In this group coaching session hosted by Zach, members of a real‑estate investing community discuss lead generation, follow‑up tactics, and creative‑financing deals. Kristen shares recent appointments from Plus Leads, including an expired listing and a for‑sale‑by‑owner (FSBO) property, and Zach emphasizes the need for persistent outreach over 120‑180 days. Steve talks about balancing a 1099 job while transitioning fully into real‑estate investing, citing the "Next 5 Moves" mindset. Morgan presents an assignment‑of‑contract (AO) deal in Palo Alto: an expired listing now being positioned for Airbnb, with a purchase price of $2.95 M and a projected resale at $3.315 M, discussing a potential 50/50 split and a $165,750 payday. Judy demonstrates a seller‑reference script, illustrating how to handle buyer‑side inquiries about references. Throughout, Zach encourages community participation, asks attendees to confirm prior attendance, and highlights the value of sharing scripts and successes. The session blends instructional tips, motivational encouragement, and concrete deal examples to help participants improve lead generation, nurture prospects, and execute high‑value creative‑financing transactions.
Chapters
Kristen, what are you working on right now?
Well, we had a couple appointments last week.
Okay.
But, um, they were kind of not right now.
Okay.
But maybe later.
All right. What, uh, what lead source were they?
My Plus Leads, um, let me see.
For sale by owner?
I think there were— one was, uh, expired and one was for sale by owner.
Well, remember, for sale by owners think they can be a for sale by owner. They think they can sell. So that usually takes a little bit longer time. Do you know when that other lead expired?
No, not off, not right offhand.
Okay. Well, I guess my point is just stay on those. I mean, Rick talks about it quite often where it's You know, it took him like 120 days with some of these, or 180 after he went and saw the property. So just continue to stay on them.
Yeah, one of them, we— the people had moved out and they've decided to move back in. And it's kind of in the It's in the snow area too, so they, they wanted to get it done before the snow comes.
Well, tell them you can do it. I'll move in this area. It's the best part of the country, the snow area.
Yeah, well, we told them we can go ahead and market it while they're in there. So that's true. So maybe, maybe they'll change their mind and decide to go ahead and market it.
I'm assuming, Kristen, that you got your coach on the phone when you were at the appointment.
Okay.
Yeah, we had, well, we had Mike on the phone to go over the The offer.
Yeah, Zach, my man.
Oh, hey, what's up, Steve?
Hey, another day with you, another day here with you. I love it. So yeah, yeah, you know, uh, moving right along. Had some appointments, you know. Yeah, and getting into the home. So according to Coach, uh, Mike, he says we're— I'm at the next phase.
That's good.
So making the calls and You know, right now I got that 1099 job hanging over me. Can't afford to lose that money I've already made.
Oh yeah, no, it's all good.
Yeah, it's kind of a juggling act, but I'm about ready, you know, want to phase out of it. We're going to go 100— well, I am, I'll speak for myself. I'm gonna stick with you and go all the way through with this, you know.
Well, that's the idea, right, Steve?
That is the idea. Next 5 Moves, what a book.
Oh good.
Man, oh man, love it. Just getting started, so I'm already thinking 5 moves ahead, you know.
I love the energy. This is great. Yeah, I love it. Morgan, I heard that you got a deal going on right now.
I just filled out the take-in form.
Oh, look at you, thrilled. Well, we're gonna have to hear about it because there's only so much we can talk about lead gen here today, and you just happen to be in the room, so It's 4 o'clock. You want to tell us about the deal?
Sure.
Yeah, let's do it. I'm not going to whiteboard it. We'll save it for another time. But I— because I know I'm catching you off guard, but I'd love to hear about successes.
It's an AO. Okay. Expired listing. I went to see the place on Sunday. The couple moved out. I'm going to pull up my lead sheet here. The couple moved out in, I think, 2020. They moved to Sweden. And tried to sell it but didn't get the price they wanted. So then she's trying to— she's in town right now getting it set up to do Airbnb.
Okay.
And said yes to an AO.
I love it.
So that's great.
Where's the property located?
Palo Alto, California, home of Stanford University and all kinds of other very expensive things.
Yeah. So would you assume that you couldn't do a creative financing deal in Palo Alto?
No, because I've been taught by this community that that's not the case. You could do it anywhere. But yeah, most people would. I mean, appreciation is— yeah, it's an extremely desirable street. Things that are on the market for like max of 12 days, consistently over asking, you know, all that.
I'm looking forward to hearing the ending story of this. What's the per— what are you buying it for and what are you selling it for?
Well, I'm not buying it, right? It's an AO, but she wants $2.95 million.
Okay.
And Brian said sell it for $3.3— what did Brian say? $3. 3, 1, 5.
3, 1, 5. Okay.
So, I mean, we'll— yeah, so that's, um, we'll see. And then I— yeah, I guess we'll just— I didn't actually nail down the split with her. I gave her a different example when I was on the appointment.
Okay.
So I didn't technically commit to 50/50, but I think I'll just— we'll do 50/50 in the payday one. You know, the 50% Split would be 165, 750.
Yeah, 165. I love it. See, that's why I like California. Everyone's like, I don't buy real estate in California. I'm like, everyone that buys real estate in our— in California, in our community, although slightly harder, right? It takes you more leads, but all the paydays, man, they're like 6 figures. At least that's what we've seen, right? Don't quote me on if you're in California and you go buy the One house that only nets you like $50,000, and then you yell at me.
I have another take-in that will that that has it's another AO in a different part of town. Well, in a different part of California that is much smaller. Okay. But Palo Alto, hopefully. Yeah, I'm really excited about this one.
Yeah, I'm really excited for you about this one. I was on my text message with all the coaches, and everyone's blowing it up right now. And I saw your name, and I was like, something's going. I haven't had a chance to even listen to the message yet. I knew something was going on with you, Morgan. I love it. You deserve it.
Something's going on. Thanks.
You're working your butt off.
Thanks, Zach.
Awesome. Very good. Let's, um, let's dive in here today. I know I want to talk about lead gen. How many people have been on a Wicked Smart Sit Down here before? I know I see, I see some new faces. So some of this I don't— some of this is gonna be redundant. So apologize for that. But some of it's not. Uh, who just type in the chat? Just say yes if you've been to this one of these things. If you haven't, then you can say no.
Awesome.
We got some yeses. All right. Finally, this crowd is active. This is an active crowd. Very good. Does anybody else have deals that I wasn't aware of? I saw Kyle Smith, but yeah, I believe, believe his is in Walnut, not Walnut Creek, but one of those areas down in San Francisco as well. Charles Sunderland, what a blast from the past. I love it. Very good. Yeah, let's roll. So let's talk about lead gen. Who was at the QLS Live? So this is what we're gonna dive into. So who was at QLS Live? We got a couple raise of hands. Oh, also Judy, I heard that you're absolutely crushing it with your scripts right now, huh? People asking you for references, and now we're like pulling your reference script and we're teaching it to people. That's constantly innovating and improving. That's an awesome job, Judy. Does anybody ever had a seller ask you when you try to buy on creative financing, like what? Do you have any references? Anybody ever ask you that before? Judy, can you— while you're here, can you say the script? Because everyone was like, that was good. And then we tried to get Brian credit for it, and Brian was like, no, no, that's Judy's script. So go ahead.
So I had a seller ask me that, sent me an email, and I was kind of scratching my head like, I need a reference to buy. So I said, okay, we'll deal with it when I see you. I'll discuss it when I see you. So of course, you know, I go to the appointment and they said, well, do you have any references? And I said, do you always ask for references from people trying to buy your house? I said, like, when you had a realtor bringing people through, did you ask them for references? I said, I'm the buyer. And I just stopped. And they were like, oh my God.
Wow.
So they think we're trying to sell them something. And I just had to remind him that we were the buyer.
Type type in the chat, like say what was the one takeaway you just got from that? Because this is like this why you show up. This is free. Like this is this is outside of our our community. Like this is free scripts right now. If you go get a deal, Judy might just Judy might just got you a deal. Oh, but this is. This is what happens. This is what happens when you commit and then work, work your butt off.
