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Peter (00:02):

Recording in progress. All right. What’d he say everybody, Peter Vekselman here. And I got my cohort on this side, Julie, actually doing this a couple of ways today, Julie, I’m really experimenting today. I’m doing this live on Instagram and social media and we’re doing it live on zoom. So we’re going to see how this works out, but guys, glad you guys are here. We got some really cool stuff today. Today. We’re going to be talking to you guys about driving for dollars. All right, today, it’s all about driving for dollars and how to find deals in your marketplace. And you know, we’re going to talk about a specific strategy, you know, and, and I’m Julie, I’m loving these pop-up trainings we’re starting to do with Julie. And I started doing these a couple of weeks ago. Okay. And we’re committed to it because Julie and I, you know, we have two missions, one we want to do more real estate deals ourselves.

And how we do it is one of two. And so the two missions we have is either a, we want to attract people that want to, that want to do deals with us. Cause we actually partner with people and we help them close on real estate deals. The second mission is that if you’re not going to do it with us, we at least want to give you some value. Right? We want to give you some value on its teach you. And so we’re going to start doing these. I think we’re doing another one, Julie, correct me if I’m wrong this Friday, right? Or Thursday? Um,

Julie (01:26):

Yeah, either. I think it’s Thursday at 11:00 AM Eastern standard.

Peter (01:30):

Yep. We’re going to do another pop-up training then. Um, but the goal is to kind of give you guys value of what it takes to be a real estate investor. Okay. Um, of what it takes, um, to, uh, to monetize in this business of, of what it takes to really, really, really capitalize. And today we’re going to be talking about a strategy. Okay. Um, a strategy on finding deals and I’m going to, I’m going to be honest with you guys. This is a strategy that I have utilized in the very beginning of my career. And now a couple of decades later, you know, I don’t necessarily do deals. You know, I don’t go out there and find my own deals. I have partners I work with and we teach our partners to do it. But guys like there, some things that change in this business, this is not, I mean, I did this 22 years ago and still to this day, as a matter of fact, the matter of fact, Julie, you know, Jamari, right? Uh, one of our most amazing partners and we just closed our, he said, 11th deal together. And isn’t, Jamari, like the ultimate driving for dollars dude.

Speaker 2 (02:37):

Oh yes, he is. He is, he is the king of the unfindable. Um, so I’m pretty, you know, definitely amazed at his actions. You know, what’s different about Jamari, um, as opposed to a lot of other people, Jamari is willing to do what others aren’t willing to do. He’s willing to step outside of his comfort zone and do what him uncomfortable. Right. Um, and, and, and that’s why, you know, he was able to find these 11 deals and then hopefully, you know, over the years, that’s just the beginning of, of 11 deals. Right. So, um, but I, I’m super excited to share a presentation with you guys about driving for dollars, um, and how you can find the inflatables yourself in your area. Um, I think here, you know, it’s first, you know, for those of you that are new on this call, I think it’s important that we go over, where do you even do this at? Where are the best places to invest in real estate investing, right? Where are the hot pockets? Where are these? I like to call them blue collar working class areas. Um, where are they when you know that that’s the key to the kingdom is knowing exactly where to be. Right? Peter.

Peter (03:58):

Yeah, no question. No question. Um, so what we’re going to do is we’re going to cover that exactly what Julie said. I’m going to talk to you about like, if you’re out there right now and you’re thinking, okay, I want to find a real estate deal. Where do I even start? I’m glad about all this driving for dollars, but where do I, what location do I go to? I’m going to share with you a little bit about that. We’re going to talk, expand then upon the whole concept of driving for dollars, then Julie and I are going to get into talking to you guys specifically about, okay. Uh, specifically about, uh, what it means to be our partner, because I know a number of you guys are on here today and you’re not yet our parks. Some of you guys are our partners here today. And we’re so, so glad you guys are here just as another value add for you.

But we’re going to share with you for those of you that are not our partners, what it means to be our partner. We’re going to even share with you how you could become a partner today and immediately. So we got a lot of things to go over, but we don’t, you know, the reason we call these pop-up is we want to make them kind of short and we know everyone’s busy. So let’s get into the thick of things. Driving for dollars. The concept of driving for dollars is very simple. It is a densifying certain areas where there is a very good chance. There’s a good real estate deal located. And then it is literally, literally driving into those areas. And then beyond the areas, specifically, being able to identify in pinpoint and pinpoint the actual potential properties in there that have the best chance of being good deals.

So like Julie said, let’s first take a step back and let’s talk about what is the, where do you even go? Like if you’re, when you’re in a car, what neighborhood do you go? Are you going to go, um, to do your driving for dollars? And what I always tell people is this what you want to go into neighborhoods where you live that basically have a mixture, a mixture of everything. They got a little bit of this. They got a little bit of that. Now the areas, each area in of itself should be about a couple of miles wide. So I always say, find something that’s about two to three, maybe four miles wide in the end, fine try to find about four, you know, three, four or five pockets like that. And that’s where you really, really want to spend your time and effort in terms of doing your driving for dollars.

So let’s talk about these specific pockets. What do they look like? Remember, again, the key in these pockets that you want to be actually going into is you want to make sure to have a mixture, a mixture, real estate and a mixture of people. So the best way to identify are you in the right pocket is when you’re driving through that pocket, you want to kind of just like, look to your left, look to your right, and the question you’re going to be asking yourself, what are you seeing there? And literally, literally, what, um, what do you want to be seeing? There is you want to be seeing different types of real estate and different types of people. So in these pockets, you may be driving there and you may see like a, for rent sign. Well, what does that, what does a for rent sign tell you?

Well, it tells you renters live there, but then you could be driving in the exact same area. And now you could see, let’s say a for sale sign. What does the for sale sign tell you? It tells you homeowners lived there. So you may have a mixture, renters and homeowners living together. You may be driving there. You may see a newer property and then you’re driving there. And all of a sudden you may see an older property. So you have a mixture of real estate. Some you were stuffed some older stuff. You may be driving there. You may see, um, like a, a rehab going on, you know, a property that’s in pretty bad condition, right? But then you’re also driving there. And at the exact same time, you may see drop dead gorgeous property. You may be driving there and you may see like residential house, house, house, house, and then all of a sudden you come across potentially a commercial building. You may be there and you may be looking at single family homes. And all of a sudden you see an apartment building. You may be there and you may be looking at a guy walking in a street and he’s a white guy. And then you go two blocks down the road. Do you see maybe a black guy? So the bottom line is this, you know, you’re in the right pocket to do driving for dollars. When you’re thinking to yourself, goodness, I see a little bit of everything here. And the reason, the reason behind identifying these pockets, where you literally see, um, uh, uh, uh, these, this mixture is because what this mixture ultimately creates is it creates what are known in real estate is pricing fluctuations. Meaning in that same neighborhood, you could be driving and you see a house and you call on it and it’s for sale for, you know, 50,000.

No, you do usually go up one block down the road, you see another house for sale. And that house could be for sale literally for twice as much, right? A hundred thousand. You may be going another block. You see another house for sale that could be for sale for 30,000. And what happens, what happens? So here’s the logic. You want to find areas that have a mixture real estate, because a mixture real estate and a mixture of people create these pricing fluctuations. And in turn, these pricing fluctuations create the number one environment. We’re almost old, a good deals are located. And so before, and I’ll flip it over to Julie to get started on that piece. Before we talk about specifically, what are you looking for inside these neighborhoods? The first thing is fine. And I always tell people, like I said, find three, four or five pockets like that, areas like that, where you live, identify them, you know what you’re looking for. And then those are the areas that you want to start doing your driving for dollars in Julie. Talk a little bit about driving per dollar, specifically climbing from your end.

Julie (09:54):

Okay. I certainly will. So are you seeing my screen? Yes ma’am. Okay. So what I would like to do is it’s really kind of go into the nuts and bolts of what is driving for dollars. Okay. So I have a question for everybody. Let’s let’s have a little bit of fun today. Is that okay? Okay, great. Does everybody know where the chat is in? Zoom? Check your chat? Cause I have some questions for you now. Listen, I promise you that it pertains to real estate, but just play along with me. All right. So, you know, Peter, one dream that I have is to one day own, um, a plastic car in particular, I would love to have a 63, um, Corvette. I love the car. It’s just something I’ve always wanted. Even like one it’s super ugly is about like a hundred thousand dollars. Right. Um, but let me ask you anybody that’s on this call, does any, if you were to have, let’s say money, wasn’t an issue, Peter. And like you just had to spend, if you could buy any classic car, what would it be? And guys, go ahead and put that in the chat right now. If you were to buy any classic car, what would it be?

I would love to hear from you. Ooh. Patrice says a 76 Caprice. That’s a good one. Patrice. Maybe she needs, she, uh, Krista says a 67 Chevy Nova. That’s awesome. I keep them coming. Goslin let me know. What, what, what would that pool cost? A car bait. Okay. Obama wants a Humvee and army surplus. Humvee. I bet you do. Bob. He’s been with us for awhile and he’s been in the military. Alice is a 67 Nova. Kristin says a 67 Dodge charger. Okay. So now everybody stay with me here. Let’s just pretend that it’s a 67 Nova. Okay. So Peter, I have been wanting a 67 Nova, like my entire life. Money’s not a problem. And I’ve been desperately looking for one like everywhere, right? And sure enough, I’m driving down the road and guess what I see in somebody’s yard?

Absolutely. And the grass has grown up around it. The tires are flat. It’s got dense. It’s got scrapes. It’s got bruises. But remember I wanted this 67 Nova and I can’t find one. And it’s what I’ve always been looking for. Now tell me this. What would you do in that exact moment? Let me know in chat monies on adoption and it’s something you’ve wanted for forever. What would you do? Pop it in the chat. It just says he’d knock on the door and ask about it. Patricia. She would look at the owner ASAP, knock on the door, stop and ring the bell as you guys are right. Find out who, okay.

See driving for dollars is the same example is what I just gave you with that classic core. Okay. So what I mean by that is would any of you have any problems knocking on that door to get that 67 Nova? Absolutely. You wouldn’t, the conversation would probably go something like this. Hey, oh my God. I was driving by and guess what? I have been wanting that car my entire life. It is exactly what I’ve been looking for. And I was just wondering if there’s any way I can make you an offer for it. Number one, probably the owner of that car is not going to get upset because my God they’re letting graspable around at the tires flat. It’s got dings, scrapes and bruises. Okay. That same feeling you just had about that car is the same exact way you should go when you’re driving for dollars.

The same way that I talked to somebody about that old car is the same way I’m going to talk to them about the house. Cause guess what? I’m in real estate. This is the house that I’ve been looking for. It is exactly what I’ve been wanting. Right. Also, if you’re a partner of ours, you can knock on that door or call someone with confidence because we put up the funds for the deals in split profits, 50 50. Right? So not an objection. You wanting it shouldn’t be an objection. And it means the work you’re looking for. Right. So now that we’ve gotten past the mental roadblock here, just always think about it as something like, like a classic car. Okay. So let’s see here. What should you be looking for? Let’s talk about what you should and what you shouldn’t be looking for. And gods keep playing along with me in the chat here. So when you’re driving around and you’re looking for properties that are in distress, what are some things that you might physically see about the property that leads you to believe that the home or maybe that the owners are in a distress situation? What are some physical attributes?

Kristen said, boarded up windows, broken sheets in the windows. Instead of blinds. Rodney says no gas or no electric meter. Come on, gods. All the answers are great. We’ll all learn together here. There’s a bunch of newspapers laying in the yard. The mailbox is stuff there’s tall grass. Maybe the eaves and overhangs are rotten to the, um, the gutters are hanging off the house. There’s trash Strode over here where there’s old cars in the yard. You are now. I want you to think about all these things, but also want to show you where it, when it’s too far gone, it’s too far gone. Right? So if you’re looking here at my screen, you’ll notice I put some examples up. Has anybody ever seen that old movie with Tom Hanks called the money pit, where they bought that old house? And then every time something would go wrong and something else would go wrong and something else would go wrong.

Well, that is definitely, even though that’s a fictional story, that is a true story. Okay. Here’s some examples of homes on here that I would never go after, unless, unless they were in an area where the, um, the land value is super high. But like, if you see this one on the top left, I mean, come on, that’s a tear down, right? You’re never going to renovate that. It’s going to cost you more to renovate that than it would to even just build a brand new one. This one’s got RV growing all up, all up in it. The roof is bad. Wouldn’t mess with this one same here. You know, you’ve got as best deciding you’ve got windows have torn down. It’s a big house. It would be easier to rebuild this. When you’re looking for these properties, you’re going to be just like Tom Hanks and Shelley long and money pit. Right. So we want to stay away from these particular homes. However, let’s talk about what we do life. Okay. So these pictures here are all deals that Peter and I’ve done over the years. Okay. Like if you look at the bottom, right-hand pitcher, this one right here, we did driving for dollars. Looking for these properties. What about this particular property? Do you think all I was looking for, or that I noticed about this deal?

Yeah. Put it in the chat. The bushes shrubs. Yeah. They’re hanging up over it. Right? Do y’all notice this big place on top of the roof? Yep. The roof, these old awnings, um, the grass has growed up. This is a prom example of a property that needs really, and that needs work. And there could be a lot done with this. I mean, my goodness, if you just cut the, the bushes in the front of the house would look a lot better. Wasn’t it? You probably know it needs new ease. It needs a new roof. So that’s a great one. Right? And Joseph said, yeah, it just needs a facelift. You’re exactly right. Well, look at this one at the bottom left. This is actually in, uh, DeLong Anika. Where, where I live in Georgia. Now what caught my eye about this property is this one was in the fall. What can you tell about this property that you think that I wanted to call them please? Yup. What else? What does it look like to you?

Needs cleanup driver. Ding, ding, ding. You’re right. This property looks absolutely vacant. There’s no one here. Um, there’s you don’t see any curtains in the window. You see no signs of people actually living there, right? Yeah. You always want to look for these type of properties to this property. Right here. We bought, cleaned up the yard, literally cleaned up the inside and made about 43,000 on this property. Now, how did I find this property again? Just like I said earlier, driving around looking. And if you guys want me to, I’ll go over the exact script today that you’re going to talk to two sellers about to get these properties under contract. Okay. Now this one is another home in, uh, Jacksonville, Florida. Um, same thing here, overgrown landscape. You got some issues right here at the beginning of the facial board. Um, it’s, it’s a little bit dated. You could tell by the lattice. Um, the other that I wish to have a bigger picture of this one, this picture with the American flag in it, this one, the reason why I called this one is because I knew that tenants lived there. Or I guess that tenants lived there because when you drove by this house, there was literally trash all over this yard. So I was just assuming that maybe the landlord was tired of them trashed in their place. Cause, but when you looked at the siding and the paint and thing, you could tell, it was just kind of fixed up, but somebody came in there and trashed it. Right. So now before we move any further, does anybody have any questions about what you should be looking for when you’re out driving for dollars?

Peter (21:40):

Julie got a couple of questions on social media. What if, um, the properties you’re showing are they one-offs that people are looking for? Like, what if you’re driving a neighborhood and the whole neighborhood looks like that? Would you call on every one of those properties or that’s just the neighborhood you want to stay away from?

Julie (22:01):

Well, it depends. I would say if you go to a neighborhood where every house looks like that, right. You’re probably in, um, in a place that’s not very high end. Right? Um, so unless you already have buyers in that area at a wholesale too, um, then, then I would not go after those. Now I’ll tell you whenever we owned up, when we owned our place there in Jacksonville, Florida, when we had our properties there, I had buyers that bought in those places. So I didn’t mind to go after those, but here’s one piece of advice. You never want to be the prettiest house on the block.

You never want to be the prettiest house in the block because you’ve probably over conditioned at home. But for people that like low end rental properties, then when you’re in a neighborhood like that, I would say you could go after them. But me personally, number one, if I’m afraid to pick up rent there, I don’t want to own a house like that. So absolutely no war zones. Thank you, Robert. I was trying to think of the name of that, the word there. Any other questions? Okay. So y’all want to talk about making some money on these. I’m going to give you guys a script to use right now that can change your life. And I literally, I really do mean that because it’s, this is a script that I’ve used for years now. I want you guys to go all the way back to what we were talking about earlier. Remember how we were talking about the way we were talking to that individual about those classic cars. Y’all remember the 67 Nova conversation?

That same exact energy that I had about that car is the same exact energy that I’m going to have when I’m talking to sellers about their property. Okay. I am not trying to act like I’m some big time real estate investor. I’m not, I’m actually not even going to use the word real estate investor. I would rather position myself is like just Julie from down the road that just so happens to buy houses. Okay. Now do you want to hear is afraid to make cold calls on Instagram, on zoom. A lot of you better be raising your hands. Cause I know a lot of you are right about their house and it’s the best thing that you’ve ever seen then you’re going to do well. Listen, there are like two different types of people in this world. Peter one, there are fighters and number two, there are flares. Number one, fighter, number two of FLIR. Okay. And I’ll tell you paint like thought process and people. Why do you think people choose to flee any situation in life?

Tell me the chat. Why do you think people choose to flee any situation in life? Fear? That’s right, Crystal, fear. Vonda says fear. Uncomfortable, absolutely fear of rejection, fear of the unknown. See everything bowls down to one state of fear. Okay? Your job on these calls is not to get a deal. You heard me, right? I’m going to say it again. Your job on this call is not to get a deal. Your job on this call is to stop someone from fleeing the situation. Your job on this call is to stop someone from fleeing the situation. How do you do that? Number one. And if you learn anything from this call today, learn this stop trying to act and talk like you’re someone else just be you I’m you people know the difference when you’re pretending they know the difference they’re being sold. So quit listening to YouTube videos on how to make cold call scripts. Use them as a guide, but be a good one. Listener, be a good listener and be yourself.

I personally had to be myself. I’ve got this crazy accent. I’m just not just going to get up one day and just get rid of a Southern accent. At least I don’t think so. Right. So I’m going to use that to my advantage. So now that we’ve gotten over that and remember the caller, you wouldn’t be afraid to call about the car. Here’s how the call’s going to go. All right. Ring, ring. Hey John, this is Julie. How are you doing today? Oh, good. Good, good. Well, actually the reason for my call is I was driving down, driving down main street and uh, I believe, um, you own this property over here at 1735 south on 1735 main street. Why are you calling? Well, you see, the reason is, is I bought fix and sell houses and I bought minim out. And whenever I saw yours, I mean, it’s exactly what I’ve been looking for. And I was just wondering if there is any way that I could come out there, take a look at the property and make you an offer for it.

Now I’m going to break this down a little bit. If you’ll notice I did not use the script verbatim. Okay. So we’ll start from the beginning. I like to start with, to assume someone’s name. First thing that happens whenever you get a phone call. When you think about this, hi, is this James Rush speaking, James, what are you thinking? You’re like, oh my God, they’re going to sell me something. Or I want some money. At least. That’s what I think. Right. Instead if I go, Hey James, this is Julie, how are you doing today? You know what? James is thinking, Julie, Julie, Julie, do I know her? She’s calling me like she knows me. Right? I’ve literally said, people say, well, do I know you? Okay, so now I’m going to go into why I’m calling. Well, James, the reason for my call is I was driving down main street and I saw this property that I believe that you own a 1735. Um, that’s the same exact way of asking the question. Are you the property owner of 1735 main street, but I’m stating it and I’m not asking the question. Just like a script. Okay? Yes. All on that. What can I do for you? Well, James, I’m not fixing sell houses and I’ll buy and rent them out. Isn’t that the same as a real estate investor?

I say that because what if James drives a truck for a living, you know, a dump truck for a living he’s not into real estate, right? You’re on this call because you’re in real estate, Jay, this, you know, the guy that drives a dump truck, he may not know nothing about real estate. So when I say I’m a real estate investor, how do you think that makes James feel? What, what are your immediate thoughts of how he would feel if I called myself a real estate investor at that moment flustered? No, he’s probably thinking they going to give me a low ball offer and try to sneak something around me. That’s exactly what he’s thinking. Yeah. Joseph, you’re trying to steal his house, but instead I want to say about fixing, sell houses and I buy and rent them out for me. That’s the same thing.

And I was just calling to see if there’s any way I could come out there and make you an offer for it. I mean, it’s exactly what I’ve been looking for. Just like I say, where that 67 Nova, right? Well, I reckon you could come out and make me an offer. Okay. Well, how does today at five sound or tomorrow at three, you’re looking for an appointment, never asked when can you meet? You always offer up two separate times. And when you offer up these two separate times, they’re going to be thinking about what they’re doing on these days. Instead of telling you whether or not they can meet you.

I promise everybody on this call and this is a bold, bold, bold statement here. If you go and you do exactly what I’ve just told you, right? And you go find 80 to a hundred properties and may not even take 80 to a hundred properties of what I just showed you. You cold call them and do nothing, but try to build a relationship and get out there just to see this house, you will close on a deal. You will close on a deal. So some of you are probably thinking, well, Julie, you didn’t ask him anything about the house I don’t need to. I drove by and I seen it. That’s all I need to know. And in the beginning, guys, a lot of us are out there and you’re trying to over qualify these leads. Oh, well, they’re not going to, I don’t like his attitude.They’re not going to go down on the price or he bought it two years ago for this. He’s not going to sell for this stop. Putting words into people’s mouths. You really want to learn this business. You know how to learn this business. You go to appointments, what are you’re going to get the deal or not? That’s how you learn this business. So what I encourage all of you right now to do is just go on appointments. Whether you think it’s a deal or not. Because let me tell you what happens when I leave an appointment. That’s not a deal. They’re going to refer me out. I guarantee you they’re going to refer me out. They’re going to know what I do. I’m going to build a relationship with somebody else in my city.

Here’s my question to everybody on social media. Um, for those of you on Instagram, on Peter side, I want you to put this in the chat or, um, in the, whatever that’s called the comment section. For those of you on zoom, for those of you that are all on zoom what’s today. Tuesday, how many thriving for dollar properties are you going to find this week? That’s today, Wednesday, Thursday, Friday, Saturday, Sunday. Okay. How many put in the chat? How many properties can you go find of things that I just showed you? Let me know as you need to hold yourself accountable. When you put something out there in the environment, right? You’re more likely to achieve your goal. 10 a day for me, uh, Maria says 20, at least 5, 20, 30, 75 to a hundred hours. I like you man. 75 to a hundred. I can go. I can literally go find 30 properties in an hour. If I went, drove, driving around, you can too. What you do is once you start, you’re not going to be able to unseat these properties anymore. You’re going to see them everywhere in every city. You go to utilizing our deal driven app on your phone. Get this. I just want to show you the power I’ve used.

Peter (35:06):

Hi guys, I’m going to peel off here. So this is what we do. A partner driven. We do real estate deals and I partner with people literally all over United States. And I coach him. I mentored him. I generate leads for them. I provide unlimited capital to close on deals. We sell them, split the profits. I’m looking for more partners. I’ve done over 3000 deals like this. So if you live United States, you’re coachable. You want to level up DME, the word partner, I’ll touch base with you. And before you know what you and I could be doing real estate deals. Remember you gotta be coachable. You gotta be, uh, want to level up. You gotta want to do real. Estate deals, make a bunch of money and you gotta be us bound. DME, the word partner, and I’ll touch base with you and tell you what we got to do to make a bunch of money together. Alright, thanks guys.