Joe:  Hey guys, what's up? Joe again!

Joe:  This is part two of a podcast I just did recently. So we'll listen to the last one. I talk about the keys to success in this business. And I'm gonna now kind of expand on that. And I broke it down into 10 different rules for success in business and especially in real estate.

So number one, you need to understand this principle of money or time. And sometimes actually not having enough money is better because it forces you to get creative and it forces to just sit down and really figure it out and make it work and not just throw money at the problem. Sometimes I see people who have a lot of venture capital or they have money from another business, they get lazy and they just try to throw money the problems. People that usually succeed the most are the ones that have very limited resources, but try to figure it out with what they have and they work it hard, they try to figure it out. You need to spend though either money or time and if you don't have money, then you need to put time into it. Let me explain what I mean here. If you're wanting to do real estate deals, you need to spend some money on marketing. Sometimes people are afraid to spend their money on marketing. Why? I don't understand. You'll go and you'll spend… 15, 25 grand on coaching and mentoring, right? But you won't spend a thousand dollars on direct mail. The education's important. I'm not saying that's not important, right. But just as important is investing in marketing. Why? Because marketing creates momentum. The more you can put into the marketing consistently, don't just do money, spend money in marketing for say, all right, I'm gonna dip my toe in the water and see if it works. I'm going to send a thousand postcards and see it works, forget it. Don't even do that. You need to be committed to the marketing plan for at least three to six months before you get to decide whether it works or not. Because marketing creates momentum and you've got to give it time. It doesn't happen right away. It's just like you're pulling a train with the rope. It's really hard at first, obviously, but once the train starts moving, it becomes easier that momentum starts to grow. So you've gotta give it three months or so. Now, if you don't have money, you need to spend time, hustle, sweat equity. That will get you deals as well. So what I'm telling you is like, if you can't send out the postcards, then get on the phone. You need to get on a phone and start calling. If I had no money and I had 30 days to make five grand to do a deal or not, you know what I would do? I'd be on the phones at least 10 hours a day on the phone, calling sellers, calling realtors, calling investors, calling buyers. And I'd been asking everybody two questions. Hey, have you got any deals or number two, do you have any buyers that are looking for deals? And eventually you talk to enough people, you'll find deals that you can wholesale it and flip it. The fastest way to a deal is actually on the phone. This thing is right here. It's the fastest way to a deal. If you don't have the money for marketing, you don’t want to wait for leads to come to you, you need to go out and get leads. Sometimes I see the people that have the most success are the ones that are just hustling and grinding because they want it so bad that they will go and do the hard work to get the leads. They'll go out and get the leads and make 100 calls to get 20 leads to make 10 offers to get one deal.

Number two, I want you to commit to at least six months. No quitting early allowed. If you’re a quitter then stop get off my podcast and go listen to some audio books do not quit Okay, results compound over time. You need to learn to stay consistent because Consistency beats talent in this business.

Number three, never blame anyone. Own your results Come on, you're a big boy. You're a Big Girl, right? Anytime I'm talking to somebody who's interested in coaching and I ask him hate So tell me about your experience Tell me about what you're doing. You know, if they start complaining about another guru, another program or something else, or somebody else that failed them, they're out. I'm not going to work with somebody who does that. Even if they're right, I don't want to work with people who blame other people for their failures. Because you know what? They're going to do the same thing to me. When it doesn't work for them, when I don't give them what they want or what they think that they want, or what they need, and I know what they need and they think differently, they are going to quit and they're going to give up and they are gonna blame me. They are going blame my team. And so that is negativity I do not want anywhere near me. So even if you were screwed over by somebody else, take ownership of it. This is maybe a dumb example, but if somebody maybe stole your money from a deal, you can talk about it, but don't blame them for it. You could also take some ownership for yourself and say, man, I should have vetted them better. I should not have trusted them. I should've used a title company or hired an attorney. So take some of ownership. Don't just blame them. If you buy another coach's real estate program, I don't care how bad it is. There is ways that you can make money doing what they tell you to do. It might be old, but as soon as you start blaming them of why you're not having success, I'm like, nah, I don't want to work with you. Blame kills progress. You cannot fix what you refuse to own. Own your mistakes, ownit, and then get over it, get past it, then move on, and you're the kind of person that will succeed when you have that attitude. So stop blaming other people.

Number four, work hard. Do more than you think you need to do, right? Most people underestimate the effort. You need to work harder than everybody else if you want to succeed. And success requires sweat, right? This is a contact sport. It's not a spectator event. You can't just sit on the sidelines and expect to make money in this business. You need be in the game and you need to force yourself to do what's uncomfortable. You can only win by being in the games. You can just outsource your success. You can hire VAs and people to do and manage and run the business for you. You need to learn how to do it yourself. Eventually, yeah, you can hire people to do the work that you don't want to do or you can't do. I'm not saying that, but like you can just expect to throw a bunch of money. I'm going to hire a bunch of people and expect it to work. You've got to be intimately involved. You need to be in there working hard. You need to be leading by example by your hard work.

Number five is you need to treat this like a business. I see so many people that treat this like a hobby. You need to treat it like a business. You need to track your numbers. You can't improve what you don’t track, what you don't measure. You gotta have structure not randomness and not just fly by night. Some people can do that, but you know that behind them though You might think oh there look at them. They're just like but behind them, they have somebody that is actually thesystemizer, the organizer, right? I remember one time I was in a mastermind and a guy said, hey, if you don't know your numbers, you do not have a real business. I was like offended by that. I was, what are you talking about? I have a business, but I know I didn't know my numbers and I realized later on, yeah, that's not okay.

All right, number six, you need to learn sales. You need to know how to sell things no matter what kind of business you're in. You need to learn how to self yourself. And sometimes it's just, you just have to learn how to ask questions. That's all it is and find out what the customers' problems are, your buyers, your sellers, your realtors, your private investors. Find out what their problems are. Ask a lot of questions. Learn how to sell. Learning how to sell is not like pitching and trying to convince them and win arguments. Really, it's just listening. But sales is the million-dollar skill. It's the number one skill in real estate today. And so, to do that, that means you need to practice. You need to practice every day. Repetition builds confidence. It builds clarity. And I really want you to practice. Which leads to number seven. This is where we get a little uncomfortable for some people.

But number seven, I want you to talk to five people a day. Five people a day, you're going to build skill through that repetition. Conversations will actually sharpen your instincts and the more you practice the better you'll get at talking to people. The more you talk the more opportunities are going to appear and your pipeline is going to grow now with more conversations. Okay, so number seven really important. I'm realtors, five investors, five buyers. And just ask those two questions. Hey, do you have any deals? Do you know anybody who has any deals or do you have any buyers, anybody looking for deals? You will find opportunity eventually, okay?

Number eight, you wanna make at least three offers a day. Your speed to income is directly proportional to the number of offers that you make. So if you wanna to make a lot of money, you need to make lot of offers. So I wanna challenge you to make three offers day. Speed comes from action. So offers create potential deals and imperfect offers are better than no offers. So sometimes people are afraid of making mistakes, making a bad offer. I say, “Get over it.” Make offers, you know? And if you make an offer and you don't feel like this queasy, uneasy feeling in your stomach, then you're offering too much. If you want to make sellers happy, then give them whatever they want. You know, but you need to make offers that are going to make you uncomfortable, where you can make a lot of money. So you learn by doing, not by waiting. Don't wait until the perfect opportunity comes. Sellers are really, really good at hiding their motivation. They might say, I want $5 million for this property that's landlocked and wetlands and all that. But maybe you got them on a bad hair day. No means not yet. So you need to learn how to make a lot of offers and don't wait around for the perfect quote unquote motivated seller to all of a sudden appear and beg you to make an offer on their property. So you've got to make offers, which then follows up to…

Number nine, follow-ups. Every 30 days, this is where the money happens. Most deals come from the follow up, right? The fortune is in the follow up. You need to stay on top of mind to these sellers, right? People many times, almost always, will say no before they say yes. No means not yet. So you need to follow up with every offer that you make. Gavin and I looked at my coaching business partner. One year we looked back in the previous 12 months on how many deals we did. We did 58 deals that year. And of those 58 deals, only four came from that first conversation with the seller. If we would not have done any follow up, we would have only done four deals that, but instead we did 58. On average, we did seven to eight touches over two to three months. If you're not following up with your offers, with your sellers, you're throwing away money. So follow up.

And finally, number 10, I want you to lead with value. Learn how to serve first, help people solve their problems. When you are there to serve other people and give them what they want, you will always get what you want when you come back, right? Learn to be a servant, protect your reputation. Integrity is super critical and it compounds over time. One little mistake can ruin years and years of your reputation, so always put Integrity first be humble ask for help when you need it and focus on that.

So in closing right ask yourself guys Are you willing to do the work this business? Rewards the persistent and success comes from being persistent from being consistent. So show up daily and you will win. If you don't quit, you will win when I first heard that I heard it from one of our pastors if you don't quit you will win and that was like wow, that's so amazing. That's so true. It's so easy in business and in marriage and in your parenting and in life. It's just so easy to quit and go to the bottle or smoke a joint or just have an affair or steal and lie and go do something because you might think, ah, just forget it. Who cares? Nobody cares anyway. You lost. So do not quit. Do the right thing. Don't quit. So that's all I got. If you like this podcast, if you're watching this on YouTube or listening to it, give me a thumbs up, like, comment, subscribe. I really appreciate you and we'll see you later. Take care.