welcome back to the Rich Dad radio show where we are talking about the good news and the bad news about flipping real estate I am your host Brent Daniels and on today's episode I have an incredible couple out of Columbus Ohio that flipped over 280 properties last year they're going to break down how they started how they grew their business and how they close so many incredible deals month in and month out so here here we go welcome to the podcast Tiffany and Josh High out of Columbus Ohio how are you guys awesome thanks for
having us on Brent Brent what's going on man we're excited to be on listen you guys are known around the country around the industry as being some of the best of the best not only uh helping people really grow their businesses but actually doing these deals yourself so 2024 what was kind of the volume of business how many flips how many wholesale deals how many properties did you add to your portfolio give me the rundown so last year in 2024 we were able to lock up 280 contracts um generally our our quarter one quarter two
and quarter three it was 60% flip 40% wholesale going into quarter four this is a strategy we talk about every year leading into quarter 4 because properties sit longer so we shift that and it was actually about 26 or 2 7% flip and the remainder was wholesale um we picked up just a handful of rentals I I'm want to say it was like three or four maybe five at tops um we we have a small rental portfolio of about like 40 42 is single family houses so nothing nothing crazy there but um we do have
a focus on some of the long-term wealth building strategies like that um but ultimately the bread and butter for us is in the wholesaling in in flipping space I love how 40 plus rentals is a small portfolio like listening to this are going to be like oh my gosh that's incredible you own 40 properties that's well if we would have held you know even a fraction of them over the last 10 years maybe we would be retired by now so but that's all right why not why didn't you that's a great question um I was
always you know I had a lot of friends in the industry that I think overleveraged themselves too early and I just had this mindset when I about 10 years ago I think I was 30 I put a goal written down on paper and said here's how much cash I'm going to have in the bank here's everything that I want in order before I just go highly leverage a bu bunch of rentals and I just stuck to the plan I didn't chase shiny objects along the journey um and I just never really wanted to be in
that position I always believe cash is King so um I mean if something happened in the market we'd be ready that's kind of the position I wanted to take on it it's so smart I mean I see people getting into the industry and um maybe it's their first few years years and they haven't really gone through a cycle and when you go through a cycle you really learn a lot you really learn that things can change really fast you know 30 60 90 days the Market's different right and uh especially when you're wholesaling or flipping
interest rates we saw it in 22 go up and then all of a sudden properties were sitting a lot longer strategies had to change this happens all the time typically once every 10 years sometimes it's twice every 10 years and so just being able to have that cash is so critical y because that's who survives right yep so I just never wanted to be I'm kind of a cash hoarder I'm trying to fix that problem so good I think it's smart so with so 200 how do you find 280 deals what do you guys do
for lead generation so we have we're we're very big Believers on diversifying our lead sources and the reason for that is because it just takes you know Google or Facebook or something to to change their algorithm and all of a sudden if you're relying on just one channel your entire Leaf flow drives up overnight um so we have several differ lead uh channels I'll break down some of the biggest ones the highest performing for us last year Direct Mail produced 130 contracts for us um and it was by far our our best so we've been
know the philosophy is like test and measure and see what's performing and then pour fuel on that fire and then for the ones that start to dry up a little bit we pull back those budgets and we pour them into what's working best and this is an ongoing thing that we look at every single week and every single month um after that that TV um was our second highest uh we had PPC paper lead as well as free um sources things like buying on the MLS things like buying from other wholesalers as well yeah we
run about nine to 10 different channels at a time and when I say Channel um you could have maybe three paper leag companies right um going on at a time or whatever so and I would say when I say nine to 10 sometimes that intimidates people but half of those are free so like direct to agent direct a wholesaler fire damage houses all that and um one thing I think at our size when people start getting past 10 plus deals a month that people have to get really good at is just really optimization so I
think what our industry tends to be a little bit famous is they you know learn a marketing channel off of a guru like me or you or YouTube and they go to their bank account and they're like oh I I'll take this 10 grand over here and throw it at it and see what happens instead of actually saying here's my goal in reverse engineering it from there and um the bigger you get it gets more and more important for you to prioritize relooking at your budget and your leave cost your contract costs and moving money
all the time and so when people ask us like hey what are you spending money on it could be different 30 days from now um just because we're always shifting money based on where it makes sense well I love it there's there's three ways to get leads right you buy them through marketing right you earn them through being really proactive acve you talk about going on the MLS and and reaching out to wholesalers sometimes people bid at auctions some people do knock doors or they make cold calls um and then you've got referrals right th
those are the three main channels that you can get find really great opportunities and you guys are doing all of them right yep you how long have you been in business almost 10 years 10 years yeah longer than out of rentals but wholesaling and flipping I think it's been about a decade and what did you start with 10 years years ago because it'd be interesting to see this Evolution was direct mail was it the very first lead source that we launched was direct it's funny man I remember still to this day handwriting those things till
like four in the morning every night well I obviously little handwritten notes yeah it was it was it's a perfect example of what Tiff just mentioned there we we were handwriting a hundred letters every week a week yeah and then we wondered why it took us so long to get our first deal well it's because if you reverse engineer it taking your response rate how many call-ins you have to get in order to get a deal it all made sense we just didn't know that information when we pressed go yeah so back in the day
when we first started we were handwriting letters we were dialing on our cell phones we were texting on our cell phones we were door knocking just did whatever it took back in the day yeah but that I look back in all the times that I was doing the exact same thing I was door knocking I was I was just cold calling like literally just dialing on my phone I was sending those handwritten notes with little like um business cards that I would like print out at my mom's house like all of these things I look
back F there's Nostalgia to that because that was really that was really the start that was the momentum that that got the the the train going down the tracks a little bit you know what I mean when you guys look back on that how do you feel in a way glad it's over yeah in a way BR I think you can appreciate this when you lift weights or if you're doing manual labor you start to build calluses on your hands right and that experience starts to build calluses for you as an entrepreneur that kind of
hardens your personality because let's business is not easy it's not always sunshine and and Roses we've got to start to condition oursel for those tough times build those calluses so that way when they do come we can push through it and get to our breakthrough yeah that's why the Rhino is our mascot right having that thick skin to be an Entre R preneur especially a real estate entrepreneur because you're going to have good days you're going to have bad days but you know the most expense the the biggest expense we have in our business are
our emotions because our emotions make us do silly things and hallucinate silly things they do right and if you have a thick skin and you have a lot of reps and you have a lot of experience and you're building your skills you understand that you know every conversation you have is building to an offer building to an opportunity and maybe it'll take you a 100 conversations 200 conversations when you're starting out but then all of a sudden you get better and better and better and you get to really refine your processes to where you guys
are at now right which is awesome yeah and now you have nine marketing channels exactly that's what it that's what it's become obviously didn't happen overnight but um absolutely and and you know something else that you mentioned there is as you go through those reps and you build that skill set even if the the beautiful thing is the person that you become in that process because if we lost everything the one thing no one can ever take from you is the skills that you developed through that experience so your ability to go back and build
it twice as fast 10 times as fast because you have the skills is we have to appreciate that as well awesome what's the name of your company heels homes H LS how'd you come up with it um well it used to be named something else and then one of my mentors after ID hired one was like that is way too long you need something catch here and the URL needs to be available and I used to close deals and heels all the time um when I was still working at my job and I was just
sitting there one day and I was like oh heels I was looking down at him I was like well heels hommes is available so I'm going to go ahead and buy that so so now that my last name's High we always make a joke about when we gonna start calling it high heel homes nice do it you know test it out see if you get more calls so Direct Mail is uh letters and postcards we do a mixture uh the the biggest most volume that uh the piece that we've sent the most absolutely was check
mailers last year um just historically it's performed the best for us and then what you have after sending mail for so long you start to experience What I Call List exhaustion there's a specific way that you want to manage your data to make sure that you don't run into that because out of nowhere your response rates one month will Plum it and uh that could be detrimental that's going back to the concept like I mentioned it just takes one bad month Or List exhaustion or Google changed our algorithm Facebook changed our algorithm and all of
a sudden your leads dry up um so that was something that we had ran into in 2024 and we figured out a way to manage our data uh to make sure we weren't running into that and just you know exhausting that that same list so how many mailers do you send out a month uh generally it's like 100 to 120,000 pieces a month wow 120 thou 100 to 120,000 how many calls do you typically get from that um generally on a weekly basis it's like 110 to 130 thou or sorry 110 to 130 Callins that
we get on a weekly basis now the way that we do it we're sending we just started sending those uh check letters and for anybody that doesn't know you take you you get a list and I think that the company goes and they they pull like the Zillow zestate and then it's a percentage of that zestate or it's a percentage of the tax tax assessor value and it's a literal check that you send to people and it goes out to them and and then it's it's just made for them to I I mean it's designed
for them to give you a call right and and so we've been doing that but the way that we have it is when it comes in Josh we have a call rail service where it's like press one to get your cash off or press two to be removed from the list do you guys have that um no we don't have an ivr it goes straight to our sales team and the reason why we do that is because if someone's somewhat on the fence if they hear an ivr our philosophy is that they're going to opt
out before they would opt in they're more likely to opt out so we want that to go not just to our our lead intake we want it to go to our closers our acquisition specialist we have lead managers we have closers acquisition Specialists it goes straight to the closer so that way they can work that opportunity someone calling who's on the phone for us is the hottest opportunity that we could generate so we want to make sure that's in the right hands so you answer all the calls live every single one yeah what about 938
p.m. so we have um coverage in the company from at least 9:00 a.m. till about 900 p.m. and we have a whole rotation model with our team and if the team or the person who are is on call can answer it before or after that they will and honestly like if you look at um and I don't know the data today but when I looked at this last when we looked at just PPL for example over 50% of the contracts that we lock up come from optins after 10 p.m. and before 800 am and so
my team just knows like the later that they are the hotter they are typically so um as long as they're available they're going to answer it they're not required to though what about weekends we have a rotation where someone's on call every weekend so important I just implemented this last year Joshua joined my team and he takes from 6:00 p.m. up until 700 a.m. Monday through Friday and then all weekends and my business exploded I mean he added at least another I don't know 800,000 to our business last year just because we had that coverage
because it's so if you're going to send a letter to somebody and they call you you better answer that live oh yeah you better answer it live and so we just have it to where press one for this and two for this because so many of those call s obviously are don't you send me this trash do you see a for sale sign in my yard how dare you send me this price on this uh check for this blah right and just remove me from the and that goes to like a little call center and
they remove it all so that my acquisition team can just focus on the people that want offers but I'll tell you what they still press one for a cash offer and chew us out yeah so is that is that guy um overseas or State Side everybody State Side okay and they just take the third shift there yeah wow oh yeah yeah yeah he lives right here he lives in MCE Arizona he's hungry you know what I mean and and the beautiful thing is if a lead comes in and my we call it Junior acquisition manager
Chad he's he's he takes all the inbound and then sends it to my closer Ryan if they're both on the phone it goes to Joshua so Joshua is kind of just around all the time available all the time yeah kind of like we have coverage yeah yeah nice I like that it's so important if you're if you're GNA do marketing if you're gonna spend money to have people call you when they want to sell their house you have to answer the you have to answer it live and you have to put your best people on
it in my opinion I 100% agree yeah right so when you guys get a lead in how do you determine if you want to wholesale it versus flip it great question so um at the end of the day we're going to take the cash conversion cycle into consideration and that Chang by quarter quarter one quarter two quarter three for the most part we're going to be a lot heavier on the flip side um now leading into quarter four and this you mentioned in quarter four of 2022 interest rates doubled and we started to see that
our properties that were listed our rehabs they were sitting longer and longer and as they were sitting longer the offers that we would end up getting would be just complete lowballs because they thought we were desperate and at the time we we were desperate so we started taking these lowball offers and then January 1 hits and it's like a whole new market and uh in that experience we learned we shouldn't take those lower offers we should really hold our posture a little bit longer wait if we can until January um because we know every single
year this cycle happens um so with that being said we can start to predict based on the average days on Market these are the things that we look at what's the average days on Market in this specific area how much competition do we have have active listings right now and then based on our our days on Market we can start to predict how many times we're going to take a price reduction the longer it sits not only are we taking price reductions to drive traffic but we're also seeing that um again these these buyers they
want to try to lowball you the longer it sits on the market so then we have this negotiation when we land somewhere in the middle so we have um an equation that we plug in and we're able to see okay if we plan to make 30 on this house we might actually make 15 so if I can wholesale a property and make 15 in that area in that circumstance I'm going to take the 15 today versus going through the the longer cash conversion cycle just to make the same amount or even worse make a little
bit less um so that's how we evaluate everything it's what is that specific neighborhood showing us for the days on Market the competition and what can we project we'll actually make when the Project's said and done versus wholesaling it now and are you looking to make triple what you would on a on a flip than you would on a wholesale I think a lot of yeah a lot of times when it comes to flipping and wholesaling typically the flips like there isn't even a spread to wholesale at most times and so I always give the
concept of like if you spend 10,000 on marketing and I spend 10,000 and we're both Onan shows or whatever or we have the same size team we have the same offer the same data the same marketing the same spend but I flip and wholesale and you only wholesale I'm more than likely going to make two to three times if not more than that than you and it's because because I can monetize the leads and what's really important is that folks get really good at monetizing both retail referring to agents taking commission off of them rehabbing
and wholesaling because if you're primarily only wholesaling at some point as you grow the company you're overheads not going to make sense to the revenue right um just because like most deals they're they're like we're typically flipping it just because there is no spread to wholesale it but you're still making something on it which means that you can your top Line's going to be higher than if somebody's just assigning every deal correct or wholesaling every deal yeah right love it Josh you said cash conversion cycle break that down what does that mean um TI Tiff
does an awesome job of explaining this um that means from the time I spend money today to the time I receive money back in the bank and a lot of times what people do is they'll throw money at a marketing channel and they'll freak out when they don't get like instant gratification and each channel has a cash conver cycle and in our kpi reporting we have a cash conversion cycle broken up by not only just the marketing channel but in inbound versus outbound channels so we also categorize them to figure out big picture what's happening
and then buy every channel and so I always give this example of like Direct Mail let's say today I decide I'm GNA I'm going to send 10,000 mailers so I go to my mailhouse I drop 10,000 times let's say it's a 40 Cent postcard so $4,000 and then it takes a week just for like proofs to get approved all that and then if we send 10,000 mailers we're dividing it by four so that we don't get hit all at once and so let's just say there's four hits what I call them over the next 30
days and so now we're five or six weeks out before the last hit even hits the doorstep and then from there on average our sellers either you know leave their mail in their mailbox or their front table for an average of 29 days and then they finally call us and so we're looking at an another 30 days to wholesale it or 3 to four months to rehab it and so we're looking anywhere from a 3 to 5 and a half month cash conversion cycle depending on if we're wholesaling or rehabbing and what a lot of
people do is they'll just like say oh Tiffany and Josh do you go at direct mail I'm going to go test it and then they freak the hell out in 30 days if it's not working but they're really just not even giving it time to live itself out got it what's your fastest cash conversion cycle marketing channel it's TV by far uh TV it typically is a almost a two day from lead to contract and then from there it's if you're wholesaling it within 30 days if you're rehabbing it another tech on three to to
four months yeah TV is fast oh yeah you're talking about you run commercials yep awesome yeah our our our fastest I mean TV would be number one because they're just ready to go right now but right there is PPC for us yeah right there like we're we're out the next day or two I mean we're trying to get out the same day obviously as quick as possible because time kills all deals listen to me everybody that is listening to this time kills all deals go out there get that deal as quickly as you can or
it'll just slip through your fingers would you guys agree 100% I was gonna say you can say that three times over so true we say it in our office that is that that is amazing so um you have how many people on your team we have eight not including Tiff and myself so we have five people on the Acquisitions team there's three I'm we will use the term closer also known as acquisition Specialists also known as acquisition manager um so we have three of those and then we have two uh what we call follow-up Specialists
also known as lead manager also also known as a Setter now one of those follow-up Specialists is what we call a hybrid so very similar to your guy if if our three closers are on the phone with someone he is trained and capable to take them through the sales process present an offer and lock up the deal himself but his first look is to always qualify and then live transfer it if someone's available well and 90 to 95% of your deals are done without going to the house exactly yes how is that possible well it's
a house you got to see what's going on in the house you got to look under the floorboard you got to look at the roof you got to see what's going on with the boiler or the or the air conditioning unit you got to look at the basement you got to look at these things right you can't possibly make an offer in somebody's house before going there and seeing it right yeah I I can appreciate where you're coming from and we had the the same exact mindset when we first got into the real estate space
and um you know I follow Tony Robbins a lot and I love a lot of his philosophies and he says if you change your question you change your results and so I knew that other people were locking these houses up over the phone and I started to ask myself well why is it that I can't do that why do I believe that I can't do that and it was all the reasons you just said I've got to see the furnace I've got to see if there's Foundation issues I've got to see if there's termite damage
all of these things and then I started to ask myself well H how could I make this happen well if I ask the seller do you know of any foundation issues and they tell me no then I can factor that into my offer so we we ask a series series of questions to get that information and it's not a matter of is your roof in good condition it's how old is your roof we're comparing all of these things to the life cycles that way we can determine if it needs replaced or not now we take
the seller's word for it when we make our offer but then after we go into contract we actually have an inspection period where we get in and we ver we verify it's everything that they told us and if they just simply were not truthful and go figure sellers are not always telling the truth but um if they don't tell you the truth then now it's grounds for renegotiation we actually have very high success rate with our renegotiation it's above 50% um for the last two quarters of 2024 so we'll take those chances all day every
day yeah I wouldn't say we have to do it very often um when we ask property condition questions we're very specific around for example um let's just say we're asking about the kitchen we don't just say oh is your kitchen updated we say hey describe your counters are they for Mica granite or quartz okay are your cabinets Oak white Shaker or metal is your floors tile this or that are your C are your appliances White stainless steel or black like when you get that granular and how you ask the questions um our acquisition managers they
build full scope of Works off of their sales calls and so they can put they put their repair estimate into the system and it's very rare unless a seller like legitimately lies about something big that we're off by more than 3 to 5% on an entire scope of work off of the phone call um and then once we lock up the deal every contract has a 21-day inspection with a 30-day close minimum and we've never had issues with that we have a very clear process that the TC has um sets up the stage so that
we can get into the property two to three times and when we go through we send out a license inspector with a with our gc's project manager and so um I mean Josh and I have been flipping hundreds of houses for years and we haven't stepped foot in a flip in over five years probably um and so what we do is to Kickstart the project the license inspector goes out and we have a onepage short and inspection sheet that we've trained them on and then we have our project manager he builds a scope of work
so instead of having us because some people are like well I need to see the property and I'm like okay well would you rather a project manager who builds Scopes all day and a licens inspector build that scope of work versus you because there'll be a lot less change orders then and so once we started leveraging experts in the field was when like our rehabs became way more consistent on budget done on time less change orders um and it saved our time because we don't have to go to the property and so we negotiated a
rate with the um inspector project manager then what happens is the scope of work comes to us with the license report and we evaluate ask questions between the two to say okay do we want to rehab this or wholesale it and if we want to wholesale it now we have all the assets to equip the buyers to make better decisions and we've build like tons of credibility for ourselves in the marketplace having license reports um you can move move deals way faster a lot of times you can move them sight on scene because you're equipping
the buyer with everything they need to make a decision and so instead of sending out emails like you know back in the day when I first got started saying like cosmetic work needed or cosmetic work only or something you know we're giving them specifics that they need to go do so um and on top of that because we provide them with so much material buyers like drool over opening our stuff so we notice more and more that we have a lot more buyer engagement like trying to bid on our deals just because they know that
we're giving them enough stuff to make an like an information informational decision yeah so so you get an inspection every deal yes every deal and it's a onepage inspection you said I mean it's like a one to two page license report it's not like your big retail they do all the major Mechanicals like they're not going on turning on every single faucet in every Outlet um but they're looking at all the major Mechanicals um and then they give us like 100 50 photos and um and then we pair that with the scope of work and
we look line item by line item to say hey GC like over here the licens inspection report says there's maybe three years left on the hot water tank why didn't you put that on the scope of work and they'll be because it's working we didn't think it needed it but then now we have the decision to make of license report says this this and this do we just want to go ahead and add it to the scope now got it do you do the inspection and then send out your um contractor so we do them
at the same time um so they both go out they both then conversate while they're out there which is good because they're helping each other build the scope um and then what happens is when our TC sets the original call so let's just say I'm the acquisition manager I send it to the TC they make their first TC seller intro call it's like hey this is Tiffany I'm the transaction coordinator for heels homes you know build some report hey I would like to walk you through how the inspection process works with us and before she
even makes the call we send a transaction coordinating branded packet that explains the process saves our stuff and then it adds more trust and Rapport um and then from there we say hey we have we have typically two to three walkthroughs let me walk walk you through why um the first walkthrough is going to be someone from our team and uh our project manager they're going to come through they'll be about 30 minutes they're going to take photos fill out a report they're going to bring that to our office and then what happens next is
they give that to our general contractor our GC you might be thinking hey why isn't he coming out on the first walkth through and then we like laugh when we say this we'll say but ever since Co I'm sure you can understand um rgc's have found our short labor they can't find people that want to work for a living and so they now require this in the marketplace that we give them as much information as possible so when they come walk it they're in and out and they have to finalize a scope now the only
time we have to get a third person through ma'am is if they get there and they see there's five layers of shingles or a foot long crack in the basement and then we have to get basement doctor roofing contractor out that's rare but just in case they'll have to get an actual subcontractor to finalize the scope and we're happy to share those details with you as well if that's the case and then they'll be like oh okay makes sense and then we never have issues having two or three walkthroughs because of it Josh what happens
when you're on the phone with the seller and they're like oh uh this other guy Brent Daniels said that he'll buy it with no inspection so what we we have a multiple offer process that we'll initiate immediately the moment we find out that there's multiple investors that are talking to the seller the first thing that we do is we try to identify if there's a premium price that they'll accept um sometimes we'll get a premium price from the seller and if when we do we've got to decide is this something worth taking control of the
contract right now or not um if for some reason that doesn't work for us then we've got three other things that we can look at um those three other things are first and foremost if if the seller this this one only works if the seller's asking for a price that's ridiculously low and here's an example we had a duplex here in Columbus gentleman wanted 32,000 he was getting five offers than making a decision it was in an area that I I knew I I was not the buyer I was only going to be able to
wholesale this and uh I knew I could probably sell it around the 84 to 87,000 range so there was a lot of meat on the bone here and um since he was taking five offers we got in and we and we uh we kind of played the game here a little bit where we got in and then we made what seemed like a ridiculously high offer to this person so he's asking 32,000 already had an offer for 37,000 I knew I wasn't going to be the best buyer for this thing so we came in and
offered like 72 or 76,000 and he jumped on it immediately and we were able to cut out the competition because of how quick we were able to work coming in at such a premium price and um thank goodness he did because he called us back 30 minutes later and said I already have a higher offer can can I back out of this we said no no no and we we have a talk track that we take people through for those situations um but we were able to move the deal and uh and so that's that's
one of the strategies if they don't take the premium price the second one is uh we might play the game and the game is where we get in this is where we think that we might be able to land a deal where there's more than our minimum uh profit requirement and since we've already asked the premium price we know if someone gets into the house before us they're not going to take the first offer that that they get right and a lot of times people will try to go out and be the first one to
the house thinking that they can make an offer strike a deal and cut out all the competition out yeah well because we've already stress tested that asking for the premium price and and if they were nope not going to happen not going to give you a price I need three offers and only taking three offers then we know that that's not going to happen so we want to be last when we go in last now we're asking them have you gotten any offers typically it's like 50% of the buyers already made their offer trying to
take it and snipe it away While others are playing the game too and they're going back and running their numbers well then we're going to find out when they're making their decision and then 10 minutes before they're their decision-making time period we're going to tell them hey I'm going to go talk to the partners right now um where do we need to be ultimately in order to to win the opportunity to work with you um and then the last one is where we're literally just gonna make our absolute best offer and if someone beats us
at the end of the day then then then you're just better than us and that's that's been our approach and that process has worked really well for us but if they if they're like totally anti you bringing an inspector into the house oh I see what we'll do as a part of this when we play the game or when we make our absolute best offer we're waving all contingencies um including the inspection so we get into the house prior to structuring that deal in those scenarios got it so you're you're getting eyes on the house
at least getting some idea of what's going on yeah if I have to because push come to shove I I'm only accepting your offer let's say the seller says I'm only accepting your offer if you wave this inspection contingency we will get in it we will verify it if we have to we'll get our contractor in it we get all of our numbers and then we'll solidify everything at that point waving all contingencies awesome Tiffany speak to somebody that this is their first day as a real estate entrepreneur this is day one what should they
be doing for the first 90 days of this journey you know what I mean like a lot of people are they're going to hear this they're going to be excited they're going to see oh my gosh I I heard this podcast by Tiffany and Josh high they did 280 deals they're making millions they're doing incredible things I'm starting day one they're they're like this goal that I have but I I don't know what I should do to be able to like be on that path yeah I uh if I could go back I wish someone
would have told me this I happened to be in a program when I first got started that wasn't really well known for Acquisitions and at the end of the day if you don't have the deal Nothing Else Matters and so when when I had originally gotten in the game people were like oh you got to raise money you got to do all these things I'm like none of that matters if I don't have the deal right and so if I could go back in time I would have just gotten a list and got on the
phone and mastered sales because so many people don't take the time to truly onboard themselves into Acquisitions the right way and what happens is they'll go blow money on marketing they ruin opportunities and it just destroys morale so if I could go back I wish someone would have just onboarded me in sales gave me a list and I just press go start dialing and smile and dial because ultimately you got to get the Reps in and I mean if you think about it like when we bring someone in to be a closer for our team
we don't recruit anyone with real estate experience and so these guys come in with no they don't even know what wholesaling is they don't know what flipping houses is we have a 14-day onboarding program and on average our closers lock up five to S deals within the first 30 days on the phones and so if someone would have just onboarded me for two weeks when I first started I probably could have done the same on my own um but I just kind of wung it when it came to really like a good sales process back
in the day yeah but Josh it's scary talking to strangers about real estate if you've never bought a house if you've never flipped a house if you've never wholesaled a house if you've never you don't know what to ask you don't know what to say you don't know you know you're going to screw it all up so how do you have any confidence at all to like get pushed out of the nest so to speak yeah that's the importance of having a Time tested sales process in place that gives you those types of questions it
gives you when someone says this this is how you rebuttal this objection or this is how you objection block or um all of those skill sets that are required and and ultimately people have the benefit of being able to learn from someone like you or learn from someone like us on the mistakes that we did make and how we've optimized our sales processes and our conversations to to lead to a predictable outcome um so ultimately you have to master sales and then l into a Time tested sales process that way you're not doing any of
the guess work I love it thank you guys what you guys have a incredible ebook that is going to save people a lot of what I call stupid tax yeah we uh we we always get asked like all these questions about all of our failures over the days and we've had a lot of them a lot of sixf figure mistakes um so I finally made a eBook on 26 of the biggest mistakes I did while scaling everything from hiring mistakes to marketing mistakes money mistakes um and then I wrote like little stories of what happened
and then what did I do to overcome them so that other people don't run into the same problem um but it's at ww. um res rde ebook.com so Rd for results driven ebook.com I love it I'm gonna get it today rdeb book.com guys check that out um can people follow you on Instagram on Tik Tok on YouTube on whatever Vine I guess Vine's not around but yeah we're mainly more active on Instagram so it's Tiffany high official is mine and Josh's is Josh high official awesome any final thoughts guys um no I mean if you're
listening to this if you have a newer audience um I just wish someone back in the day would have looked at me and said just do get really good at one thing and um I know people get caught up in like chasing all these different ways to do real estate but when you're newer to the game like just get really good at one thing for now yeah and and uh and one of my favorite saying from my coach at the University of too I know we were talking before we jumped on here I did play
football at the University of Toledo but they would always tell us to trust the process and there there's a process to winning and and we believe that is learn do become so learn the things things like a stock sales learn the sales skills then go execute and Implement on them and then you'll become you'll start to get the results that you want but far too often people skip the learning or they skip the doing and they expect the results so trust the process learn what you need to learn go do the things that you learn
in order to get the results that you want amazing and Tiffany I can't imagine how many people come up to you on a daily basis and just like you are so lucky to marry that Hy college football player yeah he uh he remembers like literally every inch of every playing football but he can't remember take out the trash so you know priori pror I guess right all right guys thank you guys so much you guys check check him out on Instagram and also go to rde book.com rde book.com thank you guys so much for being
on here thanks thanks Brent what an incredible episode that was with Josh and Tiffany high if you are interested in joining the the most proactive community in real estate investing I want you to go to richdad.com richdad.com we talked about on this episode scripts and how to get started and what to say and how to be confident when we are communicating with property owners it's all there and so much more we've got inperson events we've got community calls every single week and we have the most and best investors in one place check it out richdad.com
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