completely honest with that. It’s like, “We want someone who’s going to sit in the office for twenty hours a week making calls. We want someone who’s going to follow up on our leads 24 hours. We give you twenty properties, we want to have twenty responses.” We understand some people don’t like to call back but hammer them.
Somebody’s going to say, “It’s because real estate agents are so lazy.” That’s not it at all. It’s human nature. You’re going to go to the path of least resistance so keep calling. Here’s what we’re going to do. This is something I learned from pop. I’m going to tell you what you need to do. I’m going to tell you what I need to do and then I’m going to do both. There’s a point where you have to get involved. I’m going to call you. I’m going to make an offer. I’ll send you the contract. I’ll get it all signed on my end. I’ll collect the earnest money, the option fee. I’m going to do everything I can to make you listing agent the easiest. I would be the easiest buyer you’ve ever worked with and it requires a lot of hand-holding. For the agent and the seller, that’s great. It’s the customer service piece. People are so worried about, “There’s this industry disruption and real estate agents are going to get replaced.” They’re not, I can tell you that it’s not going to happen. If you can make that experience as easy as possible, even as an investor when you’re buying investment-grade properties, it makes the process so much easier. They want to deal with you again and again.You’ve got to have some business skills to be able to build a little real estate empire. Click To Tweet
That’s what we do. That’s part of our internal training. Why are we waiting for them?
What are we waiting on them for? Let’s get on the phone with them. Let’s send them the, “I’m waiting for a contract from them.” Why are we doing that? Write a contract and send it over. Let’s get this deal done. That’s the real trick. It goes right in our theme, it’s taking action.
Be fire, not water. Water finds the path of least resistance, the fire burns down.
What is it I need to do in order to be successful now? Not tomorrow, “They’re going to get back to me.” What do you mean they’re going to get back to you? “They’re going to talk to me. They’re going to do that.” Write the offer and send it over. Get on the phone with them, “What’s going on? I see this house has been listed for a while.” Kathryn and I have been going through building this little offer system. I said, “A lot of this stuff is getting on the phone with people like, ‘I see you’ve got this new listing here. There are probably 100 or 200 people called you. I appreciate you picking up the phone. What’s going on with this deal?’” “It’s meemaw’s house. We had moved her into the home.”
I show only one picture of the front of the house.
“It’s an investment property.” “I figured that.” How does your buyer make the decision? What are they looking for in an offer? Do they just want the highest number or were they worried about closing? If they want a high number, I can give you $1 million for it and it won’t close. What’s it going to take to get this thing? That’s one thing I like when you said that when training our people, “What’s it going to take to close this deal, to get this deal done? That’s all we need to know. We’re dealing on an apartment complex. It’s 80 units, high-end. He’s like, “I want a number.” I’m like, “Can we go back to them? Can you guys give us a number?” It’s you that’s selling something. I had a conversation with a hard money lender. I said, “You looked at a deal that we had a couple of months or so ago.” He came to me and said, “Send us over a number that works for you. If it works, we’ll do it.”
We couldn’t make it work if it was off by $25,000.
We need to look at that one. That may end up working. Be a sweet little Airbnb. If you’re allowed to do that, they make money.
Getting started, you’ve got to create action. You’ve got to move out there. You’ve got to start doing it. If you have no money, it’s insanely difficult. I’m not saying you can’t do it because there are all these great success stories out there, but it’s close to hitting the lottery. Maybe not all six numbers but it’s five numbers. It’s hard. You’re going to need resources. I told people, “If you have no resources, then either become an agent or join multilevel marketing where there’s already an organization with tons of free training. You’re going to get stuck into $5,000 gurus, $25,000 on gurus, $12,000 on masterminds, all that stuff. Go over to Keller. They have a great training program.
I want to talk about what you do if you’ve got some money. I like that better.
We’ll talk next about how to do this business with a little bit or a lot of money.
If you’ve got $50,000 to $100,000. Your life looks a lot different than the people we were talking about.
You can accelerate that curve. That’s probably a good two segments or so.
We’ll do a whole show on it.If there are opportunities put in front of you, you have to execute on those. Click To Tweet
We have a guest coming in. He is probably one of the top guys in the country for what he does and it’s real.
This is not guru-ly nonsense. This is the real deal.
He sounds like it because he’s got that whole honest guy. He’s got a good projection and he hits on cadences.
His suit games are top-notch.
His name is Merrill Chandler. You should check them out. He has a company called CreditSense. He’s going to be here. He will be in the studio with us. We’re going to pepper him with questions. We’re going to hit him hard. If you’re a guru out there and you’re thinking about, “Maybe I want to talk to Jason and Rob,” just watch what we’ll do. We’re not allowing him to come in here and give us any pipe dream nonsense.
We’re going to eviscerate him.
We bring him in here because we know he can do it and he’s the real deal. There’s nothing that he’s going to hide there. We’re not going to expose any of his deep secrets. It’s already up there. It’s on the Texas Real Estate Radio Network Facebook page. We’ll be down in Michael Boyd’s room down in Dickinson. If you can’t make any of that, he’s going to do a webinar for all our national folks, for the people in Fort Worth, Dallas and California. They’ll be doing a mastermind on online. You want to meet this guy in public upfront and he has an assistant that’s going to be able to answer a lot of your questions. He’s the real deal when it comes to building a business and creating lines of credit with local banks, not credit cards. He fixes that mess first, then he shows you how to get real lines of credit at 3% to 5% interest.The best time to start was ten years ago; the second best time to start is now. Click To Tweet
It’s a lot of fun. You are going to learn stuff that you have never heard before. He’s in deep with all the FICO guys. He’s got all that.
He’s one of the very few outside guys that gets invited inside.
He knows how all the algorithms work, how credit works at a very high level and it’s going to be fantastic. Merrill will be here. Next, we’re going to talk about how to get started if you’ve got a little bit of money. Jason Bible and Robert Orfino of Texas Real Estate Radio Network.