New Speaker (00:00):
Buddy Peter Vekselman here. How is everybody doing? It is Tuesday night live so glad to be here. Like literally woke up today and warm enough to swim in Florida and finishing the day off here in our Atlanta place. And we just got back from dinner and it is freezing. I mean, I think literally in the last 2012 hours, I’m pretty sure I had a, um, like a 30, 40 degree temperature change, but those are the kind of problems you encounter when you like to travel, but I’m glad you guys are here. Uh, we got a special night. We got a super-duper partner on a phone with me. We’re going to bring him up here and just a little bit, but while everyone’s bouncing on dialing on, let us, let me know where you’re, where you’re, uh, calling in and dialing in from. Um, uh, always like curious about that.
New Speaker (01:08):
What’s up, Brad, what’s up Erica. Um, learning how to scroll, you know, only been using this technology for a year now. Um, we got coming in the house. We got Savannah in the house with some Greg what’s up, Christine? Uh, what’s up Bolton. How you doing buddy? I bet you’re experiencing some cold up there in Illinois. Yes, sir. What’s up Thomas? Yeah, all hydro. That’s my hometown, Akron, Ohio. So I understand what it means to be cold in Ohio. Um, all right guys, we got a special, special stuff tonight here. We’re going to get started here with our partner and just a little bit. And um, this is just the time now, if you’re a partner, tonight’s going to be great. Cause you’re going to be like, okay, it ain’t just Pete doing this thing. It ain’t just Julie doing this thing. It’s, you know, it’s, it’s real life partners doing real ideals.
New Speaker (02:08):
So it’s going to be super-duper I’m sure we’ll learn a ton along the way. And if you’re not a partner and you’re just trying to figure out, man, is this thing even possible? Does this thing work? Are there people actually partnering and closing deals with these guys, then tonight’s going to be really good for you because that’s what tonight it’s all about. Uh, what’s up Dawsonville, Harrisburg. What’s up Brian? Um, yes, it is cold in Georgia too. Especially I bet in the mountains, Columbus, Ohio near and dear. I went to college actually in Miami, Ohio and had some really, really good friends that I used to visit, uh, in, um, um, in Columbus, Ohio and Ohio state. So the last year and a house, right? Let me know where you’re dialing in from, as I get ready here for tonight. Um, we’ve got some really, really, this is like, this is going to be good guys.
New Speaker (03:09):
I promise you no matter where you are on your trajectory in this business, maybe with us, you know, this is going to be like, okay, I get it. I might not want to do it, but it ain’t going to be because it doesn’t work. You know, that’s really what, uh, uh, what tonight is all about. So we’re going to be get started here in just a couple of minutes while everybody’s dialing in. I guess we’re zooming in right. People don’t dial anymore. That’s one thing I do like about zoom. I could like look at my hair, check it out and make sure it’s all dialed in. But the funny thing is I know zoom has been around and I know I did some zoom calls before the pandemic, but I didn’t even know what I was doing. Like, I didn’t know what a zoom call.
New Speaker (03:55):
I just knew that it was zoom, video conferencing. Now everything is done via zoom. Um, what’s up Ontario in a house. What’s up Michigan. What’s up Mitchell. What’s up Raisa from New Jersey. Uh, oh yeah. Thank you. Here’s the al-Din that’s very important for me to know. Um, oh yeah. All right. Got it. Cool places in, uh, in Canada. Awesome. Um, with self ed, how are you buddy? Good to see you. Hey ed, listen, buddy. So, so proud of you on the, on the, uh, hashtag go 30, uh, uh, go 30 heart. That’s awesome, man. So proud of you. We’ll be talking about that. Just, uh, um, uh, we’ll be talking about that in just a little bit. We got a lot of people from the west coast. I’m being told on the call today, which is great. Um, actually I’m going to be going to west coast and we’re going to be in California.
New Speaker (05:01):
Um, but uh, I want to say in January, January, no later in February, we’re meeting one of our amazing partners out there in a place called I think it’s called big Sur or something like that. And, uh, I’m going to be meeting one of our partners. Somebody we’ve done like literally hundreds and hundreds of deals with, uh, last time my wife and I were in California a couple of months ago, we got a chance to spend time with him and his wife right across San Francisco in the little town. And this time we’re like, let’s take the whole weekend. And so it’s gonna be myself Rafa and Chelsea, myself, Irina, Julie and Brian. They’re gonna head up there. That’s one of the things we’re gonna be doing a lot more next year. We’re gonna be meeting tooting around the United States and meeting partners. So another reason why this, uh, hashtag go 30 hardest, so, so critical.
New Speaker (05:50):
It’s a way to propel you further down the road. Uh, uh, in this business, I guys let’s get rolling so glad you guys are here. I’m going to bring on our special partner here in just a couple minutes. Um, but let me just tell you what we did the last week. I mean, last week was an amazing week, um, for myself, um, for Julie, for Rafa, for Chelsea, um, it was a week that we are all like, you know what, let’s all get together because in this like pandemic world, you know, we used to have an office that we still have an office, but we just don’t go there too much anymore. Matter of fact, we, before the pandemic, we had a 10,000 square foot building during the pandemic. We ended up with a 1500 square foot building only because we realized we don’t need all those people.
New Speaker (06:35):
I’m not, I’m sorry we needed all the people. We actually had them up and hiring more people. We didn’t need all that space. You know, people were doing just killing it with us. Um, and so, uh, but what, the one thing that I think this pandemic did do is I do still think that personal one-on-one interaction is still very important. And so, uh, myself and Rafa and Julie and Chelsea were like, okay, let’s, let’s grab our spouses and let’s go. And we rented a house, um, uh, right around Santa Rosa beach and in Florida. And I could just tell you guys, it was magical. And, and you know, this is like people sometimes say, well, you know, you talk about your lifestyle and all this whole yeah, because I don’t talk about it. Like I don’t talk about my life, the weird things. I don’t talk about my lifestyle, like with my friends and buddies that I hang out with, because I don’t talk about it from a standoffish show offish way.
New Speaker (07:29):
But I do talk about it many times in the partner driven model from a standpoint, because, sorry, I’m just opening a window up from a standpoint of, I just want to share with people that this stuff works. We had, I mean, like we had this amazing and, and I want to tell you something that we did, that it’s going to impact every single one of you here this week. But beside that, I’ll get to that in a minute. We literally did have an amazing, amazing time together. Like, you know, we had the whole week, we had a private chef cooking us dinners that like mindblowing, you know, we, we rented a yacht that we just spent a whole day on. We did a, uh, deep sea fishing trip. You know, we rode bikes. We, uh, we did other excursions. So, I mean, it was just like magical.
New Speaker (08:14):
We stayed this, this unbelievable 7,000 square foot house. Amazing. But at the same time we were growing our business. And in what we did this week was literally, um, from the marketing perspective, finalized a system that, and this is mindful. I’m just telling you what I’m about to share with you. And this is for our partners, by the way, what I’m about to share with you, as far as I know, there’s no one else doing this. Like as far as I know, there’s no one else that has this capability in the tech and technology, but check out what our partners are very shortly about ready to start getting in terms of leads, right? Cause look, we’re in a business, we’re in a business that real estate, but it could be argued. We’re almost in a business of marketing, right? It’s all about marketing. It’s all about finding the property.
New Speaker (09:06):
You know, it’s like when you find the property, it’s like goal touchdown, you know, three point shot. So it’s all about being able to get that deal. And there’s many different marketing techniques. There’s many different marketing strategies, but we’re about ready to unleash is a game changer. So, so let me kind of walk you through what this thing’s going to look like. I should already looks like it’s already done. We’re actually launching some beta testing with it, with a couple of bigger partners. Um, and then we’re going to just move it over to the technical. We’re going to move it over to, um, to the rest of the partner, uh, family. But so what happens in real estate? You know, sometimes people say, well, who do I go after? Like, how do I know someone’s a motivated seller? Well, in the end you don’t, I mean, you do not know what’s happening behind closed doors of a property.
New Speaker (09:59):
You just don’t. I mean, you know, we all like, you know, there’s preferential areas, there’s types of looking properties, but in the end you really, really don’t know. So there’s what is known in real estate. Now follow me on this, cause this I’m going to teach you something and I’m going to show you something really cool. So there is what is called, what we call them. Real estate is list stacking and list. Stacking is exactly that you basically take a sampling of, uh, property owners, let’s say 10,000 of them, right? A random sampling in a specific area, let’s say, and then you start stacking that list or qualifying the list. Like for instance, the only people that I want to remain on this list are the ones that have at least 40% equity, right? Because why go after something where there’s zero equity, right? Where I, you know, I want at least to have a shot at getting this property.
New Speaker (10:56):
You go after let’s say, uh, so, so you condense that list. Then you throw out, let’s say everybody that lives in that house and you go after people that, uh, are what are known as non owner occupied. Like they have second homes or rental homes. Okay. Because those are the most likely people. This is like a statistical fact. Those are the most likely people to sell their homes. So, you know, the, the stack gets smaller. Then you throw out people let’s say they just bought their house. Let’s say somebody bought their house in the last six months. I mean, you’re not a hundred percent sure, but if I just bought a house in the last six months, chances are, I’m not going to just like take, uh, an absolute killing on it. So maybe you say, okay, the next stack is throw out all the new owners and let’s go after, you know, people that at least own the house 10 years plus and on and on and on and on.
New Speaker (11:48):
And ultimately you come up with a fairly manageable stack of potential owners. Now, just because you come up with that stack doesn’t mean everyone in that stack is going to be motivated or it doesn’t mean everyone’s going to have the ability to give you a good deal. You know, all you’re doing is you’re kind of tipping the needle in your direction. That’s all you’re doing. You’re tipping the kneel in your direction. But ultimately, ultimately you kind of have to take that, then that list through a process like calling on that list, having other people call on that list, maybe send some flyers out, maybe do some door knocking. You know, ultimately that list has to be from a short stack to like a no stack where like, you’re, you’re like, okay, this person, this person and this person. So you may start out with something, you know, 500 or a thousand here, stack it here, qualify beyond that.
New Speaker (12:42):
And then, and only end up with one, two or three that’s that’s by the way, that is real estate. And it’s that whole process that could be fairly cumbersome, fairly sophisticated, you know, fair for those of you that are, that are doing it right now. You know, it could be fairly stressful and all this, but what if, what if you could shortcut that process and not start out with a wide open list? What if you could literally just end up with those one, two or three people that basically raised their hand and say, looks like I’m your seller. What if you could literally get rid of that whole front end piece? And on that back end, all you’re doing is you’re getting kicked out. You know, Bob Smith, Terry Johnson, you know, Elizabeth, you know, w whatever, wouldn’t it be cool. What if that whole process could be done for you?
New Speaker (13:37):
And what if it’s not check this out? What if it’s not done from a standpoint? Okay, here’s your one, two or three. Let’s hope it works. Cause you know, that doesn’t mean it’s going to work with those 1, 2, 3, by the way, those are just the absolute, most likely candidates. What if that could be done for you over and over and over and over and over and over? Because the thing that people never quit this business, when they have truly motivated sellers to talk to that never happens a hundred million out of a hundred. We’re almost all the time. The reason people quit is in this initial process. It is cumbersome. It does take time. It is frustrating. I got I’ve been there. I did it for years myself.
New Speaker (14:25):
So what I’m saying to you is not only are, are you getting the most qualified, possible lead, but you’re getting rid of all the not nonsense. That’s a bad word, but you’re getting rid of all the work it takes to qualify that lead to that point. Ladies and gentlemen, that is what we here at partner-driven are about ready to unleash for our partners. That’s exactly what about ready to unleash for our partners. Now we pride ourselves here. A partner-driven of doing pretty much every aspect of the real estate business or deal with our partners. Number one, you better believe it. You better know what you’re doing because I can give you a raw, good qualified lead. But if you don’t know what to do with it, if you don’t know how to approach it, if you don’t know how to close it, if you don’t have the money to do something with the deal, if you don’t have the back office to process that deal, if you don’t have the construction piece, if one’s needed to help you fix the deal, you’re dead in the water, right?
New Speaker (15:30):
That’s like giving somebody one of those, you know, before a diamond becomes a diamond, it’s a pretty messed up little piece of rock, but it’s got all the potential in the world. So at the partner-driven level, we give you we’re about ready to start handing out these rocks, all the potential in the world, but we give everything else to make these kind of rough, dark looking rocks into an absolute diamonds. As a partner, you do get all of that. You get the coaching, the mentoring, the lead gen, you get the technology, you get the back office, you know, you get the construction, you get the money. If one money is needed, you get the processing, you get admin help. And literally every aspect of it. And then we put these properties on the market and sell them, split the profits. So before we bring our amazing partner and a board, I want to say this there’s two types of you, part individuals that are listening to us tonight, right?
New Speaker (16:30):
Some of you guys, some of you guys are already our partners. And what I just told you for you as a game changer, make no mistake about it. Like looking from what I just explained to you from my standpoint of 22 years in the business of like hitting my head against a wall for years of those and having zero to show for it sometimes going backwards, like literally going backwards, you know, can you imagine swinging swimming over a lake two miles wide and halfway through the trip you realize in the last, you know, hour or two, you actually gone backwards because of the currents. That was me in the real estate. There was timeframes in this business. And I don’t mean like couple of days or a couple of weeks or a couple months I’m talking about, they were like years in real estate. Where if you just say, okay, December, you know, 31st, okay, here we go.
New Speaker (17:22):
The next year, December 30th, I went backwards. I went backwards financially. I went backwards. Status wise. I went backwards. Credibility wise. I bet I went backwards. Every single possible way deal wise everything. So from my standpoint, what I just told you, if you’re already a partner, get ready, it’s about ready. We’re about ready to go down here. This is going to be crazy. And this is why. If you’re a partner, please, please, please. If you’re not already participating, go to our private Facebook page today, figure out what it is that a hashtag go 30 heart is and participate. Cause you need momentum. This thing only works if you have momentum. And one of the things, one of our rallying cries that we decided with this week, as we all hung out in Florida together is the goal is to take as many partners to multiple deals a month consistently in 2021.
New Speaker (18:23):
Part of that is going to be momentum. Don’t think that you could just like take a lead with no momentum, not knowing what you’re doing, not being part of the system, not being plugged in, just take a raw lead and like flip it and make money on it. Sorry. It’s not that easy. So if you’re a partner tonight guys, whew, I cannot wait. And by the way, we’re rolling this thing out, like next week in the test mode with real life partners and you know, I’m sure there’ll be some hiccups and who cares? You know, it we’ll fine tune it pretty quickly. Okay. Um, so if you’re a partner, like get really serious, like figure out, um, figure out how to get yourself to the next level. We got all the tools you need. We’re here for support, for help, for mentorship, for technology, for money for you.
New Speaker (19:12):
We are here, but you gotta have the moment. The work is on you. And I promise you, we by ourselves, we’ll make use zero money. I mean, there’s sometimes people partner with us and they literally think, oh, now I’m a partner. So I’m going to sit back and a Pete, tell me when you are me, the money. It ain’t never happened. You got to put still in and a lot of work and effort and all this, but you get it. Okay? I’m not I’m, you know, I’m sure I’m preaching to the choir if you’re already a partner. And so for those of you that are partners, please, please. When we’re done here tonight, or if you’re listening to this in the recorded format, go to our private Facebook page, uh, hashtag go 30 hard. It’s a way for us to build momentum, consistency, participate, posts, something that you’re doing, hopefully marketing related on a daily basis.
New Speaker (19:59):
Crazy. If you’re not a partner yet tonight, and you’ve been like checking us out and you heard what I just said? And you’re like, huh? I’m not sure if this is for me. Let me save you some time. It’s not for you. This is not for you. I don’t know what else we could do. Like if tonight you’re like, oh wow, they’re going to start generating. Okay. So they’re going to give me the mentorship. They’re going to give me back office. They’re going to give me technology. Um, they’re going to give me the money. They’re going to help with construction. Um, oh, they’re going to call up. Do qualified leads. Gosh, I don’t know. I got to sleep on this thing. I’m going to save you some time. Like shut it off right now. This is not, we’re not an organization you will ever want to join.
New Speaker (20:38):
I don’t know what else we could do. Like we’re generating motivated leads in the most unbelievable market that I’ve personally seen in 22 years, like, Hmm. But if you’ve been checking this out, this is it right here. This is like, today we’re doing this. You got to get serious about it. And so if you are ready to get started, like tonight, not tire kick, not take up our time in terms of, well, what’s this all about, but if you’re listening to us today, um, you probably already know what this is about. This is just kind of this isn’t like the final straw. Hopefully that gets you to be a partner. We have a team member on standby tonight. Her name is Christine. Her number is 7 7 0 3 6 9 4 3 9 5 7 7 0 3 6 9 4 3 9 5. I’m sure somebody will throw it up and chat. Give her a call tonight and she’ll get you started in this earliest tomorrow. We will be on our way. Um, we will be on our way to start putting deals together. Okay. So like this was something I was planning to doing for the first like seven minutes. I’m now 25 minutes into it. Uh, Stephen’s probably like, okay, I guess we don’t need me tonight, but we do Steven. You there buddy?
New Speaker (21:47):
Yeah, buddy. I’m here. There he is. [inaudible] how are you buddy? Good. Good, good man. I’m I’m I’m glad you’re here tonight. Thank you. Thank you for being here. Um, and I’ll tell you, let me tell you a little bit about, and I don’t think you know, the Steve, I think I might’ve told you this like a month ago, but like, um, this is a conversation that I had with like the S the, the, the, the inner circle here. The Mary’s the Loras because all, I always like the goal for next year for us at the partner driven level is to get as many people as we can possibly to the point that we’re doing consistent deals. And so this is how we launched the hashtag go 30 hard, but about, uh, uh, before we even did that, I was talking to them and I said, listen, I need to take like couple guys under my own wings.
New Speaker (22:37):
And I want to get them to those higher levels. And I don’t know if I, I don’t know if Steven, you and I ever had this conversation, but across the board, like there were some team members that disagreed who I should do this with a hundred percent of them all brought up. I mean, literally you were the one consistent name that like the team here internally said, Steven’s the guy. And so, again, I don’t know if I’ve even told you this before. I kind of remember, I reached out, I’m like, dude, let’s do accountability more by the way, as much as much, uh, good stuff as I’m going to tell you tonight, I’m also going to pick on you a little bit. We got to get a little bit more tighter. You and I, we got to get a little bit more plugged in more accountability and all this.
New Speaker (23:16):
Um, but you are you’re you’re you’re, you’re, you’re just a cool dude. You you’re, you’re like what I call a partner for life. I know that the whole team counts on you. Like when first things and all this, I cannot wait to do many more deals than we’ve already done. Obviously we all here know you, the world that might be listening to us tonight in a live environment. Doesn’t the people that are going to be listening to you. Um, tell us about Steven A. Little, you know, before us, before real estate, just kind of walk us through who you are
Speaker 2 (23:46):
And yeah, so, uh, I grew up in upstate New York and, um, I live in Virginia Beach now and I moved down here about almost 17 years ago. Uh, took a job, uh, and wanted to live at the beach. And here I am. And, uh, about 2012 or so, um, I needed a, a plan B, um, for, you know, work and planning for the future. And, um, I got into real estate, so I became an agent and started selling homes. And then, uh, 2000, uh, 18 or so I had a flatter old daughter. So she’s actually in the bathroom now for about, um, um, but, uh, around 2018, I decided I was like, I need to ramp up my real estate business. And I did, I started purchasing leads and really going after real estate more as a business. And I realized that I wasn’t really, uh, very knowledgeable on the investment side of the game.
Speaker 2 (24:46):
And, um, as an agent, if you really don’t know whether investors look for you, you can’t help them. And because real estate is a very, um, you know, and flow kind of business, um, you gotta be prepared for when the market turns and you don’t have as many buyers, or you’ve got it in abundance of sellers. Um, and it turns me more into an investment market. Uh, and I, I knew I wasn’t prepared for that. Um, doing some research came across partner-driven, uh, talk to Julie for quite a little while, uh, because I’m really not one to kind of, um, just, just try stuff I really want to know about it. But, uh, after talking to her, uh, took the jump, made the leap, and here I am, I think I’ve been her almost 10 months or so. I think it’s been, um, you know, continuing my, my full-time job and the real estate, which I do near full time as well. Um,
New Speaker (25:49):
Do you mind, because you have a little bit unusual background and I don’t know if you feel comfortable sharing what you do with, uh,
Speaker 2 (25:55):
So I, I worked in the public safety sector. I’ll just say that. Um, and, uh, I work with people a lot in that, in that field, um, and working with people, um, I, that’s how I learned how to do business and sales really is it’s cause it’s all rapport building, all the same thing. Um, so yeah, I, uh, I do have a little bit of a different background that believe it or not, it, it prepared me more than I would’ve ever imagined, um, for doing real estate, both on the, the, uh, you know, the conventional side of real estate and the investment side as well.
New Speaker (26:33):
Now, when you took the initial leap, and I know you do it, did it through the agent realtor side back then eight, nine years ago. What was your vision in terms of being an agent like when you got into, was it to get out of the other side of the, your world? What was the vision?
Speaker 2 (26:50):
Uh, vision was to, uh, put more money in my pocket. Well, the public service world doesn’t make a whole lot of money and, uh, I needed, I needed to have something where I can make some extra money, but I wasn’t, uh, I was in a different field, um, you know, and, uh, I needed that separation and cause you know, you put 80 hours into any job it’s going to end up burning out. I didn’t want to burnt out, but I really do like working with people. And I really do like the rapport building and relationship building. Um, and this guy gave me an opportunity to do real estate, give me an opportunity to do that in a completely different light and you know, being there for the good times of people. Um, and I drive, I drive on that. I mean, I really, really love this business all around globally. I really love the real estate business.
New Speaker (27:44):
So tell me a little bit, because a lot of times people do, um, become partners with already real estate background. You know, you’re already a realtor. I mean, I know it’s not really an investor, but you’re already, you know, um, have a background in real estate yet. I’m sure you had a general knowledge of what investing is all about. So what was it that attracted someone like you with a real estate background driven model?
Speaker 2 (28:09):
So I, I thought I could, I’m kind of jumping in the deep end of the pool, so to speak, uh, because of the experience that I had. I mean, I had experience talking to people about houses, I’ve experienced about the market. Um, I can, you know, do comps and, and understand value and I can understand, uh, as is value as compared to, uh, you know, rehab value. And, um, I can also bring, you know, options to everybody. I talk to my option for every, every seller is always going to be cash first. I think it’s the easiest deal for everyone. And if it makes sense, um, you know, it, it, it helps the seller cause they’re, they’re out. It helps me because I, I gain a client in a property. Um, and then with the partner driven model, um, you know, it of works out super well for me, um, and us, and, but the nice thing about it is, is whoever I come in contact with, I do have those options as well. So I can, we can go, Hey, that’s not going to work. We can’t make this work. I don’t have to walk away and I can, you know, I can go the conventional route and what’s the house. And that’s happened quite a few times where we just couldn’t make the numbers work, uh, for everybody, but I didn’t have to walk.
New Speaker (29:30):
You know what you’re talking right now to you, it’s natural to most people by going over their head. So I want to take a second explain what it means talking about this is, this is huge. This is what we called here as excuse me, as consultive sales. And actually we have taken this model that’s specifically, Steven’s talking about and we’ve taken it to a and national level. And this is like, if you’re a partner tonight, I want to kind of digest. I want to dissect a little bit about what Steven said and how I want you to think about what he said and how you could actually make more money, even if you’re not licensed and how we did it. Um, if you’re not a partner yet, this is an opportunity you’ll have in terms of capitalizing in this business, in this industry in ways like I I’ve always been an investor.
New Speaker (30:18):
I’m never in my life thought about capitalizing on the realtor side. Like there wasn’t even that realm of, of like what I thought about. Sure. I flipped some leads that way they flip some leads to me, but then one day I started thinking and it’s exactly what Steven said. Why not take the whole approach to every seller from a consultant perspective, meaning sellers have needs, like if somebody says, I want to sell that doesn’t mean I want to like sell it and invest your price. But at the same time, it doesn’t mean I could sit on a house for the next six or seven months waiting to sell retail. Everyone’s got their needs. So how we’ve set up our model here, uh, sometime ago is this we would literally, and Steven’s happens to be an agent so he could, you know, run with us himself.
New Speaker (31:08):
I was never a realtor, no one in our inner circles was a realtor. So we literally recruited, like we worked with a number of Stevens in the beginning, you know, and they could have been from different agencies, different brokers and nothing to do with each other. And, and here’s kind of what we taught them to do. Hey, next time you talk to a seller, don’t just tell that seller that, you know, you want to list their house. You can make a ton of money for them. Add one more piece to it, Mr. Seller. And this was usually, this is the line that got us, ultimately probably over a hundred agents doing this with us, um, that we just added one more line to their presentation, by the way, I happen to have a buyer and Mr. Seller, if, if, if, if you need to sell fairly quickly, if you don’t have the money to repair what I’m about ready to tell you that needs to be repaired and all this.
New Speaker (31:57):
And with that one line, we literally put over a hundred agents into our network. Well, over a hundred, by the way. And there was a point in time and this was before the partner driven model. There was a point in time. We did almost no marketing because we were getting all of our deals from our agents. We then Steven actually took it to one more step. We actually decided to do marketing for our agents. So like our, when our callers were approaching sellers, we weren’t approaching them from a, from an investor perspective. We were literally approaching from a consultant and our, our, our callers were just basically going in and basically telling the sellers, listen, as long as you’re interested in, we feel like we could help you. We got something, you know, a quick vanilla model where we can get you out of your property very quickly close on it and all this.
New Speaker (32:47):
Or we have some other options where we can get you more retail. And all our callers did was set up appointments for our sellers, uh, callers set appointments for agents. And can you imagine having a hundred agents a day, well, over a hundred agents a day going into people’s houses. And we usually could tee up, you know, somewhere between one to three appointments a day for them. So now we’d have about three to 400 appointments run every day where our agents were being, we’re doing consultative approach. And so it’s just a numbers game out of 2, 3, 400 people a day, all every day, two or three people said, yeah, I got to do this thing quickly. So we always were able to feed our investor side. But at the same time, we, we built a huge, huge, huge retail business out to the level that we’re like, okay, we need to start getting some referrals fees.
New Speaker (33:38):
So we got an in-house, uh, agent to come in. We got a license. And so we were able to get referrals. So what happened is we were still killing it on our investor side deals. Okay. But at the same time, we were making a ton of money because we were getting 25 per I think we’re getting about 25 when we started out 25% referral back. So we were making tens and tens and tens of thousands of dollars in that model on, on the referral side. And that’s one of the things Steven that you know, you and I have been talking about, like, um, and th th oh, by the way, this is the one thing we always like the main realtors that oversaw this whole thing, because again, we weren’t licensed. So we would sometimes even get brokers to come in oversee this thing. We always taught them, make sure you’re staying focused on the investor side, get those cash offers. We did the same thing we’re doing. We started partnering with them splitting profits. And so the way we taught them was would basically feed all the listing appointments out to your agents around you, let them make the commission, do whatever splits you want to do. Cut us back to 25%. And, and, and as a result, we built like an empire of agents just getting us investor deals, getting us investor deals, getting listings and all that. And that’s kind of a little bit direction that you and I had been talking about. Isn’t it?
Speaker 2 (34:53):
Yes, yes, absolutely.
New Speaker (34:54):
And, but you’re still in your model taking the lead, right. You’re still in the model. You’re the guy going in there, right. Because
Speaker 2 (35:02):
I am, I, I’m a little bit of a control freak when it comes to that, because that is the part that I honestly, I really enjoy that part. I enjoy the, the rapport building relationship building and the catch. And then I have some agents that I work with, um, that are taking on some, some of the other tasks. So, um, I will, we’ll hire an agent to do things like put on the lockbox and put up his hands and, um, you know, maybe write a contract contractor two, or write this or write that. And then they get paid, uh, at closing, they get paid like a transaction coordinator. Um, say I completely, um, use, uh, leverage as much as I can leverage time for a little bit of money. Um, these, that make sense to me, but I really do like the chase of finding those, the leads and then converting leads. So if I can keep that going for a little while, at least until I find someone who, um, will follow by my model, so to speak. Cause I have the same, the same script. Every time I talked to somebody. Um, but until then, um, I wasn’t doing it myself.
New Speaker (36:14):
Yeah. So you got some big nuggets in here. I rarely hear. And I’ve been, gosh, I’ve been investing for 22 plus years. I’ve been either partnering or coaching people, you know, 12, 15 of those years, I hardly ever hear someone say, I love this business. And then they quit. Even what I hear is people saying, it’s too hard. It’s too frustrating. So
Speaker 2 (36:43):
It’s hard. And it is frustrating.
New Speaker (36:45):
But how do you put yourself talk to somebody? Like when I say these things to them, it’s like, well, it’s you and you’ve been doing it for long. How do you like literally verbalize, I love the chase. Like, did you, is that a mental thing you put yourself into? Is this something you’ve always been like to you? This just comes naturally. You know, this is the thing I struggled with the most. How do I get people to fall in love with a pretty darn difficult process? So
Speaker 2 (37:12):
Personality wise, I think I’m a problem solver. Like I like putting puzzles together and I like figuring out solutions. So when I approach, yeah, if I I’m not approach you is just a client. Anytime I come to you with a problem, we’re going to have like two or three solutions to figure out how to fix that problem. And I, I thrive on that part. I love the mental chess game of that. How do I explain that? I don’t, I don’t know. Um, you know, I find that it’s fun and it’s really frustrating and stressful, but when the deal closes, it’s those first, it’s those first few minutes that, you know, either make it a break. It, it doesn’t matter what the numbers are. It doesn’t nothing really matters if you can’t get past that first 30 seconds when you meet somebody and, uh, or you talk to them on the phone, you know, um, all of that has had a play in how the outcome comes, um, or plays out, I should say. So, um, how do you teach somebody that you gotta find somebody who, um, has the true desire to help somebody? Because I really do. I really do have this desire to help people and I can help them out of their situation and make a living doing it, but let’s gold right there. Um, and, and find the people who like solving problems and putting puzzles together and coming up with some out of the box thinking solutions. Um, I hope answers the question. Yeah,
New Speaker (38:36):
No, no. Look, if it was a simple, here’s how you do it, then everybody would do it. Tell, tell me a little bit in, in, you know, one of the things I like to do is just, I get a little bit personal people. How important is your daughter in this whole thing?
Speaker 2 (38:50):
Oh God, she’s the only reason why I, I mean, I, I work, I can tell you my, my regular jobs 40 hours a week, and then I probably put in 30 hours a week doing real estate. Um, and it’s all, it’s all for her. You know, I, I, when I get along, wave her a little bit of, uh, you know, uh, an empire, so to speak, um, you know, so that hers, her, her future is secure. So, um, that, she’s the motivation that keeps us open little go.
New Speaker (39:23):
And, and to me, to me, like at a personal level, Steven, that is the answer right there. I think the reason that, that, um, so many people never make it, is there a reason why it’s not big enough, like to you, it’s just natural. Oh yeah. It’s her. And she’s the reason, but, but, you know, ultimately it is tough. It is frustrating. And if your, why is not big enough, chances are you’re going to get clobbered in the fight.
Speaker 2 (39:50):
I’m sorry. I didn’t mean to cut you off. Go ahead. The other thing is, is I don’t have to sell or buy at a desperation. You know, I have the luxury of time because I have another source of income, um, which is when every time we talk about, you know, doing real estate as, as the only gig, um, you know, that, that little bit of a net that I have really, it helps me because I can say, I can talk to a guy who says, Hey, I’m really not interested. And I can say, all right, buddy, well, you have a good day. And you know, I’m here. If you change your mind, um, desperate sells salespeople, don’t sell anything. Um, and I think put, setting yourself up to be in a position where you can do this without the desperation and, and you set boundaries. Boundaries are huge for me. Um, and when I started setting boundaries in my real estate business, my real estate, they took off like crazy, like wildflower is, um, I was able to say, Hey, I’m not gonna, I’m not going to work with you because of these reasons. Um, you know, it’s not a good relationship. So I’ve got to focus on the people that I had built good relationships with and could, could build rapport with easily and just things took off. Um, so
New Speaker (41:06):
That matters. You know, I had a interesting, you say that I had a partner call me a couple of days ago and he was excited. He’s fired up. He’s like, Pete, I’m quitting my job. You know, I’m going all in on this. And I just simply asked him, I said, how much time you got, like, how long can you quit your job and not make money? And he told me something like 45 or 55 days. And I said, no, don’t quit. Don’t quit. I mean, you know, certain, certain things I like when your back against the wall, but this kind of undo unneeded stress. I always tell people, keep the, they get going as long as you can buy yourself a bunch of time. But the other side of it, you’re absolutely right. You’re buying yourself like stress, stress, less things. You know what I mean? And that’s like in of itself worth its weight in gold, um, doing it from a PR and you’re right, you come across differently to sellers, right. If you’re desperate and you’re like, if I don’t do this deal, I don’t pay my mortgage, man. People could see through that. They could see through that in a second.
Speaker 2 (42:05):
Yeah. I wrote a sales class for my old brokerage and, uh, I, I was equating to everything and sales being like dating. It’s the same, it’s the same idea. You’re building rapport, you’re building relationships. And if you seem desperate at dinner, you know, you’re probably not going to get to the second date. And, um, it’s the same thing in sales. If I show up desperate and hungry or over aggressive, then, um, you know, it’s just, just not people have to like you in order to do business with you because there’s a thousand of MES putting signs. I don’t put signs out. I don’t send postcards just yet. Um, and, um, but there’s a thousand of, you know, I buy houses everywhere. You know, why would they want to work with me? Well, because I can sell me and if I can sell me, then I can work with
New Speaker (42:53):
Yep. You got it. You got it. All right. So let’s do this. I know. Talk to, do you remember Pailin road? I just married, just texted to me.
Speaker 2 (43:00):
Which one? There’s two on that road. They close within a week of each other. Talk
New Speaker (43:04):
About one of them. How’d you find it?
Speaker 2 (43:07):
Uh, so you guys had, uh, promoted, uh, Facebook marketing. So I called them and, uh, we got, got set up with, uh, put and fly and, um, got a lead off of them. And his name is, uh, his name is, uh, Johnny. Not, not Johnny. Sorry, Paul. His name is Paul and Paul, uh, was looking to sell his house. Not quite there just yet, um, to got to wrap up some, uh, legal issues with ownership in a probate situation. Uh, but you know, Paul’s been around that neighborhood for 20 something years and knows everybody. So I’m like, Hey man, I don’t think we can make this work just yet. These are the things we do, you know, anybody else who might be interested? Oh yeah, I know. I know Johnny right over there. How long have you known John? He’s been my best friend for 20 years.
Speaker 2 (44:04):
Well, tell me about Johnny. Amen. Um, he’s this he’s he’s that he wants to go here and he’s trying to sell this house. He’s tired of renting it. He just wants out, Hey, can you set me up with a phone call, ask him if I can give him a shout. Yeah, man, no problem. Great. And Paul became my bird dog. Um, so that one, we picked up, um, four 90, 3000, I think it was. And then, um, we, we had it sold like three times and it was just one of those deals that, uh, we kept getting a baseball bat to the face every day, every time I turned a corner and uh, I ended up selling it at like one time. I think it was so not, but not the greatest example of a good deal, but we made it work. Um, it just, a lot of things happened that, uh, were unavoidable for one, for instance, like the new photo I put up a quick photos up and then I went back and had a photographer actually take photos of the house, even though it wasn’t in great shape.
Speaker 2 (45:05):
Um, and those photos took almost a month and a half to load to Zillow, which was really, really hurt, I think, because it didn’t present well. So people didn’t see the value in the listing price. Um, but long story short, we did sell it. We got out of it closed on time as well. And we, we made a little bit of money. Uh, Paul also knew about this guy two doors down. Oh, that’s uh, Derek and Derek. Um, you know, he’s, he moved out of town. He’s been trying to fix the place up. It’s really nice inside. Hey, can you get a phone call? Can I, can I ask him if you, if I can give him a show and I did. And we put that place under contract for a hundred, which we, he was super happy with and we ended up selling it for one 40 and, uh, you know, we put some, uh, some appraisal required repairs in, came in kind of different on a conventional loan for the, for the repairs that they wanted. Uh, but the appraisers are really kind of pulling things back. Um, as far as market value, I think they’re trying to keep the reins on it a little bit. Um, cost us about 6,000 bucks total, I think five and repair a little bit for moisture termite damage. So under 6,000 bucks, um, to get out of that deal close on time and, um, you know, all both off the MLS.
New Speaker (46:21):
I love it. Oh, I, so talk about, I guess what does the San Antonio?
Speaker 2 (46:26):
Yeah, so San Antonio, I put a Facebook, um, shortly after I joined up on par and, um, a Facebook ad out regarding the guy that spent like 250 bucks on the ad and he got a phone call from a guy we’re moving out of town, we’re moving to Missouri need sell house. All right, I’ll be over there tomorrow, walked in places, uh, had really good potential, but it was just a mess. And, uh, they wanted a hundred for it. We knew I shouldn’t go shut it down. I think to a 180 7 filled it for a quick, pretty quick turnaround to a cash buyer for 1 0 5. I think it was. So again, not, not a whole lot of profit, but really quick to around very little risk because it was a cash buyer, very short contingency period. Um, and we were just turning that around.
New Speaker (47:14):
I love it. Hey, talk a little bit about it from a perspective of someone like you, who did understand the business before you got in the business, where does someone like you benefit the most from our partner driven model? I mean, because let’s face it, I mean, you, I know you were a realtor, but you understood the, the, the, the, the, the investment game to a certain degree. So where is the biggest benefit to someone like yourself from, from what we offer? Um,
Speaker 2 (47:38):
Uh, it’s the, it’s the support? The backend, um, you know, I called Marriott, I just took me awhile, but what may Mary we’ll talk on the phone now?
Speaker 2 (47:51):
Yeah. And, uh, so to be able to call up and, and, you know, I think we, we built a pretty good, uh, report as well between Mary and I, and, and I say, Hey, look, I think we need to do this. And, you know, she will agree or disagree. And, and you’re my client at that point in time. So I will do what you want. Um, but we have pretty good conversations. And for me having that, um, that backend, I also, you know, I have, uh, you know, I’ve got, Paul’s a bird dog, he’s, he’s still working. Um, I’ve got a guy about ready to jump on and start making phone calls for me on a commission basis. Um, he’ll be using deal driven. So, um, cause I can’t give them access to anything that I have from the MLS or anything, but he’ll be, he’ll be kind of set on that and making phone calls off of that.
Speaker 2 (48:39):
Um, uh, the amplify partnership you guys have. Awesome. I love those guys. Um, and they, they are producing good leads and we, you know, we had, uh, we, we talk quite often cause I do a lot of lead generation stuff and uh, they’ve done some tweaking here and there and we’re working on very, um, great so far, I’ve got a sold those two off of one of those leads for, you know, Paul nor found him without him flat. I got a listing under contract right now. Um, I’m excited to under contract right now that came from, uh, from there and I’m working on the next two deals. So one is a probate deal, um, and willing to is a, uh, we bought this house and fix it up and we just can’t do it. So, um, that will probably turn into a sell by for me plus probably a cash deal. Um, and then the probate deal will absolutely be a cash deal. Hopefully nothing nothing’s done till the ink is dry, but, uh, that’s what we’re working on.
New Speaker (49:40):
That’s awesome. That’s awesome. Listen, um, as kind of as an exit question. Yeah. There’s people listening tonight. There’s going to be people listening through a recording and they are thinking of coming on and being a partner there’s maybe potentially not sure. What do you tell someone like that?
Speaker 2 (49:59):
Um, no, I, I was, I was pretty fortunate to have some capital to work with. So, um, I took the approach of, uh, buying leads and, uh, and aggressive marketing strategies on, on social media. But if you can pick up the phone and make a phone call, um, you can do this business. You just, you have to be okay with hearing. No, because you’re going to hear it a lot. Um, just like in the dating world, it happens and you get discouraged by that because you know, it’s going to take a lot of notice, but that one, yes, it makes it makes it worth all the work and it will make you go back for more every time. So, yeah, it’s hard and it’s frustrating. And I get frustrated on both sides of this business. I get frustrated and juggling the owners and you know, the deal and all this stuff is, is challenging, but nothing in life is for free. So I figured the harder I work now, the less I’ll have to work later. And um, my little empire, you know, of real estate property and portfolio will hopefully grow. And that’s how I’ll, uh, I’ll get to go spend a week in Santa Rosa. So
New Speaker (51:09):
No, I already told you three more deals next Friday, I’m coming to see you or would you go meet somewhere? Well, you know, Hey, if you got, if you got a better place than we’ll just go meet somewhere, but yeah, you visit you, you look Stephen, you know, first of all, Mary loves you to pieces. She talks about you all the time. What else? Because you know, I’ll tell you that, you know, I think about sometimes when I talk to partners like you, in my mind, I’m trying to figure out what, what, like, what is the, what’s the one thing I could push out of this guy and take it and give it to someone else. And it always comes back to the same thing. It’s the fricking attitude. It’s always the attitude. It’s not the guy that does the deal in the first 30 days.
New Speaker (51:48):
It’s not the guy that like comes in with a million dollars in a checking account. I mean, those are all good. It’s, it’s the right attitude. That is the one thing ultimately that the successful partners have in common. And then you can take it beyond that. It’s I think it’s what most successful people have in common. They just got that attitude. They got the attitude, it’s a winning attitude. And you know, in my opinion, that’s, that’s worth its weight in gold. So anyway, Steve a year and you’re an awesome partner. You’re an awesome dude. I want the next three closings, push them as quickly as possible. I want to go hang out with you. We’ll do some fun stuff. We’ll record and all that. Um, but I’m going to close off. I’m going to let you sign off
Speaker 2 (52:30):
My little girl. Awesome.
New Speaker (52:32):
Thank you for being here so much. I appreciate it. Um, I guys, I mean, this, this is, you know, I could sit here and talk to you about what we do with our partners, but I can’t say really much after this. This is right here. This is a real life partner who we are closing deals with in a process of closing more deals with, and that’s what our partner model is all about. So if you’re a partner here tonight, take it up a notch, you see some amazing things that we’ve been talking to you guys about kind of teasing you with what’s on the forefront, but I’m telling you don’t ever wait for amazing to happen. Beat amazing to the door. Start being amazing. Start, you know, get ready to get ready. All right. I promise you. There’s never been an Olympic athlete. Who’s won a gold medal who somebody just brought to the starting point and said run.
New Speaker (53:19):
No, that’s just, it don’t work that way. It’s all the behind scenes effort, hard work and the determination and hit me head, uh, head against the wall. So if you’re a partner, you already know we’re coming into, uh, uh, amazing times, please, please, please take advantage of it and take it up a notch, go to a private Facebook page. Um, uh, hashtag go 30 hard become part of that. Um, oh, I’m just being texts. We got it. We got another special. We’re not going to bring them on. Cause I don’t even know how to do technology, but we got an amazing partner here whose birthday is today? Giomari squirrel. He’s listening in Jumari happy birthday, dude. This is another deal guy. We’ve done a bunch of deals with he, he’s just, he’s near and dear to everyone’s heart here at partner-driven family. He’s an amazing guy.
New Speaker (54:07):
Uh, I’m going to have Jumari on here when you hear Jumari story, like it’s like, you’re not only gonna like shed a tear, but you’re going to like look at yourself and say seriously, like it’s challenging for me. Jamari. Amazing, happy birthday, dude. Um, just let’s let’s let’s go hard. You’re an inspiration to so many, so, so happy, happy birthday. Uh, so if you’re a partner, take it up a notch. If you’re not a partner, we have a team member on standby tonight. So we could literally get you started tonight. Start working with you as early as tomorrow. Her name is Christine. Her number is 7 7 3 6 9 4 3 9 5. So if you’re ready to take that step forward, become a partner and start rocking. Rolling. Other than that guys, that’s all I got. I enjoyed it. I love that we are here every Tuesday, 7:00 PM Eastern. And this is what we do with the partner driven. We do deals and we showcase our model. So I’m signing off. I love it. I appreciate it. See you guys. Same time, same place next week. Bye-bye.
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