Joe: Hey, how you doing, Joe here. Welcome to the Real Estate Investing Mastery show. Hope you're doing well. Listen, I'm doing this live right now on YouTube, but I'm also streaming this to the audio platform. So, hello, everybody. Glad you're here. If you're watching me right now on YouTube, just comment down below and let me know you're here. Tell me where you're from. Tell me who you are. You might be watching this on Facebook as well. And Twitter and LinkedIn. So how's it going? Today's a special episode. We're going to be talking about how to double your income if you are a realtor. And I've been doing a little new theme for this type of a podcast where I'm taking on a guest who maybe wants a little bit of coaching, a little bit of help with an issue or problem that they might have, and I'm going to be giving them my advice and you get to listen in and see what we talk about. You may even find something that's relatable to you that you might want to do yourself. So we're going to be doing that today. And Zach, new friend of mine from Nashville, is going to be on the show. He's a realtor and he wants to double his income and start making more money, maybe doing the realtor stuff, maybe doing investor stuff. So we're gonna be talking about, can you do both? Can you be is it a both and thing or an either or? And I love realtors. Used to be one. I'm thinking about renewing my license. I don't know yet. I'm still on the fence on that. But I definitely work with realtors every single day. And I think a lot of investors, for whatever reason, look down their noses on realtors. And realtors also look down their noses on investors as well for sometimes really good reasons. But it's dumb. It's not. It shouldn't be that way. Investors need realtors, and realtors need investors. And if you are a realtor right now, you can actually make I'm going to argue more money if you do deals as an investor, but you still should not throw away your license. You can learn how to do both because I think when you have both, you can make even more money with that. All right. So first thing first, though, this podcast is brought to you by this little piece of paper right here. This is my land contract. You can get it for free. It's simple land contract dot com. I've been doing vacant land deals now for quite a few years. Really, really loving it. My son right now, actually, we were just talking the other day. He's working on a land deal that just got accepted. This was an old lead from somebody else, and they my son took his old leads and started sending offers to them and got a deal under contract. Not sure it's going to be a deal yet, but it's we got it under contract for two grand. It's worth maybe 15. And we got that deal under contract with a simple one page contract and you can get it for free. It's simple land contract dot com. Go check it out. Simple land contract dot com. Cool. Let's bring Zach Pyburn on. Zach, how are you, man?

Zach: Doing good, thanks. How are you doing?

Joe: Excellent. You're a realtor in Nashville, right?

Zach: Yes, that's correct.

Joe: Cool. I was just in Nashville yesterday we were talking about this before we started here. You actually know my brother. My brother Ben, really cool guy. I had coffee with him yesterday at a coffee shop called The Well. And I said, there's two of them. I don't know which one.

Zach: There's actually more than two, but Oh yeah.

Joe: The one I was, that was really nice and it was one of the best Americanos I've ever had. It was really, really good. All right. So talk about you a little bit here, Zach. You're a realtor, is that right?

Zach: That's right.

Joe: Cool. Yeah, I got in the business.

Zach: So I got my license almost a year ago, so that's very new. The reason I got my license was because I knew I wanted to be on the investor side one day in working towards that, and I wanted to get my foot in the door. I wanted to learn the industry and I thought that was a good decision. And as you were saying, it seems like there's a little bit of both, some something. It's a good idea, something it's not. Yeah, but the long term goal is to create generational wealth, financial freedom for my family and for calling, etc.. And so I started getting I got my license, I started getting a little traction in November, a couple of closings.

Joe: And just traditional realtor stuff.

Zach: Just traditional realtor stuff, which to me is it's great, but I know there's more and I've been I've been soaking up your content, other investor contents on creative financing, just different ways to invest that are not traditional. And I know there's more out there and that's what's exciting to me, and I know that more is possible. So that's my goal and it's really just it can get overwhelming really quick because there's a lot of information in a lot of different routes to take, and I'm really trying to zero it in and figure out a strategy and figure out what's best for me.

Joe: Yeah. Okay, cool. Do you do anything else full time or is this a side time thing for you?

Zach: This is. This is pretty much it, yeah.

Joe: Cool. And you're married. Do you mind my asking?

Zach: I'm engaged.

Joe: You're engaged? Cool. You're nice. And so no kids yet? Do you mind if I ask? So I don't know what's okay to ask what's not these days. And the reason I'm asking is because a lot depends on like, if you're in a relationship, have a family, you've got kids. That changes the whole dynamic, doesn't it? Like you have to make money now. So sometimes my best advice would be get a job at the well and start making coffee while you. Do the real estate stuff on the side, right? Which if you wanted to get into coffee, that's a great coffee shop to go to. There's a cool place. I was there for almost 3 hours yesterday because I. I flew there in the morning to do some church stuff with a friend from Saint Louis, hung out with my brother, and we had about 3 hours to learn. We had to leave for a flight. We were we got there in the morning, left in the evening. So but anyway, it was a lot of fun. So you've done some you've made some money so far with some traditional listings. What kind of land, what kind of real estate investing strategies are you interested in?

Zach: They all sound exciting. I've been studying on subject to your lease options, wholesaling. And what really interests me is, you know, the way that I am designed is flipping a property. Sounds really fun only because I grew up. My dad's a plumber, I grew up in the construction. I like to work with my hands, I like to design. I'm not professional in any way, but I'm really creative in that way. And so long term, what excites me is building my own house or even having a rental property just where I can make it, what I want to make it and get the fulfillment out of the creative part of it. That's what excites me now, the route to take to get to that point. They all sound exciting. You know, the land flipping sounds fun, but for me, I think I'm trying to figure out a strategy of what is low risk and maybe something to get into that doesn't take the capital that I don't have yet.

Joe: Yeah. And you're in Nashville, one of the most competitive markets in the United States.

Zach: Yes.

Joe: And it's maybe slowed down a little bit the last year, but still not much. I mean, when I was down there, so I still saw tons of cranes everywhere, you know, lots of buildings going up, lots of new construction still going on. It doesn't seem like it's slowed down at all to me. Is that what you feel like as well?

Zach: It's been I'm up here on the fifth floor of my building right now, and there's this crane, Crane, crane, crane, crane, crane. All over the place.

Joe: And especially as a realtor, it it's very competitive being a realtor in a competitive market like that. I was just reading in the Wall Street Journal how different companies like Redfin, Coldwell Banker, the, you know, Remax, those are the big ones. Keller, Williams and all that are seeing a big reduction in the number of realtors that are actively holding their license right now. And a lot of realtors are dropping out, quitting, going back to work because they're just struggling, then it's not working as well. In fact, there was a period of time before interest rates started going up so early, 20 to maybe where there were more realtors than listed homes on the MLS, which I think is pretty rare. Normally it's the other way around. There's but anyway, there is there's a lot of the realtors and a lot of them are leaving the market because they're just not making the money. And I was thinking of something where you were talking. Have you heard of that book by Gary Keller, the millionaire real estate investor? Really good book. Have you read it? We thought about it.

Zach: I have. I actually have ever read it front to back.

Joe: Yeah, I like that book a lot. It's been a long time since I've read it, but he comes at the real estate business from an investor perspective as a realtor, and it's a great book. He's interviewing a lot of other realtors in the business and it's about ten years old. So the markets have shifted and changed a little bit. But I think that would be a really good book for you to read. If you're thinking about doing the real estate investor side of things from a Realtors perspective. Yeah. So you one of the one of the big problems, I think correct me if I'm wrong, if you're going to be doing rehabbing in Nashville, the amount of capital involved because the houses are so much more expensive, very competitive. When you get a deal, you better make sure your rehab numbers are spot on. Like you're not going over budget because they're so competitive. You have to bid in. You're buying these properties higher than you normally would. Right. And it's also more challenging to find good contractors because they're so busy with everything that's going on in Nashville. You feel like that's my spot on there, that that's accurate.

Zach: Yeah, I was on a team who had someone who he was doing a couple flips and thankfully he made a profit, but it was nowhere near, you know, a projected.

Joe: I'm seeing that a lot right now with rehab all across the country and even in especially in the hotter markets out west and Phoenix and San Diego and Vegas and things like that, where it was easy a year ago to rehab a property and flip it. You could buy the properties instead of $0.70 on the dollar. Maybe you can make an offer in $0.80, 80% of RV, right. Minus repairs. But the people that especially those that were rehabbing on the higher end of the property. So if in if in Nashville, let's say the median home price is 400 grand, these were people that were targeting the $800,000 million rehabs because two years ago those are flying like hotcakes, super easy to sell. Lots of room for error. Right. If you're budgeted 100 grand for rehab and if you went 150 grand, okay, you'd still made a hundred grand on the flip. But now I'm seeing this a lot. People bought a house maybe a year ago, put too much money into it. Takes too long. Having a harder time now, selling it. They were hoping to sell it in a couple of weeks. And now it's been three, four or five, six months. And a lot of money's tied up on these deals and it's getting harder to sell. They're just sitting on the market and maybe we're coming into a normal market. I don't know. But here's my point. If you're into rehabbing. My biggest advice would be don't do that to start, right? Like, that's one of the hardest strategies to get into real estate investing as a beginner. I know you've been doing this for a little while, but like I tell anybody who's been in the business for less than a few years, like you've got to learn how to find deals before you start getting into the bigger deals, before you start fixing and flipping, before you even start buying and holding for rental properties, you need to learn how to be a deal finder. You need to learn how to find the good deals. Because every market is so different, you know, you're going to find as you learn and you're out there on the streets and you're talking to sellers and making offers, getting offers rejected, maybe getting offers accepted and then bringing them to other buyers and investors. And I'm telling you now, that's too much. I you know, you need to be 50 grand less or whatever. You're going to learn the best by actually doing. And so I think the guys and gals, especially in competitive markets like Nashville that are going to do the best, are the ones that know how to find the deals. You need to learn what's a good deal and what it's what's not a good deal. Right? Then once you learn that stuff, you can cherry pick the best deals for yourself to fix and flip on your own. You know what I'm saying? Yeah. You mentioned this before, like you worked with the rehab or before. Is that right?

Zach: I worked with a realtor who he basically was an investor and took on his own projects. I wasn't deep into it, so I'm not very knowledgeable on how it where that was when I first started out and I ended up moving brokerages.

Joe: Okay. The other thing I was thinking about when you were talking was you need to really focus on networking and finding who the active buyers are in Nashville right now. Right. Who are the ones that are actively looking for properties right now and find them, Sit down with them. Don't just take them out to coffee to pick their brain. Right. You need to find these guys and gals, these companies that are looking for deals and find out what are you looking for. Put on your realtor hat for a little bit, but not as a Hey, I'm looking for listings. Not the retail side of things, but look for the investors who have the money, who are looking for deals and find out what they're looking for, what markets, what neighborhoods, what price ranges, how do they make their offers, what makes a good deal or not a good deal? And what I would suggest and by the way, how long again have you been doing this.

Zach: Full time about September.

Joe: Okay. Because you have a big learning curve ahead of you, right? Which is awesome. And you've also you've got into the market at a very difficult time. Right? Listings are on the market longer. A lot of realtors are leaving the business. You got to think in terms of who are your who are the customers when you're a realtor, when you're an investor who are the customers? They're not the sellers. They're the buyers. The buyers are the ones with the money, right? They're the ones with the money. A lot of realtors go into the business looking for listings, looking for sellers, but really it's the buyers who have the money. They're the ones who are your customers. And I see all the time the realtors that focus on the buyers first always succeed, stay longer in the business and have better success because you find those buyers first and then you go out and you find what they want. I would encourage you to be a bird dog for these investors that are looking for deals. And you got to get super clear on this, right? I would find them say, Hey, listen, I'm a realtor, I'm just getting started. I'm a hustler. I'm and I'm good at finding deals. Please tell me what you want and I'm going to go find it for you. All right? What neighborhoods are they looking for? What are they willing to pay? Do they have access to money? Like if you could bring them a deal, can they close in a week if it's a really good deal? And then also you find out from them, how do you make your offers? And everybody has different ways to analyze deals. You know, maybe it's a landlord looking for rental properties. They're going to have a different way of analyzing a deal. Maybe it's a fix and flipper who just wants to fix and flip? Don't allow them to give you general vague answers. Don't allow them to just say, Oh, I'm looking for a good deal. Send me what you got. You need to just really dig down and say, Tell me what you looking for? Are you looking for two bedrooms or four bedrooms? You know, are you looking for tear down so you can build a new house? You are. Okay, good. Which neighborhoods are you looking for? These deals in which zip codes. Which part of town? If I bring you a tear down on this side of the highway, are you still interested, or does that have to be on this side of the highway? Right. Because every neighborhood is so different. You've got to get you got to find out what they're looking for. And then it's just a matter of when you know that getting on the phone, talking, putting yourself out there, finding deals like it reminds me of a of a student I had in. Denver, Colorado. And this was five, six years ago. Very new in the business. Very frustrated at how hard it was to find deals. And I remember him telling me specifically, Joe, there are no deals in Denver. There are none. I said, Really? Are you sure about that? Yeah, I'm positive there are none. I said, Well, okay, let's look at the data. Data, not drama. Let's look at the numbers. And we went in to Denver, and I looked in the last three months, all of the transactions that investors bought, and I found several hundred of them. These were properties that investors bought in his neighborhoods in the last 90 days, three months, or whatever it was. And he was blown away that they were actually people finding deals. How did they find them? So I said to him, You need to get very clear and drill down deep. Instead of going a mile wide in the whole Denver market and just an inch deep, you need to pick in that engine, go a mile deep into that. And I told him, I said, you need to find just the top two or three zip codes, maybe the top two or three neighborhoods. And you need to be the expert of finding the deals there in that zip code for these buyers. And so he did that. Within a few months. He was making a ton of money. He was killing it just because he decided to go a mile deep. And what do you do in that mile deep area? Well, now that you know what your buyers, who your buyers are and what they want, you can go find it for them. And if you know they have cash and you know they can close quick, it changes everything because now you're presenting yourself, especially since your license agent, you can do this, you're presenting yourself to these sellers as you're talking to them as somebody who's got $1,000,000 burning a hole in your pocket and you can close in a week. And sometimes because these guys know these areas so well that you can pay more than anybody else. Does that make sense what I'm saying there? Yeah. All right. So how do you go a mile deep in these little areas? Handwritten yellow letters, cold call, texting, putting fliers on doors, knocking on doors? I remember back. It's been probably ten, 12 years. I used to do a lot of Post-it notes, and I would hire these little companies that do the fliers. You know how they there's people that go around delivering fliers and rubber bands on doorknobs and stuff like that. And I printed five, 6000 Post-it notes that look like the UPS Post-it note that they put on a door when they've missed and there needs to be a signature or something like that. And they worked phenomenally well. I got a lot of call. I got a lot of angry calls. But if you Google real estate investor Post-it notes, there's a company that does these and it used to be called the Roop Post-it Note. Richard Roop, our OP used to sell those. And there's a company out there that you can buy them and print them and you put your phone number. So like, here's the cool thing. You can find all the things that work and do all of them, you know, cold calling, the texting, the letters, the door knocking, putting the Post-it notes on the doors because you just got to go a mile deep. And if all your marketing is focused on these zip codes and then you make it a goal to talk to five sellers a day in those markets. Right. And it could it's the realtors that are listing properties there. It's the realtors that recently sold properties there. It's the property managers who are average who have properties in those zip codes. It's the landlords, anybody and everybody that ever does business in these areas. They need to know who you are by your first name. You need to be calling them, emailing them, texting them, pestering them, bothering them. Hey, I'm looking for deals. Do you have anything? My name is Zach. I'm looking for deals in 63194. Do you have anything right now? I'm looking. I'm looking. I'm looking for deals. Well, can I send you my contact information in case you find something, you can let me know. You understand what I'm saying there?

Zach: Yeah. But as far as. So you're saying find the buyer first. Investors, cash buyers, and just start there and just.

Joe: Finding the buyers first. Yeah, because it's always easier to sell what somebody wants rather than what you have. So if you just are spraying and praying all this marketing all over Nashville and finding a deal, it's like you walking around New York, Times Square or whatever it's called Times Square in New York, and you've got a bowl of spaghetti and you're trying to sell this food to people just out there and random, they're going to be looking at you. We're like, I don't know, I don't even want any spaghetti why you're bringing this to me. But instead, if you put on your, you know, your DoorDash uniform, right, and you get your DoorDash bag and you come up to people say, Hey, listen, are you hungry? I'll go. I'll go buy you something. What are you looking for? What do you want to eat? And then you get an order. You go get it for them. You're much going to. It's just makes everything so much easier, right? You need to find out who the active investors are and where are they buying and what are they buying? What are they looking for? Talk to them. Be that guy who answers the phone like any realtor that has that knows how to answer their phone, can make a lot of money in this business. Same with investors. But it's especially true with realtors because realtors just don't do that anymore. They do not answer their phones and it's really annoying to everybody. But you become that guy that answers the phones. When a property manager calls you or a realtor calls you or another investor calls you and says, Hey, you know what? I think I have a deal you might be interested in here. You're the guy who answers. I can't tell you how many deals we've done, especially when I was working with a friend of mine, Rick. We were doing a lot of. Direct to seller marketing. And just kind of doing okay with it. We switched it around and we started finding the buyers first. And we started going to them saying, What are you looking for then? Then all he did, we stopped all of our seller marketing and he would go out and just call everybody that does business in those areas because we knew then we had the buyers, we knew what they were looking for, and we started calling every investor, realtor, property manager, landlord, everybody we knew who was doing deals already in that area. Listings, older listings, sold rentals, all of them, right. And just telling them, Hey, we're looking for deals. Do you have anything? And then once a week you would keep everybody's email address, everybody's phone number. Once a week you would text them and email them, Hey, Rick, here, just follow it up. Do you have any deals? I'm looking for something. You got anything? Let me know. And so we stopped all of our marketing. We had more people bringing us deals than ever before. And this was ten, well, eight years ago. But it's it was still competitive back then. Not much has changed. You know, Nashville was still competitive back then, but we started having people bring us deals. And I was going to say something else about that, but I forget what it was. They'll come back to me. Does that make sense Zach What I'm saying there?

Zach: It does. So one of my favorite parts of Nashville is Germantown. I mean, it's tiny, but I just love it.

Joe: Why is it your favorite part?

Zach: Because of the architecture. And that's just that's part of how I'm wired. So I just love to walk through it and it's a cool little area and it's probably very I mean, it's expensive for one. There's not really I've seen a couple I've seen a few vacant properties, but I know that there's probably people that are just like latching on to everything there. Well, yesterday there was this house that was definitely a vacant house, and I did pull up the tax records and I found who owned it. And I called and got a hold this guy, and he asked him what his plans were with it. And I was just trying to start a conversation. I honestly had no direction. I'm just trying to take action. And he asked me what his plans were with the property. He didn't really tell me, but he said if I had more properties to call in and let him know. So I didn't really have the track or the questions to ask him in the moment. So.

Joe: So this was the buyer looking for deals?

Zach: This was an investor who owned he owned that property. And he told me, I told him I was a realtor and he told me if I had more, if I had any properties to bring him to them is very vague. I didn't know what else to ask. And I said, okay, but now this this conversation with you, you've got me thinking to call him back to ask you more questions. What exactly are you looking for? And then I can go on that hunt.

Joe: But you got to make sure he's an active buyer. Yeah, I got to make sure he's an active buyer. And is he buying a lot of deals currently or just wishing he could buy some more? Does he buy one every couple of years? You need to make sure they're active buyers. And I'm actually right now in upstream, I'm going to share my screen. I think this will be important for everybody to kind of see here. All right, you guys, you see my props dream screen here? Yeah, make it a little bigger here. So I went to Davidson County, Tennessee. That's Nashville, right? Yeah, I went to filter and I said, Owner occupied. No. So that means these are investor buyers that bought a property in the last five months. Let's do let's do last. So I don't have as many as the last three months, 1 to 3 since November one approximately. Right. And there's 932 transactions from investors in the last 30 days. Now, you could narrow this down some more. You can say property characteristics, only single family homes. And what do we have there? Two 426 okay, let's select them. I'm going to add them to a list. Create new. By the way, you guys can get prop stream at prop stream Joker, prop stream, Joe Dotcom, Davidson County, Tennessee, recent buyers. Okay. And let's say that there's another way you can do this. I'll show you in a minute here if you don't have prop stream. So it's saving this list, in fact. Well, I'm just going to open up that as well, and I'm going to move this to a new tab. Let me stop my sharing to new present share screen window here. Okay. If we go to list source, you can get a free account at list source. All right, good. You see that? I'm going to go right here to investor absentee owners criteria. Let's do county, let's do state Tennessee and we'll do Davidson County, 41,000 property records there. I'm going to go to next let's do property type just single family. SFR You could do townhouse multifamily if you wanted as well. And then I'm going to go right up here to last three months, last market recording date, last three months, and that's going to bring it down 169. There's one more thing we have to do here. I'm going to click next and I'm going to say corporate owned properties, no preference. So now there's 338. See that right there, Zoom. 338 investor transactions in the last 90 days in Davidson County. Cool. Then I'm going to pretend like I'm purchasing the list right here. I'm going to purchase partial list and I do custom selection.

Zach: And this is showing investor only purchase.

Joe: Yeah, Yeah. Zip Code. All right, so there's 26 zip codes here that are showing. And you can see the number of transactions that happened in those zip codes. And just looking at this quickly here, I'm going to write this down. 3721137211 has 33. Right. 3720737207 has 33711537115 has 27 and 37013 has 29. Right. And so those I have a little spreadsheet here. Let me just do this real quick. Top Zip's zip codes. All right. So from here, if you take all of these and just copy them, copy, put them in my spreadsheet here, blank tab, paste. Cool. And I'm going to take these and just copy them. Copy. And I put them right here. Paste All right, now over here on the right you can see three, two, three, seven, two, one. One is 33. All right, So we see the top five zip codes there. And you can see in these five zip code, six zip codes here, 48% of all the activity from investors is happening here in these seven zip codes. So let's focus on instead of a zip code that you like, because it's nice and it looks pretty and you can walk around it. What if we just focus where the investors are already buying? Yeah. Three seven, two, one, one. Right. Where is that? Let's go to Redfin. Three, seven, two, one, one.

Zach: Pretty sure that is.

Joe: Down there, do you see? We zoom out a little bit here. What is that? What do you call that area.

Zach: That like Nippers Corner.

Joe: Nippers Corner.

Zach: That's where I live.

Joe: Where I think that's where I was, had coffee at in this area now, anyway.

Zach: Yeah. No, no, no. You're right. That's exactly where it is.

Joe: Okay, cool. Now, you can see here on the there's 110 homes currently for sale. What if you just went here and you said, All right, show me. Sorry. Here your time on Redfin. Show me all the properties that have been on the market there over 90 days. You know, there's 28 homes there right now that have been on the market over 28. No, no. There's 28 homes that have been on the market over 90 days. Why is that? Well, they're just overpriced. But you would have never seen this a year ago. I mean, that would have been one or two. Maybe that's 32711. A lot of investors are buying properties there. What about 37207? Where is that? This is more north. Nashville, Right. Where is 3737013. Again, there is 48 homes. These are all homes that have been on the market over 90 days. Let's just make it all 424 homes in that zip code on the market over night total, 195 properties total. You know what? If all you did was just go in and look at all the properties that have been listed for over 90 days in these top zip codes and just start calling the agents and asking them, hey, you know, I've got now some of these are new construction, so you could go in here and remove new construction. You could say it has to been built before 2020. That takes it down to 30 homes. And maybe you want to limit like, why is this this thing right here is $2.2 million. Maybe it's a big lot. I don't know. Right. But like, what if you just started calling these realtors and asking them, Hey, listen, I've got a client because you're a realtor. I've got a client that's looking to buy some property in this area. And I see that you've got this property on Richard's Road that's been on the market for 365,438 days. Can you tell me a little bit about it? Is the owner certainly not in a hurry to sell it? Right. I mean, there's this is a hot market. I'm sure you've been getting a lot of interest. You know, let the realtor tell you. Why hasn't it sold yet? What's going on? Is it too. Too high priced? Okay, well, how negotiable is the seller on their price? You could also tell the realtor, well, anyway, the fact you're just calling them up, finding out what's going on, what's really the story behind this deal? Why hasn't it sold yet? Is the seller negotiable on the price? And then if you could even get into things like, well, I don't know if we could get them the price that they wanted, but if I could, would they consider some kind of creative financing? Would they consider seller financing? Would they consider maybe leasing it for a little bit and then buying it from them? Like, what if you could negotiate a subject to or at least option while your investors are rehabbing the house to sell it? You could maybe offer a little bit more by just letting asking the seller to carry back some financing or something like that. And then one more zip code that we looked at was 37115. Right. That's up there north.

Zach: How like how would the realtor, let's say that they are open to creative financing. I guess commissions and all that is worked into those negotiations and those deals.

Joe: When you buy a house with owner financing, yeah, you still have to. Even though you're not paying cash, you still have to make sure the listing agent gets their all of their commissions. Yeah. Now you could. It's all you could negotiate. Half of their commissions now and then the other half of their commissions at the end of the lease option period or something like that. Right. You could always negotiate that. But here's my point I wanted to bring up with all of this. Whether you're doing this from props, you mean like I was showing you before or you're doing it with source? Where is all the investor activity? It's in these zip codes right here. Right? I don't know if that area you were just talking about is in these zip codes or not, but this is where investors are buying properties right now in the last three months. Yeah. Find out who those buyers are. Call them up, talk to them, tell them you want to be their agent who's bringing them deals. Find out what they're looking for. What are they willing to pay? Now you can go a mile deep into these three or four zip codes, Right. And just focus on as much marketing as you can. I always tell people, make it a goal to, Oh, I got to go here in just a minute. Make it a goal to talk to five sellers a day. Right? If you can get in there and talk to five sellers a day and just make offers, follow up, call all the property managers like we even went into. Let me share my screen one more time here. You know what? If you went into Zillow and let's look at one of those zip codes, 3721137211. Look up all of the rental properties there. These are properties currently listed for rent. Let's make sure they're just single family homes and townhomes. There's 59 of them. Just go through and start calling all of the property managers and the realtors and the landlords and asking them if they would have any interest in maybe selling their house. Yeah, this to me looks like a rehab that they couldn't sell and they're now renting it out. This does not look like a nice this is not look like a rental property. Yeah. They fix this thing up, not to rent it, to sell it. They couldn't sell it. So now they're just going to. Yeah. This is an individual owner, two listed by a property owner. I bet you this guy would like to sell this. So anyway, you just got to get creative, get out there and start calling landlords, property managers, realtors and start following up with them religiously, relentlessly looking for deals. Find out who the buyers are in these top zip codes and go find them properties. Find out what they're buying. Criteria is the I did a podcast with Alicia while ago. If you go to my YouTube channel, Joe McCall, this was a lady who's a realtor, was just chilling it. She finds all of her buyers and sellers on Twitter and we shudder. Yeah, she uses Twitter. I don't know how to find. Okay, sure. But I don't know why I can't find a radio. Maybe I got her name wrong, but I interviewed a realtor a few a couple of years ago who was doing a lot of deals as a realtor, as an agent. But it's the same thing finding the buyers first. Go find the deals for some of the deals that might be right in the MLS. These buyers just don't know how to find them. Huh. Well, anyway, I don't know why I can't find that. But go to my YouTube channel, do a search for Alisha and you'll see that there. Let me just look one more time. Now I can't. Now it's all messed up. All right, cool. Zach, I got to go. I just realized I'm 7 minutes late for a meeting. Is that helpful? Anything that we shared here.

Zach: That is helpful. It's exciting because one of my questions was I want to be more creative in getting clients as a realtor and not just doing the same old thing everybody else is doing. That's really boring.

Joe: Well, being creative means doing this. These simple things really, really well. Like answering your phone. I call it being brilliant at the basics.

Zach: Yeah. Yeah. I appreciate it, Joe. Thank you.

Joe: Be brilliant at the basics. Answer your phones. Well, I remember what I was going to say with Rick, we had so many people that were coming to us, buyers that were saying, Joe and Rick, the only reason I'm doing deals with you, you're the only guys who answer your phone. That's the best tip I can give you out of all of this. Answer your phone. You're going to find sellers, buyers, realtors that will tell you this all the time. I can't believe you answer your phones. This is why I do deals with you. This is why I'm bringing you deals. This is why I buy deals from you is because you answer your phone. Yeah. So be that guy who answers the phone. And you'll do really well in this business. Make sense?

Zach: Yeah, it does.

Joe: All right, Zach. Good talking to you, man.

Zach: All right, Joe. Thank you.