I Helped A Wholesaler Make $100k/mo (Without Cold Calling)

Biggest thing for me was I've always been kind of heavy on cold calling. To reach out to Fidel was really just, you know, trying to diversify where I was getting my leads from.

I guess, can you tell us a little bit about, like, you know, your deal volume? What's your goal? Like, where are you trying to get to?

Right now, we're, you know, we're about from $40K to $60K depending on the months, and we kind of want to double that, you know, utilizing the inbound.

That it's just going to keep on getting better. And I think we found the winning formula.

And then once we kind of tweaked that strategy, I've seen the cost per lead go down and the conversation quality has gotten better and better.

Once we learned the skill, like, it's just going to pay off and the return is just going to be infinite because you keep on making the money and you already know how to do it.

Like, I wouldn't want to pay an agency to run my ads because I know how to run them now.

Would you recommend our program to someone else?

Yeah, I would. I would definitely recommend your program, bro.

What's up, guys? I got my guy Raph here. I've known him for probably like a year. Rob, do you want to give a background on yourself? How long you been doing this, your markets, all that with your team?

Awesome. Awesome. Well, appreciate it, Fidel, for having me on. My name is Rob. So I've been working with Fidel in the inbound specifically for a couple months now, but I've known him for almost a year. Like he said, I've been in the wholesaling space for about 2 years now, going on 2 and a half. Predominantly started in the Virginia market. That's where I'm from. Since then, we've kind of branched out into Florida, like Central Florida, along with Virginia. And then we are also doing some stuff in North Carolina and then adding, you know, a couple of different metros and stuff too, as we kind of get this inbound ramped up. But yeah, biggest thing for me was I've always been kind of heavy on cold calling. Still am pretty heavy on cold calling. But what kind of prompted me to reach out to Fidel was really just, you know, trying to diversify where I was getting my leads from. And ultimately, right, like trying to get the most qualified people on the phone for myself and my closers to close. So that's kind of what made me reach out to Fidel. And, you know, since then it's been— he's kind of been coaching me up, him and everybody else in the group. Chris, Paulo, they've been super helpful. So that's kind of where we're at. But yeah, right now we're doing cold calling and we're doing— we're scaling our inbound out as well.

Cool. Can you tell us a little bit about like your team, your team size, your role in it, kind of what that looks like?

Absolutely. So I have 2 full-time lead managers. So what their job is all day is, you know, qualifying leads as they come through, setting appointments for my closers. Right now we have 3 full-time closers, including myself. Their job again is to go on those set appointments, lockup deals, and ultimately making sure that we're getting stuff for a right price, which is what made me want to kind of start scaling out inbound just because there's more closers to feed and more opportunity for us to get deals done. And then we just onboarded a dispo manager about 2 weeks ago. So we're slowly ramping him up, building out that dispo process. Because prior to, we were super heavy on MLS for dispo, And now we're trying to bring, trying to focus on bringing that in-house along with utilizing the MLS when we need to. So that's kind of what his responsibility is. And then my day-to-day is really just, I'm still closing as well. That's kind of like my bread and butter. I don't think I'll ever like fully relinquish that role. So I'm always trying to get at least one contract myself a week. And then obviously, you know, day-to-day consists of like just managing all those people. Making sure that everybody's hitting their KPIs, and then ultimately like helping stuff get across the finish line. So if there's, you know, anything that my salespeople need from me on an appointment, making sure I'm doing that. Still underwriting deals for all of them as well, just because I want to make sure that they could kind of just focus on the sales process. So day to day, you know, is closing, managing people management, and then ultimately just making sure that the machine is running and the and managing these ads and making sure that they're working as well.

For sure. Yeah, I think that this po'hire is huge because in wholesaling we arbitrage two separate like deals, right? So everyone else, whenever we contract the property in any other service business, that's when everyone gets paid. Like let's say you were doing like a roof or you're doing some sort of like coaching service, whatever, right? That's when everyone gets paid. But in wholesaling, we get the A to B when we sign the contract, but then we need to do the B to C, which is like selling it. And that can be one of the biggest bottlenecks because you don't have direct control over the fulfillment because there are always like other parties involved, you know, like buyers, agents, inspectors, lenders, title company, appraisers, kind of like all that stuff, right? So the more that we can fine-tune and align the DISPO process That's gonna help with our cash conversion cycle. So, you know that I'm huge on inbound and simplifying the business where, okay, we put out like inbound ads, we get a lead, they already told us that they want to sell to us. So our job is, you know, contract it and sell that property as quick as possible because at the end of the day, wholesaling is about making the money, you know, as quick as we can and then just keep on reinvesting so that we can keep on growing. So that's huge. So congrats on that. Absolutely. And I guess, can you tell us a little bit about your deal volume? What's your goal? Where are you trying to get to? Where you at right now? And what do you see working and where you want to get to?

Absolutely. So just off the cold calling operation, we're about doing 2 to 3 deals a month already off of that. And then adding the inbound, I want to slowly get to where we're doing an extra 2 to 3 deals a month with that. And ultimately want to just get to being consistently about 5 to 8 deals a month. I want to be consistently in that 6-figure range in terms of like, you know, revenue coming in. Right now we're, you know, we're about from $40K to $60K depending on the months. And we kind of want to double that, you know, utilizing the inbound. I don't really want to aggressively scale out the cold call operation just because it's a lot of moving parts and it gets, you know, it's just a lot to manage, which is why I'm like, okay, that's in a good spot. It's producing consistently. Now let's try to scale this inbound out. So That's kind of where we're at right now. We're consistently around that 3 deal mark. Ultimately want to get that and double that as much as possible for sure.

Yeah. And just being honest with when I first started working with Rob, his cost per lead was higher than what I like to be with all my clients. So there's some clients that we get and we get it going from the get-go. So with Rob, I mean, we kind of struggle a little bit. I think it's just like depending on the market that it is, sometimes a little bit harder. But what we did in order to solve that was we took a look into, okay, Rob, what are you getting most of your deals? And what's the main pain point that you're getting from the sellers with the properties that you contract? And then we kind of built a plan on the ads to call out that specific pain point and that specific avatar. And then we incorporated that into the ads, and then it started crushing. So like sometimes it takes a while to get it going, but why I like Facebook is you can always get better and your results can always get better. So I think like for you, you got like your first deal when we first started working together, and then over the last, you know, 2-3 weeks, things have gotten progressively better, right? And I think that it's just going to keep on getting better, and I think we found the winning formula. So we just need to keep on scaling it. And like, if you look at the dollars spent in the beginning, it's not that they are wasted. We just needed them in order to get better. So when we get better, now that we've gotten better, um, it's like it all pays out, right? So we made like the investments, we deposited the tryouts and stuff, and now we know what works. So it's now just like expanding on that and keep crushing.

And that's what I'm looking forward to too, as well, because like, I know in the beginning— not to cut you off— I know the cost per lead was high. We were testing a lot of different angles. And the one thing that you said is like, hey, test as much like crap as you can, different angles, hooks, until you find your winning formula. And then it wasn't until we kind of went back and looked at my pipeline, like, yo, what is like your— all these deals, like, where are most of them coming from? And then once we kind of tweaked that strategy I've seen the cost per lead go down and the conversation quality has gotten better and better. So I'm definitely looking forward to the next month, month and a half, 2 months to continue to see where we're at because we already got some good things in the pipeline and we already have our first deal closing after like, you know, 2 months of 2 and a half months of ad spend. We got one deal closing in next week. So I'm looking forward to just, you know, keep compounding that and then ultimately growing our angles out for sure.

Yep, for sure. And then with real estate, we all know that the cash conversion cycle and the sales cycle is much longer than everything else, just because, I mean, that's the way that it's always been done for like months, because, you know, like, then you pull the title and get the loan and all that stuff, so it takes a while. So I always tell people, hey, budget for at least like 3 months of nothing closing. But if you keep on kind of having the spend and we get better, everything's gonna keep on compounding. And if you are like $15,000, $20,000 per deal, that's when the huge returns come in. Because as you start closing like everything at, you know, month 2, 3, 4, 5, you get more money back. And then you can just keep on reinvesting on the things that are working in order to keep on scaling the marketing and having those good conversations, the good leads, and the good appointments so that you can, you just keep on making more money. So those were some of the things that we were struggling with, and that's how we solved them. So I always encourage people to look into, okay, where are the majority of the deals coming from? And is there an angle, or is there something else that we do in our company that's better than the competition? And once we find that, we just need to shine a spotlight on it and go ham on that. And keep on getting more of those same deals because we do everything based on data, right? So if we already know that something works, we just keep doing more of it and squeeze it until we can and then try different angles and all of that, right? So what would you say has helped you the most when we first started working together?

I think the biggest thing that's helped me is just like the access to you and the rest of the team. You know, I'm like, oh, like I'm not shy to ask for help. So I'm like texting you, I'm texting Paulo like almost every other day. And I think the biggest thing was also too was like having you guys kind of put it back on me in terms of like trying to find a solution, not just giving an answer, right? It's like, hey, like why do you think this isn't working? You already know the answer, but you know, and then by asking me that and making me work through it, it's like, makes me rationalize and really conceptualize what's going on so I can actually understand what's going on with the ads. So I think the biggest thing is like those two factors is one, like the access, and then two is kind of just like the way you guys, you know, provide feedback and the way you guys kind of mentor is kind of what's been super helpful for me for sure, you know? And then ultimately too, like helping me come up with a plan and then like, you know, as the days and weeks go by, I'm like, you like doing what you're telling me to, and then we're starting to see results come in, you know?

Exactly, because it's— we're not doing our coaching kind of like, like done for you, like an agency. Of course, when you first come in, we'll build everything and launch you and all that stuff, but then ultimately the whole goal of our coaching is for you guys to learn the skill. Because I see it over and over again, like with this other, like, agencies or these other people, they think of like wholesalers and investors as like not smart or like not tech savvy. And I'm like, hell no, like let's flip this on its head and be like, we can learn this, right? Because once we learn the skill, like it's just going to pay off and the return is just going to be infinite because you keep on, you know, making the money and you already know how to do it. So for me, something that was huge is you were, we were working together for a little while, uh, probably a month, month and a half. And I know we gave you a lot of context and that's when I thought, okay. Hey, let's, let's, let's look at this as like, as a marketer. And of course I knew the answer, but I wanted to pass that trade onto you and be like, okay, how would you solve it? And what do you think would be something that we can hear from your side? Cause I want to, I wanted to test your marketer brain and start coming up with the theories and the hypothesis on your own. That way we could solve for kind of like what we were trying to look for.

Right. Absolutely.

And you know, that is something that I like to do with like all the clients. That way they start getting the, not just the context and the support and the help, but also for them to be able to apply it into the business and into the marketing so that we can see the results of the effort, right? Absolutely. So what do you think about like the recording of the ads? Because something that's huge for me is like, something that's huge for me is like, okay, I think the founder has to be on the ad. I mean, some people are shy and we have ways to work around that when we hire some actors and stuff, but I think that no one's going to care as much as the founder will. So if you can be in front of the camera and have the energy and don't be afraid of testing stuff, I know it's tedious and I know it can be a headache sometimes, but once I find it can work. So tell us your experience on recording the ads.

Yeah, so with me at first, even still, I was telling you yesterday when we was uploading my new ads, I was like, bro, I freaking hate, you know, recording ads, but I've gotten, I've gotten accustomed to it. Like, I think with me, the biggest shift for me was like after the first couple of weeks, it was like, hey, you need to just record and test as many ads as possible versus I think a lot of people when they join, you know, a program like this or they go with an agency, they're just like expecting like, hey, 1 or 2 ads and then boom, stuff is going to start clicking. But as I've learned and what you kind of preach from day 1 is like, With Facebook, you have to test fast and test frequently. So now kind of what I do is like I try to set aside 1 day or 2 days out of the month, which is usually like on a weekend where I'll just like record a crap ton of ads, like, and it's like super quick, right? Like it would be like 5 or 6 different angles or, you know, 8 or 9 different hooks or something. And then that way I'm like good for the entire month of testing. And then once I find something, then I know I could just double down on that. Um, so the biggest thing for me is just like, just, just as soon as you get an idea, as soon as you see something that works, like, ah, like just go ahead and try it, right? And that's another thing that you guys are really good about is like giving people brainstorming ideas. Like, hey, we see that this is working, maybe you should try it in your business, right? So, and it's just like taking that action and just getting, you know, just getting it done. It doesn't really take that much time. Like I'm about to record maybe 3 or 4 more ads after this that I literally thought about yesterday, you know? So It's just like, just real quick on your phone, takes maybe 20 minutes tops to, to record an ad and then you just send it off to get it edited, you know?

Yeah. And I think something that's huge is like once you have that idea and then you can materialize it and record it and have it edited, once you put it out there and you start seeing the leads come in and you're like, okay, I thought of this.

Yeah, I like it.

Yeah, I put it out there. I got a lead, I got an appointment, I got a contract. That's when you're like, hell yeah, this is great, right?

It's cool because you're kind of— yeah, it gives you a chance to kind of be creative, you know, whereas like in wholesaling it's just very sales heavy, right? Like we're closers, we like getting deals done, but like I feel like this kind of gives you a chance to like kind of look, you know, work on your creativity a little bit and like think like a marketer, which is, which is cool, you know.

Yeah, for sure. Um, can you kind of tell us about like What do you have in the pipeline? Contracts. I know you got a good deal there, so maybe I don't want to jinx it, but if you can just talk some ranges.

Right. So we got one Novation closing. We should be making about, I think, $13,000 or $15,000 on that one. That one we got under contract a month in, like 2 weeks ago, which is literally after the first month we got that under contract. And we've gotten 2 or 3 other contracts that that we've kind of just had to release just because we're still getting our ads together, getting our areas together. So they're kind of outside of our buy box and stuff. And then we recently just locked up a deal that, you know, knock on wood, should be a 6-figure deal if it gets to close. So we're working through that right now, making sure we could get that done. But that was off of our new ads that we started running a couple of days ago. So now it's kind of like, okay, we know the angle that's working. Now I'm just kind of doubling down on that and like just build and then slowly testing with a smaller budget on newer stuff, you know?

Yeah, that's huge. And then one thing with you is like we're not spending like so much money. I think we're like at $2,500, you know, something like that.

Yeah. Yeah. So I think we're around like $3,000. Sometimes we go up to like $3,500 just depending on if we're going to test a little bit more. But it's really not that much money. And, you know, our cost per appointment and cost per contract is relatively low, which is why I don't have a problem with doing that. Yeah.

So my goal with— as long as we're like below like $2,000 cost per deal, I'm really happy with that because like everyone on average is making, you know, with— once you implement Novations and stuff, you can get that average profit per deal like $17,000, $18,000, $19,000, $20,000 per deal. And then if you're spending $2,000 to get it, it's just like a matter of time before you can start spending more. Yeah, you can keep on getting more more money back. And one of the things that I see in wholesaling is most people are okay getting 3 to 4x at a bigger budget. But I just think we work way too hard to not make more. So how can we get better? It's like, okay, is there anyone we can do in our process to increase the LTV? In our case, the average profit per deal? Yes. We can implement novations, negotiate deeper, find the motivation, solve it for the sellers, right? So that's what we can do on the acquisition side. So in marketing, there's two things that matter, right? The CAC, which is cost of acquisition or cost per deal. And then the other one is the LTV or the average profit per deal, right? So that's how we increase the LTV. And we're like, okay, how can we decrease the CAC, the cost per deal? And that comes with like better marketing, better hooks, better creatives. Differentiating yourself from the other wholesalers in the area, adding a unique value to the market on how you do things. You can spotlight the fact that you are local. You can use testimonials. I know we have a testimonial ad that's crushing. And different things like that that are going to give us an edge. So things like that is what we could do in order to decrease that CAC. So the lower that it is and the higher that the LTV is, the better our margin and the better we are at doing the same thing that everyone else. So I always tell people, okay, what's the goal and what do we need to solve in order to get there? Because at the end of the day, it's all about the business that we want to build. And for example, for you, I mean, I don't think with any of the clients, like what I preach is not like getting like a ton of deals, but getting deals for cheap and making a lot per deal.

Right.

Because there's like so many moving parts. And at the end, it's like, okay, It's all about like how much money we make and simplifying the business where it's like nice and uniform in order to just keep on crushing, right? Right. But when it comes to, I guess, to the coaching and the support with the team and Paul and Chris, what is the thing that you like the most? How's our response time? How's the resources? How's the communication? Can you talk a little bit about that?

I think, bro, yeah, I think when it comes to you guys, you guys do a hell of a job just being available, right? Like it's literally, I could text you, I could message, uh, Paulo or Chris whenever, right? Like literally I FaceTimed you yesterday at like 7:30 and I was like, yo, what do you think about this? So I think, I think the availability is amazing. Um, and then also too, just the, just the weekly calls that we have, right? Obviously everybody brings questions to there, but then also on top of that, what I think you guys do a really good job of, and I know Paulo does a great job of this, is whenever you guys have some type of feedback or you make any changes, I always like, you know, appreciate that you guys send me a video like, hey, this is what we're seeing, we made these changes, let me know if, if that makes sense or if you're good with it or if you think we should do something else. So it's, it's kind of like not like a done-for-you service because you're still learning, but at the same time it's like there's like guardrails, right? It's kind of like bowling with like guardrails on, right? It's like you're still bowling but you got, you know, you're not going to get a gutter because it kind of has like you have like a fence on both sides, which I think is great. So I would say you guys are awesome with the communication. And even like when people that are in the program ask me questions, I'm like, bro, you gotta just literally overly ask questions and that like you'll be able to get the answers that you need, you know? Um, and I think a lot of people when they come into a situation like this and they're expecting like a done-for-you service, it's— they're, they're not going to get what they want to get out of it, you know? So I would, I would think that that was like the biggest thing for me. And once I had that, that mindset shift, it's been great because like now I'm like actually learning. I'm starting to get confident in Facebook and like running ads myself. And I kind of know what to look for, what not to look for. And if I don't have the answer, I'm always going to ask questions, you know?

Yeah. And I think that's huge because a lot of people get in, but we can only help you when you respond, right? So we always try to reach out to like everyone individually, like, hey, Hey, how you doing? We see X, Y, and Z. Give us some feedback. Because if they don't give us any feedback, we're like, I mean, and we try to reach out. It's like, okay, so you basically, you get what you put in. And I think something that I see from you is like, you're not willing, I'm sorry, you're not shy to ask for help and actually be there and like show up and actually get better. And I think like that's one of the main differences between the people who succeed see it and the people who don't. I mean, we can still help people, like, you know, if they come in. But like, let's say, like, some clients are like, hey, the cost per lead is increasing, we need more creatives from your side. Because if we put our creatives, I mean, I mean, we can like drop it, but I just think like local, like founder-level ads work, perform a little bit better. Because if they can see you in front of a house that looks like their house with people that look like them and you look like them, I mean, you're going to react much better and have a better cost per lead than someone else that's doing like a generic ad, right? So you basically get what you put in. So I love that you're not afraid to ask the questions and show up and do the work. And I think that's a trait that like all the A-players who have good success have. And, you know, I'm proud of you that you are kind of doing the ads and you're getting it and you're getting stuff on your own and the creative juice going. And the fact that you're getting the deals makes me really happy. But I guess if you could describe our program in one sentence, how would you describe it?

I would say the program is kind of like the ultimate starter course on taking ownership of your ads, right? Because a lot of people come in and they probably worked through the agency or they've paid PPL or whatever. But they don't really have the knowledge or wherewithal of like what it actually takes to run those ads. So I would think your guys is like the ultimate intro slash crash course into taking ownership of your marketing essentially. And like after a couple months in the program, I feel like I'm definitely way more confident than I was before. And I don't think I would ever have to pay an agency again. Like I wouldn't want to pay an agency to run my ads because I know how to run them now. You know, like even the base level knowledge I have, I'm like, I know how I can get my cost per lead in a certain market down below where I need it to be. I don't need to pay someone $10 grand to, to manage my ads, you know?

Exactly. And I think like one thing for me is like I've made every mistake and I've been that route where like hiring agencies and all that. So that's what even sparked everything in the first place, like learning how to do it on my own. And it was like, okay, well I want to help other people kind of do the same. Because once I figured it out, like, my mark— my, my business just like changed. So I just want to help as many people do it the smart way, not make the same mistakes that I made, and actually take ownership. Because if you think about it, wholesaling is marketing and sales. And exactly, yeah, with the sales, we never, we never, um, give that to someone else. We never offload that or delegate to someone else. Yeah, we have people in our team, but we never do it to like an agency stuff. So why should we do the same thing with marketing if it's one of the main levers in our business, right? So, you know, that's huge. I'm not afraid to like invest money. So I just paid like, I don't know, like $20 grand for the new like Kermode stuff. So I love like being in the game and I also have my own wholesale business, right? So I know exactly the pain points and the things that we need to solve. And Basically, I'm at the front of the ship as well, trying to get better with my business and doing it the same with you guys. So that's something huge for me with these other people. They may just run an agency, but they don't have the wholesale business to understand more of the pain points. So that's something that I really try to shine on. But I guess all in all, would you recommend our program to someone else?

Yeah, I would definitely recommend your program, bro, because again, you said it right. You actually have a wholesale business that's really fucking successful, you know. So everything that you're teaching, you're actually doing yourself. And then the biggest thing that I feel like the, the, the kind of lens of perspective that you provide is like, yeah, you know how to get the leads and stuff, but then also like, okay, let's look into the sales process. Like, you know, is there a gap between what's wrong with your sales process, or is it more so that the ads just aren't producing what they're supposed to, right? So like, I think that's another thing is like everybody that comes in the group is like a very high performer already. So it's like there's nobody there that's like not already producing. It's like, okay, how can we fine-tune what we already have? So overall, bro, I would definitely recommend the program. Um, like now looking back, bro, it's been almost 3 months for me at this point. I think we're gonna round out on 3 months coming up in like a week or so. I mean, I would like— I would never pay an agency a monthly retainer fee to like manage my ads anymore because That's like $2,000 to $3,000 that you could spend on marketing yourself. Exactly. And I'm saying, so like, it just doesn't make sense at this point to me. And I credit that to you and the team for sure.

Yeah, because a lot of the times people always blame the marketing, but it's a lot of the sales. So I know you're a great sales guy. You're not afraid to jump on the phone. Like, you know, you're still in it and trying to make shit happen. And I love that. And I feel before people blame sales, of course, sales is super important. You have to nail your sales process. And of course, like, we kind of teach you that and you already know how to do it. But a lot of the times also, like, the marketing has a huge role. But if we nail sales and then we nail the marketing, that's when you become very dangerous. So like, what would you say to like someone who like, let's say, watches this and they're like 2 to 3 deals a month? Do you think that they could come in here and have the same success as you have? I think so.

Yeah, for sure. Absolutely. Because with me, I came into mindset because I tried different agencies before. So I already knew, like, before you go into something, you want to make sure you have at least 3 months of runway minimum to see results. So I already knew that. But then obviously, like, to pay for the coaching and stuff, I was willing to take that investment just because I was like, hey, I've already kind of got burned by 2 different agencies. I've spent a crap ton of money on that, you know, not just, not just like marketing spend, but then also like management fees and all of that, like, I really didn't have anything else to lose. I didn't kind of want to— I didn't want to, like, go back into the cycle of relying on someone else to run my inbound. So I would say if you're, you know, if you're around 2 to 3 deals a month and you got about 3 months of marketing spend set aside, I think you should definitely do it, especially if you're trying to explore into going inbound. Because I've looked around and there's not really any other programs that's actually teaching you how to run your own marketing specifically for wholesaling and getting off-market properties. I'm sure there's a whole bunch of coaches that teach you how to do PPC or Facebook ads and stuff, but you're the only person that I've seen that's, again, has his own wholesaling business that this program is tailored to that specifically. You know what I'm saying? So I would definitely recommend it for sure.

For sure. And we try to— okay, you come in with the marketing, but in the community and everyone that we're like helping, like everyone is doing deals on their own. So there's always things that we can share with one another about what's working. Like let's say you start doing like a national campaign, another market, and someone else is there, it's very easy to tap into that and, you know, get a deal going. Maybe JV, finding buyers, um, maybe like locking up a deal with a seller that's not tech savvy, like what happened to you, right?

Yeah, KT, I hit him up And so it's crazy.

Yes. So I think that's huge also, just like having that community. But yeah, I think like one of the biggest things that I see with like other wholesalers is like they never get the mindset, mindset shift from like hustler to being a business owner. That's one of the biggest things that I see why people don't scale and What I mean by being a business owner is like, okay, this is all about like sales and marketing and KPIs, right? Right. Once you know how to reverse engineer your goals and what's the marketing spend you need to have in order to achieve that, and you know your, your, you know, cost per lead, cost per appointment, uh, offers to contract, you know what you can give to the team or what you need to put in terms of like input, um, and align it with the marketing spend, right? So I think that the quicker and sooner that they realize that the sooner that they're going to grow. And I think—

Absolutely.

It's not so much like a knowledge gap, but it's before that, it's like a mindset shift that you need to have and realize that, I mean, we're all the same people, right? We all put our pants the same way and we're not special snowflakes. We just come in here and we show up and we do the work.

Right.

And we are not afraid of failing and learning. But I think that's one of the biggest things why people don't succeed. What do you think is the reason why people don't succeed?

I think so too. I think, I mean, even myself, like that mindset shift is huge, right? Like being in, you know, we're in a couple of different communities together, right? Seeing how everybody's killing it. There's been times like, you know, I've even looked at myself, like had kind of like imposter syndrome a little bit, right? But it's like, I still continue to come in and show up every day. And like, as you know, the last like month, month and a half has gone by, I've really been like, okay, like I, you know, I'm, I'm like, there's stuff that's clicking and now I'm like, oh, okay. It's literally just the difference between these people and what everybody else is, is just consistency. Like, you know, and like I've realized the more consistent I am and I show up for myself and my team, the more better outcomes that I'm seeing. So I think the biggest thing is again, like having that mindset shift that like nobody's different, right? Everybody can. Succeed the same way. And the only thing that's really differentiating is obviously having a system in place, but then having consistency. A lot of people, especially when you're in that hustler mindset, you might get a deal or two and be like, "Oh, shit, I'm chilling now." But then you don't realize in wholesale and real estate in general, we're looking at a minimum of 30 days before we hit a 30-day lead cycle or deal cycle. So the stuff that we do today, we're not actually going to realize if it was good or bad until a minimum a month goes by, right? So if you're just like bullshit and excuse my language, you know, for a couple of weeks and you're not hitting your KPIs, you're not showing up for your team, you're not consistent with your marketing spend, you're not going to realize that until 30 days, a month and a half go by and you're like, what the hell is going on? Right? So it's being able to have those systems in place to track that stuff and make those adjustments in real time versus being, you know, reactive and waiting till stuff— till you start seeing stuff come in and then making those changes, you know?

Yeah. And I think also, like, to expand on that, I see a lot of people who see, like, their favorite, like, real estate influencer and think that they're, like, different or they know something that they don't. But the blueprint, it's already been, like, written, right? So when you pay for coaching, you basically cut the learning curve in half and you get access to the system processes of like what every, you know, how everything just works, right? Because at the end, like I said, it's just like all about numbers. Um, but then also one of the things that, you know, some of the things that I've heard is like, okay, if you're not scaling, the moment you're— the main goal as the founder and business owner is find out what's the bottleneck. And once you don't know how to do something, That's when success stops. So your whole focus should be on solving what the bottleneck is at that time and putting all the resources in order to achieve that, you know, to solve that. Because you're only going to keep on progressing the quicker that you solve that issue. And if you don't know how to do something, you need to think, okay, what is it that I need to do in order to do that? Um, because like sometimes people will talk to me that they want to get into this. And I hear their goals and stuff and I'm like, okay, what are you doing? What are you going to do in order to do this and achieve this?

Right.

And for me, like when someone wants to work with me and get like, get coached by us, right? It's like, one, I'm peculiar about like who I let in. I need to know like they're going to put in the work because just because you have money doesn't mean like, you know, if I don't buy it, I'll be like, I just don't think like would be a good fit, right? But once you figure that out, you know, the quicker that we do that, the quicker that we're able to do that, right? Because if you don't have that, I mean, you got to be willing to just put in the work and have that mentality. Because like all these people, they'll be like, oh, I want to wait until X, Y, and Z. And I'm like, okay, do you think the reason you can't do it, is it like a problem or is it like a symptom? A lot of the times it's, you know, the problem, right? Okay. Why is it that you don't have enough funds right now? See, because you don't have a marketing system, because you don't have a good sales process, because you don't know about sales manage— I'm sorry, cash management and like budgeting. I mean, what's the difference between the people that are making the money right now and the people that are not making it right now? I mean, where you're at right now, what do you think the person who's doing the 6, 7, 8, 9 deals a month, what do you think he would do right now in this situation? Keep on prolonging it or take the action to change it, you know? That's kind of like the things that I see. And, you know, people just need to be committed. Um, but I guess if you, if you could just like leave us with anything, um, anything that you are working on, kind of like things that you're looking forward to, uh, absolutely, that you can tell us a little bit.

Yeah, so I mean, I would just leave it with, you know, one is going to be a couple parts. One, you know, if you're on the fence, and you're ready to kind of make that jump, if you're ready to, you know, take ownership of your inbound marketing and really learn how to take and build that skill yourself, this is definitely the right program for that. Fidel and the team are awesome in doing so and teaching you and giving you the feedback to do that. And the second thing is I'm just really looking forward to continue to scale. Um, you know, as we start getting good contracts, as we start getting more deals closed, I'm just going to keep reinvesting those funds into marketing. Ultimately, right, try to scale this just as good as what my cold call operation is. And then ultimately, man, if I could, you know, start phasing out outbound altogether, you know, that's always the goal, right, is, you know, cut that— cut all that follow-up time down and just, you know, reinvest our time and energy into the leads that are ready to sell that reached out to us. So I would say that's kind of what my goal is with this, man, and I'm trying to just, you know, get after it every day like you, brother, you know, finish the year out strong and and continue to scale the team for sure.

Hell yeah, bro. Well, Rap, thank you so much for your time, man.

Appreciate you, brother.

Thanks for dropping some knowledge here. And, um, you know, I really have enjoyed it watching you grow and take ownership of all these things. I'm super proud of you, and I know you're going to keep on crushing. But with that being said, we'll catch you on the next one, guys. Thank you.

All right, thanks for though. Appreciate you.