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Peter (00:03):

Hey, good evening, everybody. Peter Vekselman here. And on the other side, we’ve got Julie Muse. Julie, how are you today?

Julie (00:11):

I am doing awesome. Peter, um, even better now that I’m on for tonight, Tuesday night, um, welcome. And everybody to our Tuesday night webinar. So excited to have you guys on the statement.

Peter (00:25):

Yeah, we got a great one today, guys. Today. It’s about making money to buy marketing. It’s about working with sellers today. Something, everybody, whether you’re a partner of ours or you’re not a partner, uh, tonight’s something that everybody can absolutely benefit from and learn from. So if you ever take notes, like I’m not a big note taker, but if you ever like get it to note taking this is the night, this is the night. Take some notes. We’re going to talk some, some techniques, some strategies with you guys. So where are you at tonight, Julie? I know you’ve got all these places. Now. You guys go to you still in Louisiana.

Julie (01:02):

I am on the heading back Thursday. I was supposed to come back Monday, but my husband woke me up at four o’clock in the morning and I was like, I don’t want to go. I didn’t want to get up. So I decided to wait till Thursday, but God, that’s the beauty about being in this business. Right? You can make decisions just like that. So a lot of people get in this business for the money. I swear I got in the business for the freedom. You know,

Peter (01:27):

There’s no question, no question. We actually, uh, uh, here just booked, uh, gosh, two weeks from now, we’re going to be visiting our favorite hotel in Florida. The One that’s what it’s called and we’re going to spend a week there. Um, yeah, I tell you it’s amazing. Isn’t it like? I think we all in the end get in for the money, I think would be a miss to say, oh, money. Didn’t matter to us when we started, uh, I know Mo money mattered to you when you got started and, and money. That definitely mattered to me. Um, but boy, you’re right. As you build this thing and you start reaching certain levels and the lifestyle, the time aspect of it, it’s, it’s it? Well, well surpasses ultimately the money because ultimately like there’s only so many things you can do with the money. I mean, you know, I mean, yes, there’s always that next level house.

There’s always that next level car. There’s always that next level, what everything really in life. But man, in a point in time, like, you know, you, you get satisfied in the financial side, but the reason you keep we keep on growing and scaling is just the amazing lifestyle things that this can afford us. Uh, the ability to control time, the ability to spend time with who we want to, where we want to. I mean, think about this Julie, like, um, when you ran the lawn care, let’s say you and Brian, uh, let’s say right now you’re running that same lawn care you did and you’d brought on vacation and you took time away from there. And Brian wakes you up at four and you’re like, ah, I’m not going back. How, how would that have worked out for your bosses back then?

Julie (03:02):

Uh, outta got fired. What are you talking about? I had to come up with one hell of a lie that’s for sure.

Peter (03:11):

Yeah, it’s crazy. Isn’t it like how we make decisions now as opposed to how we used to, um, it’s uh, it is a total total, total, uh, total game changer. So guys, welcome what board welcome guys to Tuesday night. We’re going to get started here in just a minute. Uh, Julie, I’m surprised we’re like two minutes into this thing and you haven’t asked where people are from yet.

Julie (03:36):

Well, let’s do it now. So as everybody is popping on, it’s a good, good one. Um, and we’ve always got our trusty people that we see here every Tuesday night. Thank you for joining us every Tuesday, guys. We really appreciate it. It’s a, it’s a pleasure to see you on, but as you’re popping on, let us know exactly where you’re from. Um, so we got Shane from, Georgia. We’ve got Brad from Marietta, Georgia, Karen and Carl from Massachusetts. Um, Sandra, um, from Arkansas David from St. Augustine, Florida, we got Gordy, um, or Gordon from Delaware. Uh, we got Austin, Texas. Um, let’s see. Oh, Ms. Tammy from Virginia. I do want to say something about Ms. Tammy. If you are in our partner driven group on Facebook, go watch her live video today that she did today. You will love it. It’s about not listening to others and not letting them bring you down.

Um, I enjoyed it, Tammy. Thank you for putting that out there today. You know, even us sometimes like I need to hear things from other people. So I appreciate when people in our group posts, videos about what’s going on in their life because it motivates me. Right? So thank you for that. We got surged from Miami, Florida, uh, net from commerce, Georgia, um, Ken Patel from California. What’s up Ken, Ronnie from Houston, Texas, Joanne from Minnesota, Jonathan from Pensacola, Florida Graham from v-neck Sarah zona, Ashton from California. He’s focusing on the Phoenix market Taylor from Massachusetts. Um, we got dinette from Philadelphia, Kyle from Alabama and, um, Mr. Zawadi from Brooklyn, New York. So thank you guys for putting that in the chat and by the way, um, Peter and I can see the chat. So, um, if you ever have something to add, um, don’t hesitate to ever be active in the chats. We appreciate it. We love it. And, um, love seeing what you guys have to say. So, yeah, we’ve got people from California all the way to Miami. I would say besides Washington state, that’s about as far away as you could get here, right? I mean, exception of Alaska and Hawaii,

Peter (06:09):

You better believe it. You better believe it. Um, very, very exciting times for us guys here at partner-driven. We’re going to get rolling here in a minute or two into our specific topic. And today we’re going to be talking about contact and sellers. And I could tell you for one in the beginning, like in the first number of years in this business, I could not get enough of this topic. Uh, I would be, I would constantly, constantly, constantly try to get better at it. And you guys are going to see today. We’re going to be talking a lot of the basic stuff because the key in this business, it’s all about getting better and better and better at the basics.

But before we get into that, let me just kind of do a quick introduction on a number of you all know us here tonight. Some of you guys may not. Uh, but Julie and I had been real estate investors together for about 11 years now, 11, 12 years. I have a, I have a history before then another 10 years that I did a run. Uh, but then the market crashed in oh eight. And then when I reemerged after the crash, the Julie was the first person I connected with. And it’s been an amazing and amazing relationship since then. Um, it was not too short after that, where Julie started this meteoric rise, both in the real estate investing industry, both in my world. She ultimately ended up running everything. We then ended up partnering. And now today we run what is known as the partner driven real estate investing model. And what that basically means is we literally partner with people all over the United States and we do real estate deals with them.

Now, sometimes people would say, well, why do, if you do so many for your partners, why do you need your partners? Make no mistake about it? We need our partners, okay? But we in exchange for having what we call boots on the ground and ultimately very savvy investors as partners. Uh, we provide a tremendous, tremendous amount of help and support for our partners. Our philosophy is very simple. We do not chase our own real estate deals. Julie and I, and the team behind us, we chase the right partners. We then we then invest our time, our effort, our resources, our lead gen capabilities, our technology, our back office, our capital, right back into our office and to our partners. We help them facilitate and do deals with us and their own local marketplaces. And then we just split the profits down the middle 50 50.

So in essence, what we do is we enable everyday people, whether it’s your first deal, you in the process of trying to get done, or maybe it’s your hundredth deal that you’re trying to get done, but we enable people all across the United States do more real estate deals and make more money for them by literally providing what I just mentioned, which what I call basically what we provide is the pillars of success that every single real estate investor needs in order to be successful. Now, for those of you that may not know Julie and I very well or intimately, you may have been following us. Some of you guys know us a lot more. Um, but we’re part of the reason that we do these Tuesday night webinars. We want to teach. We want to educate one inspire. We want to give you value. But at the same time, we want to be able to, through these webinars, identify, identify more potential partners.

So Kristen, if you don’t mind, if, if somewhere down the line tonight or right after Julie and I are done, or maybe right in the middle, you’re like, yeah, this is it. This is what I want to do. We have a couple of team members that are on standby. So for those of you that have some more questions, as it relates to the partner driven model, for those of you that are ready to get started with us, there’s a phone call. There is a phone number that’s being put up inside the chat right now. Um, 770-746-8585. And like I said, we have some key team members on standby and they’d be more than happy to walk you through what the partner driven. Model’s all about. And to make sure that both you and us are a good fit for each other. And if we are then off, we go, we’re going to go out there and we’re going to start chasing, and we’re going to start putting real estate deals together.

Tonight, tonight, we want to talk to you about, oh, I’d be remiss if I didn’t mention this. Now, tonight there some partners, there’s some non partners I want to address just for a couple of minutes. If you don’t mind specifically our partners. And if you’re a partner, you’re, I bet you’re already know what I’m about. Ready to talk about, right? Because there’s, there’s some like, uh, there’s more than some. There is a ton of excitement inside the partner driven team right now. But what’s going to take place specifically with our partners does Saturday, because this Saturday we’re getting, uh, our partners together inside a virtual live event. Virtual means they’re not actually showing up at our offices. Okay. They’re going to be tapped in just like the way you’re tapped in right now. And we’re going to, and I’m just, I’ve kind of developed this whole theme inside my mind.

I’m saying we’re launching, we’re launching and people, you know, a couple of people have asked me, what are you talking about? Launching? What, what we’re launching is what I called the new beginning to the partner driven team. I feel like what’s going to take place with our partners. This Saturday is going to cut catapult a number, a number, actually a fairly, hopefully big number of our partners. And really because of so many partners are going to be a part of this. That’s really going to catapult the partner driven model into overdrive into the next level, because what we’re doing is we’re getting together to Saturday for a number of hours, and we’re going to get, we’re going to get very, very focused and on a very, very fundamental aspect of this business. And we’re going to spend several hours teaching this. Okay. But the key, the key is what’s going to take place afterwards.

We’re breaking up into groups and, and then we’re going to go and we’re going to start and we’re going to implement what we’re going to be teaching you the Saturday, because I tell you, and I don’t know if you guys are like me at all. I’ve been to seminars where I get excited. I get fired up. I’m like, this is exactly what I need. And then it’s like, you get back home. And it’s like, and all of a sudden, a week later, it’s almost like that summer. That didn’t happen. Um, we’re going to change that this weekend, we’re going to get fired up. We’re going to get excited. We’re going to get into the nitty gritty of the topic that we’re going to be discussing this weekend. And then we’re going to start implementing it in a daily basis. So if you’re a partner listening to us tonight and you’re not quite sure, like, you’re like, I want to be part of that then, um, contact, uh, back office and you know how to do that contact back office. And they’ll tell you how you could register. Julie, do you have some,

Julie (12:49):

I do. I, do you miss the one important thing that we’re doing along with this thing? And by the way, guys, if your partners go on the Facebook page, check out my last post, it’s got to go in the photo, right? There is a link for you to register there. So one thing that we’re doing is all of our coaches included me and Peter. We are going to split everybody into teams and we’re going to compete against each other, a team against team, against team on who’s making the most calls. Who’s got the most appointment set. And it’s, it’s not only is it going to catapult your career, but we’re going to have a good time because let me tell you something. You’re not going to meet very, very many people as competitive as it, at least as Peter and I am. And as Stephen and Bob and Barry, um, and a lot of other ladies here at partner-driven. So, but I will say on record on Tuesday night, the goats partner-driven are going to win the competition. I’m putting it out there now in front of everybody.

Peter (13:57):

Julia, I hate to say it, but like, I’m just literally, as you’re talking, look at this, I think I already got more likes on my posts that you did. And, um, I think I got a lot more support going on behind me already. And, uh, I can’t wait for my team to rattle you guys, but, but having said that, we’re going to, as you could see, we’re not only going to compete, we’re going to have fun doing it. We’re going to have fun doing it. So if you’re a partner or if you become a partner by Saturday, you got to know what’s going on. There’s no charge to this event. Uh, but there are some expectations to be there. And when you go to the registration page, you’ll see what those expectations and obligations are. And if you’re like, I’m ready, let’s go then register.And we’ll see you on Saturday.

All right. Topic at hand. So they want to talk to you about, and then, and this really somewhat is tied into what we’re going to be teaching you on on Saturday. We’re gonna take a little different spin, um, because that’s how we’re going to be talking about connecting and all this today. We want to be talking about, uh, I’m sorry, Saturday. We’re gonna be talking about scripts and things like that. So they want to share with you some of our personal favorite ways of connecting with sellers. Okay. Now I will tell you, I started this business 20. Gosh, think I’ve been saying 22 years for like three years now. Uh, like 22 plus years ago. Okay. And a very interesting thing. Although there has been some evolvement, obviously from 27 years ago, right? Like back then there wasn’t technology, there’s technology. Now back then the internet wasn’t as powerful. The internet is very powerful right now. So there’s been some evolution. There’s been an evolution of how to contact and some strategies for contacting sellers. The interesting thing, there were some very basic things that I did back then that I did tons and tons of deals with that still are true today. Like they really haven’t changed at all and how I would do it today, as opposed to how I did it. 22 years ago also also remains very much the same.

I will also share with you that as far as contacting sellers, there are more techniques and strategies then Julie and I are going to discuss with you tonight. But I will tell you this. As I look at my, uh, 22, some years trajectory in this business, I’m still a big believer that you don’t need to have 60 different marketing techniques and strategies out there working, because I found out that people that like, you know, I’ll talk to some investors like, well, I went to this seminar, this seminar, and I read this book and I did this YouTube video of super what you got. Well, I got this thing. And then next thing you know, they have 50 different marketing things working. And then you asked the follow up question, how are you doing? Nothing’s really working. So I’m, I’m pretty much of opinion you don’t need to do 50 different marketing techniques and strategies.

I’m, very much of the opinion. You figure out a couple that you like. It might be the couple that Julie and I discussed tonight. It may be something totally unrelated to what we talk about that works. We’re not sitting here telling you the, the couple of techniques. We’re gonna talk about it. Only ones that work, but I will tell you this, like, as I, as, as I analyzed our career, I mean, there was a point in time where we were, no question is a real estate investment company, a direct marketing company. Like we did some other things, but there was years where, when somebody looked at our marketing strategies, they would say, you guys are direct mail operation. Okay. Um, I can tell you our biggest partner right now. Uh, the one we’ve done more deals than we have with any other partner on the west coast. Um, we are, uh, we have, we were a direct mail strategy, uh, operation with Seth for a couple years, actually. We really are not anymore. As a matter of fact, we were like 98-95% direct mail. And do you guys know in the last 12 months, we’re now at zero, like we’re literally mailing out zero because there are some other strategies that are working there. But not 50 of them, just a couple of good ones. You know, I, I, I don’t think he’s on tonight, but we have a partner and he and I work. He just did a story, uh, on social media. Uh, his name is Jumari. We’ve done about 10 deals with him. And obviously if you’re doing 10 real estate deals, you’re doing something right. Do you guys know? And, and I might be wrong here, but I’m pretty sure a hundred percent of his deals all came off one strategy. And as a matter of fact, this is a strategy that I want to start out with today in terms of contacting sellers. I want to start out with the stress I knew. I know Julia is going to flip it to you, but I’m just rolling with it. I’m going to let me do mine.

I’m not gonna take yours. I’m not gonna take yours, but I think this is, this is a good time for me to talk about mine. Um, in terms of talking about the first, because this literally was the first strategy that I did that really started working for me 20 some years ago. Um, I love talking about the strategy because this is a strategy that anybody can do. This is also a strategy. It doesn’t cost any money to do because when I was implementing the strategy 20 some years ago, I didn’t really have marketing a bar a budget. Now let me make it this one blanket statement tonight. If you have the budget for marketing, yes. It gives you an advantage. Okay. Nobody could say that if, you know, if you, if you could spend $10,000 a month, I don’t think anyone’s going to argue well, that’s, that’s not that good. I’m spending zero. Okay. No, no. That money does help, but I want to start out with this one because I want to share with you probably how I did. I’m not sure now, but I bet out of the first 100 or 150 deals, I did probably 70 to 80% of them came off. What I’m about to share with you tonight.

I want to share with you, um, door knocking, but I want to talk to you for just a minute about the overall concept of door knocking. Because when I talk about door knocking, what I’m really talking about is approaching a, sell a potential seller, a property owner. Okay. There’s a couple things that I implemented when, um, Jeff and Jeff used to be my partner when Jeff and I initially started, uh, door to door marketing. There’s a couple of things we decided that really propelled us to tremendous success. Number one, we decided not to randomly door knock all over the place. We literally strategically identified like two, maybe three pockets back then of, of areas that we were only going to do door knocking. Even when we knocked on every single door, we never ever left those areas. And let me explain to you why. Our philosophy was very simple. We could literally, I mean, we live in Atlanta, 8 million people, right? We literally could everyday go drive to some other neighborhood, but here’s, what’s our strategy. We decided that we were going to basically infiltrate three areas in Atlanta. And these aren’t big. These are like a couple of miles wide. If we were going to infiltrate a couple mile radiuses, three of them in Atlanta and get to the point that every single person in those areas know us, it would be better then just randomly driving all over the place and knocking on doors because something takes over when everyone knows you, we called it. We kind of with this term, and I know it’s not the right term. We called the power of the small masses, right? Small masses, right. It’s just idiosyncrasy. But we wanted to get to the point that when every single person or any single person in these areas was thinking about selling that immediately either think about Jeff or myself. Because we believed strongly.

And by the way, it worked, it worked tremendously. We believe very strongly that not only would it work in those three pockets, it would work outside of those pockets because the philosophy that we bought into, and this was a strategy that was taught to us. But the philosophy and the strategy that we bought into was this, not only would everyone in there know us. So when everyone was, was, anyone was thinking about selling, they would at least think about us and give us a crack. We obviously couldn’t make every deal work. But the philosophy and the strategy that was taught to us was that outside of those pockets, if those people were tied into everyone outside of those pockets, friends, relatives, coworkers, that when those people decided to sell, guess who they would be automatically recommending us. And that philosophy, God has dozens and dozens of deals.

So our first step, first step identify these pockets. Okay? So we identified pockets. We actually identified them in Douglasville, Georgia, which is just one of the suburbs of Atlanta, Georgia. Um, they’re kind of mixed areas. You know, I call them hotchpotch areas a little bit of everything in there, kind middle-class to lower class, uh, it kind of trans, uh, uh, properties. And our approach was like ridiculously simple. Like when people hear my approach, that’s many times I get this question like, and I’m like, well, that’s it. That’s, that’s what it was. So here’s what we did. We would get up. We drive to these parts, to these areas. We start knocking on doors, and this is the law. We had a two line approach, literally two lines, by the way, the second lines were the one that made us all the money. But the first line had to be said, in order for the second line to be said, we’d see someone maybe on a street rocking their chair and their porch, or we’d just go up and knock on a door. And this is the, this is the line. These are the two lines line. Number one, excuse me. My name is so-and-so and this is a total shot in the dark.

But a friend of mine told me that somebody is looking to sell one of these properties here. They kind of knew that it was right here, but they didn’t know which one total shot in the dark. Mrs. Or Mr. It could, it was already talking about yours. And then you shut up. That was our approach line. Remember there’s two lines. That line almost never got us any deals. Okay. Every once in a while, that was just like a timing thing. I mean, once in a while, in the years we did it, we time it. Right. And somebody was like, God, just so happens. Yeah. We were thinking about selling our property. And next thing you know, we got a deal going on, but the second line, the second line is the line that made us all the money. So we’d go like, you know, we’d say our LA I’d say our line. They’d say, Nope, sorry. And immediately the next action. They’re thinking about closing the door and this next line is the one that made us all the money. Oh, sorry about that.

Do you have any idea who in the heck they were talking about? And that’s the line that made us all the money, because that is when people would say things like, well, yeah, we had a neighborhood barbecue a couple of weeks ago and I think Harry, like down the road said something he might be selling or it’d be like, um, um, yeah, my wife was talking to somebody and they said, um, or sometimes it’d be out of these little pockets. So like, well, my cousins said they want to sell in the next couple of months. That second line, if not you, who else do you possibly know is the line that made us all the money. Here’s why else Jeff and I stood in the same areas for a couple of years.

It gets easier. Like think about, go knocking on doors at a random place. Right? That first go round. I’m not going to lie to you. It ain’t that fun. All of a sudden when you’ve talked to everybody and now you’re like coming back again. Cause that’s what marketing is. You know? Why do you think Coca-Cola still pays for signs in Atlanta? Like they, they dominate Atlanta, but they still have signage. Okay. We have, you also have to remind people, but guess what happened after like a month or two in being in these areas, people started to know us. We, we just go hang out in. There we go, hang out. We’d be one of the people would be, one of the guys would show up at the community meetings, association meetings, you know, if they were voting on something, we started getting invited to like pool parties.

You know, we became one of them. And when you become one of them, wherever this area you pick in, it’s really weird. People like, feel like not consciously, but subconsciously they feel like they want to give you first crack, no matter what they, they just like feel obligated, right? Like, you know that we all have friends in the do certain things that when we do these things, we just feel like, oh man, I gotta, I gotta start there because like, he’s he, you know what I mean? So people, after a while we did this for a number of years after a while our phone would ring off the hooks. Like literally it would be ringing off the hooks where during that time, because we couldn’t really afford marketing. And when we could afford marketing at that point, right? Because after we started doing consistent deals, we started making actually very good money.

Guess what? We put it all into media, around those areas. Now back then, there wasn’t like Facebook marketing or Google marketing. So, but in Atlanta, I don’t, I don’t know if they, how many more they’re called penny papers, like thrifty nickel and stuff like that. We’d dump all our money into them. Right. Because they were heavily dispersed in these areas. So, so we became actually the largest advertiser for these penny papers back then, because we were dumping hundreds and hundreds and hundreds and hundreds and hundreds of dollars a week where we would just dominate the classified. So we would run a hundred classifieds. Right? So when people went to classifieds, even if they weren’t looking for us, they found this. So, uh, I’m here to say door knocking works. It works as good as ever as well as ever because door knocking involves relationships, pick a couple areas and go dominate them. You don’t gotta be brilliant at what to say. I told you what to say. And, and if you commit to doing this, probably it’s not going to work if you do one time. But if you commit to doing this over an extended period of time, you will absolutely generate residual lead flow off of that, which means leads that are going to be called into you. So door knocking, that’s mine. What’d you got Julie you’re muted.

Julie (30:05):

Yeah. Peter, thank you so much. I absolutely love that strategy. He loved, loved that approach. So, you know, I’m actually going to stay on the same lines as what Peter was talking about tonight, as in, okay. When I was getting started, what were some of the things that I could do without having a significant amount of money for marketing? Right. So I’m going to go over with you a way that I know if you were to pick me up and put me in another city, how within a couple of months, I know that I could do a deal. So whether that’s you’re brand new or you’re moving to a new location, even if you’ve done this for a while, here’s something that everybody can do. And it really involves effort more than it involves money. Okay. And actually some of my best deals came from doing this strategy, which you may have heard of it.

It’s called driving for dollars. And let me tell you, people start doing deals in this business and they act like they’re too good to go out and do the things we’re talking about. I got the house I’m in right now doing this strategy. Okay. Because when I want something and I want it now, I always go back to the basics. So let’s talk about this for a moment. So when you’re driving around your perspective areas, let’s say me personally, I like to be in blue collar. Working class areas is top as the top of areas that I like to be in. Um, really middle-class homes because that’s where the real money is made in real estate. So I’m going to be driving down all the different streets. Okay. Um, and I’m going to be looking, looking for things about property that lead me to believe that they might actually want to hear an offer from me or maybe the house is in a distress situation.

Okay. And I’ll get into the approach here in just a minute. Um, but there’s some key things I’m going to see about these properties. That is like, man, that’s a good one for me to go after now. What’s funny is if you combine what Peter just told you with this strategy, it’s like it’s out. Okay. So once that look at these properties and I, and I find them, I’m going to door knock, I’m going to cold call and I’m going to send a letter. Okay. But first let’s talk about what we’re looking for. So what about, and gosh, tell me in the comments, when you’re out driving for dollars and you’re looking for properties that are in a distressed situation, what can you physically see about the property? Where you’re like, eh, you know, maybe something’s going on over there. Right? Put it in the chat.

What are some things about a property that you might physically see that, that might tell you that they’re a distress situation. I’m going to give you the first one overgrown landscape. When you’ve got shrubs, big old things, hanging out over the top of their roots. Most people that keep up with our properties, cut the grass, cut, cut the, um, their landscaping down. It literally sticks out like a sore thumb. Well, like Arlene says, the windows are boarded up guys. Great job. Great job. Bring them in. You’re not going to say anything that that’s not going to work for. This Bob says lack of maintenance. Okay. Yeah. Maybe Sophie said the door’s wide open, right? Yeah. Um, Kevin says there’s an old roof. Maybe the eaves and the overhangs are rotten right there. Jonathan said old abandoned cars. There’s grass girl in everywhere. There is sheets in the windows instead of blinds.When you drive up by a property and you see sheets instead of blinds or curtains, that’s a sheriff bar example of a distressed, generally rental house. Okay. Um, um, he says notices posted on the doors and windows tarps covering the roof. Parts of it. Absolutely. Um, maybe old newspapers in the yard. That was a thing probably more 10 years ago. Right. I used to look for old newspapers that people don’t even get newspapers anymore. Um, maybe, um, you could just tell by looking unattended mail, Kevin says all of these things are what you should be looking for when you’re out driving around. So I know you probably have it in the neighborhood you live in. Do you know how, like you’re driving through a neighborhood and you’re like, Ooh, I bet everybody wants that house to be sold. Right. Or everybody wants them to leave.

You’re you’re looking for those little oddballs in these neighborhoods. Okay. Now, once, once you find these properties, you’re going to say, well, they don’t have a first sell song. Peter, why would they want to sell, you know, why somebody want to sell in these, in these, in these areas? Well, I’m telling you for me and for anybody that I know that does this, this is the highest converting lead source. Absolutely. It takes time. It takes time. So what I want you to do, if you’re able go knock on the door, okay, go knock on the door. Just like the pier. What Peter said, number two, go to our website in our app, deal driven. You’re going to put the address in to that app. And it’s going to give you the owner’s name. You can skip, trace them to find their emails, their phone numbers. And sometimes even their social media, you were going to pick up the phone and you were going to call them another good source. And you’re going to be like, Julie, I don’t want to do this, but it works. Okay. Is send a letter to them in the mail. And I don’t mean just any letter printed off. I literally mean tape a regular. I just had some here, a regular envelope, number 10 envelope and hand, write their name and the address on the envelope. Pam, not the name, the address on the envelope. Now, when you do that, and by the way, if you’re wanting to get your kids involved in learning a business and helping you, this is a great job for your teenagers, by the way, have them address your envelopes, because think about it. When you go to your mailbox and you’ve got a letter in the mailbox and it’s hand written to you, what do you do? Do you do like this by the trash can and throw it away? Cause you know, it’s junk mail or are you going to open that envelope?

You’re going to open it because you’re like, oh, maybe somebody sent me money or maybe they’re inviting me somewhere. Like at Christmas time, send it in the, uh, sent it with, uh, Christmas colored envelopes. In the springtime. Always send it in. Um, regular, like in the Taishan envelopes, like a graduation or marriage has happened in the spring. Get creative. You can find this stuff at the dollar tree y’all and you would be amazed at the return that you get on hand, write the envelopes, sit to these houses. Okay. Now for a second here, we’re going to talk about how do we talk to these individuals? Okay. Um, how do we talk to these individuals with these homes, but we’re going to play a promise you that I have a point and answer me in the chat. Okay. Don’t leave me hanging a promise you in the end that I have that I’m to come to something that definitely correlates with what we’re talking about. Man, I’ll tell you like my whole life P there’s this one car that I’ve wanted my whole life, like, and I’m going to have it one day. Um, and I’ll tell you, I’m just not bought it yet. It’s over a hundred thousand dollars. I have always wanted a 63, a 1963 Corvette. I mean, I just think that the prettiest thing I’ve ever seen, I just want one so bad. These things are hard to find. They’re really expensive. Let me ask you guys a question and put it in the chat play long if money wasn’t an issue. Okay. And I’m mostly pull up, thought about this. If you could buy any classic car, what would it be? Let me know in the chat. If you could buy any classic car and you had the money to buy it in the wherewithal to buy it, what would it be?

68 Mustang can set a Dodge charger, a 69 Camaro, a 54 Buick Roadmaster. Absolutely. Chris Sandra and then set a model T 69 Mustang 77, uh, Paula. Right 69 Chevelle. SS. Okay. So hang with me guys. Okay. We’re going to use, um, we got a 1929 Oldsmobile executive, a 2021. F-150 Sophia. I drive a F-150 king ranch, by the way. I love, love, love that truck. We got a 66 Thunderbird, 74 Bronco an Audi. Okay. So let’s just use the 74 Bronco Peter. So let’s say you’re driving down the road and you have thought about owning a 70 model, a 1970 model Ford Bronco. Not these new Broncos. They just came out with, but the year 1970. Okay. Everybody follow me. You’re driving down the road and you look out in somebody’s yard and guess what’s out there. Ooh, that not teen 70 Ford Bronco. Now, remember guys, you’ve wanted this Bronco your whole life and you’re driving down the road and you see the thing. But as it goes, it’s not fully restored. There’s grass growing around it. The towers are flat on it. It’s rusting up a little bit, but you know what? You’re willing to take on the challenge of getting it fixed up. What would you do to try to buy that car? Tell me what would you do to try to buy that car? Ken says, you’re going to stop and ask if it’s for sale. Absolutely. You’re going to knock on the door, right? You might leave a letter there. You might call somebody, walk up to the door and see if it’s for sale. You’re going to call Karen and Carl says whatever it takes you see, when I talk about, when I talk about driving for dollars and finding properties, a lot of people put properties over here. And the idea of buying this for Bronco over here. Guys, it’s the same thing. You know, the person that owns that seventies Bronco, you go knock on the door. Pete, let’s say you own the Bronco, right?

And I say, Pete, oh my gosh, I was driving by your house. And I saw that 1970s Bronco out there that you have, man, Pete, I have wanted one of those, my entire life. Is there any way that I could just make you an offer for it? What do you think Peter’s going to tell me? Yeah. Number one, Peter is going to be proud that he’s got that 1970s Bronco. Let me tell you I’ve done this with cars too. He’s going to want to go talk about that 1970s Bronco when you’re going to be able to make an offer, right? The same exact emotion that I’ve just had about that Bronco. The same exact tonality that I had about talking to Peter about that truck is the same exact thing and the same exact way that you should be talking to people about their houses.

You get it. When you look at it that way and you have that much conviction in what you’re talking about, or when you’re door knocking, you’re never going to have a problem. Having a seller, listen to you because guess what? Their house is exactly what you’re looking for. Isn’t it. Right? You don’t care. Just like that. Truck had overgrown grass around the tires flat and it was rusted. Yeah. Maybe their house is the same way. It needs some loving, well, you know what? If you use this same energy, when talking to sellers, you would be absolutely amazed at the amount of offers that you can make. Okay. So here’s exactly what I say. Would I call somebody on the phone? Is that something you guys would like to hear? And I’ll tell you if I call 70 properties like this, I’ll do two to three deals. I’m not even playing with you. If I knock on the door, I’m going to talk the same exact way call’s going to go like this. Uh, Peter, Hey, it says, Julie, how you doing today? Oh, good, good. Well, actually the reason for my call is the other day I was driving down a main street and I saw this house that I believe that you own at 1735. Yeah. I own that house. How can I help you? Well, paid is see, I bought fix and sell houses and I bought and rent them out. And whenever I saw yours, who I just knew, I had to give you a call. I mean, it’s exactly what I’ve been looking for. And I was just wondering if there’s any way that I could, you know, come out there and take a look at your house and make you an offer for it. And then you see, did I call and say, Pete, I’m a real estate investor and I pay all cash and I close quick and I can do this. And I can do that. No, I did not say any of that. I’m Julie from down the road that just so happens to buy houses. Okay? So I’m not going to use all of this catchy lingo. I don’t, I’m not going to use all of this catchy lingo to grab somebody. I’m going to use the same strategy that Peter talked about when door knocking now, like, Hey, I heard someone in this area was looking to sell their house. I don’t know if it’s you, if it’s not, you, do you know anybody else that’s looking to sell. People want to do business with who they know and who they trust. They don’t want to do business with big conglomerates and things like that. Number one, you’re never going to compete with them. You’re never going to compete with the open doors and these big companies that buy properties. I tell you, and that could be disheartening for a lot of you. But let me tell you this that you’re never going to compete with you either. They’re never going to be able to deliver the message that I just gave you.

The reason is, is because that house is exactly what I’ve been looking for. I really do love it. And I have plans to make that a restored 1970s for Bronco. You understand? So the reason I went through this with you guys is because a lot of us are very fearful of making these calls, sending these letters and door knocking guys. It’s just other people, only other side of the thumb, other people on the other side of that door, if you ever go into something with a negative attitude or like, oh, they’re not going to hear me out. You’ve already lost before you’ve even started. The white I’ll look at it is that everybody should hear my offer because I want to make an offer. That’s fair to both you and I, because I’m here to make it a win-win we’ve. Guys, we could, I could go on for hours and hours with different strategies.  But my point is just tonight, whether you’re with partner driven, whether you’re not, we gave you two great examples of how you could go fund deals, how you can, can find great deals in your area, get them under contract, without spending a significant amount of money in marketing. Yeah, it’s good. It’s going to take some time and effort might cost you some envelopes and stamps, but what you really want to do something to be successful in this business, you’re going to do whatever it takes. You’re going to see that’s the difference between successful investors and non-successful investors is picking a strategy, becoming brilliant at it and executing over and over and over again. The biggest problem I see, and I may be hitting some of you guys as heart strings is you’ll try something for three or four weeks and it doesn’t work. So then what do you do? Let me go try this then that doesn’t work. So let me go try this. That doesn’t work. Let me go try this. You keep hopping around. You’re never going to hop into a deal. Stay focused on a couple of strategies, become brilliant at them, and it will come around for you because this flows off of my tongue because I’ve done it. Thousands of times, you got to give yourself a break and let yourself become accustomed to doing this.

But I encourage each and every one of you tonight is to take what we’ve told you and put it into action. Put it into action. I’ll want for you guys to have the life changing moments that I had because of this business. So my question to you guys is, was to night and these just two little strategies. Did anybody pick up on anything tonight that might make them feel like, yes, I can do this. Let me know in the chat. Yes, no. Get out of here, Julie, whatever you want to say, let me know in the chat. Is this something you think you can do? Thank you, Tiffany. Thank you guys. And listen, let tell you something, your never alone this business. Sometimes you feel like I’m all alone. You’re never alone. You’re never alone here at partner-driven either. We’re all going to be here to help you.

Peter (50:44):

Yeah. Good stuff. Julie, good stuff. Like always, we discussed about talking about four strategies, but, and I told Julie, I think once you and I start, we’ll be lucky to get two in you don’t need four. You don’t need 10. You don’t need 20. You just need to do something and do it consistently and stick with the basics. And if you commit to just a couple of techniques and strategies that Julie and I talked about tonight, you commit to mastering them. That’s how you become brilliant at something. You just do it over and over and over and over again that I’m telling you it’s lights out. It’s lights out. I don’t know anyone who’s kept out the real estate investing business. No one has. There’s always that next level. There’s always somebody to catch. There’s always the next income opportunity. There’s always the next lifestyle opportunity.

So guys, if you’re a partner here tonight, I really, really hope we see you guys on October 2nd, the Saturday, if you’re not a partner tonight, but you’re like, this sounds pretty cool. These sounds like kind of people. I like to associate myself with. Most importantly, I’m ready to level up in life. Then, like I said earlier, we have a couple of people on standby at 770-746-8585. They’re there to answer your questions and maybe even get a couple of y’all started tonight. But most importantly guys on behalf of myself and Julie and this amazing team that makes it all happen behind Julie and I, we truly, truly do enjoy this. We love connecting with you guys. We love sharing. We love teaching. We love coaching, but above all, we love doing deals with our partners. So we appreciate it. We’ll be back. Same time, same place next week. We’ll see you then. Bye.