Joe:   Welcome, everybody. This is Joe. And on this video I'm going to be talking about a couple of things here. But number one, well the main purpose of this call is to review your deals. So I call this my deals dealsdeals call okay. But first I want to talk about we got a lot of people on here. And I'm going to be getting to your questions in the zoom chat. In the chat also, if you're watching me somewhere else, you can the sign up down below as well. Today I just ate some chili and I thought I had a big thing, a chili on my cheek. Anyway. Okay, but first guys, first I'm going to talk about five skills that every wholesaler. It doesn't matter if you're doing vacant land or houses or commercial or residential apartments. Doesn't matter. Here are five skills every single wholesaler and you are a wholesaler. If you're listening to this or watching this, you must learn these to do deals in any market. It doesn't matter if the market is sideways, if it's flat, if it's hot, if it's cold, it doesn't matter. These are five skills that you have to master if you want to do deals. I know this from my own personal experience, and this is also something, as I've coached literally thousands of people to do deals as well through since I've been doing real estate full time since 2009, part time since 2006. But I've also been teaching and coaching and helping people since 2010, 2011 or somewhere around there. I've been doing my podcast since 2011. So anyway, this is very important stuff to know because this is going to save you a lot of hassle and frustration. Okay, there's three gems to success before I get to the five skills three gems to success. Real quick marketing momentum and mentors. You need to understand marketing. And the important thing about this is the momentum. As you do the marketing, you got to give that time, time for the momentum to build. And so when you are thinking, as I'm talking about these skills that you need to be learning and implementing in your business, you have to give it time to build the momentum. It's kind of like if you're pushing, sorry, I'm fixing my mic. You're if you're pushing a, a train, I'm sorry. If you're pulling a train, let's say with a chain or a rope and, it's really hard at first to pull that thing, right? But as you start pulling it, the momentum starts to build and it becomes easier and easier. And as that train starts going, the momentum builds and it gets hard to stop. It's the same with like pushing a snowball, you know, it gets down a hill. It's hard at first, but as the builds the momentum, it grows and grows and grows.

Joe:   So here are the five skills. Number one is marketing. We're not in the real estate investing business. We are in the marketing business. So rule number one is you always need to be marketing. And then I would say related to that, number two in the marketing category is you need to get your marketing done for you in spite of you. There is not a problem in any real estate investing business that I probably can't fix by well, what's the word I'm looking for? There's probably not a problem I couldn't fix with more marketing. Okay? Leads are the lifeblood of your business, and if you're struggling, finding deals, if you're struggling, selling your deals, if you're struggling with getting enough money for your deals, if you're struggling with is it enough time? It's a marketing problem that you have, okay, marketing lead generation will solve virtually all of your problems because the more leads you have coming in, the easier it is to get the best deals. When you get the best deals, you can sell those deals quickly. The money can come from private investors or whatever. It's much, much easier if you have the money. If you have the leads for your business, that makes sense. Okay, get your marketing done for you in spite of you. You want to create a simple marketing plan that you work backwards from. So if you want to make ten grand a month in this business, you can't control that. You can't control that. The average profit is five grand on each deal or ten grand on each deal. You can't control that. You have to make 30 offers to do one deal, but you can control how many offers that you're making, how much marketing that you're doing. And so it could be as simple as making five outbound phone calls a day. It could be as simple as calling five realtors a day, sending 50 postcards a week, 102 hundred, 500 postcards a week, whatever it is for you, right? Create a simple marketing plan and that is your KPI metric. That's what you start tracking everything against, is how much marketing is going out the door. That's your main marketing plan, so that makes sense okay.

Joe:   Number two, number two skill. You need to learn how to talk to sellers. Now I know I talk about in land you don't have to talk to sellers, which is true. You don't. You're just gonna have to talk to it. Like you're gonna have to make more offers. So I would challenge you, though, to make it a goal to talk to five sellers a day or realtors, but talk to five people a day. Do you know what that's going to do? You're not going to be good at it. You're not going to like it. It's not going to be fun. It'll probably suck and it'll be hard, I get it. But if you're not on this phone, you're not making money. Sales is the million dollar skill. And I'm not talking about trying to be a professional, hard core negotiating salesman right where you're trying to. Okay, sorry, I got. This notice it's coming up on my computer. You don't have to be like the Grant Cardone or one of my coaches and mentors, Claude Diamond. To be a good salesman, you just need to be yourself. You just need to be yourself. And when you learn how to listen and ask questions, everything becomes a whole lot easier. Okay, because I said before, you don't have to talk to sellers. You could just do what I teach in the course. Send mail. Voice mail comes in, send them an offer, and only talk to them after they get your offer. That works. But you might have to send 30 to 50 offers to get one accepted. All right, maybe that's not a big deal, but if you talk to sellers first, you might probably only have to talk to 10 or 15 to get a deal. So you're going to have to go. You're going to go for maybe 30 offers to 15 offers to get one deal. So you're going to get to a deal faster if you talk to sellers first to build some rapport, ask some questions, find out why do they need to sell. So I want to challenge you with this. Talk to five sellers for realtors a day. Keep it simple. Doesn't have to be. There's no scripts that you need to memorize or anything. It's just start talking to people. Start learning how to ask them questions about the deals. You need to pretend like you're the reluctant buyer, and you need to be thinking, all right, instead of selling yourself, you need to get them to sell you on why you should want to buy their property. Make sense?

Joe:   Okay. Rule number three after marketing, after talking to sellers, talk to five sellers a day. Get your marketing done for you in spite of you. Talk to five sellers a day. Number three, you need to be making offers. You need to be making offers. Your speed to income is directly proportional to the number of offers that you make. Okay. If you want to make a lot of money in this business, you need to learn how to make offers. It's as simple as that. And so anytime I'm talking to somebody who's struggling, it's usually because they want stopped marketing. But really they've stopped making offers. So I'm always asking the question, how many offers have you made in the last week? Like right now we're live in zoom, and I asked y'all to type in there. How many offers have you made in the last week? Some of you have just joined, so congratulations. Welcome, Joe and Rich and Semper Fi real estate. Rich from, Atlanta, Georgia. Deanna through letters 75. Okay, cool. Elizabeth has made one offer. Some of you were making blind offer. Some of you making, you're sending neutral letters and you're making offers after people respond. That's cool. Right? But you need to be focused on really one thing and one thing alone. Making offers, whether it's blind offers, you're sending ten, 20, 30 a day, whether it's offers that respond, seeing, responding to somebody who said, yes, I want an offer, you need to be tracking that metric, okay. That's how you do deals. No offers equals no money. Simple as that. Okay. That's it now.

Joe:   Oh yeah. One more thing, right? Oh yeah. Two more things. Number four just follow up. So you need to be talking to five people today. Make an offer to every seller you talk to and or realtor. Right. And then follow up every 30 days. This is something that your competition is not doing. They're not sending the offers in writing in the mail and they're not following up. We looked at, you know, one of the 12 month period, we did 58 deals. This was when we were doing houses and we looked at how many touches did it take to do those 58 deals? Of those 58 deals, only four came from the first touch. The first conversation, 54 came from the follow up, on average, 78 touches over 2 to 3 months. So if we would not have done any follow up, which most of you guys aren't doing any follow up, we would have only done four deals that year. 54 deals in that 12 month period came from the follow up. So what kind of follow up do you do? It? Whatever. It doesn't matter. Do it all. Phone call, text message, an email, physical letters in the mail, a postcard, ring list, voice, voicemail, a do it all. Just follow it up, follow up, and eventually you can get a virtual assistant to do all of this for you. Okay, you can get a VA to do your marketing to maybe even Prescreen and talk to some sellers for you to make offers for you and add follow up for you. Okay.

Joe:   The fifth thing that you need to learn, the fifth skill for every wholesaler to learn how to make money in any market, is kind of summarizing everything we already talked about. It's being brilliant at the basics. These things I'm talking about are simple, basic things, right? And when you learn how to become good at those basic, simple things, you will do deals. You got to keep it simple. Stop complicating everything, keep it simple, focus on those basic things, and eventually get to a place where you know what you find out, what you're good at, what you're not good at. Don't try to fix your weaknesses. You outsource them. You find somebody else to do the stuff you're not good at, what you don't like to do, and find someone else to do that. But you focus on if it's not you then get somebody else who will. For me, it was my two teenagers. I had them focus on these simple, basic things. Now I use virtual assistants. Okay, you've got and I work with local wholesalers, but you need to make sure that you're, you're focusing in on those simple, basic things and that will help you a lot. Does it make sense? I feel like I'm a little scattered. I'm not making my thoughts very clear here. I don't know, but I wanted to share that before we started this call. Being really, really good at those five things will make you a lot of money. Make sense? Marketing? Always be marketing. Number two talk to sellers. Talk to five. Day. Number three make offers. Make an offer to every single seller you talked to. Number four. Follow up every 30 days with every offer that you make. And number five. Learn to be brilliant at the basic things. Does that make sense? Let me know what you think in the comments. Type in. I'd like to know your thoughts on that because I'm hoping that this encourages you. Right? You're not getting overwhelmed with any of this. You're not. I notice I didn't say anything about creating an LLC. Opening a bank account, creating a website, learning freedom, soft raising a bunch of private money. That stuff happens in time. Okay. And that's why you're here in my inner Circle program, right? Because you want you need the help for that kind of stuff. So don't worry about steps seven and eight right now. Just focus on steps one and two. When you get a good deal, the money will come. It'll be there. You will. You'll find the buyers. Okay. You'll learn and figure out how to sell the deal. Do not worry about any of that extra stuff. All right, guys, we'll see you later. Take care, have a good one, everybody.