How to Find Buyers - DAY THREE

On how can you find a buyer and how can you take your first couple of steps towards being a bird dog? Bird dog is one of the most basic ways to get started in real estate. It's not the best way to get started in real estate because that is to find a buyer that is determined by you. I'm going to be showing you guys a screenshot right now. One of my members of my community who's been a police officer for 10 years skipped all of that, skipped bird dogging, skipped single family, skipped section 8, skipped all the things that you guys think you want to get into, and, and went straight into multifamily because of course I teach multifamily as well, because I do multifamily. So I get a text message today from Garrett right here at 4:30pm so this is about an hour or so hour and a half ago, currently at 6:07pm in Montana. He says, Pace, 10 months ago I was a cop with no real estate owned. Today I just got into a contract I've been working on for three months, my first apartment complex and I have everything I need to close this thing. It's just doing the due diligence. Now. A 243 door property. And I'm humbled. This is my life. Because of your unfiltered energy and the knowledge you poured into the community that changed my life. Thank you, brother, for tricking us into believing in ourselves. I feel a strong sense of gratitude for you and your journey today, which springboarded me into my own. Beyond stoked for this. Beyond stoked that this is my life. Thank you, brother. Now, why am I showing you this? I'm showing you this because bird dogging might not be the right thing for you. Right? I am in the real estate business. I am a business person operating in the real estate space. I don't say I am only a bird dog. Yes, I have done bird dog deals. The reason I'm doing this training today is to give you an option, to give you an understanding that bird dogging is one of the simplest ways to get started in real estate. But it's not the best way. The best way is always going to be determined by you, who you are, where you're at, do you have a good job? He has a job as a police officer, so think about that. He probably works seven days on, seven days off. And so he has a different job description that allows him to go and work on big multifamily deals using the things that I've taught him and the resources that I've given him. So he goes and works for three months on a 243 unit multifamily deal on seller finance. Meaning the seller is going to sell it to him without a bank, without a credit check. Yes, this does happen all the freaking time. I get, I don't know, 80 to 100 text messages like that per day. And I'd say five to seven of those 80 to 100 text messages I get are about bird dogging. So I'd say about 5 to 7% of the real estate industry is getting their first deal by bird dogging. Who are the people that need to get their first deal as a bird dog? Those are the people that are saying, I don't want a cold call, I don't want to learn how to underwrite. I need proof of concept right now. I don't want to have to go and learn all these skills and burden myself and wonder if I'm going the right way and work on a big 243 unit apartment complex just to potentially not even get a deal. I need something that shows me proof of concept. Like within a week I need a $5,000 check, a $10,000 check, a $25,000 check, whatever it may be. I need a check that gives me proof of concept that this is possible for me. So for those people that are like, I need that, then bird dogging might be for you. If you also have a lot of fear with managing contractors, raising a lot of capital, going and using your credit negotiating, cold calling systems, CRMs. You don't even know what a CRM is. You don't know how to market. You don't want to go into a seller's home or follow up or do any of those things. If you are one of those people in the side comments, I want you to say me. I want you to tell everybody in the side comments, that's me. I'm the person that doesn't want to have to go through all of those things on my first deal. But I need you to understand the majority of my sub 2 community is not getting their first deal as a bird dog. About 5 to 7% of them are. So some people are coming in so basic and so brand new into the sub2 community and of course they go gravitate towards the bird dogging. That might be you, but I want you to understand that 95, maybe 90% of people that are getting their deals out there are not getting them as a bird dog. Do we all understand that that is a difference depending on who you are. Can we all get a yes? Okay, why is that? Important for me to explain is because so many people go, okay, so bird dogging is the best way. In fact, I deleted a post that my team made today. My team says, bird dogging is the best way to get started in real estate. I was like, that is absolutely not true. It's not true. Apartment buildings are not the best way. Single family is not the best way. Section 8's not the best way. Airbnb is not literally. Who you are is what determines the best way to get into this business. Okay. Hunter says, I like that post. I deleted that immediately. I was like, that is not true. Do not make that post. Okay? It is not true. Bird dogging is a wonderful way to get started in real estate, but it is not the best. The best is going to be determined by you people that have incredible jobs. I have a lot of students that join that are like, I'm a doctor. I make millions of dollars a year. I actually don't want to buy real estate. I just want to join sub two so I can lend money to members of sub two. That's not. That wasn't even on your radar 14 seconds ago. Okay. Alexis says I'm poor. Well, if you're not the doctor that has incredible income, a couple million dollars a year that you can just lend that out, then your strategy needs to be based on who you are and where you're freaking at. Does that make sense? My friends give me a yes so I can move on. Okay, so here's what I'm going to do. I'm going to pause the side chat. We're going to give you guys the buyers list one more time. Then I'm going to give you guys the contracts. Then I'm going to tell you guys what the gift is for today, and we're going to drop that for you guys as well. So, number one, buyer's list. This is a buyer's list you're going to need. Please download it pacesbuyerslist.com you're going to need this pacesbuyerslist.com I want to give somebody a shout out, actually, I want to. I want to show you guys something that's really cool. A lot of people will email my team and go, the thing didn't work. The thing that you get you, blah, blah, blah. And they. They're mad at my team. I want to give a shout out where shout outs are due. I got an email today and this email came from. Her name is Christine Simmons. So Christine, I hope you're on here. I want to give you a shout out. Her. The topic of her. Her message was both methods of downloading this very generous 16,000. I love this. She says this very generous, right, because you can attract way more bees with honey than you can with vinegar. So if anybody out there is wondering why people don't reply to your emails, they don't reply to your text messages, maybe you don't really have any friends. It probably because you suck and you're not very generous or you're not very great. Grateful. Christine, you emailed my team and you are so grateful. These little words that you pepper in here is freaking awesome. Thank you so much. She says, hey, this generous list you gave me did not download and she wrote this awesome email. Hey, thank you for your help with this, Christine. I don't know why you're so cool, but you are. And I just want to say thank you. You are the actual person that my team was like, you know what, instead of us making them download it off of Google Drive, let's make a specific domain name. So we made that specific domain name for you guys today. Paces buyers list.com go over. There we are. We spent $4,000. When you guys get that list, I want you to know it prevented you from having to spend 4,000 of your own dollars. We gave that to you as a gift. It will help you in your journey. Okay, now, thank you, Christie. That was day number one's gift. Day number two gift was the $5,000 package of contract. So purchase and sell agreement, assignment contract, and bird dog contract as well. We're going to be giving that away here right now also. Okay, so I don't know the domain name is, but our team gave me this just recently. I think they made a domain for this as well. Okay, so the domain name for this is pacemore.com forward slash, bird dog. So that will give you your purchase and sell agreement. That will give you the $5,000. Every quarter or so, we spend about $5,000 updating these contracts. We get our attorney Sean involved. He comes through, looks at updates in legislation, updates on what's going on throughout the country, and these three contracts that you will use over and over and over and over and over in your career. We refresh them every single quarter. And I'm giving that to you guys right now. We spend about 20 grand a year making sure these contracts are up to date, refreshed, and that is what that package is. So that's yesterday. Pacescontracts.com. thank you, Carly. So pacesbuyerslist.com that's the first gift. $4,000. We spent that money on Monday, gave that to you today. That is a fresh list. We then spent the money on a fresh set of contracts. That's $5,000. So you guys got about $9,000 of gifts. All you have to do is give us your email so we can email it to you. Boom. We already have your email because you guys register for this. So it's not like I'm trying to harvest your email. We already have it. You want to make sure you guys get it to the email you want it on. Now, the thing that I promised you this today is a wholesaler list. Now if you're in sub 2, we're giving you the full 1200 person wholesale list. We have about 2, 000 people on here today. I'd say about 2, 300 of those are sub 2 members. People that are coming in for like a refresh. Sub 2 is not about bird dogging, right? About 5% of people in Sub 2 get their first deal in in bird dogging. Most of them get their first deal in other strategies. So you'll have some people refreshed. If you are in sub 2, please check your email. We sent you a full list of 1200 wholesalers nationwide. If you are not in whole in sub 2, then the wholesaler list is about half of that. We're giving you GU700 of those. And that link is paces wholesaler list dot com. That is the gift I promised you guys yesterday to deliver today. Okay? So there you go. You have got all three in the side chat. So in five minutes, when somebody says, hey, will you guys give me the link again? I'm going to say, no, we've moved on. We're going on to other topics. So again, paces buyers list.com, paces contracts.com and paces wholesaler list.com. the total cost of that is probably a good 12 to $13,000 in hard costs for us. Real money that we're giving to you. Pace, why would you do that? I do that because I want you to joint venture with my students. I want you to not think that you have something standing your way from taking action. I want you to feel empowered and go, oh my gosh. I have things that at one point in my day, a week ago, two months ago, a year ago, I thought I would have to go build these relationships. Little did I know Pace was just going to give me 10 years of his experience, all compiled on a list that I could just download 10 years of his. So holy moly. I don't have to have those roadblocks in my way. That's why I do it. All right, so here's what we're going to be doing. Today we're going to be going through those contracts today. It's going to get very boring. Please don't make me entertain you. We're going to be going through purchase and sale agreement. We're going to go through the wholesale assignment agreement. We're going to go through. What the heck is an assignment. We're going to go through all of those things and then we're going to go through and talk about the joint venture agreement or the bird dog agreement that you're going to need in order for you guys to go do bird dog deals. So then I'm gonna be calling a buyer, okay, maybe two, maybe three, depending on how long that conversation goes. Or, heck, by the time I get to, it might be really late. And I feel like I don't wanna call more than one, don't wanna call more than two. But today we're gonna go through the script of how to develop a relationship with a buyer. Somebody who is buying deals or somebody who is even selling off deals to their buyers. I wanna show you guys how to call on that list, how to establish a relationship. And then what we're going to do is we're going to do some Q and A at the end of today. I'm also going to give you guys another cool gift. And then tomorrow we are back here Tomorrow, tomorrow at 5pm we're going to talk about how to get your first deal, start to finish on Thursday, 5 to probably 8:30pm tomorrow. So if you're on East coast time, that's 11:30pm Cancel that date with your wife. Cancel that dance lesson with your daughter. Tell her, hey, mama's got to take care of business. You got to skip out on this one thing. Sacrifice. And make sure that I'm learning and I'm growing so that I can in the future, after I learn, I can earn. And that's the goal of this training, so that you can learn, so that you can go out and earn for your family, earn for your future, and go and do the things that you were meant to do. All right, so let's get right into it, my friends. Next month, by the way, we are going to be covering Wedge method, Orbit program and some other strategies that are just as simple as bird dogging. More things that you can get into this business with no money, no experience, no cold calling, none of those types of things. Ways that you can JV and. And JV means joint venture. So you guys will hear that multiple times today. JV means joint venture, means a temporary partnership. Okay? All right. Awesome day, man. We had. We had an awesome day yesterday. Great call. Tom was able to talk to that broker. We're moving forward on both those RV parks, which is awesome. How many people enjoyed yesterday in the day, the. The training yesterday, the call yesterday. Awesome. All right, so by the way, guys, if you have your hand raised today, you have your hand raised too early. We're going to do Q and A towards the end, so please don't raise your hand until the end. We will do some Q and A. Let's stay on topic today. What should we do, guys? Should we call a buyer first or do you guys want to go through the contracts first? Which one do you guys want to do? I guarantee they're gonna say buyer. Call the buyer. Show us how to talk to a buyer. All right, so as I was going through the list of buyers in Arizona, which is where I want to work with buyers, um, most of the quality buyers are already in our community. They're in the sub two community. But guys, remember, the free Facebook group is not our community. That's just a group just. We give free resources to, but we're not connecting. We're not doing all that kind of stuff in there. The sub2 community is, you know, of course there's a lot of new people there that have never done a deal. They're just joining sub 2. But the majority of people in sub 2 have done multiple deals and we have a lot of people that are on that list, that 16,000 person list. As I'm scrolling through my. Yep, that's a sub two member. That's a sub member. That's a sub two member. So today I'm going to be calling, sadly, probably a couple of sub 2 members that are people that are in the community. So I'm not going to use my real name. I'm going to say my name is Jordan and I'm going to call these people from a different number than what they're used to. Because there's a lot of people in this community, the sub2 community, that have my cell phone. So what ends up happening is I call and I've done this before in training a couple of years ago where I call and I go, hey, I'm doing. I go through the script and then people watching go, oh, this was set up. Or this was that. Or Whatever else. And I want to make sure that you don't have that in your mind. So today I'm going to use the name Jordan. That's my middle name, Pace Jordan Morby. So I'll use the name Jordan. So I'm not lying. And I will be calling a buyer. I think calling a buyer is probably the right thing to do because if I call a buyer early, we can always go through contracts later. Right? If you miss the window of calling buyers, it might get to a point where it's time for dinner. And I don't want to be calling people while they're having dinner with their family because I don't want people calling me while I'm having dinner with my frickin family. Right. Okay. I've got a list of like 10 buyers off the list. So where am I getting this contact information and what is the goal of this call? The goal of each call is I'm going to establish a relationship with a buyer. These are people that are buying and selling deals actively, right? They're fixing and flipping, they're developing. They might be apartment building owners. Now they might be people that are flipping 10 houses on the side, but they're really home builders. They might be general contractors that are flipping on the side. They might be a dentist that's flipping on the side. They might be full time flippers, they might be restaurant owners that are like, yeah, I'll dabble on the side on flips, but these are people that have actively flipped 25 houses or more in the last 12 months. Every single one of these people are dynamically different. It is crazy how different these people are. Some people are exclusively doing nothing but fixing and flipping, right? They're buyers. Some people are fixing and flipping and developing. Some people are fixing and flipping and also wholesaling. Some people are fixing and flipping and they are doing RV parks and mobile home parks, etc. That's me. I flip about 20 houses a year. I'm on that list, that 16,000 person list. I flip about 20 houses a Year and I build about 15 to 20 houses a year as well. So those are two different activities, two different businesses. I also buy about four RV parks per year. I buy two mobile home parks per year. I lend probably three times a week. I'm lending millions of dollars every single month on other people's real estate transactions. So every single person you're going to call is so incredibly different. But one thing is true. The people that we're going to be calling on this list have been verified that they are at least flipping 25 houses per year. Again, for those of you guys that showed up late, this list is verified based on county records. So I'm going to call this person and I'm going to basically say, he, I'm newer to the business. Here's the script for those people are like, I want a script. I'm giving you the script right now. Okay. Hi, my name is Jordan. Is this Tony? Okay. Yes. I'm going to make a call. I'm just kind of preemptively telling you what a good script would be. Hey, Tony, my name is Jordan. I'm brand new to the real estate game, but I got your name on a buyer's list saying that you're doing a good amount of deals. I want to know if you're willing to work with somebody who's brand new. And if so, would you mind if I bring you similar deals to what I saw on your list? And Tony's going to say, of course, right? 99.9% of the time, these buyers are going to go, yeah, of course. Yeah, yeah. What do you got? Some people are going to be super nice. Some people are going to be ultra nice, and some people are going to be mediocre nice. But you're rarely going to run into anybody that's rude to you because these are people that are actively wanting people to send them. Deals are your customers. Write that down. A buyer of a deal is your customer. That's who's ultimately going to pay you. You've got buyers who we're going to call right now and then you've got suppliers. Suppliers are the list that I gave you today. We will not have time to call suppliers today. We will try and do that tomorrow. That list is Paces wholesaler list dot com. I think Paces wholesaler list dot com. Is that right, Carly? Paces wholesaler list dot com. Those are your suppliers. So those are the people that will bring you deals. Okay. Those are the people that will bring you addresses that you can copy and paste to your buyer, the buyers who I'm going to call right now for those of you guys that are a little bit more advanced and are like, pace, hurry up. Why do you keep repeating yourself? I want you guys to see something in the side chat, just real quick. How many people love that I repeat myself? I say it three different times. I hammer at home, I enunciate. How many people appreciate that so much that I'm not moving too fast, I'm speaking the whole time. So you're entertained. I'm not letting any dead air go, but I'm repeating myself dozens of time now. There's always people that are super advanced, right? A lot of my sub 2 members come in here because they like to see how I teach. And they're like, man, I want to see if I've missed anything. I want to see whatever. And they're like, man, this is boring information. I want you guys to understand that the people I'm doing this training for right now are the people that are saying me in the side chat right now. Saying, thank you for going slow, thank you for repeating yourself, thank you for saying it two, three, four different ways so it can sink in. How many people heard me say it the first time but they understood it the second or the third time that I said it seven minutes later? How many people had an aha moment after I rehearsed it? Re re enunciated? Etc. Guys, I know how to teach. I know how to get the me's in the comments to go, man, I totally get it. So right now, does everybody understand who I'm going to call and why I'm trying to call this person? Does everybody understand that, okay, we are calling a buyer. This is my customer. If I'm going to start a business is what you are going to do. The first step I'm going to follow is I'm going to find out where my customers are. If I know where my customers are, then I know where my paycheck is coming from, right? I'm going to get a check for 15 grand. I better know where that freaking check is going to come from. And so that's what we're going to do right now. We're going to establish a relationship with a buyer. My goal is to kind of free flow. Okay? The script is pretty simple. But you guys all. How many ladies are in here? Give me a yes. How many ladies do we have in here? Okay, so you see all these yeses? How many ladies enjoy it when a man takes you or took you on a date and he, he was obviously reading from a script? How many of you guys enjoy that? Ladies, give me a yes or a no. So you see how we went from all the hundreds of yeses to the hundreds of no's? Guys, I want you to understand at some point you, you real estate investors don't use scripts. We build relationships. But I'm going to give you a framework and hopefully this is a good example of, hey, you kind of let yourself bob and weave. I'm obviously going to pretend like I'm Brand new on this call. And I'm going to let this person know, hey, I'm going to screw this up. And. Sorry, I'm pulling up the buyer's list. Okay, so the goal is to establish a relationship. And here are the things I'm going to try and cover. Number one, establish that they know I'm new. I'm not going to pretend that I'm experienced and I know what I'm doing. I always felt like when I was talking to people in the very beginning of the business that if I pretended like I knew what the heck I was talking about. The fake it till you make it. I was constantly dealing with imposter syndrome. How many people want to avoid imposter syndrome as much as humanly possible? I hate that. I hate imposter syndrome. I hate pretending like I. I'm doing something that I'm not. So I like just telling people, full transparency. Hey, I'm new to the business. I saw that you're buying deals. I got your name from a list that somebody gave me. Are you open to working with new investors? I'm learning from a guy named Pace or I'm learning. I watched a YouTube video. You don't have to say my name. I'm. I watched on a YouTube video that I could bring deals to people like you that are already under contract and I could get paid a fee. Are you open to doing something like that? Is that something you're already doing with other people? And obviously I'm not going to speak this exact way, but this is what I'm attempting to do. I don't know how fast or slow this man or woman is going to talk. I don't know if they're even going to pick up the phone. I don't even know if we're going to go through seven calls and not get a hold of somebody. I don't know if we're going to get a hold of somebody on the first call. I don't know. We are calling the list I gave you. Now, the next thing I'm going to try and do is go, hey, now, you guys are going to be surprised by something, okay? And this is going to be counterintuitive to what's going to happen later in the training. I'm going to ask this person, hey, do you ever do joint venture agreements? Like, do we need to have this in writing or is a simple text message fine with you? This is going to be crazy. I know you're not going to want to hear this because it's going to confuse you. Because you're going to go, well, why did you give me the contracts to joint venture and do bird dog deals? If you're telling me what you're telling me? Here's what I'm going to tell you. It's counter. It's like the opposite of what I'm going to tell you later. I don't do contracts with my bird dogs. I don't do contracts with my bird dogs, okay? And the reason for that is because if I burn you, I have a public Persona. Somebody could go on and say, pace, burn me on this thing. And, oh, my gosh, took advantage of me. Guys, I don't waste my time with contracts. I built a reputation. If my reputation. If I screw you or take advantage of you, my reputation would go out the window. That is way more important than any contract, okay? And so I tell it. I say this analogy. I know this is a really bad analogy, but this is the best one I got right? Now. Imagine you meet a man. Let's say you're a lady, okay? And you meet a man that has cheated on his spouse or girlfriend or cheated on his business partner in the past. And he comes to you and he goes, hey, I want to establish a new relationship with you, but I promise you, I'm gonna. We're gonna fill out a contract that says, I won't cheat you. I won't take advantage of you. I know I've done it in the past, and I have a history of doing that. I. But we're going to put it all in writing and make sure that you're protected by this paperwork, okay? That's option one. Option two, a guy who's never taken advantage of anybody that's been in the business for 12, 15 years that has a public Persona that says, I'm going to do something, and if I don't do it, you can go blast me online and you can go make a YouTube video about saying, pace scammed me. Which one? And. But I. But I say, I'm not going to give you a contract. Which one are you going with? Tell me, which one would you go with? The person who's been in the business a long time. So there you go. It's not that I'm opposed to it if somebody's like, pace, I'm not going to send you a deal unless you give me a contract. I'll say, okay, my team will work that out, but I'm not going to deal with it. But most people just don't do contracts with me in order to send me addresses. However, not everybody that you are going to communicate with can you trust. And I suggest you use paperwork on your first couple of transactions. Do not be surprised. This is the point of me bringing this all up. Do not be surprised if your buyer is a little bit offended by you saying, hey, well, what kind of paperwork do we do? Don't be surprised by that. If they go, really, like, you think I'm going to screw you? You just go, well, you know, the person that taught me says I really should learn how to do the paperwork. So it really isn't anything to do with you. It's more the fact that I need to learn how to do this paperwork. Would you be willing to just kind of go through the motions with me so that I can learn this paperwork and do it the right way? That is the right way to do that. Does that make sense? Give me a yes if you guys understand that. And by the way, if you're asking questions on day number three about what is a bird dog, can we all just agree that maybe you skip day number one and you skip day number two? How many people agree we should not be going backwards and explaining what a bird dog is anymore since we've already done that for over six hours on Monday and Tuesday. Okay, if you're showing up on day three, hang out, enjoy your time, but please don't ask questions about what is a bird dog. We've already covered that for literally six hours on day one and day two, we covered in five minutes, 90% of people got it. We then covered it for two hours, another 3% of people got it. We covered it for another two hours and another 3% of people got it. And finally yesterday, we finalized it with one more hour, and then a hundred percent of people that showed up on Monday and Tuesday finally got it. It. Now we've got probably a hundred people more than we had yesterday, and you're going, what the heck is a bird dog? Is it different? Guys, did we explain the difference between a dispo wholesaler and a bird dog yesterday? Yes or no? There you go. So we will not be covering that today. We will be moving forward today. Welcome to the future. We are living in it and you're part of it. So thank you so much. We are not waiting. And by the way, I do not send out replays on this stuff. If you feel that the need to go and pretend like you're going to watch a training that's already been recorded go on YouTube, you won't watch it. It's so interesting. Human nature is, if it's live, you'll watch it, right? Because you can feel the energy. How many people prefer a live training? And you're like, AI ain't taking anything over because I don't want to listen to AI and I don't want to watch a YouTube video. The average person will only watch a seven minute portion of a replay. Seven minutes. Think about that. Why should I spend any of my time sending out replays if anybody only watches seven minutes of it? I ain't about that. I've just learned. So if you want to go watch the replay, go to the YouTube channel. You probably won't do that either. You just want to hang out with a lot us in the live. So if you are going to do that, please, my friends, no questions about bird dogging today because we've done a heck of a job doing that on Monday and Tuesday. All right, so let me call. I've got 10 people I'm going to call, see if I can get somebody on the line. I did this last month. It took us like five calls to get a hold of somebody. I did it four months ago. I got a hold of somebody on the first call. Every single time. It's going to be a little bit different. Okay. And also, by the way, do not be surprised. Are we okay if somebody recognizes my voice and goes, is this pace? Are we okay with that? I'm sorry. I can only do what I can do. I'm going to do the best I can do. Please don't be one of those people like, oh, they know you. So I can't do it because this person recognizes your voice. Please don't be that person. Just let me do the thing live. And if it doesn't work out the perfect way you want it to work out, just relax. Okay. Okay, let's type this in. All right.

This is Spencer.

Hey, Spencer. My name is Jordan. How you doing, man?

Thank you.

Hey, I. I got your. Liz, I got your name off of a list. I'm. I'm brand new to the business. I saw your name on the list that somebody gave me that says you buy a lot of deals in the Phoenix area. Are you working with new people? Are you only mostly working with like seasoned experience people?

Absolutely love working with new people.

Okay.

Work with new people.

Are you primarily fixing and flipping or are you doing other stuff as well?

Fixing and flipping and pine holes and creative. So all. All of the above.

Oh, sweet. Okay, so you'll do creative deals, you'll do cash deals and sometimes you'll fix and flip.

Yes, correct.

Okay, so let's say that I find a deal, but it's not a deal I got under contract. Let's say it's like somebody I met at a meetup and I bring the address to you. Is there a way that if you sell that deal or you buy that deal, I could get paid?

Yeah, yeah, absolutely. I can show you how to do that. One great way for you to do that is if I commit to it. I would encourage you basically to get an assignment on that property into your llc. And if you don't have an llc, you're getting into real estate, you might want to get one as soon as possible.

Okay.

And. And that way, you know, it goes from wherever you're picking it up. You've we're at a meetup, you got a good deal and I want to buy it. You put into your LLC, you know, say that you got it for 200 000, put into your LLC for 200, 000 and give it to me for 210. Whatever, whatever price. I commit to you on it or whatever you think is a good deal for you and a good deal for me. So you can make some money. I can make some money to go flip that.

Okay, let's say that I send you an address and you don't like the deal because it's priced too high or you feel like you can't sell it or something. Will you give me feedback or will you just say no, no, no, definitely.

I'll give you feedback and tell you exactly what price that we need to be at to buy that property. And pretty quick and immediately within.

Spencer, you still there?

I see. If there's two seconds.

Okay, cool. So, all right, so I go, I send you a deal. You want me to get it under contract and then assign it to you so that you know what price I want on the deal.

Yeah. So basically, and I want to make sure that like, you're making money on it and, and you're secure so that you can get money and it goes closes through title and you get your check. So basically you're picking up a property and you're not putting any money into it, you're just committing it to it by assignment and passing the deal on to me. Correct.

Okay. What if I don't know how to price my fee into it? Will you do a deal where you just sell the deal and then we split it? Like you take 60, I take 40 or something like that?

Yeah, yeah, we can do that also. That's not a problem. So what you probably need to do is because you don't know how to price it or what's going on, you just need to say, hey, what do you think you can sell it at? And hopefully, let's say, go back to the 200 mark. If you're getting it for 200. I say, hey, I'm pretty confident we can sell this for. For 220. I'm. I'm fine with that. I mean, a 60, 40 split is. I'm still making money and you're making money, and we're both happy when it. When everyone's making money, everyone's happy, right?

All day long. And if I'm. I mean, if you're helping me coach along and you don't mind me being a newbie, that makes my whole day.

Yeah, happy to coach you along. Share the numbers with you, share the contract, share the assignment. Whatever you need, I'm happy to help you with. No problem.

Okay, so my first step would be where should I send the deal? Should I send them to a text message to you, or do you have an email that I should send them to?

I'm actually okay with a text message if you'd like. Would you like me to give you that number?

Do you. Do you mind if I give it out to all my friends?

Yeah, yeah, that's fine.

Okay. Yeah. If you don't. Yeah, give me your cell phone number, the one that you want.

It's. Text me at 480-283-2540285. And I will make sure to. Like I said, send me that deal. I'll let you know what. I'm confident we can pay for it and get back with you as. As quick as possible so that you can continue working it.

Amazing. You're the freaking man. I appreciate you. I'm gonna start working on sending you over addresses.

Just like, 10 seconds. And just like, really quick advice.

Yes, please.

When you're sending the deal, don't send me an attachment. Send me actually in the text. Send me the actual address in a text. And so. And don't send me a picture because I have to refer back to that address. I can't. I can't pick it up. You know, you know how you do a quick text search and I'm looking for the address. If you sent me a picture, an attachment, it's not going to pull up. So actually, like, I need a text of the address of what it is. And likewise, don't send emojis. Emojis do not Sell deals. Okay, so I'm not a fan of that. That. So those, those are just a couple quick advice.

Anything else that newbies do that you wish they didn't do? Yes.

You know, if you are a newbie and they ask you, are you direct? Don't. Do not. They're not people that apply properties. So anyone that says, if you're new in the business and you send a property to someone and they say, hey, are you direct to seller? Those people who ask you that, they are not true buyers. People who are true buyers don't care if you're direct or not. They care about what type of deal that you have. Okay? So don't ever be threatened or think like, oh crap, I'm not direct on the deal. And why are they asking me this? Like if someone asks you that they aren't seasoned buyers and they're not buyers anyways.

Spencer, you're the freaking man. Thank you.

Thank you.

Okay, have a good day, brother. Right. Okay, simple sad thing is the top like out of the top 10 people that I have on my list right now, the first person, Spencer, I have him as a sub team member since 2020. He made $3 million last year. He made a big post in sub two, two months ago saying, I made $3 million last year. Literally just doing nothing but bird dogging. He's on the top of my list. But I didn't realize it was spent. Spencer C. Who? A lot of people in Arizona know who Spencer is, so had to call from a different number. Had to fake my phone number or fake my name, but that's how those calls go, by the way, 16,000 people. I gave you that list. How many? Okay, hold on a second. Somebody just said where to find buyers. Are you a lunatic? Allan? We're gonna, you and I are gonna go to fisticuffs. Okay. Can't be that easy. Okay. Anthony Plowden, I think is your name. Anthony Plowden. Anthony Plowden. How you doing, man?

What's going on, Face?

No, I was saying that Plow and. Come on, man, you know, you know you gotta have a better attitude than that.

No, no, no, I was saying that jokingly.

Oh, okay. Cool. Got it. Yeah, yeah, yeah.

I'm actually, I'm actually a gator as well.

So I'm just in here. Cool. So you, you know, you know how simple this business can be. I love it. Okay. Thank you, brother. Appreciate that, guys. Okay, so hold on a second. Somebody says where to find buyers. I think that's Alan Wynn. Alan Wynn is the Guy that I was like, man, are you a lunatic. Alan, what's up, brother? Hey, how's it going? I'm sorry if it had something to do with the prior day yesterday. I wasn't able to attend because it was my partner's birthday. Okay, no worries, Alan. So in the very beginning, like the first 30 minutes of today, I literally explained the 16, 000 buyer list. Who the buyers are. The buyers are your customers. That's where you're going to get your check. This is who I'm going to call. And I gave you that list. Pacesbuyerslist.com do you remember that part? Yeah, I thought that was the wholesaler list. Okay, so, guys, do you see why I Repeat everything like 18 times? Can everybody in the side chat lovingly? Tell Alan he's a lunatic. Just saying. Hey, Alan, with love, you're a lunatic. You didn't pay attention. Say with love, you're a lunatic. Okay, okay. So, Alan, let me explain this to you. I gave three gifts away. So today is Wednesday. This is the third day of the week, right? You missed Monday, so you obviously missed the gift. You missed Tuesday, you missed the gift, and you missed. You didn't miss Wednesday. You're here. And so you're confused by all three gifts. Why? Because I'm giving all three gifts to you again on day three. Because there's guys like you that show up on day three and missed the gift on day one. The gift I gave you on day one, which I regave it to you today, Allan, is a list of 16,000 buyers that have. We. We have verified that they are buying at least 25 deals a year. Allan, how have I verified that? Is county records is a filter. I can filter and I can spend money to get their names, their emails and their phone numbers. I spent $4,000 on Monday to compile a list for you. That list is a list of 16,000 buyers. Do you now know where to find the buyers, Alan? Yes, I've made the connection now. Thank you. I actually did have that list from before. I just. Yeah, but thank you. Thank you for making that neurological connection. I appreciate you and I'm sorry for making you repeat it. Where do you live? Because I'm going to come karate chop you right in the arm. I'm from Minnesota, okay? I will not be going to Minnesota, but Minnesota is pretty cool. Here's. Here's the other two gifts I gave you. I gave you the wholesalers that are out there spending money on marketing, okay? What they're doing is they're spending money on billboards, radio, TV advertisements, all sorts of things. And they're going in the living room of homeowners. They're doing what we call direct to seller. If you listen to Spencer sub 2 member since 2021, you'll hear Spencer say, hey, if somebody asks you if you're direct to seller, that's the industry lingo for the people who are going in the living room and getting the contract with the the seller directly, that is DTS direct to seller. Those people are your suppliers, meaning they're going to bring you houses. And how an address is under contract that you can then bring to somebody like a Spencer, one of the 16,000 people. So wholesalers are your suppliers. I gave you that list today. That was today's gift. So Monday I gave you your customer. I just called a customer and I explained to you and showed you how to make that call. Did everybody understand what questions to ask, how to flow through the call? Was that helpful for you guys to see that? Yes or no? Okay, cool. So those 16,000 people are your buyers. Your buyers are the people that will pay you for a deal that you bring them. Where does the deal come from? Well, the deal comes from wholesalers. Do you guys want me to call a wholesaler right now and we can have a conversation with a wholesaler? Okay, where is the list of wholesalers? Did I give that to you guys today? Okay, perfect. Paces wholesaler list dot com. I gave you 600 names across the country. If you are in sub two. I gave you 1200 names across the country. Okay. By the way guys, Ragel says, I would like to go through another biocall. Bro, I've been on here for 50 minutes. I have an hour and 10 minutes. Do you guys want me to go through the contracts today or not? Do you guys want me to just be on calls all day long or not? Like what do you. Come on, guys, come on. Okay. It's really interesting to me because what happens is I call one person and everybody then wants that person's phone number. Guys, I gave you 16,000 of those people. Why do you gravitate to the one person I called? Why is that? Can you guys help me understand that human psychological issue that you have? Because you want the job done for you, you want it handed to you, you want somebody to just do the job for you? Guys, these are not cold calls. These are 16,000 people. I'm going to tell you right now, if you immediately go give me that person as a buyer, you need to be kicked in the Shins because you are lazy. You don't want to make a call. You don't want to do anything. You literally can be shown and given every tool, and you just want somebody to hold your hand all the way. Process, say guilty. If that's you, it's okay to say guilty. I know the feeling. I. If I didn't h know the feeling, I wouldn't know how to call you out on it. Okay, so let's jump. You guys want me to call a wholesaler? I'd have to pull one up. Okay, let me put on side pause on side chat just for a second. So let's explain to you guys what this role is one more time for the people that showed up day three that did not show up on day one and day two. Just very quickly, the chain of events. Okay, so you've. Every single deal starts with what always starts with a seller. Okay, that seller could have. Oh, here's a. Here's a good example. Check this out. I have a student who came and joined sub 2 because he wanted to learn creative finance for business buying. I teach a lot of business buying because I teach creative finance. I got an email today from one of my students because I'm looking to buy an excavation company on creative finance. See, yesterday, today. Okay, cool. So Sarah, his assistant, I want to be careful. I don't want to show her contact information because people reach out to her and bother her. Okay, so check this out. Yeah, guys, I'm sorry. I just learned the hard way. Over the years, people will be so lazy that all they'll do is call the one person I showed instead of going, hey, here's 16, 000 people. They'll just literally call the one person I show you, and they'll hammer that person. That person's like, dude, why'd you show me on freaking A Training? I'm getting hammered by people that are lazy. Okay, so you see all these companies right here, right? A Premier Custom homes in the Hamptons, established Colorado Roofing, Establish roofing and construction. These are all companies that my student is representing. Okay? His name is Michael. Michael is a business broker that came to me to learn creative finance. So I text him this morning, go, hey, what businesses do you have that are like excavation, construction, concrete, whatever. These are not under contract. He's a real estate agent. Right? So this is how this works In a business transaction, it doesn't matter if it's a house, doesn't matter if it's an RV park, a mobile home park. Doesn't matter if it's an apartment building. If there's a real estate agent involved, it's still not under contract. Somebody needs to go and negotiate, follow up. Low ball, negotiate, follow up. So just because Michael sent me those nine businesses doesn't mean those are under contract. He's the agent representing that those sellers. So I have to go and I have to negotiate, negotiate, negotiate. Follow up, follow up, follow up, follow up, follow up, follow up. I have to say some fancy sales words. I have to send over a contract and then I get it under contract. How many of you guys want to avoid that part of the business for your first deal? Give me a yes. That you want to avoid that part of the business for your first deal that is either called direct to seller, meaning you are the person that's directly communicating with the seller and the representation, or that would be called, I'm the wholesaler, right? I'm going to the person and I'm negotiating. How many people are like, I do want to learn that pace. I, I do wanna learn that. And I know you teach all of that stuff, but really, I just want the simplest way to get into the business because I am fearful of negotiating, following up, spending money, CRM systems, confusing. Oh, my gosh. I don't wanna look stupid. I don't wanna worry about the paperwork. I just want a simple way. So please teach me bird dogging. How many people are obviously 20, 100 people have been hanging out with me for three days, so that is obviously you. Okay, so let me pause the side chat. Hola, Santos. Not everyone is as nice to talk to as he was. So the new people, we can get discouraged quickly. Okay, Ola. Awesome. I love it. Ola, can I beat you up just a little bit? Like with love? Can I beat you up just a little bit? Come on up here, let's chat for a second.

Hey, what's up, Face?

Oh, Ola is not a woman. It's a. It's a dude. Love it. Where's that name come from?

Well, my dad's from Africa, from Senegal. But my grandpa's from Cape Verde.

Okay, cool. Okay. So, Ola, I want to point something out. You are right. I totally get that. I get a lot of nasty calls as well. Okay, I'm going to explain and show you something really kind of magical. And I hope this helps you in your journey. Okay? And I appreciate you pointing this out. So we're going to go to my YouTube channel, guys. If you guys ever feel like you need a little bit of bump, go to the YouTube channel. I'm going to go over to my channel and we're going to click on videos that I've posted in the last couple of weeks. The good, the bad, the call. No, that's not it. Low ball or go broke, Scared or secured. Let's see, which one is it? Stop waiting. Take action. No banks, no credit. Buying a plane. Why I did this? Okay, there's a really great call where the agent was really, really rude to me and I said something to the whole room. I don't know if you. Obviously Ola, you probably have not watched this video, correct?

No, I have not.

Okay, give me just a second. This is so important for you to, to see this and learn this 20 minute real estate game plan. Easiest way, bird dogging usage. Don't know it. Scared, Secured. Oh, here we go. Okay, cool. Okay, so I want to show you something. Your name is. I'm. I'm pronouncing it correct when I say Ola. Is that correct? Yes.

Yes.

Okay, cool. So Ola, what I'm going to show you is my friend Jamil right here on the screen getting yelled at by an agent. And very quickly we can all get discouraged by these calls. Okay, here, let me, let me change this so you guys can hear the voice. This is a call, by the way. If you guys want the unfiltered call that's like not edited, please go to the YouTube video and there's a link in the description. You guys can get the full, the full link. Okay, let me share it with you guys in the side chat so you guys can go and check this out. Leave a comment if you guys are dope. Okay, so Ola over here. See, this is one of my students, Tim, you. And this is my friend Jamil, who I've done thousands of deals with. And we're calling agents. Kind of been around Robin, meaning Jamil makes a call, Tim makes a call, then I make a call. Okay, listen to this call.

What did it close at?

270,000 we bought it for. We haven't sold it yet.

How Many have you?

5282.

Just call me back after you watch me.

We're never going to call you back. You're the most unprofessional real estate agent we've spoken to. Okay, so Ola, you see how those kind of calls happen even to the best people people on the planet, Right? Right. Okay, so what I did is. This is interesting. And I, I suggest you watch the whole thing because what I explain is right here. Then Tim gets on another call. Okay, so Jam gets on a call that's ruthless. Then Tim gets on a call that's also ruthless. And the agent is such a freaking jerk. Okay, here's the full call of Jamil. You should watch the whole thing. Then right here in this video, I'm talking to a room full of 75 newbies that I'm helping them get their first deal in person. Okay? I do that once a month. I bring 75 newbies into my office and I guarantee that I can get them their first deal in a week or less with them on my team. And what I told them is I said, guys, be very grateful for these two calls that just went horribly wrong. Because you need to understand that the next call or within the next 10 calls, we're going to save somebody's life, I promise you. Because we're calling foreclosures. There's going to be somebody horrible that we're calling. So I don't know where it is, but let's. I think it's right here, you know. This is Pace. How you doing? I'm good. How are you? I'm really good. You got a situation on Alice Ave? Maybe I could help out with on the foreclosure situation?

Sure.

I mean, I'm always willing to listen.

You guys have. There's. What's going on? Let me see the notes. The person that set the appointment for me to call you is like a doctor. They. They like wrote it down in a way I can't even understand. Understand it. They got third. They got 30,000 in arrears. 38. 38,000. Okay? So, Ola, I'm not gonna. I'm not gonna burden you with watching this right now, but I just want to point out to you that you are so right. You're going to go and get discouraged by a bad call. And I'm going to say that mindset is why this business is so easy for me. Right? Because the new pe. The new people are like, I don't understand the equation, if you know that. And by the way, Ola, we're not calling agents, we're not calling sellers right now, are we? No. Who are we calling? My friend, right now?

We're calling some buyers.

We're calling not just buyers, but verified, vetted buyers that the county recorder, the county recorder's office verified that they have bought 25 deals this year. Okay. Do you think they don't want to hear from you?

No, they definitely do.

Okay. So thank you, Olaf, for being my example. By the way, very different than when you're Calling an agent and you're cold. Calling an agent about a deal that's in foreclosure. Do we. Can we agree that these are completely different scenarios? Yeah. Please stop believing that calling buyers is a scary thing. 99% of the calls you have with a buyer that I gave you on that list will be great calls. These are not agents that are protecting their seller and saying, well, why are you calling and what's your offer? That's not the call you're making, my friend. Right. The call you're making are to buyers that are like, yeah, I want to do deals with you. I did 25 deals last year. I did 100 deals last year. Why wouldn't I want to do deals with you? Right. Does that make sense? Yeah, it does. Okay. It'd be kind of weird. Like, let's say, have you ever been on. I've never been on a dating app. I've been married for basically 16 years. But have you ever been on any sort of dating app?

No, I have not.

Have you ever communicated with somebody that is very obvious that you guys are looking to connect?

Yes.

And would it be weird if you ask this person on a date, you guys are maybe flirting, and you ask them on a date, and they go, why would you ask me on a date? That's so weird. Have you ever been in that situation?

No, not really.

Okay. It's pretty obvious that, like, when somebody's flirting with you or communicating with you and they're open, you ask them on a date, they're gonna be like, heck, yeah. Hola. Let's freaking go. Right? Right. That's the person you're calling on a buyer's list. These people are already open to dating you. They're just waiting for you to call. It's a very different person than cold, cold calling an agent or cold calling a seller who doesn't want to sell their house. Agreed?

Definitely agree.

Okay, cool. So, first and foremost, please understand there's a massive difference. And the reason why you choose bird dogging over. Let's go straight to multifamily and cold calling and negotiating and underwriting is because you want to potentially avoid that pain. Maybe that's your personality that you get discouraged easily. Not you, but just talking to the rest of everybody else. Bird dogging avoids all uncomfortable conversations. The first person you're calling is somebody that wants you to call them. That's the first person you're calling. That is your first step of being a bird dog. On day number one, we said step number one to being a Bird dog is call a buyer. Step number two of being a bird dog is focus on one buyer. I've already. I'm already done with step one and two of being a bird dog right now. Off one call. Where do I get these phone numbers? Is the same list I gave you 99 of people you communicate with on this list are going to be very similar to Spencer. Now, will you ever in bird dogging have to call a real estate agent and have a discouraging call? Yes or no? I don't know.

I'm new to this, so I'm not sure.

So you skipped day one and day two? I did not.

I. I've seen some of it. I wasn't able because kids and all that, it's hard to. To split my time up and just focus and being one thing for like two, three hours.

Okay, so you need to go back and re watch it because you're expressing concerns in the side chat coming from a place where you skipped the live training and that's okay. I'm okay with that. I'm not criticizing you. I'm just letting you know that these things have been very clearly communicated the last couple of days. In bird dogging, you are never cold calling. You are never negotiating. You are never going and following up and asking people if you can buy the house. You are literally playing the middleman between two people that have already done all the hard things that you don't want to do. Okay, there are, there are no discouraging calls in bird dogging. And if you are having discouraging calls, it's because you missed day number two and you're mix mismatching what bird dogging actually is. Guys, can we all do, can we all do us a favor? If you skipped day one or day two, if you were not paying attention on day one or day two, can we all do a favor for everybody else that did show up for day one and day two and avoid making comments and asking questions about content that you obviously missed. Are you welcome to hang out? Hell yeah. Please hang out with us for the next couple of days. Do not make comments and do not ask questions if you skipped or could not pay attention to day number one or day number two. Give me a yes. That we are all on the same freaking page. Done. We are done with the conversations of what is a bird dog and all of that kind of stuff. Okay? Do we all understand why calling a buyer would actually not be discouraging? Because a buyer is somebody who's vetted that. I gave you a list And I spent the money to give that person that to you. Cool. Awesome. Now, calling a wholesaler is actually just as simple. Right. These are people that have properties under contract, and they're looking to sell these contracts. Okay. So I have a wholesaler that I get a text message from almost every day, and I never have ever spoken to this person. So why don't we call this wholesaler and ask them a couple of questions? Like, I mean, I'm already on their list. I'm already on your. Their list. Hold on. Let's go to Taylor. So Taylor bell says, I trust you know what you're teaching. So for this, I would defer to what you're doing. You're a generous and fantastic leader and a gift. Oh, thank you. Thank you. I appreciate that. Is there a link? Today one and day two go on my YouTube channel. Their last couple of lives that we did. Pace, thanks so much. My first call tried to contact an agent directly as a wholesaler, and he said, you sound like you're reading off of a script. Yeah, this is what I'm saying. This is the hard part about that part of the business. Bird dogging does not have any of those issues. Okay. Muhammad says call from another number using a different name. I think I did that. Muhammad, were you here when I did that? Do you. Do you guys kind of feel like I. What I feel like is like 10% of the people in the side chat are. Are some on some sort of hallucin. Hallucinogenic. They, like, obviously watched what I said. I communicated five times. I said, I'm going to call from a different number. Guys, I have four phones. Four. I have four phones for four different businesses. I called Spencer from a number that I've never called him. Him from before. I used a name he's never heard before. And then muhammad says, can you call from a different number and use a different name? Muhammad, I'm done. I'm. I'm done. I'm done. I'm done with you. I'm done with you. Let's wait. Let's wave you away. Okay, cool. So let's get. Let's get into the contracts because what you're going to need is. Let's talk about what Spencer said on the phone. Let's rehash what that. What happened on the call. Now, for those of you guys that are like, hey, you know what? I'm going to go back and watch the replays of day one and day two so I can be part of day four. Tomorrow is day four and day Four is how I'm going to show you guys how to get a guaranteed deal in less than seven days or less. And we're going to do that tomorrow. So please, all of you guys stick around tomorrow. We're going to be talking about that for three hours tomorrow. And if you guys are like, I'm going to catch up day one, day two, here's where I would go. I'm not going to send out replays. Why? Because it's a waste of my team's time to send it and compile an email that you won't watch. If you are somebody that likes going and watching replays, go to the lives that we did the last couple of days right here. Okay, where to start in wholesaling. This is number one of the challenge number two. And then right now, we are currently live. We have 2100 people on Zoom and 250 people on YouTube right now. This is day one. This is day two. This is currently day three. That is being streamed live. So go and watch those two hours and 46 minutes. Two hours and 18 minutes. And today will be another two, maybe three hours today. Okay? Go and watch those. And then you guys can show up on tomorrow and be completely caught up. And then that way I can show you how to get a guaranteed deal in seven days or less. All right, let's jump into. I want to call a wholesaler. The problem is I know all the wholesalers in town. So, like my example of. Of showing you a live example of doing this. Everybody knows who I am, and so I. They already. And I'm already on their lists, right? I'll show you what that means. Let's see. I'll show you email or text messages I get every single day. Check this out. Let's go to. This is. I. I'd say one of the person people I get probably four or five deals a day from. He sent me a couple of deals. I want to show you guys what this looks like. His name is Ronald. Okay. So I don't reply to a lot of his text messages. Okay. Because he should be sending these to my team. But I'll show you what this looks like. This is a wholesaler that sends me a deal or two deals almost every day. Okay. And once you're on their list, they send you an address or two addresses every day. So what I would do is I would literally take this. So check this out. Out. So he says, P. Morby, I know there's someone in your community that will rock this with that will rock this joint Obviously, we have a relationship, so he sends me stuff. So check this out. Here's what I would do. This wholesaler sent me an address. Okay? So what I would do is I would send. I would literally copy this. See how I'm. I press copy. You guys can all see me typing copy, giving me an emoji that you can see me copy this, and I would literally paste it to my buyer. That's all I have to do. As a bird dog, that's literally it. A supplier sends me a text and I go, awesome. I copy it. I will then text that to Spencer and say, hey, Spencer, I just got this address. It does not include my price. What do you think about this? That's literally all you do. That's what Kelly did. That's what Daje did. That's what Maddie did. That's what hundreds of other students have done with mine or with me. They literally copy the address, the price, the pictures, the exact same way. Now, if I copy this. Okay, so let's open up a new text thread. Okay. If I open this up and let's say I'm going to send it to. Yeah, I'll send it to Jamila. Okay, so this is how I would send the text message, and I'll share it with you guys. This is how I would send it to. To him. So please pay attention. If you guys are like, well, how do I send the text and how do I protect myself? Let's go through that real quick. Okay, so I'm going to take the text message. I'm going to paste it. Okay? And I'm going to say, this does not include my price. Can you give me feedback on this property? I just did my job. How many people could do that 30 times in a month? How many people could do that exact thing? What I did is I took an address from somebody else, and I then copied and pasted it to somebody else. That is literally all you do to be a bird dog. Literally, all you do to be a bird dog is that I'm being really strong right now to get it through some people's heads. Because how many people are overthinking this? How many people are overthinking that? Say me. Guys, I showed you. I gave you the buyer's list. 16,000 people vetted doing 25 deals a year or more. I just made the call to those buyers. Now I know I can send that text message to that buyer and say, hey, here's an address. This does not include my price. Can you give me feedback on this property? You do that 30 times, you're getting a deal. How many times could I do that? Well, that depends on how many suppliers will send me deals. Well, Pace, where do I find suppliers? Write this down. We're going to show you right now. Where do I find my suppliers? Okay, hold on a second. Okay, Cali, Mesas, Couple of good questions. Okay, Caleb. Okay, this is great. Couple of good questions in here. Let me pause the side chat because I get sidetracked by you guys, but there are some good questions in here. Cali. Cali, how you doing? Let's chat.

Can you hear me?

I can hear you. Perfect. Okay, so, Callie, your question tells me that you skipped a couple of days prior. Well, it's okay. Just say yes. So I, so I know.

No, I know that we need contracts, so I, I, I'm following along.

So, no, you missed something yesterday. And I'll kind of rehash this, but I, I'll rehash it, which is perfectly fine. That's not what. I'm upset. I'm not upset at all. Okay. Okay. I have a strong personality when I'm teaching because I want to make sure I keep people's attention. That's basically it. So if I say something like, hey, you skipped the training. I'm not trying to call you out or anything like that. Okay?

Yeah.

Okay. So, Kelly. Okay. Daje. Did you hear Daje come on the training yesterday? And chat. She's one of the girls that I just did a deal with a couple weeks ago.

I did? Yeah.

Okay. And how did she send me the address? She sent me the address exactly that way. Okay, so, right. She copies the address, she sends it to my team. I'm not the one that looks at deals. Somebody on my team named Heidi looks at the deals. Heidi replies back to Dodger and says, yes, I like that deal. Then Daje says, my price is not included. Heidi then says, perfect, let me walk through our metrics. So can I walk through my metric for my team?

Yes.

And can I walk through my metric for my team so that you understand every buyer is going to be a little bit different?

Absolutely.

Okay. Did you hear how Spencer wants me to get paid?

Yes. It looked like there was a couple of different options there.

You're right. So one of them was a 60, 40 split. So let's say he says, I don't want to do the deal, but I'll sell it to one of my buyers. He goes and sells the deal. He takes 60, I take 40. So let's say that we sell it for 20 in his example, it was a $20,000 deal. How much money would he make? How much money would I make?

Sorry, I'm not. Not great at math. And I'm distracted by my dog currently.

Okay. I'm wondering if you're the right person to pick on right now. Because if you can't pay attention, I might need to pick on somebody else. Can you focus for like, two minutes?

Yeah. I got you. Okay. I apologize.

Dear God. I'm trying to change people's lives and they can't focus on anything. Holy smokes. I appreciate the honesty. Okay, so I bring a deal to Spencer, and his example is 200,000. Spencer sells it for 220. How much money did our partnership make?

20,000.

Cool. If he takes 60%, how much is 60% of 20,000? That's 12 grand. Okay.

Right.

How much would I make? If he takes 12, what's remaining out of the 20,000? 8. 8. You are pretty good at math. Awesome. How would I get paid? The title company pays me. I'm going to talk about that a little bit later on contracts, which is why I don't want to call more buyers. Because I want to get to the contracts and help you understand the contract side of things. Makes sense. Awesome.

Yeah, that was. I guess that's my question is. And I'll let you get to it. When you. When you do get to it is when you have these partnerships, who takes that information to the title company? And.

And we talked about day one, and we talked about that on day two. But I'll talk about it happily one more time. You never have to deal with that. Your buyer will deal with all of that.

Okay.

Okay. You don't really have to deal with any of the paperwork. You don't have to deal with any of that kind of stuff. Your buyer will deal with that. Okay, so let's go to the drawing board. Are you still able to pay attention? Is your dog got you?

No, I'm here. I've got. I got it.

Okay, cool. So here's how I pay my people in my community. I do not do deals with people. If you're not in sub 2, there's just so many people in sub 2 that I prefer to do deals with. They've already gone through the training. It makes my life a little bit easier. I'm sure you understand. So somebody brings a deal to me, and that deal is not a deal that they. They contracted. It's not a deal they cold called on. Where did that deal come from? Kelly, the wholesaler came from a Different person, right?

Yeah.

So this person did the hard part. The bird dog is literally copying and pasting just what I just did. Okay, so this girl, Daje is her name. Daje spelled kind of funky. It took me a while to learn how to pronounce it, but Daje sends me an address. My team, we look at it this way. Our goal, okay, Our goal, Cali, on my team, Is to make 10% net profit on a deal. I'm going to explain to you how I, the buyer in my individual company, work deals with people that bring me deals. Okay? So my team will look at the house and they'll say, we think we can sell this house for $500,000. So how much money would my need. My team need to hit our goal and have that money in our pocket? After everything's said and done, how much money would my team need to make? What's 10% of 500,000?

50.

50,000. Cool. If I can hit my 10% goal, I will pay the bird dog $10,000 for that deal.

Correct.

Okay. Does that make sense?

Absolutely.

So, Pace, how do you determine how much you're paying your buyer? I'm sorry? How much do you determine how much you're paying your bird dog? Is everybody following me so far? I'm going to go deeper on this. Give me a yes if you're following me so far. So when you ask, well, how do I get paid? I asked Spencer how I got paid. He just said it really fast, and then I suggested a 6040 split. He said, yes, I'm cool with that.

That.

Okay, My, my. The way I do the deal is I go, okay, well, D, we don't think we can hit our number. We think our profit is going to be close. This is actually what happened on my team. My team said, we think we can only make 40,000. So if I can only make 40,000 on a $500,000 sell, did my team hit our goal of 10% net? Yes or no, Cali?

No.

Cool. So if I still want the deal, but I don't think I'm going to hit my target, I will then pay my bird dog $5,000. Does that make sense?

Yes.

Cool. I'm going to unleash the chat for just a second. Does everybody else understand that for me, the buyer, how I determine this? Yes or no? Cool. Now, there are some overthinkers in here, so I will go even deeper here. Okay. Well, Pace, what if you make more than 10%? Amazing. Because I've paid a lot of money to a lot of People before, for every 5% that I make on that deal, we raise the price $5,000 on the fee. So if my team goes, man, give you a good example. I've got a deal that we sold last year for $1.2 million. My team made $200,000 net, man. That's pretty good. Okay, we made like, I think it was like 15 point something percent. Cool. Well, the person who brought that deal to me, we paid them $15,000. They were the bird dog, they made $15,000. If it's a 10% deal, meaning I only make 10% of the sales price, which in that situation would have been $120,000, that person would have made how much money? 10,000. I also can say no and say, hey, it's too skinny for us. We don't want it. But if we make under 10%, could be 9, 8, 7, whatever percent. We will pay $5,000 for that fee. Well, pace that. $5,000 is not a lot of money. Okay, then go. Cold call. You go get the deal. You go take my training on how to go find deals. You spend the money on marketing. You go into the living room, you do the follow up. You build a CRM, you build a team, and you go buy the deals directly from the seller. If you're not happy with a 5,000, 10,000, $15,000 fee, on the average single family deal, most bird dogs are making between that range up to $25,000. If you're not happy with that, then go and learn how to wholesale by watching my wholesale training. Go learn directly how to go communicate with the seller. But if you're like, I just need my first deal where I don't have to do all of that. I just want to copy and paste addresses, and I want to learn along the way, and I want to make 5 grand here, 10 grand here, 7 grand here, 12 grand here. And then I feel comfortable because I have money in the bank, then bird dogging is for you. Okay, so Cali, the person who actually paid the money, this is how this works. Let's go through the technical way. This works. Okay. Are you still with me or did you.

Yeah, yeah, no, I'm right here.

Okay. I just want to know if your dog's gonna eat you. I just need to know when that's gonna happen. Okay.

No, he likes to eat homework, though.

Okay. Love it. Have. I'm sure you've used that excuse before.

My daughter sure has.

Oh, nice. Okay, cool. All right, awesome. So let's jump into this real quick. Let's go through the mechanical way that this works. Everybody that is an overthinker, please pay attention. I'm going to go through how the money exchanges hands, and I'm going to change colors multiple times. Okay? So here's the seller. Seller is the. Where the deal starts, right? Somebody's in pain, they have motivation, they want to retire. They're in foreclosure, whatever it is. Okay? They go and they are represented by an agent, let's say. Does that mean it's under contract? No, it just means it's being marketed out on the MLS or where deals get marketed like Zillow or Redfin or whatever. A wholesaler comes along. Sorry, I shouldn't make that person purple. I should make that person blue. A wholesaler comes along who has learned from me how to go and negotiate and do this transaction. They go and they get this property under contract with a psa. PSA stands for Purchase and sell agreement. We are going to go through this contract here shortly. And they get this property under contract for $200,000. You following me so far, Callie?

Yes.

Cool. Does this wholesaler WS does this person have to come up with $200,000?

No.

No, they don't. They just have a piece of paper that says they are willing to pay 200,000 and the seller is willing to finish the transaction at that price. That's it. This transaction, everybody is called what? Cali. Let's see if you were listening that last couple of days. Probably not. It's called the A. It's called the A to B contract. This is party A. This is party B. This is the A to B contract. Are you following me?

Yes.

Cool. So the bird dog comes along. That would be you, Kelly, in this situation. Okay. BD Bird dog goes to the wholesaler and says, hey, do you have any inventory? I have a buyer that's looking to buy deals. The wholesaler says, yes, I have a property I'm willing to sell to you for $220,000. Are you following me?

Yes.

The bird dog then goes to their buyer. That would be Spencer, the person who I called a little bit earlier. So let's just call them the buyer. Actually, I should make them green because they're the buyer. Right. They're the ones that are going to have to come up with the money. So my buyer comes along and my buyer says, yeah, let's say, yes, I like that deal at 220. Let's get the deal done. What then happens is the paperwork gets worked on by who the buyer is going to say, perfect, give me the paperwork. Let's get this thing moving. Your agreement with this buyer is important because, A, I. I'm the type of buyer that I will handle all the paperwork by myself. Okay. B, Spencer made a suggestion a little bit earlier. He said, make sure you go get the assignment before you send it to me. Did you pay attention to that part?

Yes.

Okay. I will go through this today. The purchase and sell agreement, and I will also go through the assignment paperwork that he says, go get the assignment for me. When you're dealing with me as a buyer, I actually want to make your life. Or, I'm sorry, when you're dealing with me as a bird dog, I want to make your life as easy as possible. And I just do all of the paperwork. Okay. So when you're talking to your buyers, you heard me explain this dispenser. I went through the script, I asked him the question, and I said, well, what if I don't want to do the paperwork? Can I just bring the deal to you? You handle the paperwork, and we just split the deal 60, 40. In that situation, he said, what? Yes, he said, yeah, I'll do that. Okay, so you'll find buyers are willing to do A or B. You just have to ask. And if you are preferred to not have to deal with the paperwork, then just tell them the same way I just told Spencer. Okay. Now, where does this money come from? That is very important. Where does the money come from? Do you have any idea where the money comes from?

Like, where's the buyer getting the money? Or just the fact that the buyer has the money?

Yeah. Where is the. Where's the buyer getting their money?

Wherever they want. Hard money, loans.

Okay. Love that.

Their bank account.

Okay, so here we go. Seller haters. There you go. There's A. That's a good answer, too. So seller and agent, Then you've got the wholesaler. Right? Right here. This is the A to B contract. The A to B contract in this situation is a $200,000 contract. Okay. Then the wholesaler sends a contract to the bird dog. The bird dog is party. What? What? Party is the bird dog. See, there you go. You got it. All right, this is party A. This is party B. Then this is party C. So the contract between the bird dog and the wholesaler would be called. What kind of contract?

Well, going off the first one, A to b. I'd say B2C.

There you go. You got the B2C contract. So in the industry, we always ask, like, what are you? The B Are you B2C. Are you? A to B? Are you C to D? What are you? Okay. And it helps us determine what part of the transaction you are participating in. So the buyer comes along. The buyer says, yes, I like that deal. And the buyer and you then get into your own contract. What would this contract be called, my friend?

C to D. Okay.

C to D. Right. So this is C and this is D. So we're going to do the C to D contract. So how many contracts are actively involved so far?

Three.

That's correct. There are three contracts. A to B, B to C. C to D. Now, depending on how you work out your agreement with your buyer, we agree that every buyer is going to be a little bit different in their personality, Correct?

Absolutely.

Cool. So for me, this is what I do with my buyers. I actually remove one of the contracts because I want to keep it simple. Here's how I do it. I tell the bird dog. I say, hey, bird dog, just let me go directly to the wholesaler so that I am the B2C contract. And then I will have a separate agreement over here saying that I will pay you money when we close the deal. That's how I did it with Kelly. It's how I do it with Daje. That's how I do it with Maddie. That's how I do it with everybody. I make it very simple. So my team comes along and we do the contract directly. This way. We do just wrap everybody all in one contract. We make it simple. Where do these contracts go? Cali Title company. That is correct. They go to the title company. Okay, so the title company is down here. Who's the person that works in the title company?

The. The escrow. I don't know what their title is.

They're called escrow officers. Okay. And they are at the title company.

Perfect. Thank you for that.

Yeah, no problem. So let's say that my buyer is going to buy this for 220 plus. They're going to give me a $10,000 fee. Where does this money come from and where does it go?

The buyer. And it goes to title.

Okay. But buyers don't really use their own money. I just want you guys to know that if you're a buyer and you use your own money, you're stupid. Nobody I know that's a buyer uses their own money. That like. Nobody. So where are they getting. You already said it earlier.

The. The hard money loan or private money lenders or.

That is correct. They are using other people's money. They're using other people's money. So you got the seller, you've got the agent. They've been promised by the wholesaler on the deal, okay? They've been promised by the wholesaler a $200,000 contract. So there's the $200,000 going to that party. Then the wholesaler works out a deal with the buyer, essentially. And this price is 220 plus, you are the bird dog. You're going to get a $10,000 fee here, okay? And this is a contract that is all wrapped up right here. Both of those contracts of this contract and this contract go to the title company, okay. And the escrow officer, she looks at all the paperwork. She goes, okay, I see what's going on here. Awesome. Thank you so much. These are called escrow instructions or title instructions. She follows them and she makes it happen. What happens is this buyer goes out and finds money. So let's say that this is a gator, somebody in my gator community, or let's say a private money lender or hard money lender. That money, how much money is that person going to wire to the title company so that the buyer can buy the deal? This is going to be really hard for you to answer. There's missing information that I have not said yet. I want to see how good you are. These. You seem to be pretty dang smart. They got to make sure they got to send the 200. There's got to be at least 200 for the seller, right? Right here?

Yeah.

Then we've got another $20,000 for the wholesaler because that's their fee right here. They're gonna make 20 grand. Then there's another $10,000 for the bird dog, right?

Yeah.

Okay, so we're at least 230. If my private money lender wired all $230,000 to the title company, would that get the deal done?

No, because they. You'd have the fees from the title company.

There you go. My gosh, you are freaking badass. So this girl, it's always a woman, by the way. 99% of escrow officers are a woman. They do not work for free. Right. They have closing costs. So what happens is the buyer. So that would be Spencer, the person that I called earlier. That buyer would go to their hard money lender and say, hey, I need $240,000 to close this deal. So how does that work? Let's go through this. If the funder or the lender. Okay, let's just call them the gator. I'll just call. I'll just call Them, the lender, make it simple for people. They're lending money to the buyer. That lender is going to wire $240,000 to the escrow officer. Give me a yes in the comments if you are following along on the math so far. Okay, cool. We all understand. Awesome. Perfect. Pausing the side chat for a second. Just want to make sure and check in with Everybody. So there's $240,000 sitting with the escrow officer. So what ends up happening is the final day of the transaction. This is what happens. The escrow officer, she sends money. $200,000 goes to the seller and the real estate agent, and that's how they get paid. Then $20,000 goes to the wholesaler. They get their $20,000 fee. The buyer is not getting paid on this deal in this scenario. I'll give you another scenario where the buyer does get paid. This is how I do my flips. And then $10,000 gets wired to the bird dog. So the bird dog gets paid from the title company. The money comes from the lender. So you can see why the buyer doesn't give a hoot if you make 10,000 or 5,000 or $12,000. Because they're borrowing the money in the first place. They're not coming out of pocket for your guys's fee. And then the $10,000 that is remaining, let's just say, hypothetically, that $10,000 goes to the escrow officer, the title company, the insurance, and all the transactional costs associated with this transaction. Give me a yes, that you understand how the money flows, where it comes from, where it goes, who's in charge of it. Say, this was helpful. Give me a rating, 1 out of 10 that you now understand how this mechanically works. Okay? So we all understand it. We're all at a 10. I love that. Okay, cool. Now here's what's cool. This is how I flip properties, is I do it this way. Okay? So obviously you have the seller, the agent is representing them. And then the wholesaler comes along, and the wholesaler works out a deal. Let's say this transaction again is $200,000, okay? It's the A to B contract. I get a bird dog that comes into this transaction. Oh, why did it do that? That's so silly. Sorry, guys. Seller, agents, wholesaler that was communicating and negotiating. They get this under contract for $200,000. Awesome. This is the A to B contract. We already know that. Then the wholesaler gets a bird dog involved. That would be you, Cie or anybody else on here. The bird Dog says, hey, do you have any inventory? The bird dog sends the deal to me. I the buyer, that would be Pace in the scenario, I go borrow money from my gator students. They fund the deal 100%. And here's how they fund the deal. I get paid up front on my flips. This is how I do it. So I need $200,000 here. I need $10,000 here for the bird dog. I need $20,000 for the wholesaler, their fee. So I've got $230,000 that I need to cover just for those people all getting paid. I then always pay myself on any deal I do. I pay myself upfront, $15,000 so that I have money in the bank on my flips to pay my payroll and pay my bills and pay my groceries and pay my stuff. And then I have a $10,000 closing fee and I borrow a hundred percent of that from a gator in my community. And all of that money, $255,000, goes to the title company. We sign an agreement. It's called the promissory note. I'm not going to go through that training today. The title rep then takes that money and they wire $200,000 to these people. Then she wires $20,000 to the wholesaler. Then she wires $10,000 the the bird dog. Then she takes $10,000 for their fee. Then this $15,000 goes to me. So before I even flip the house or pull a permit, I've already made $15,000 buying deals from my students that have learned how to do bird dogging. Why do I do that? Well, because then I don't have to wait three months or four months or five months until my flip is done. Does everybod myself before I even start the flip. Give me a yes. Yeah, Pace, where does the money come from? Comes from other people. Where are those people? If you guys want. Would you guys want a list of my gators tomorrow that will fund deals for you in the future? Would you guys like that list? Okay. Tomorrow, end of the, the very end of the training, tomorrow, I will give you a list of 500 people that will fund your deals a hundred percent. Okay. Is there any resource you don't have now? Right. You have the. You're going to have the contracts. We'll go through those shortly. Do you have a list of wholesalers I gave you? Yes or no? Do you have a list of wholesalers? Okay, cool. Do you have a list of buyers I gave you?

Absolutely.

Do you have the contracts that you're going to need for this?

Yes.

Am I going to give you a list of my students that will fund your deals for you in the future when you decide to start buying deals for yourself?

Yep.

Do you guys want me to bring on a title company person at some point so you can talk to a title company person and see how they communicate and say, yep, this is exactly how it works. I'll do that next month in the training. I'll bring on a title rep. Okay. Boom. Is there any resource that I have not given you that you need in order for you to start taking action? Yes or no?

No.

Isn't that crazy? Now, let's go through the contracts so you guys understand the contracts. And then what we'll do tomorrow is I will tell you step by step how you can get your first deal in a week or less starting tomorrow. Everybody cool with that Tomorrow? How many people are showing up tomorrow? We'll go step by step. I'll probably spend three hours tomorrow. I might even spend four hours tomorrow. Do a lot more Q A at the the end than I will on these individual days because I find that when I do Q and A, before we're all done with the training, people start asking questions about things that I have not trained on quite yet. Okay, cool. So I will give you guys a list of your pro of private money lenders, gators that will fund you 100% on your transactions. I will give that to you tomorrow. I'll have to compile a new list. I'll give you a fresh one. I've given out lists in the past, but I'm going to give you guys a very, very, very fresh list tomorrow. I will have Taa. Well, let's see, let's see here. I'm going to tell Carly. Carly, can you reach out to Taa and Jade and get a new list of a hundred lenders that will fund these deals? Also, let's give them the lists from last quarter that have already been given out. By the way, thank Carly in the side chat. She's constantly taking notes on the promises I make so we can fulfill on the promises. One thing that is more important to me than anything else is that I honor my word and I do exactly what I say I'm going to do. Okay. Carly is on it. She makes sure that stuff happens. Same thing with Sarabi. Sabi is on the team as well, and she makes sure that anything I promise, we make sure we fulfill and we do the thing. Sarabi is the person that put the domain names together, like Pace's private Money lender or no, I'm sorry. Pace's contracts. Thank you, Carly. She's awesome. Okay, cool. Thank you, Carly. Thank you, Sarabi. You're amazing. Callie, did I help answer your questions that you had about how do I get paid and what does that look like, and where does the money flow and where does the money go to me? Do you understand all that stuff now?

I absolutely do. I have one silly question, and you may have answered this already.

Okay. I love that that's the attitude. Because a lot of people are like, they'll ask a question as if they were here the whole time and they weren't. And I'm like, we covered that. Why are you asking that if you have a silly question? I love the silly questions. Thank you so much. Give it to me.

So the B2C contract in that you said that's an assignment, is that also considered a JV agreement?

Yeah, you can call it a joint venture. You can use that contract in a joint venture agreement for sure. Why? What is bird dogging in its, like, most simple form? You need to understand that people go, oh, this is jv. No, it's not. JV is more complicated than bird dogging. What does JV mean? Joint venturing. It means you have more than one buyer. It means you have more than one supplier. You're not playing a more simple game. Bird dog. Have you. Do you know what a bird dog is? You ever played Nintendo Duck Hunt?

Yeah, actually, I didn't know where the term came from, but, yeah, I. I have.

That's where. That's where the turn term came from. If you guys go to. I think that's the biggest challenge ever. Dot com. I think the graphic is on there. Okay. It is. This is funny. So this link that you guys all showed up here for. See this graphic right here? Me as the bird dog. How many. How many hunter. How many hunters am I bird dogging for? Are there more than one hunter on this graphic right here? Is there just one?

No. Just one.

Okay. That is the biggest difference between bird dogging and anything else is that you are literally working for one hunter until you get your first deal. Then you can start expanding into more complicated relationships. Does that make sense?

Yes.

Okay. How many times do you think I've said that this week, guys? And everybody will overcomplicate this. They're like, oh, that's jv. No, it's not. I've said it so, so, so, so, so many times. Okay.

And I guess the biggest takeaway. Sorry, go ahead. I was going to say the biggest takeaway from this is communication. Communicating with your. Your buyer, whether or not they want to pay you upfront. Or this. They want you to get it assigned first.

Yeah. Kelly, you obviously have a child, so you've been in some relationships, correct?

Yes.

What's the most important part of any relationship?

Communication.

So not just real estate, not just finance, not just buying businesses. It also happens to be the core principle of our daily lives.

Yeah.

So that shouldn't be surprising to anybody in here. Correct?

Yeah.

Okay, cool. So, yes, you need to ask the buyer. Buyer and I always lean on just telling the buyer, hey, I prefer not to deal with the paperwork. Is there any way we can just split the deal and I don't have to deal with any paperwork. That's what I prefer. If I'm the bird dog, I'm like you. Deal with the paperwork. If you're gonna burn me, you're gonna burn me. That's how I. Honestly, there are people that have burned me in this real estate business. I am so grateful for every person that's burned me, because I've never done business with them ever again. And I'm able to tell everybody the. The names of people openly. I've been screwed by a guy named John May. I can show you on public record the guy. I lost a mill, $1.1 million from him. Public record, the guy filed bankruptcy on me, and I lost $1.1 million. I was eight years into the game. I could stomach that. That burden. I will tell you the names of these people that have hurt me, damaged me, and taken advantage of me, and I'm grateful that it happened. Okay. The challenging thing is people go, oh, my gosh, I'm so afraid of my own shadow. What if somebody takes advantage of me? How about, what if you just do something with your life instead of asking questions? What if the only what if question you asked was, what if I take action? So every what if question you ask guys going forward, by the way, Cali, I'm not talking to you. I'm talking to everybody else. What if the only question you ask going forward until you take action is, well, what if I just take action? Like, what if I just do the thing that Pace told me to do? He gave me all the resources. He basically did all the thing for me except for doing the thing for me. What if I just stop asking questions and I just start taking action? Cali.

Yeah.

You have a daughter, right?

Daughter and two sons. Yep.

Okay, so daughter and two sons. So you ever read a parenting book?

Way back When? Yeah, not anymore.

Okay, but it gave you all the information you ever needed on how to raise these individual children with individual characteristics and personalities. Correct.

It was a game changer. No.

Okay. It was the only thing you ever needed to learn. You didn't need to learn on the job, right?

No, I, I, I've had to learn every single day.

Okay, so why is this any different in real estate? People are like, well, I need to know everything before I do the thing. I'm like, guys, then why did you get in a relationship? Why did you get married? Why did you have children? Hell, why did you get a gosh dang dog that steals your attention during a zoom? Because you learn everything on the job. You learn how to handle a dog, you learn how to. People give you the framework, they give you the resources, and then you have to learn how to be a parent, how to be a spouse, how to be a good friend, how to be a good dog owner on the job. Now, tomorrow, of course, I'll teach you guys how to be a little bit more handhold held through the process. We'll talk about that tomorrow. But I want to go through the contracts right now. I prefer, okay, the last, I'd say the last hundred plus deals I've bought through bird dogs, people that are in the sub two community that came to me and go, here's the, here's the deal. I had nothing but verbal agreements. That's me. If that's, if that bothers you, don't do a deal with me because I'm not going to sign a JV agreement with you. We're going to communicate. And if I ever screw you, you better go blast me on Reddit, you better go blast me on YouTube, you better go freaking take down my name. When you are new and you feel like I really need that agreement, then I would ask these buyers, I would say, hey, I'm learning the process. Can we have some sort of JV agreement, some sort of bird dog agreement? And that is one of the agreements that I gave you today. The paperwork, the documentation written by an attorney, there are, in this transaction that we talked about, okay, those are the three contracts you're going to need. Let's go through it one more time. You're going to need one. Once you are the wholesaler, which you're not yet, but once you are the wholesaler, here's the seller, here's the agent, and then here's the wholesaler. This wholesaler is using something called a psa, a purchase and sale agreement. I gave you Guys, that today, okay, this contract is the most expensive contract out of the bundle I gave you. We will walk through it shortly. That just. This is the purchase and sale agreement. Okay? The next agreement you're going to need is you are going to need what is called an assignment contract, which is also in that agreement package that I gave you. Assignment. Okay, this is another contract. This is usually a one or two page agreement. This one is like nine to twelve pages. This one is one to two pages. Okay? Then you're going to need another assignment agreement. Right? So here's the buyer. You and your buyer are going to have another assignment agreement. Okay? So there are again, that's the same exact assignment agreement. Now what is a JV agreement? A JV agreement has no involvement in this real estate transaction. Does the title company care about your agreement with the buyer and how you're going to get paid and all of those things in your relationship and blah, blah, blah? No. No. Does the seller care about your JV agreement? No, those JV agreements don't make it to title. That is a JV agreement that is outside of title. It is basically an establishment of your relationship. That JV agreement is also in the bundle of contracts that I gave you. But that JV agreement goes between you and your buyer when you establish a relationship after your first or couple of phone calls with each other. Does that make sense? Everybody give me a yes.

Yes.

Cool. So I am going to go through those three contracts, show you guys where they are all of those types of things. Okay? So that we can understand that. And I'm giving you all of these. Will you, as a bird dog, let me ask you a very interesting question. Will you guys need this purchase and sale agreement right now? If you are choosing to be a bird dog? Yes or no?

No.

No. Is it good for you to have when you need it and is that why I'm giving it to you?

Absolutely.

Cool. The two contracts you're going to need in this bundle are right here. The assignment contracts and the JV agreement. As a bird dog, those are the two contracts you need. If you bird dog with me, guess how many contracts you need.

Zero.

I have transaction coordinators. Literally 5 of my transaction coordinators are here at my house in Montana. Molly, Shelly, Kelly, Heather, Jade are all in my kitchen right now eating dinner with my family. Five of them. Because we're running a private money lending mastermind this weekend in Montana. I have five. I don't need you to do any paperwork. I have a team that does all the paperwork for me. Why would I want you to screw up the paperwork when I could just do it for you? Spencer, who's also a sub two member, been trained by the community for four plus years. Spencer is like, yeah, I can do the paperwork for you. That's how most experienced sub 2 members are going to treat you. They're going to go, yeah, I got you. No problem. Because that's the spirit of our community. So if you guys are going through that 16,000 person list and you run into sub 2 members, you're going to notice the difference in their behavior and their personality because they've been trained by me for four plus years. And they go, yeah, dude, we're here to change the industry. We're up here to uplift the industry. Let me just handle the paperwork for you. Callie, will you talk to buyers that say yes, I'll do all the paperwork for you. And then other buyers will go, no, dude, I'm really not good at paperwork. You got to do it yourself. Otherwise I'm not going to help you.

Only if I haven't found my first buyer first, because I'm sticking with one.

There you go. Well, you might run into a buyer that's like, I'm really busy. I'm not buying right now. Okay. And I'll. I'll show you. Check this out. I have a wholesaler that sends me and Heidi. Heidi's on my team. She sends me and Heidi a deal. I don't know, probably once every two weeks. Not a lot. And it's interesting. I saw the response from Heidi today. Check this out. All right, right here. Let's go down here. She says, natalie, we will pass on this one. We're still on a brief pause due to the number of active projects we have going on. But please continue sending opportunities our way. We expect to resume acquisitions soon. I'm a very transparent and honest buyer. I'm not going to lie to people and say I'm buying when I'm not. Okay? Now my team is. That's my fix and flip team. I can. Oh, man. This is a whole nother training for another day. I'm not gonna. I won't go down that tangent. But Heidi, let's say you call Heidi. You get a hold of Heidi. She's on that list. Okay. And Heidi says, sorry, I'm not buying deals. Should you wait around for Heidi to say, I'm ready to start buying deals again, or should you move to the next buyer?

Move to the next one.

There you go. Thank you. That's really good answer. A lot of people go, oh, Pace said only work with one buyer. No, work with one buyer that you. You like, you vibe with. Is willing to communicate with you, willing to coach you along. Prefer a Sub Tube member. Prefer somebody who's been trained as a part of our culture and kind of behaves the same way I behave. Maybe not as fast talking, but those types of people are going to help you a lot more than just some rando. Right? What's up, Eric? You know we're not doing that podcast anymore. Yes. Okay.

Okay.

Did you. Is everybody already eat dinner? Did you. Did you eat shepherd's pie? Is my wife. Oh, you had snacks. Is my wife still cooking? No, my wife is. Okay. Okay, guys, I'm gonna go hang out with my wife and kids. It is 7:53. My wife and kids are gonna go to my friend's lake house. Was today a good training cie?

Yes. Thank you so much.

Okay, I am not going to go through the contracts. Here's what I am going to do. I'm going to send you a video via email. Everybody. Are you guys cool if I send you a video of my team walking through the contracts instead of me walking through the contracts for you? Okay, Absolutely. Cool. Then you can replay it and you can go through it. I will email you guys tonight or tomorrow. Maybe tomorrow. I'll email you three videos. So everybody in here. I will email you three videos if you are in the zoom. Sorry. If you guys are on YouTube, you're sold. I will send you guys three videos. One video of the purchase and sale agreement. Molly or Jade going through it. One video of the JV agreement and one video of the assignment contract. My team going through it, filling it out and explaining it. Are we cool with that being the thing? So I can go hang out my wife and kids tonight instead of hanging out here for another 45 minutes? And do we all understand I'm not going against my word. I might even be delivering something even better. Don't be one of those people like, oh, Pace didn't go through the contracts. Guys, I think I'm giving you something better. Cool. Tomorrow, here's what we're going to do. Tomorrow, I'm going to give you guys a private money lender list. We're going to do a fresh boy. We're going to create a new fresh list with a hundred names that have never been given out. These are people that I've either done deals with or I've trained them on how to fund deals for people like you. Somebody inside of my Gator community We will give that to you guys tomorrow. Tomorrow I also will walk through the steps of exactly how you guys can get your first deal with a little bit more handholding. Maybe somebody like me doing the work for you. You can see how confident I am on every call, everything that I do. We're going to show you guys how to potentially just do a deal with me and we're going to talk about how to do that in a one week or less. And then I'll give you guys the private money lending list at the end of the training tomorrow. I appreciate you guys. Thank you guys for showing up. We'll be back here tomorrow at 5pm sharp. We'll jump right into it. Cali, you are awesome and even though your dog was eating your homework, you still crush it. And I appreciate you guys. I love hanging out with you. I can't wait to spend another three hours with you tomorrow. Whatever you have going on tomorrow, I would cancel it. I will be on here. I know I'm only on here for two hours today. Tomorrow it will be at least three, potentially four. We'll do a lot more Q and A at the end tomorrow. Anything that I missed, I'm always wanting to learn how to be a better educator. We'll see you guys tomorrow at 5pm Arizona time, 6pm Mountain Standard Time, 7pm Central and 8pm Eastern time. Thank you guys so freaking much. Please let Carly know, please let Sarabi know and let my team know how much you appreciate the time and the energy we give into just pouring into you guys for absolutely free. Thank you guys. 10% of 500,000.

50.

50,000. Cool. If I can hit my 10 goal, I will pay the bird dog $10,000 for that deal.

Correct.

Okay. Does that make sense?

Absolutely.

So, Pace, how do you determine how much you're paying your buyer? I'm sorry, how much do you determine how much you're paying your bird dog? Is everybody following me so far? I'm going to go deeper on this. Give me a yes if you're following me so far. So when you ask, well, how do I get paid? I asked Spencer how I got paid. He just said it really fast and then I suggested a 6040 split. He said yes, I'm cool with that. That. Okay, My, my. The way I do the deal is I go, okay, well, D, we don't think we can hit our number. We think our profit is going to be close. This is actually what happened on my team. My team said, we think we can only make 40,000. So if I can only make 40,000 on a $500,000 sell. Did my team hit our goal of 10% net? Yes or no, Cali?

No.

Cool. So if I still want the deal, but I don't think I'm going to hit my target, I will then pay my bird dog $5,000. Does that make sense?

Yes.

Cool. I'm going to unleash the chat for just a second. Does everybody else understand that for me, the buyer, how I determine this? Yes or no? Cool. Now, there are some overthinkers in here, so I will go even deeper here. Okay. Well, Pace, what if you make more than 10%? Amazing. Because I've paid a lot of money to a lot of people.