Finding Real Buyers For Your Deals

Dogging challenge. I'm going to be introducing you guys to a buyer today, even more buyers tomorrow. And the challenge today is all going to be about what the heck is bird dogging? We're going to catch a lot of people up to speed that have no idea what it is. And I'm going to be going into whiteboarding. If you are on YouTube today, just so you know, it is August 5th, Tuesday, and we are actually live. So if you guys want to be over on the zoom, I'm going to give you guys the link, put it in the zoom or in the YouTube chat so you guys can pop over here and hang out in the actual zoom if you are indeed watching this live. All right, let's hang out. Have a lot of fun today. Putting that in the side. What's up, Kendrick? Ama. Good to see you guys on the YouTube channel over there. I will not be looking at the YouTube channel today. I will be looking only at the Zoom. So thank you guys so much. All right, let's get right into it. I'm going to switch microphones. I totally know that this microphone will not be as good as, but I'm going to switch microphones so I can jump over to a bigger whiteboard and I can explain to you guys what a bird dog is, what the role is, and all of that. Okay. All right, how are we doing? How is this audio? Does this audio sound okay? Give me a thumbs up if you guys are okay with this audio. Is it working? Give me a yes in the comments if you guys like this audio. Okay, cool. It's definitely not going to be as good as my other mic. It's a handheld. Totally get that. We are all good to go. Gonna put the side chat on pause. All right, let's jump into what is a bird dog and why this is so important for you guys to learn. Bird dogging is one of the best ways to get started in real estate that I've ever known about, and I wish I knew about it when I first started. It is so simple, it's kind of painful. And what people will do is they will overthink what a bird dog is. The number one rule of bird dogging is don't overthink. That's gonna be really hard for a lot of people here. Don't overthink. It's truly this simple that I'm gonna break down. Okay, here's what bird dogging is. Every deal that you will ever do starts out always, always, always with a seller of that property. Could be a business, could Be a house, could be an RV park piece of land, could be whatever that is, the seller. Every single deal starts with a seller. That seller is selling a property for whatever reason. Typically, the reason they are selling is because they are in some sort of pain. Foreclosure, divorce, bankruptcy, they're behind on payments, they've lost their job, relocation, whatever it may be. A lot of times those sellers go to a real estate agent and they say, hey, real estate agent, will you sell my house on the market? They are in an agreement here to go and sell that house. And this real estate agent has six months to try and sell that house. That is the standard agreement that a real estate agent has to try and sell that house. Now, what I train my sub 2 members to do is I train them to go and reach out to these real estate agents. Usually about 100 days after this agent has listed this property. Why? Why? Because now not only does the seller have pain, but this, the agent now has pain. They're saying, oh my gosh, a hundred days on the market, the property has not sold. If you guys want to know what day, you should reach out to agents. By the way, bird dogs don't reach out to agents. But just in case you ever want to know what day you should be reaching out to agents, Google in your area, say, average days on market in my town, okay? My average days on market in Maricopa county, which is where I live, ours is about 80 days. So if that's the average amount of time that a house sells in Arizona, I'm not going to bother an agent calling them on day one through 80. I want to call an agent when they start feeling a little bit of pain, okay? When you see people online or in Facebook groups say, I'm having a hard time calling agents, I'm having. Agents are very rude, okay? Agents are rude. Agents are not answering. They're not calling me back, Any of those types of comments. I want you to understand it's because this knucklehead right here decided to call the agent on day one through 80 before the agent has pain, okay? They are calling and wasting their time and wasting the agent's time. Give me a yes in the side comments here in zoom that you understand so far where we're at, give me a yes, okay? Was that an epiphany for a lot of you guys going, oh my gosh, wait. I now realize that a lot of those people that are out there calling agents and complaining that they're having a hard time with agents, it's because they are preemptively calling way too soon, way too fast. They shouldn't be wasting their time doing that. They should be calling once the agent already recognizes the market has spoken. The real estate market has spoken, and we are now on a hundred days on the market. Okay, cool. So let's. Now you understand what these people are doing. You understand what the heck is going on? Let's talk about what this person in the green, okay? This person, the green. We would call this person a wholesaler, what they do for a living. Okay? What these people do for a living, these wholesalers, is they call agents if it's on market and they call sellers if there is no agent involved. Okay? When they are calling these agents or these sellers, they are using a series of skills that most people do not start out having. Okay? So let's touch base on what those hill those skills are. Okay? Number one, they have maybe they have money to do marketing, right? They have marketing money. All right? They have marketing money. These wholesalers can send out postcards, direct mail. They can hire cold callers. A lot of people are using a company called Prop AI nowadays to make all their cold calls for them. You guys are into spending money, but this is about $1,000 a month. Prop is going to make all your cold calls for you about $1,000 a month. That's money. And if that's you, you're like, I don't want to spend $1,000. Because if you spend $1,000, you better have some skills. Because if you get a lead, let's say a seller answers that call and that seller and you get on a phone call and you don't know how to answer that call. You. You just wasted your money. You just wasted your money because you don't have the skills to back yourself up. You don't have the understanding of comps. You don't have buyers. You don't have credibility, right? So of course, I teach my sub 2 students how to be amazing wholesalers. We even have a student that has averaged $800,000 a month in profit for the last six years. Okay? His name is Scott. He's out of California. Scott is awesome, but he has a badass team and he is crushing it. He has all of these skills. He has an office. He has nice branding. He has a website. He has credibility. He has all of these things that most people, when they're starting out, just simply don't have. And if that is you, I want you to type in the word not me in the side chat. That that is not you. This wholesaler is not you right now, based on all of these things or Teresa says, not I. Okay, cool. Not me. Not I. Whatever. I don't care. Not me at all. Now, of course, could this be you at some point? Of course it sure can. But right now, in the very beginning, one of the reasons why you're having a hard time is because you are trying to be a wholesaler. And you should not be a wholesaler right out of the gate unless you have some skills. Let me explain this to you. Did I start out being a bird dog? Actually, no, I didn't. I actually started out going directly into sellers homes and spending my time and my energy in the living room. And here's why I had that as an advantage. Why was I able to jump into the wholesaler position is because. Think about this for a second. What does a contractor do? That's what I was before I came into this business. What does a contractor do on a daily basis? A contractor gets marketing. They get that marketing to get them into a living room of a homeowner. They use that relationship, build rapport, gain trust. They listen to the homeowner and they try and figure out how to give an estimate to that homeowner, knowing that when I give that estimate or an offer, I give that estimate to the homeowner. I'm also competing against other contractors to land that job. I have to follow up. I have to follow up. I have to revise my bid. I have to do all of those things to. Which also sounds just like what position, what position does a contractor essentially sound like when I describe it that way? A wholesaler. I literally was doing the activities on a daily basis of a wholesaler. So when I jumped into wholesaling, it was incredibly easy. I got my first deal in like eight days. Why was it easy? Because I already did the hard work. I learned sales skills, negotiations. I learned all of these things before I jumped into wholesaling. For those of you guys that have never been in any sales role whatsoever, say me in the side chat, please, you have never been in sales. Understanding how to say here no a hundred times before I hear a yes is not normal for you. It's foreign to you. See all the people saying me in the side chat, that is what bird dogging is for. Are the people that do not understand the sales process, do not understand how to follow up. Also gets very. They also get very disheartened and frustrated when they don't get a yes every single time that you are doing a deal. Okay? All right. So when I jumped into the game of real estate, I already had these skills. I already had this motivation to go in and meet with the sellers in their living room. This was me. I love doing this. But what I've learned over the years is that people don't have all of this stuff right when they start. They don't have all of this. Okay? And of course, I help people, I train people, and we get them into that role of being a wholesaler that you can make 25,000, 50,000, a hundred thousand. One of my students has a $600,000 fee they made on one wholesale deal. I've seen people make millions of dollars on one wholesale deal on big commercial stuff. So of course, at some point, getting into the wholesale box might be something that is motivating to you. But in the very beginning, that is not where you want to be. Because what do we want more than anything else? Do we want to learn everything? Read every book, try and learn every little thing, watch every single video, go to every seminar? Or do we want proof of concept? My friends, more than anything else, you probably are sitting here saying, I want proof of concept. If you guys want proof of concept, give me the word proof in the side chat. Who wants proof of concept? This is a real business. I know it's possible for me. I don't care where I start. I just need proof of concept right here, right now. I need proof of concept. Okay, cool. So we've got hundreds of people in the side chat saying, I want proof of concept. So again today, I will be introducing you guys to an awesome buyer. At the end of this training, those of you guys who want proof of concept, here's something really cool. Last month we did bird dog training for four days in a row. We had a lady that joined sub 2 at the end of the four day training, she ends up saying, I want to go and do bird dog deals with sub team members. And she ends up doing a deal with D. Daniel Hasibi, who is coming in and talking with us today. In about an hour, maybe an hour and a half, Daniel Hasibi is going to chat with you guys what that process looked like. So you guys know that I'm not the only one buying these deals, but I have a massive community that are also buying these deals as well. So we will be giving you guys proof of concept not only through the stories of the people that stayed through the training last time, but we will also be showing you guys some other buyers that want to work with you and do deals. With you that you can bring deals to. All right, so let's continue forward talking about bird dogging. So we understand what these people do. Wholesalers spend 99% of their time going out and finding deals, finding opportunities, negotiating, following up, following up, following up, CRM sales, blah blah, blah, blah blah. This is a full time job, my friends. So they do not have a lot of time to go out and flip their own properties. They do not have a lot of time they to go out and find their own buyers. So wholesalers, their job is to go out and get this elusive thing called a contract. They make their money by getting a contract at a reduced price from real estate agents or from sellers directly. Now let's just use for the sake of ease, let's say that this wholesaler got this property under contract for $200,000. Well his job, this wholesaler is he's got a contract now, right? This contract he can go and now sell that contract to a buyer. Okay, so let's talk about what a buyer does. A buyer does one of three things. Either A, they also wholesale the same deal, okay? B, they also fix and flip these deals if they decide it's a good enough deal for them, or C, they hold those deals in their portfolio to some degree. That's what buyers do. Now if I'm a buyer, let's primarily focus on like cash deals. Let's say that I am in the business of fixing and flipping properties. What is my business? I take that house, I add money and I add time to that house. Permits, management, all of those types of things. And what is my goal? My goal is to buy this deal and let's say I buy it from this wholesaler at $225,000. Let me show you how the money works here in just a second. So for those of you guys that are taking notes going, how does the money work? How do they get paid? I will show you that in just a second. Be patient. Thank you. So this buyer says, I'll buy this for 225. The wholesaler is going to now make $25,000 finders fee or a wholesale fee or an assignment fee, whatever the heck you want to call it. No, I have not described what a bird dog is yet. I want to explain to you guys who the other parties are involved so you understand where the bird dog fits in. This buyer is busy. What is this buyer doing? He's working on permits, he's working on dealing with contractors. He's working on dealing with the city. He's working on Design he's working on. When the house is done, he's got to sale the property. Sorry, sell the property. And he's working with real estate agents, and he's working with families that want to buy the house. He's working with punch lists and repairs and tile shortages and wood things and all of those types of things. And more importantly, he's got to raise the capital and run the risk of potentially losing money if he bought the deal. Incorrect. How many of you guys are ready to be a fix and flipper today? Or how many of you guys are looking at that and saying, I can do that in the future, but not right now? Which one are you in the side chat? Okay, not I. Alex Lucio says future. If you guys say, I want to do that in the future, but I'm not, I can't do it now because I'm too afraid. Type in the word future if that is you. Okay, so we have two jobs already on this list. Two people that are involved in these real estate transactions. And by the way, you never want to be a real estate agent. I'm really, really sorry, but do you want a job? Does anybody want a job? No, Nobody wants a job. Now, if you are an agent, awesome. No problem. I'm just telling people if they think becoming a real estate investor is the pathway of becoming a real estate agent, we already know that is not true. I don't know any real estate agents that jumped into being a real estate agent that became a real estate investor. At least until they came to me and go, oh, my gosh, I have to unlearn everything I learned. Real estate agents have a job. And if you're a real estate agent in here, I'm not criticizing you. I'm just calling it what it is. Okay, Natasha Maxwell says, I found that out the hard way. How many my real estate agents are in here that found that out the hard way? Okay, how many of you have found that out the whole.