Where to Start in Real Estate DAY ONE

How to get your first deal. If you have not gotten your first deal, we're going to go through a handful of ways to get your first deal. A couple of cool, cool stories. Today is one of four. It'll be four days already spending time together. We're going to spending day Monday, today, today 1, day 2, tomorrow, day 3, Wednesday, and day 4 Thursday. Altogether, probably a total of about 12 hours. My goal of the next four days is for you to understand the many ways to get deals. The number one easiest way to get a deal, I'm going to give you take home homework, I'm going to give you freebies and all sorts of cool resources to make sure the ways I can get a deal. I'm known, My name is Pace Morby and I'm known as the guy that buys real estate without any money. I'm the creative finance guy, right? I buy RV parks, mobile home parks, RV parks with mobile home parks, multifamily big apartments, small apartments. I buy land, I buy multifamily that is, you know, it's got some element of Section 8. I've got multifamily that has HUD housing. I've got veteran assistance, I've got sober living. I've got just about every type of asset you can imagine in real estate and it's all been purchased with no money out of my pocket, no credit check. But that's really not where we're going to go today. I'm going to talk about the practical, easiest way to get your hands on a real estate transaction without really much knowledge at all. Okay, so that's what we're going to jump into right out of the gate. No, this will not be recorded. No, this will not be. There will not be a replay. And the reason why I'm not going to do a replay is because I've learned I can't. What? Why not? I just can't help myself. But. But it's right there. I know, but. But I just can't do it. Do you not want any coffee? No. I do very much. Then go for it. I can't. Would you like me to pour you a cup or. Oh, I wish you could. Sure. Yeah, but. But you can't. I can't, no, because I have to do this myself. No one else can do this for me. I'm sorry. Do you want coffee or not? No, I do. I. I really do. And what's so complicated? You want coffee, you pour yourself some coffee. It's really that simple. I can't do it. I can't do it. Why can't I do it? I just get to the very edge. I just can't. I can't jump, you know? Mind if I have some? No, not at all. Do you mind? Oh, yeah, sure. Anything else? No. Would you care for some or. Yeah, Yeah, I would, actually. All right, tell me, guys, that. That is not something you completely resonate with. You guys have gone through, you've learned things. Maybe you've watched me on YouTube a hundred times, you've read my book, watch our TV show on A E. You've done something and you're like, I just can't do the thing. Well, guys, by the end of this week, you are either going to be the person taking action or you're going to be the guy sitting there with every tool available in front of you and you just can't do it. How good is that video, by the way? It is so good. I love that video. It just, it says a million words with only saying about 20 or 30. It's so excellent. And so my goal by the end of this week, so Monday, that's today, Tuesday, Tuesday, Wednesday, Thursday. My goal by the end of Thursday is for you to go. I know exactly the steps I need to take in order for me to get my first deal. So for those of you guys that are note takers, get your notes out. We're going to get highly technical. We're going to get tactical. I'm going to tell you guys ways that I've helped a lot of people get deals. In fact, as recent as last week, last month, five years ago, 10 years ago, I've been doing this for a very long time and I absolutely love it. I love this business so much. Can I have the link to this video? Yeah, sure. I would love to get that, that link to you guys. You guys share this around. Here we go. Boom. There's the link to the video in the side chat. And for the people that are on YouTube, guys, we are over on Live Zoom. We are going to be doing Q and A at the end of this. So for those of you guys that want to hang out on Zoom and actually come in and raise your hand and have me go through some Q and A, we will be doing that. That 99% of people will pay attention when it's live. Yes, today is live, guys. If you are watching in the future, I'm sorry you missed out on it live. But it's July 14, Monday afternoon, it's 6:00 o', clock, 6:07pm Where I'm at here in Montana, it's 5:07pm In California, it's 8:07pm in on the east coast, like Florida, New York, etc, this is live. And I found that most people actually pay attention when it's live. When they watch the replay, the attention span is way smaller. They really don't get what they need. And so I just decided to stop delivering things to people that they don't need. If you're not going to watch it live, then don't watch it at all is my personal opinion. And I made it available at 5pm in the evening evening so that more people could watch it live. So let's jump into what are the biggest challenges of getting into real estate. And the first thing I like to talk about are what are the ways I can make money in real estate? Okay, the first way I can make money in real estate, number one, is going to be pretty obvious. It's going to be the fixing and flipping right people. You guys already know that I can fix and flip a property. I can buy it, I can resell it, and I can make a profit, right? Let's say I go buy a house for $405,000. I just bought a $405,000 house a couple of weeks ago. That'll be one of the examples we go through today. I then go put $100,000 of renovation into it and then I go and sell it for $615,000. Okay, cool. I bought it for 405. I got put a hundred thousand dollars into it and then I go and sell it for 615. It's a pretty good little profit. I'll probably make about 40, $50,000 net on a deal, something like that. But here's the problem with this. In order for me to buy a deal at 405, I have to have money or access to money. And that is actually pretty simple. I just use a company called my investor loan.com. my iPad's moving slower than my hand can write. My investor loan.com is where I get my money. The problem is people are scared to death to go and do their first deal, right? They're scared to death. I can tell you where to go get the money. I can tell you who. I use my investor loan.com. i could say it a thousand times until I'm blue in the face. But somebody that's brand new has this massive fear involved with going and borrowing money. Okay? So while this is simple and yes, there's systematic processes to go and do this, that's really scary going and borrowing $405,000. Then on the hundred thousand dollars renovation, what is the scariest part of the renovation is actually managing the contractors. Because so many people have heard of contractors that have robbed other people or mismanagement happened, or a contractor over budget, or maybe they didn't do a good job and had to go back and be redone. All of those things are scary and they give new people a lot of fear. So what I'm going to train you guys on today, called bird dogging, actually eliminates all of these things and many, many more other obstacles that newer people are having and things that are blocking them from getting into the business. We all know that fixing and flipping is really simple, right? I could go right now and buy a deal on creative listing dot com. Sorry, my iPad's being a little funky today, but you guys can deal with it. Creative listing.com I can go on creative listing.com right now, set up a pro profile for $0, and I can buy deals on creative listing.com that the sub2 community are selling cash deals, creative finance deals all over the country. Okay, I can go there right now. But that is also scary because what is the big fear here? The big fear is, well, what if I don't know how to comp the proper. What if I. What if I. I get the value wrong? Everybody, I'm going to unpause the side chat. I want you to tell me, is this resonating with you just a little bit that you're like, yeah, all of those things are my valid concerns right now. How many people literally are fearful of all of those things I've just said? Absolutely. Absolutely. Okay. Yes, yes, yes, yes, yes, yes, yes. So, right. Value comp. Oh, my gosh. Is it a deal or not? Yeah, Pace. I know I could go to Creative Listing right now, but that scares the death out of me. Yes, I know I could go to myinvestorloan. And borrow the 405, but that scares the death out of me. Yes, I could go get a contractor, but that scares the death out of me. What if he robs me? What if I don't know the right questions? Ask him. What if I. Oh, my gosh. Oh, my gosh. Oh, my gosh. Oh, my gosh. Oh, my gosh. Oh, my gosh. Okay. In fact, what are the number one things that you guys are fearful of out of all of these things? Just on fixing and flipping alone, what are the things that you are the most fearful of right now? Okay. Losing money. Losing money. Funding. Yes, yes. To the 10th power. Exit strategy. Okay, great. So exit strategy means when you sell the deal, so what if it doesn't sell for 615? What if it sits on the market? And what if the market goes down? And what if Jerome Powell and Trump and bitcoin, all of those things are very, very valid. I still. Even though I've. I've done hundreds and hundreds of flips, even on national television, I still get stressed out when we buy, fix and flips. Okay, awesome. So let's go into number one. So you guys already know that the first fear, okay? Or I'm sorry, the first strategy to make money is fix and flip. Okay, Fix and flip. Great. So, yes, you can go and do fix and flips. Yes, you can use all those resources. But that scares a lot of people. In fact, how many of you guys right now, the reason why you haven't done a deal is because your fear has crippled you to death. Give me a me in the comments. Tell me that that is the thing, that fear that has kept you. Okay, cool. So your fear. Love it. Number two, what's the second way for me to make money in real estate? Well, I can make money in real estate by doing this little thing called buy and hold. Okay, great. So a lot of people are fearful of buy and hold because buying and holding means, oh, my gosh, I got to come up with the money. Well, you guys know me as the creative finance guy. I don't use any of my own money. And I have 16, 600 people in my sub 2 community that are also doing the same thing as me, which is buying RV parks and multifamily. And we're not using credit, and we're not, but that still scares a lot of people. Okay, also holding. What does that make you afraid of? Is tenants. I'm afraid of tenants. Oh, my gosh. What if the tenant doesn't pay? In fact, here, let me show you a text message that came across today. Okay, I'll show you a text message came across from my property management team. They came out and I was on the river. Obviously, I'm in my fishing gear today. And I took like 15 sub 2 members out on the river today. And I get a text message from Molly, who is my CEO, my chief operating officer, and Kelly, who's one of my transaction coordinators. And I get a text message from Kelly, and she says, hey, guys, one of our tenants is basically, we're gonna have to evict this person. Okay? She says, hello. Hold on just a second. Let me do a Screen share. I wasn't planning on showing this to you, but it's a really good example of exactly what I'm talking about right now. Look at this. Kelly and. And Molly sent me a text this morning at 9:43am Kelly says, hey, guys. Molly Bueno. I sent the cure notice that scares new people too. You don't even know what a cure notice is. Okay, guys, if you're gonna send. We're not doing the connecting thing in here. I'm just gonna pause the side chat. Sadly for the people that are like trying to promote themselves in here today, we're just going to turn the side chat off. So sorry. Okay, cool. So I sent the cure notice and I work. I worked with accounting. Okay, great. Sounds like he's wanting an eviction notice. Ask Sean, that's our attorney, what the next steps are and let's get things moving. And I reply back today. And I said, sorry, I'm no help today out here fishing with sub 2 members. I was just kind of making a joke. But this is the kind of stuff you're going to run into. You're going to run into having tenants and you're going to have to evict them and spend money and deal with an attorney and learn new words like cure notice and all of those types of things. So it's more and more fear. And so people are like, oh my gosh, I'm afraid of doing the thing. And even though I can absorb and hear all the information and Pace can teach me all this stuff on the YouTube channel, oh my gosh, I am so afraid of what could happen. Right? I'm so afraid. And yes, I know that Pace I'm afraid of failure is the most ironic statement ever. Because there reality is, I am currently failing at my life. I'm not living the life I want. I'm not making the money I. I know I deserve. I'm not living out my dreams. I feel tethered and like completely locked into my job. I feel like I'm in prison and I'm failing in 10 different ways. I'm not spending enough time with my kids. I'm not spending enough time with my spouse. Yet I'm afraid of failure. And ironically, I'm currently committing the greatest failure of all time, which is I'm wasting my life away. I think everybody knows that. Okay? I think everybody knows that. In fact, let me ask you, does everybody know that that is currently happening? You're committing the greatest failure of all time, which is wasting your life that God gave you that the universe gave you. Yet you are sitting there going, I'm afraid of failure. Ironically, there is no greater failure than the failure you are currently committing. But that me telling you that doesn't make it any better. Me telling you that does not make you go, you're right, Pace. All of a sudden, I have no fear. But what I'm going to teach you guys this week, bird dogging, will help you remove all of those need to have fear. The strategy that we're going to be focusing on this week, I've taught all sorts of strategies and helped thousands and thousands and thousands of people. In fact, I've got 20 people in my kitchen right now having lunch with my wife that all traveled to come and fish with me. People that have done deals because of things I've taught them. They're literally 15ft away from me. Not 15, probably 50ft away from me in the kitchen. I've been teaching amazing strategies for a long time. But this strategy that we're going to be going through, the bird dog strategy, will eliminate all of these fears, okay? Every fear that I've currently named so far. Okay? So what's another way to make money in real estate? Another thing that keeps people up at night is the third way to make money in real estate, which is wholesaling, okay? I used to be a homevestor. A lot of you guys don't know what homevestor is, but we are the, we buy ugly house people, okay? I used to be one of those people that would go around and pay for billboards and TV advertisements and radio and all of that kind of stuff saying we buy ugly houses. I was one of those people, okay? Somebody says, Milo says, help me someone. Milo, be patient, okay? Let me tell you guys something that's really funny. You guys are so impatient when it comes to your own dreams that you can't even wait for four days on a 3 hour, 3 hour, 3 hour, 3hour training. Yet you guys will go give your boss that you don't like at your job that you hate in a part of your life that is your prime. You went through college, you acquired student debt, you went into a job in a career you did not want to get into. You are living a life that you did not design, that you did not dream of. Instead, you are building somebody else's dream. Yet we are have been in this training for 18 minutes and somebody is already like, wait, why have I not gotten a deal? How many people agree? You are so impatient when it comes to your own dreams, but you are ultra Patient building somebody else's. Okay, stop being impatient with your own dreams. Hang out with me for the next four days. I promise you your life will change. You guys went to your job today. You hate. You robbed time away from your spouse, your loved ones, your family, whatever, and gave it up to somebody else that did not pay you what you're worth. Yet you came in here in 18 minutes. In 18 freaking minutes. You could not wait to be like, well, how do I get a deal? I'm giving you the context. I call this laying the Runway. An airplane cannot lift in the air without a Runway building momentum. And so today and tomorrow, we're run, we're building in the Runway. So when I start giving you the tactical things and I start giving you homework, by the time I get to homework, you're going to go, I have no questions. Pace has already answered all of the questions preemptively. It's like he knew what to teach me in what order. I'm just going to listen to Pace. Can I get that commitment from everybody today that we're going to be patient all the way up until day three and day four to be like, I'm here. I know Pace is laying the Runway. I know if I have a question, chances are Pace is either going to get to it or somebody, if Pace misses it, is going to raise their hand and we're going to cover that in a Q and A. Can I get that commitment from everybody? Can I get a yes in the side comments? We've got 8, 1800 people in Zoom right now and we've got 4, 2, couple hundred people over on YouTube. So we got 2000 people. How many people have definitely committed your life and your energy to somebody else's dreams more than you've committed to your own? Give me a yes if that's you. And if this, if that is you, my friends, let's change that just for a couple of days. Let's change that just for a couple of days. Keep the patience level at an all time high. These are your dreams. I'm going to build the Runway so that we can take this airport plane up into the air. Okay, so let's get back into the training. My. Well, by the way, that was some training. If you were, if you missed out on that, that's some good training for you guys that are sitting there spending all your time and your energy on somebody else's dreams other than your own. I'm going to pause the side chat so I can focus on the training. I will, from time to time Open up the side check because I want to hear from you guys. But I get people that are promoting their own YouTube channels and whatever stuff they come onto my webinar. It's really hard to get 2,000 people to show up to a training. And so what people do is they come into the side chat and they try and rob your guys's eyeballs and your attention from your dreams, and they try and take you over to their own YouTube channel or whatever else. So, sadly, I gotta pause the side chat today to keep our focus away from those knuckleheads. Okay, all right, so here we go. The third way to make money in real estate is wholesaling. Okay? We all know what fixing and flipping is. We all know what buying and holding is. And buying and holding is pretty awesome because it actually is a really big umbrella. So if you look at the umbrella of buying and holding, we'll just do B and H. Buy and hold, right? Keep. Be a landlord. This is a really big umbrella. This umbrella consists of section 8. This consists of Airbnb. This consists of co living. This consists of regular rentals. Literally anything you can imagine that people are doing buy and hold covers all of those things. So when I say buy and hold, just understand Section 8 is part of that. Know a lot of people are hot on Section 8 right now, and co living and our community is crushing both of these things. We have more people doing Airbnbs than Airbnb mentorships have Airbnb deals going on. We are the largest real estate community in the world by far. So we have regular rentals, we do section aids, we do sober living, we do assisted living. We do everything you can imagine. But we're not going to talk about that today, okay? That's not what this training is going to focus on. So buy and hold is really massive. So number one, again, let's just rehearse for the people that are just joining in. Number one, we got fix and flip, okay? Number two, we've got buy and hold. And then number three, we've got wholesale. Okay? Now what is the problem with wholesale? Let's talk about what wholesale is. In just a matter of maybe two minutes, I'll explain what wholesaling is. For the people that don't know, wholesaling is where a seller has a home. And let's say that this seller is in foreclosure. Okay? If you guys want me to show you how fast I can pull up a foreclosure list, let me show that to you guys right now. I'll Just show you how simple it is to pull up a foreclosure list. Welcome to 2025. It is truly that simple to pull up a foreclosure list. So let's go. I'll start from scratch. We'll go right to here. I'm going to go to something called Deal Sauce. By the way, we're not going to be using Dual Sauce this week. I'm not going to be training you on this software. What I'm going to be teaching you guys this week does not require a single dollar or any software whatsoever. So we're going to have a lot of fun this week. So I can come into Deal Sauce. This is how fast it is. I can just choose Maricopa County. I like Maricopa County. It's where I live in the wintertime. And I can just come in here and just change the filter to come down to foreclosures. Okay? I can just go. I want to find all the foreclosure people I can find. Let's see, zombie houses, foreclosures. Let's go to foreclosures. All right, cool. It's going to go and give me 19, 193 foreclosures. As you guys can see right here, Guys, it doesn't take time to find people in distress. It doesn't take time to find people that are losing their home because they're behind on payments, okay? It literally I pulled up 19, 193 opportunities in less than 30 seconds. Give me a number one in the side chat. If you've never seen that in your entire life, give me a one in the side chat. If you're like, holy moly. Pace just pulled up 19,000 people that need our help. Okay? That's how simple this is. This business really is very simple. What, what is the problem with this? I will get to in a second. What wholesaling is, is. Let's say we call one of those 19,193 people that are just in Maricopa county, okay? Just, just, just, just that Little City. There's 19,000 people currently in foreclosure. Okay? So let's say that I paste the wholesaler. I go and I pull that list, right? What I just did right there is called pulling a list. I go on software like Deal Sauce. And deal sauce costs 100 bucks a month. I'm not promoting that. Talking about it. We're not going to use it this week at all. I just helped a homeless person get her first deal. She spent zero dollars. I'm Going to train you guys how that happened. So do not worry. I'm not promoting any software whatsoever. So Pace goes and spends some money on some software, right? I spend the 97. I go in there and I get a list and I start calling people. The first thing that you're going to run into when you are out wholesaling is the fear of. What do I say? Oh, what's my script? What happens if they say no? What happens if they say yes? What if they yell at me? Oh, my gosh. Oh, my gosh. Oh, my gosh. Fear. Fear. Fear. Fear. Fear. Fear. Fear. Fear. Fear. Fear. Fear, Fear, Fear. Okay, I haven't even started talking about how do I negotiate, how do I comp. How do I make sure the paperwork is proper? How do I make sure that when I get the deal under contract, this is what foreclosure. This is what wholesalers do, okay? If I am a wholesaler, this is what I do for a living. I go and find people that are in foreclosure, okay? Off that list, this is me. And I call them up and I say, hey, mister, that's in foreclosure, I would like to buy your house. And in fact, I'll buy your house. I'll give you an offer for $200,000 now, immediately. If I'm new. Guess what I'm thinking, pace, where'd that $200,000 come from? How do I know what the offer is? Oh, my gosh, how do I know? How am I going to make any money? What do you say? How do you pitch it? All of the thousands of questions that pop up over and over and over and over that prevent people from taking any action whatsoever. Give me a. Give me a number one. If I'm resonating with you right now in the side chat, I got 1800 and more people. How many people are like, yeah, this is exactly why I haven't started in any of this stuff. I've watched you on. On YouTube. I've watched other people on YouTube. Oh, my gosh, Pace, you are resonating with me. But, Pace, don't you have students that are doing wholesale? Yeah, I have thousands of students that have learned how to wholesale for me. Pace, don't you have students that have gotten financially free by building a massive portfolio? I've seen the testimonials. I've seen the people doing the thing. Yes, I get that, but that is not you, right? You haven't learned that from me. Please don't. You have people that are fixing and flipping like crazy. I've seen them on your YouTube channel. Yes, I do, absolutely. But I'm not training on that today. I'm training on a more simple, less expensive, super, super basic way of getting your first deal. That's our focus today. So let's say that this wholesaler gets this property under contract. Forget about the paperwork, forget about how he got under contract. Those are all their own steps. On its own, what a wholesaler does is a wholesaler goes around now, finds a buyer, okay? Finds a buyer that will buy this deal from this wholesaler for an average of $15,000 fee. We call that fee and assignment fee. Can you make more money? Yeah, I've. I have a student that made $600,000 on one deal. Just finding a deal for a buyer, okay, you can make anywhere between 5,000 to $600,000. You can make a million dollars depending on how big the deal is. But the industry average on the first wholesale deals, about $15,000. This wholesaler never had to buy the property. They never had to come up with any money. They essentially are just selling the contract to that buyer. Okay, so I'm going to go through this one more time because this does confuse a lot of people. So for those of you guys that know wholesale, thank you guys for being patient. I appreciate it. This is how it works once again. Okay? Seller is in foreclosure. Wholesaler, we're just going to write WS gets a contract on this property for $200,000. The wholesaler then goes and finds a buyer who's going to go and fix and flip it or put it in their portfolio. And they then sign a new contract. Okay? So this contract right here, the first contract, we call this the A to B contract. By the way, how many of you guys would like me to give you my most updated contract? Let's hold on. My mouse is being funky. My iPad's like, I don't want you using your mouse today. How many of you guys want me to give you our newest. It's like probably cost us about $5,000 to refresh our purchase contract A to B contract, our B2C contract, and our C2D contract. I will give that to you guys tomorrow afternoon. We have it currently getting refreshed by our attorney right now. A little bit better than chat GPT. This is a contract that we currently use. I will give that to you guys tomorrow afternoon and then I will walk you through on day number three how to fill those contracts out. So don't worry about the paperwork yet on day number three. We will definitely be going through that. That's not important. Okay. The contract comes after we take a little bit of action. And so I'm going to show you guys today what the strategy is. Tomorrow I'm going to show you how to take action. And then on day three, we're going to show you how to fill out those contracts, and we'll give those to you guys on day two. So day two, I'll give you the contracts at the end of the day. Day three, we will spend probably an hour, an hour and a half filling out those contracts. Does that sound cool, guys? You guys all good with that? Awesome. 815 people, 850 people on the live zoom. Thank you guys so much for hanging out. I appreciate you so pausing the side chat once again. All right, so here's what wholesalers do. The wholesaler will get this contract, okay, called the A to B contract. They will then go get a new contract with the buyer. So there's two active contracts going on. This contract is called the B to C contract, and he'll go and sign this contract over for $215,000, essentially making a $15,000 fee. What's beautiful is the wholesaler never once had to buy the property, come up with any money. All they had to do was figure out how to find the people that are in foreclosure, negotiate with the people on foreclosure, figure out what the right the contract, overcome their fear, get good at sales, figure out how to find a buyer, how to negotiate with the buyer. That sounds like a lot of work. It's very simple, but it is a lot of work. And so for somebody that's brand new trying to get into the game, you can understand why a lot of people are sitting here going, all right, I'm having a hard time getting into the business. It's not that I don't know the information. It's not that I don't understand what the concepts and how to make money are. It's that I'm just straight up fearful of taking the steps because there's so many steps. Give me a me in the comments if that is you. If this resonates with you and you're sitting here like, dude, you're. You're hitting the nail in the head. I know that I could wholesale, and I know I don't need a real estate license, guys. You don't need a real estate license for anything in real estate? Anything. People ask me all the time, should I get a real estate license? And I say, no, I Don't have one. Okay, what if you don't find someone to buy the assignment? There you go. Yes, Yasmine, what if you don't find every single worry you could imagine? I've seen them. I watch people do it all the time and people are so overwhelmed by it that they just don't take any action. Okay, now there is a really cool analogy I like to use with Walmart of exactly what wholesale looks like. Okay, so let's jump into what wholesale looks like using an analogy of Walmart. Then what we're going to do is we're going to jump into what the strategy is of the day and we're going to jump in from the Walmart analogy into that next thing. So wholesaling is the analogy I'm going to give you right now. Even though I'm going to be talking about chickens and I'm going to be talking about Walmart and I'm going to be talking about other things, just know that I'm actually tying it into wholesale. Okay, does everybody understand in here that Costco is a wholesaler, Amazon is a wholesaler, Foot Locker is a wholesaler. All of these stores, you guys already understand what a wholesaler does, right? You guys know that Home Depot doesn't chop down the wood and make the two by fours, right? Home Depot buys them from the lumber yard and then they wholesale them to you. Correct. Cool. So wholesaling is everywhere. You participated today in a wholesale transaction. It is literally everywhere. Everywhere, Everywhere. Everywhere wholesale exists. And you participated today. How many people participated in a wholesale transaction today? You bought gas, you went to Costco, you went to Walmart, you bought something on Amazon. How many people participated as the buyer in a wholesale transaction today? Okay, welcome to wholesale. It is in real estate. It is very prevalent. There's thousands and thousands and thousands of transactions going on every single day. So when people ask me, how do I get into the business of real estate? I always go, well, wholesaling is really simple, doesn't cost really a lot of money. But wholesaling does require negotiating, understanding how to comp, paperwork, contracts, all of those types of things. Okay, there is a strategy that I'll jump into in about 20 minutes called bird dogging that does not require really any of those things and you can get your first deal. In fact, there's a couple of people on the live today that I'll probably even pull up. I didn't know they were going to be on the live, but I see their name in the side chat that have bird dogged deals to me, and they've made 10,000, 15,000, $20,000. I just paid somebody $60,000 bird dogging an RV park. To me, I've paid somebody $120,000 bird dogging a multifamily deal to me three years ago. And I probably, at some point in my career will pay somebody a million dollars on a big, big, big multifamily transaction for bringing that deal to me. I look forward to the day. So let's jump into what a wholesaler wholesaling is with a Walmart analogy. Then we'll jump into what bird dogging is. And then what we'll do is I'll explain a couple of stories of how people have done this, and then I'll open up to Q A. Because what's going to happen is when I teach you the bird dog strategy, you will overthink so hard. It is so simple. It is so basic that you're going to go, there's no way I'm not missing something. There's no way I'm not missing something, Pace. And you're going to create things and you're going to create the boogeyman in your mind and you're going to ask questions, and then I'm going to be a little bit jokey with you. When you raise your hand and I answer your question, go. Did you not pay attention to that part? Well, Pace, I did pay attention to that part, but there's no way it's that simple. Yes, it truly is that simple. Simple. Okay. We will give you all of. All of the training. It's gonna be great. Now, something else that's awesome today is how many people want me to give them a list of the buyers of the entire country. Okay. I have 15,000 buyers that I'm going to be giving away to everybody that sticks around with me today. Saravi, on my team is currently pulling it. I think it's going to cost like $4,000. We're going to give that to you guys today so you guys have a buyer for your deals. Okay, I'm going to give that to you guys today. Pretty freaking awesome. How much will you have to pay me for that? $0. I want you to be successful, especially people that are in my free Facebook group. I want you guys to be successful. So let's jump into the whiteboard. All right, cool. So let's jump into what wholesaling is from a Walmart perspective. Okay? Walmart does not create products. They do not buy products. You guys don't really realize this, but Walmart doesn't even buy products. They wholesale products. So here we are, we are the buyer. We go down to Walmart and let's say that we want to find some eggs. Everybody in here is eating eggs. I imagine most everybody except for the weird veg vegetarians. You guys forget, eggs are bomb, okay? Just kidding. Vegetarians are cool, too. Vegetarians are people too. I'm just joking. So let's say I go down to Walmart and there's eggs on the shelf and those eggs are, let's just say $5. Don't get into the comments and talk about how eggs are $7 for you and $4 for you. It doesn't matter. This is just an example. Walmart did not make or produce those eggs, right? There was a farmer, okay? An egg farmer. And what's funny is that farmer also did not make those eggs. The farmer represents their client who did make the eggs, which is. I'm sorry, my chicken is so bad. This is a chicken, by the way. I know it looks, it looks like a butterfly or something. The chicken is making the eggs. But because the chicken doesn't know how to sell its own eggs, it goes and hires representation, which is the farmer. So let's tie this into our analogy. Who is the chicken? The chicken is the seller. The person who sells their property. They're selling their property. It's their product. It's their house that they're selling. Who's the farmer? The farmer is, let's say, a real estate agent. Okay? Sellers have a really hard. Chickens have a really hard time selling eggs on their own. Okay? Farmers help create this transaction and they go and they sell these houses. Okay? What is so cool? And this is a wholesaler, okay? Wholesaler goes and builds a relationship with the real estate agent and says, hey, I would like to take your product and I'd like to mark it up and sell it to my buyer, Walmart. I'm going to teach you guys something cool about creative finance. Did you guys know that Walmart actually does not pay for those eggs until those eggs have been purchased by the buyer? Did you guys not know that? Okay, what's really cool, this is new information for a lot of people. What happens is the buyer comes along, pays Walmart the $5. Walmart then pays the farmer and the chicken 90 days after Walmart was paid. Okay? Pretty freaking awesome. Okay? This is creative finance. Walmart can go out and fill their shelves with somebody else's product, sell that product, collect the money, and then pay the farmer 90 days later. This is called net 90, net 45, net 30, net 60, depending on the situation. It's called net 90 for a lot of times. Okay, there you go. Angie says Walmart is the extreme wholesaler. So let me ask you a question. Can Walmart make money on eggs without having to buy the eggs? Can Walmart make money on eggs without having to produce the eggs? Can Walmart make eggs without having to even manage the chickens? Okay, welcome to being in real estate, you guys. If you chose to be a wholesaler, which I was a wholesaler for a very long time, still wholesale deals. But I wouldn't identify myself as a wholesaler anymore. I'm more of a buy and holder. I like to put things in my portfolio. You guys can jump into this business just like Walmart is. You can go get a product, you can go sell it at a higher number. You don't need a license, you don't need any money. But as a wholesaler, you need some negotiating power. You know, you need to know how to con get these contracts set up and how to bridge the gap between what the farmer wants and the buyer wants. And you got to understand how to, you know, price the eggs appropriately and make sure you do customer service and all of these types of things. Wholesaling is no different. You have to know how to comp, you have to know how to do the paperwork, you know how to protect yourself. You have to have the right llc, you have to have all of these things. Okay, but there's another person involved in the Walmart transaction that I think a lot of you guys have probably participated in. Does everybody understand what wholesaling is? Give me a yes. If you guys understand what wholesaling is, we can move on from this. Okay, we got 1900 people in here now. Okay, cool. So you understand what wholesaling is, which is awesome. Okay, there's another role in all of this. How many of you guys have used Instacart, Uber Eats or some sort of food delivery service? Gopuff, Something along those lines. Give me a yes that you guys have done that. Doordash. There you go. There's another one. I don't know what they all are, but everybody, almost everybody, has participated in one of those delivery services. Do we all agree? Okay, awesome. I want you guys to write down whoever is a note taker. I want you to write down that the bird dog, the person who is bird dogging is essentially doordash or Gopuff or Uber Eats. Okay? That is the bird dog of the transaction. Okay? Spark, Cool Spark is Walmart I love that. So I want you to understand that. Bird dogging. Are you the wholesaler? If you are the bird dog, yes or no? No, you are not. Okay. You are not the wholesaler. So a lot of people go, oh, so like bird dogging is like wholesaling. Yeah, except it's not. Uber Eats does a very different job than Walmart does. Walmart is the one negotiating the eggs. They're communicating with the agent, they're communicating with the seller. They're getting the eggs under contract, and then they're arbitraging and selling that they're more than Uber Eats. Okay, so let's go and let's draw this out so you guys understand what a bird dog is again. Every deal that you will ever do will always start with a seller of whatever that deal is. This could be a business. I buy businesses with creative finance. This could be an apartment building. This could be an RV park. This could be a single family home. This could be a piece of land, a piece of dirt. Section 8, Airbnb. It does not matter what the heck it is, but there always has to be a seller of the deal. Deal. Okay, so I see a lot of people that will go, oh, I want to get into section eight. Great. Who's the seller? How are you going to find the deal? How are you going to get your hands on the deal? That is the number one skill you should be learning. Forget about Section 8. Forget about Airbnb. Forget about co living, forget about multi family. Learn where to find these sellers. Okay, so every deal starts with the seller. In this particular situation, the seller is the chicken. Right. We already talked about this. They're producing the product, the egg, the house. Right. Then the seller goes and hires the farmer or the real estate agent. Okay, cool. That agent in this situation is the farmer. They represent the chicken. They're making sure that those products can be sold in the appropriate marketplace and they get the highest and best possible price as. As they can. The wholesaler. Okay. Is the person that did what I just did. Okay. Which is. Let's go again. Let's go back to the software. Let me show you guys this thing one more time. I can go in here and I can say, all right, I'm going to give you guys another website. We're not going to spend a lot of time on this website, but let's just go to one of my favorite websites. Crexi.com crexi.com C-R-E-I.com crexi.com I'm going to log into crexi.com. you don't have to. It's. It's completely free. And I'm going to go in here and I'm going to type in owner finance on Crexi. This is going to sidetracked a lot of people, by the way. People are going to go to Crexi instead of paying attention, which is why I don't love going to the software. But let's say I go and I find. Okay, here's an RV park. Anchorage, Alaska. RV park. Well, guess what? Annette Scott is the farmer. Okay. Annette Scott and Jacob Brown are the listing agents. They are the people that are representing the seller who has this property and they are trying to sell this property. They are trying to do owner finance. I could call them. I'll probably call them tomorrow or Wednesday. Maybe I'll call them Thursday, I don't know. And I'll show you how to make these calls. Okay? But if I'm making the call to the agent or I'm making a call to the seller, I am not a bird dog in that scenario. Can we all write that down? Got 1850 people in here with me today. Can we all write that down? It's going to come up so many times. It's going to come up so many times where people go, hey, Pace, I've got a lead. I'm talking to the agent. Okay, great. So you're wholesaler. You're not the bird dog. Bird dog will never talk to the agent. They will never talk to the seller because that is a more challenging job. Okay? Wholesaling is Walmart's job. They are communicating with the farmer. They're getting the contracts. They're doing all of those things. The bird dog is way more simple than that. Does everybody understand? The wholesaler talks to the agent or to the seller directly. That is not the bird dog's job. If you are bird dogging, you are never going to be talking to the agent or the seller. Can I all get a yes? I'm going to say it again for the third time and the reason why I'm going to say it for the third time. Pace, you repeat yourself so many times. Yeah, because I've taught so long that I understand. Where are the breaking points and what do people not understand and what are they mixing up? What are the what? In two days, people are going to ask a question about, hey, like I'm trying to wholesale a deal. Okay, great. And in my mind, I immediately go, okay, you're talking to an agent or you're Talking to a seller. Because you're a wholesaler, your job description and the words you use actually make it easier for me and everybody else in this industry to help you pace. Nobody wants to help me. Yeah, because you're using the wrong words. Which we'll cover a little bit later today. Okay, so the wholesaler talks to the agent, talks to the seller directly because they are trying to get the house under contract. If that property is not under contract and you are actively negotiating with an agent or a seller, do we all agree that that is so freaking challenging? If you are brand new, you don't know how to comp. You don't know how to negotiate, you don't know how to do sales, you don't have to do paperwork. Do we all agree that's incredibly challenging when you are brand new? Okay, cool. Bird dogging is way more simple than I already saw somebody in the side chat go. So what's the bird dog's job? Job? Patience, my friend. Have I wasted any time today in the last 46 minutes? Am I dilly dallying around? Am I dancing around? Am I getting right to the point? And I'm talking as fast as a micro machine guy, as fast as possible. Yet your patience level is still at a zero. Again, let's cover this again. You've given so much more time and attention to somebody else's dream and your boss's job that he gave you and the paycheck that you slave away for every two weeks that you don't even give yourself four minutes to learn a new topic. Chill out and be patient, my friend. Okay? All right. So the wholesaler is communicating directly with the agent or the chicken directly, okay? That is the wholesale relationship. Obviously. This is Walmart, okay? This person is Walmart here. Cool. Now the wholesaler is so busy doing this job, they're so busy doing this job, they're going out, finding new leads, pulling new things, making calls. Follow up, follow up, follow up. Fixing their CRM, going on appointments, getting the contract. Follow up, follow up, follow up, follow up, follow. They very rarely have time to go find their buyers, okay? They very rarely have time to go find the buyers. Which is why doordash comes in and why some of these other companies come in. They come in and they go, hey, let me make this transition between you and your buyer over here. Let me make that just a little bit easier. And so what the bird dog will do, Let me make the bird dog. I'm going to make the bird dog. This whole entire week, the bird dog is Going to be purple. Okay, the bird dog bd big deal. Okay? The bird dog in this situation is doordash. They essentially take the order from the buyer. So the buyer, every transaction in this situation for the bird dog starts with the buyer. Okay? If you are a buyer on doordash and you want to order eggs to your home, man, I don't want to go down the grocery store, I don't want to go find the wholesalers. I just want to fix and flip a house. I just want to fix and flip up. You now go to a bird dog. This is what I do a lot of times. And I'll show you guys a good guy that I buy a good amount of deals from. Guy named Ernest. I'll show you guys what my tax interchange looks like with him. The bird dog is somebody who literally is just the intermediary between who has the contract and who wants the contract. It is so unbelievably simple. You are going to overcomplicate it. And the reason why you're going to overcomplicate is because you don't know what a wholesaler does. A wholesaler, who. That's what I was for nine years is it's a full time job. It's eight to 10 to 12 hours a day to make a hundred thousand dollars a month. It is incredibly arduous, which means a lot of work, very time consuming. They don't have a lot of time to go out and find buyers and nurture buyers, especially when sometimes buyers are not buying. You also, if you are saying this is too simple, it's because you've never fixed and flipped a house before. You've never waited for permits or raised capital or managed contracts. You don't understand how busy the buyer is. And so you just assume a buyer is always buying deals. Okay, let's cover something really important before I go deeper into what the bird dogs jobs are and how they make money and what the tasks are and what you can do to become a bird dog and all of those types of things. The buyer guys, let's ask this question. If I'm a buyer, I fix and flip houses. Can I just buy as many houses I possibly want or do you think I have a limitation on how many houses I can handle at any one given time? Okay, so let's say that I have a wholesaler who's sending me deals. Okay? This is how this business works. Please pay attention. This is another thing that constantly comes up on day two, day three, day four. A wholesaler is doing what they're pulling a list. They're communicating with the seller. They're talking to agents, they're negotiating. They are directly communicating to get that property under contract. The wholesaler then goes to their buyers and says, hey, I got a deal. Do you want to buy it? And their buyer very frequently, I'm a buyer and I very frequently tell my wholesalers that bring me deals, hey, I'm not currently buying right now. I'm currently on pause because I have more properties than I can currently handle. What happens to that wholesaler? Does that wholesaler go, oh, no worries, I'll just cancel the contract I have with the seller because you're not able to buy? Is that what's happening? Is that's what is. Is that what's happening is that everybody is sitting there going, okay, well, you know what? I guess my buyer can't buy, so I'm just going to cancel my contract. Or does the wholesaler go find another buyer? Okay, great. So what happens is now that buyer goes and works on a couple of houses. That buyer goes and finishes those houses and then goes back to the wholesaler and says, hey, I'm ready for a deal. Does that magically make sure that the wholesaler has a deal sitting in their pocket? And the wholesaler goes, great, I've been waiting for you to be ready. Or is there a constant timing issue between the buyer and the wholesaler? Can we all agree that the wholesaler and the buyer are constantly out of sync with each other with these two or three things going on? Can we all agree to that? Okay. Is there always a perfect thing of like, oh, wholesaler buys a deal, buyer always buys it and it's perfect timing? No, there's thousands of these transactions going on in your city right now. No matter where you are in the United States, Puerto Rico, it does not matter. There are thousands of these transactions going on and thousands of these relationships going on in every single market in your city. I'm going to be covering that on day two and day three. Okay. Thousands of them are happening. Text messages. Oh, sorry, I'm not, I'm not ready to buy. In fact, has anybody sent me a deal in the last couple of weeks? And you got an automatic reply from my team saying, Pace's team is currently on pause buying deals. Give me a yes in the side comments if you have gotten a yes. That or I'm sorry, you've gotten an email from my team saying we are not actively buying. Welcome to fixing and flipping. I can't just flip 30 houses. That's crazy. We flip 20 houses a year, which means I'm buying a deal once every two to three weeks. That's it. So if I buy five deals in one month, guess what? I'm probably not going to buy a deal for two more months. Does everybody understand this? Okay. My team is currently on automatic reply. So people are like, well pace, I want to find deals for you. Well, good luck. I, I'm going to train you guys on how to find buyers like me. And if you are already in the sub 2 community, I will give you guys access to the highest possible buyers in the country Today. I'm going to give you guys everybody on here. I'm going to give you a generic list. I don't know these 15,000 buyers. I just know they are buying. We pulled the list, we skip traced, which means we paid money to get their phone numbers and we're going to give that to you. But I don't have a personal relationship with these buyers. I'm going to give you today, if you are in sub 2, I have a list of people I've personally done deals with with FYI. Okay, very few people in here in the sub 2 community. Most of the people in here today are not in the sub2 community. Okay? These are. Most people in here are not a student of mine. They're just in here for free knowledge. Okay? So do we all understand that a fix and flipper is not constantly buying every deal from the wholesaler? And there's an out of sync sequence that happens very frequently. Cool. So what's great is that somebody comes in between all of that and helps buffer the timing. Okay. They play the buffer. That person is the bird dog. Okay. And so what happens is the bird dog goes to a buyer. So step number one of being a bird dog. Step number one, if you are a note taker, this is the time you want to write down the steps on how to be a. A bird dog. Okay. Step number one, how to be a bird dog. Step number one, start with a buyer. Every time. 100% of the time, start with a buyer. Which is why the gift that we are giving you today is a list of buyers. I'm going to give you 15,000 buyers nationwide. So no matter where you are in the country today, okay, there's more. We've got 2,000 people hanging out with us today live. I'm going to be giving away 15,000 buyers. Do we need more buyers than 15,000 my friends? Or do you think we got you covered today by giving you 15,000 buyers? Cool. It's all you need. Okay? You only need one buyer. Now that leads me into step number two. Step number two is only one buyer until. Okay. Until you get your first deal. You only have one buyer until you get your first deal. Okay? And I'll tell you why that's the case. Sorry, my iPad is being super funky today. I got to restart it or do something. It's super laggy. So step number one, start with the buyer. I'm going to give you 15,000 buyers tomorrow. I'll show you how to call and communicate with these buyers. Because you're also, as somebody who's brand new, going to be so afraid. Do you think somebody like me that wants to fix, fix and flip houses, do you think I'm afraid of somebody? Do you think I'm going to yell at you, saying, calling me up and saying, hey, I'm brand new to real estate and I learned how to find deals for people just like you. Are you, are you actively buying right now? Can I bring you opportunities? How many buyers are going to hate you for doing that? None. Zero. Zilch. So super simple on that side. So step number one, we'll cover that tomorrow. How to find a buyer. I'm going to give you the list. If you guys ask me a question about qualifying the buyer, I'm going to fly to your house and smack you sideways. This list of buyers I'm giving you is buying at least 20 deals a year. Why do I know that? Because we pulled this list from deal sauce. This list shows us we can go in there and click and go, I want buyers that are buying 20 or more deals a year nationwide. And it pulls public data. Right. Anytime you buy a property, it shows up on county records. Okay? Your county records will qualify and, and clarify the fact that that person is a legitimate buyer. Do I need to clarify it more than that? Than public record showing that that person bought 20 or more deals? Yes or no? No. My friends, please stop asking how do I qualify the buyer. I'm giving you buyers that have already been qualified. They are on public record. Okay. Okay. So this is, this is a good question. I'm going to, I'm going to jump on this. And this is a fear based question that has. This is not an experience based question. This is a fear based question. And I will tell you that the person asking this question. Gabriel. Let's see. Gabriel, Laguna Gabriel. How you doing, man? I can tell you that Gabriel has never done a deal based on this question. Gabriel, how you doing? Good. How are you? I'm good. You've never done a deal. Correct, Correct. Yeah, I actually. Hold on, hold on. We can't go on side tangents. I gotta go fast. What I've learned is if I don't go fast, people lose attention. Gabriel, you've never done a deal. How do I know that? Have you and I ever spoke? Joke? No. Okay, so I only know that you have not done a deal based on the question that you asked, which. The question you asked is a newbie question based on lack of experience. The question that he asked everybody. Great question, by the way. It will pop up over and over, which is why I pulled it out of the side chat. He says, what prevents the. The people on this list from going around us and cutting us out of the deal? Gabriel, I also assume you've never fix and flipped a house before. You are correct. Okay, so here's why I asked that. And it's not to criticize you or say, oh, neener, neener, neener, you've never done anything. It's actually to highlight the mindset that goes into that question. The mindset that goes in that question is somebody who does not understand the amount of time, energy, and effort that goes into flipping a house is a full time job. So if I'm fixing and flipping houses, I very rarely am also. Wholesaling houses. Wholesaling houses. Okay, Gabriel, what's your favorite sport? Boxing. Okay, boxing. That's a really bad example. Give me another one. Football. Actually, let's go to boxing. Is there a point where most of these coaches that are coaching the boxers, is there a point where they may be boxed at an earlier age? Yes. Okay. And they got all this experience and they upgraded through their life to being a coach instead of being pounded on in the face by somebody else. Correct, Correct. Okay. Very rarely that you'll see a coach also going in boxing in the ring in another match. Correct? Yes. Okay. So it's the same thing with fixing and flipping. Even though fixing and flipping is part of the business of boxing, wholesaling is also part of the business of boxing. Those are completely two different roles that are full time jobs. Can I be a full time coach and a full time boxer or are those two isolated jobs by themselves? Yeah, they're isolated. Okay, cool. So that in the boxing analogy, that'd be like me saying, hey, I want to go box this opponent, but what's keeping my coach from going around my back and boxing the opponent for me? So hold on, hold on. Does that make any sense in the sport of boxing that anybody would ever do? That no. Okay. It also does not make any sense for a fix and flipper to go around your back to go and screw you out of a deal because they are not skilled in negotiating, finding contracts, and they are so busy at a permanent planning department. They're so busy raising capital, busing, dealing with contractors, choosing the backsplash. The backsplash not showing up. Oh, my gosh, the grout's the wrong color. Holy crap. We're hemorrhaging money. They're so busy doing their job that they do not have time to go around your back. Can I tell you where the fear comes from? From people going around your back. Yeah, what's up? Okay. It's called daisy chaining. It's when people lie and say, I'm a buyer in a Facebook group. Okay? It's always in a Facebook group. There's no way to verify that that buyer is a real buyer because you're not looking at public records. What you're looking at is somebody in Facebook going, hey, I'm a buyer. I' buy deals from you. And what they're really doing is they're doing what we call daisy chaining. They're lying to you, and they're lying to everybody else that they are a buyer, when in fact, they are not a buyer. They are what we call a daisy chainer. A daisy chainer is a liar. I want you guys to write that down for the no takers. If somebody says, well, how is this different from daisy chaining? How is bird dogging different from. From daisy chaining? Here's how this works. If I'm a daisy chainer, I go into Facebook groups and go, hey, guys, I'm buying deals. Yet I've never bought a deal in my entire life. What I do is I wholesale those deals or I go around people's backs. If I'm not a buyer, I should not lie and say I'm a buyer. A bird dog says, hey, guys, I'm looking for deals for my buyer. I'm brand new to real estate. Please let me know when you have a deal. Do you see the big difference between the daisy chainer and the bird dogger? Yeah, that makes a lot of sense. Okay, so there are people that will go around you. They are not buyers. The people that will go around you are lying to you that they are buyers. They will not be the people on my list that are verified buying deals on county records, borrowing hard money, raising private capital, pulling permits. They're doing all of that thing. They are the boxing coach. They are the Actual boxing coach. I can verify it. I can see it on public record that they are buying 20 plus deals a year. When you're in Facebook and somebody says, hi, I'm a buyer, there's no way to verify that. Which is why I'm not going to teach you guys how to go find buyers out of the Facebook group. Because now you guys are going to have to go, well, hey, what's your llc and what was the last. Dude, that's just awkward. How about I just give you a list of 15,000 people that I know are buying 20 plus deals a year? So there is a worry, and it's a legitimate worry. When somebody is daisy chaining, they lie and say they are a buyer. I hate that too. It's horrible. And so I just stopped going into Facebook groups and trying to sell my deals to people that say they're buyers. I'd rather just pull public record and get the actual buyer that is actually buying the deal. Does that make sense? Sense, yeah. That makes a lot of sense. That's, that's a great analogy as well. So thank you. Cool. And what am I missing? And now would be a good time for you to ask a question. I'm sorry I cut you off twice. I just wanted to get to the point. Oh, no, no, no. That was actually good that you cut me off because I think you did get right to the point. I was just kind of picturing, you know, like, you bring them the deal. You know, what's stopping them from like, okay, now I have the deal. But the way you explained it does make sense. Yeah. And here's the thing. I'm not gonna, I'm not gonna pretend that there might not be at some point in the future, a random buyer that also used to be a wholesaler. So they have the skill of negotiating. They have the skill of all of those things. I, as a fix and flipper, started out as a wholesaler, so I have the skill of going in the living room, finding the deals, negotiating, doing all of those things. But I also have been in the business long enough to know that like, nobody, you cannot find one person online. I've been in the business 12 years. You will find people that don't like me. Anytime you do cool things and change the industry, you're always going to find people that hate you. It's usually always a, a, a white dude that hates me because I'm another white dude that's doing cool things. And so there's jealousy and whatever else. There's people that don't like me. But there's not one person that will ever say, I screwed them or took advantage of them. It's not. It's not ever going to happen. There is imp. It's impossible for me if I'm a buyer and I screwed somebody over by going around their back. It's impossible in our industry for that not to decimate that person's business. So there's a guy in Phoenix, Arizona. I'll give you a good example. His name's John, maybe May. John May has kind of gotten pushed out of the industry multiple times because he screwed so many people over. Said he was a buyer, but he wasn't a really buyer. And then what happens is the industry talks about him and he gets pushed out. And then four or five years later, he gets put. He gets back in, and guess what? His reputation is still there. And people go, oh, John is pretending to be a different llc and they push him out of the industry. It does happen. It's just very rare. It's probably one in a thousand people you run into are like that. That one in a thousand. But the majority of the people, 99.9 of the people that you're communicating to, if you can pull public record that they actually bought a deal in the last couple of months, those people, they understand the compound effect of quality relationships. The people that are actually buying deals on public, public records, the ones you can verify, they don't want to screw up relationships. I am okay with paying people 5,000, 10,000, $20,000. And I want to teach you something really quick. So Gabriel, are you Gabe or Gabriel? Go by both. Okay, cool. So, Gabriel, I'm going to tell you guys a couple of stories. Real stories with real addresses today. Give you guys a couple of examples of people that bird dogged in, brought deals to me. Okay? Homeless lady, a couple of other girls. I posted about them in the Facebook group. Just a couple of deals I've done this year with people that are bird dog. I'm paying these people $5,000, $10,000, $15,000 on top of the wholesaler's fee. And then the wholesaler goes and makes 15 or 20 or 30. One of my wholesale students made 50 grand wholesaling it to a bird dog. The bird dog made 15 grand wholesaling it to me. It's like, pace, don't you know the student that made $50,000? I'm like, yeah, I did, but I didn't know it was him until after I closed. But. Well, aren't you pissed off that you had to pay somebody $15,000? That's another question that comes up all the time. Well, no, I buy real estate, Gabriel, with hard money and private money. It's not my own money. I'm literally buying a deal that somebody else found somebody else negotiated, somebody else went and did the paperwork on. Somebody else went and did the negotiating and following up and following up and following up. I then buy the deal with somebody else's money. I then use somebody else's labor to do the renovation, and I'm just short $15,000 on my profit. But I end up walking away making $60,000. Why would I be pissed off if somebody made $15,000 in that process? It never actually came from my pocket at any point in that transaction. So what happens a lot of times is people will feel like, oh, well, what value do I provide guys? People that are fixing and flipping don't use their own money. They're paying your fee with a hard money loan or they're paying your fee with a private money lender. They're not actually giving you 15 grand out of their pocket. It's coming from their lender. Okay. So it's interesting to me that people go, well, why wouldn't they just go around you? One, you'll learn by day two or day three how it's physically impossible for them to go around you. They don't know where the deal came from. How would they know where the deal came from? How do they know where you source the deal? They have no clue where that's that deal came from. No clue. There's nothing tying it to them. There's no link. There's nothing that's going back to the wholesaler where you got the deal from. None of that is happening. But then on top of it, you have to understand the fix and flipper or the buy and holders. Like, I'm financing literally all of the fees. What do I care that you made 15,000 bucks? Does that make sense? Yeah, that makes sense. Cool. So there are people. They are called daisy chainers. There are daisy chainers in this industry. You will find them in my free Facebook group. Right. Creative Finance with Pace Morby. There are daisy chainers in that Facebook group that pretend to be buyers, and they're not. Now, are they nefarious? Are they trying to go around you? No, they just think that. That if they tell you that they're a buyer, you'll pay more attention to them and send you a deal. And there's a lot of those daisy chainers that are lying, that they're A buyer that are never going to screw you. They're just not great at communicating and being transparent, which I prefer. Somebody just be transparent and communicate. Okay? The other thing about a daisy chainer is you're working with 50 wholesalers and 5,000 buyers and it's a chaotic individual. Bird doggers are literally working with one buyer. That's it. You're not going out and building a buyer's list. You're working with one buyer. Does that make sense, Gabriel? Yeah, that makes sense. Okay, cool. Jose Reyes says, how do you avoid finders, fee law or broker's law? Guys, wholesaling's been around for 100 plus years. The whole broker's fee and all that kind of stuff is the most ridiculous thing on the planet. It is so stupid. Okay? It's been. It's been done for years and years and years. In fact, if you look at the Arizona state contract, all we have to do is tell people, hey, I'm wholesaling this deal and I don't have to have a license. State law. I do not have to have a license to broker a deal. I do not. The only people that told you that, that is the case, is licensed real estate agents that want you to get a license. Your broker told you that. Okay. Your broker told you that. Whoever said that in the comment. Okay. All right. Gabriel, any question before I move on? No, that was it. Thank you. I really appreciate it. Awesome. Cool. So, guys, can we avoid the question going forward of what prevents the person from going around me? Can all agree that we are done with that question? We are not going back to that. Okay, can we all agree. Can we all agree that we are not going back to the question of, hey, what prevents the person from going around you? Cool. That is a question that will come up so many times it is ridiculous. Now that you know the answer, the answer has been given to you, so we can move on and go into the actual well. This is all, all part of the training. Okay, cool. All right, so here we go. Step number one of, hey, what prevents the person from going around you? Cool. That is a question that will come up so many times it is ridiculous. Now that you know the answer, the answer has been given to you so we can move on and go into the actual well. This is all, all part of the training. Okay, cool. All right, so here we go. Step number one is you start with one buyer. Buyer. Bird doggers don't work with 25 buyers. We work with one buyer. Why? Because bird dogging is the simplest way to get into real estate. One is you start with one buyer. Bird doggers don't work with 25 buyers. We work with one buyer. Why? Because bird dogging is the simplest way to get into real estate. It removes every single fear. You don't know how to. You don't have to know how to comp. You don't have to know how to do paperwork. You don't have to know what the value of the property is. You don't need to raise money. You don't need to find. It removes every single fear. You don't know how. You don't have to know to comp. You don't have to know how to do paperwork. You don't have to know what the value of the property is. You don't need to raise money. You don't need to find a buyer for the deal. Because you found a buyer and then you go find a deal. It is not wholesaling. Wholesaling. You find the deal and then you find the buyer. Bird dogging is you find the buyer and then you go and search for that specific buyer. So let's go back to the analogy let's go back to the analogy of a buyer for the deal. Because you found a buyer and then you go find a deal. It is not wholesaling. Wholesaling. You find the deal and then you find the buyer. Bird dogging is you find the buyer and then you go and search for that specific buyer. So let's go back to the analog. Let's go back to the analogy of instacart or doordash. Does a doordash person go to Walmart, buy a bunch of eggs, and then just drive around the neighborhood going, hey guys, I got a bunch eggs. Who wants to buy the eggs? Or does the door dash person actually wait for the order to come in and actually go and fulfill that order based on what was asked for by that buyer? Instacart or door dash. Does a door dash person go to Walmart, buy a bunch of eggs and then just drive around the neighborhood going, hey, guy, does this make sense? Everybody? I as the bird dog, I'm not going and finding deals that my buyer did not specifically ask for? I'm going to say that again because it's another one of those things that come up. All the guys, I got a bunch of eggs. Who wants to buy the eggs? Or does the door dash person actually wait for the order to come in and actually go and fulfill that order Time. In fact, Maddie, a story I'm going to tell you guys. The Homeless lady I helped get off the streets. Streets. Not. She's not quite off the street. She's still in a shelter. But I got, I helped her get her first deal. She constantly is sending me deals that are not deals I want to buy. She's breaking every rule of bird dogging. She breaks every ruler based on what was asked for by that buyer. Okay, does this make sense, everybody? I is the bird dogging, she tries to over complicate, even though she's gotten a deal, she still tries to over complicate it over and over and over and over, over. I'm like, why are you sending me a deal in Omaha, bird dog? I'm not going and finding deals that my buyer did not specifically ask for. I'm going to say that again because it's another one of those things that come up all the. Why are you sending me a multi family deal in Indiana? What? Like, that's not what I ordered. So that'd be like a door dash person showing up to your house. Like, let's say Thursday morning, you order eggs on Instacart. The eggs show up. Your bird dog did their job. They went and found the eggs for you. They brought the eggs, they made a fee. Fee. That's called bird dogging. You the buyer told the bird dog what you're looking for. The bird dog went and found it. They made a fee. That's bird dogging. Pretty simple. Would it make sense for that time? In fact, Maddie story, I'm going to tell you guys, the homeless lady I helped get off the streets, not get, she's not quite off the street. She's still in a shelter. But I got, I helped her get her first deal. She constantly is sending me deals that are not deals I want to buy. Why? She's breaking every rule of bird dogging. She breaks every rule. Bird dog, let's say Instacart, they show up the next day and they go, hey, I got two gallons of milk for you. I didn't order those gallons of milk. Does that make any sense? That makes no sense whatsoever. And so where Maddie, my homeless friend, bird dogging, she tries to over complicate it. Even though she's gotten a deal, she still tries to over complicate it over, over and over and over. I'm like, why are you sending me a deal in Omaha? Has gone off the deep end a couple of times. Is that she shows up with milk on my door and goes, hi. Why are you sending me a multi family deal in Indiana? What? Like that's not What I ordered. So that'd be like a doordash person showing up to your house. Like, let's say Thursday. You didn't order these, but here, these are deals. Maddie, I don't need milk right now. I just bought eggs from you. Like, I'll let you know when I need more eggs. Is this making sense? Okay, why am I a good communicator, guys? Is because I wish somebody spoke to me this way in basic English, fast and got to the point. Use stories so that I can understand what the heck this business looks like. Okay? So if any morning you order eggs on Instacart, the eggs show up. Your bird dog did their job. They went. If you are a bird dog, you are waiting for your buyer to say, I need this. Go find it for me. Okay? Now, what I really wanted Maddie to do was I said, maddie found the eggs for you. They brought the eggs, they made a fee. That's called bird dogging. You, the buyer told the bird dog what you're looking for. The bird dog went and found it. They made a fee. That's bird dogging. Pretty simple. Would it make sense for that bird? Focus on me as a buyer until you get your first deal. Then after you get your first deal, you can move on to multiple buyers. But the biggest problem. Please write this down for my note takers. The big newbie will face in bird dogging is in the beginning. Their buyer will say no multiple times to the deals that are being sent to them. Well, Pace, hold on. Your dog, let's say Instacart, they show up the next day and they go, hey, I got two gallons of milk for you. I didn't order those gallons of milk. You're talking about deals being sent to them, and I don't know what the heck you're talking about. Guys, I promise you, I will not leave any of this stuff out. I will show you where these deals come from. I will show you how to find these deals. I will show you what. Does that make any sense? That makes no sense whatsoever. And so where Maddie, my homeless friend, to do. Okay, so what will happen is my bird dogs will bring me deals that I'm like, no, no, no, no, no, no, no, no, no. And then my bird dogs get frustrated, so they then go and find five other people like me, and they start sending deals all over the place. And now they're in this K thing. Man's word they use, by the way poor people use the word, has gone off the deep end a couple of times, is that she shows up with milk on my door and goes, hi, I'm going to hurt some feelings today. Poor people use the word overwhelmed. I. You didn't order these. But here, these are deals. Maddie. I don't need milk right now. I just bought eggs from you. Like, I'll let you know when I need more eggs. Is this making sense? Okay, why am I a good communicator, guys? Is because I'm overwhelmed. No, you broke rules. You did not follow instructions. That's what overwhelm means, is I did the thing I wasn't supposed to do. If you were a poor person, you use the word overwhelmed. It's a poor man's mindset because you're not being honest, okay? You're not telling the truth, which is, I broke the rules. I didn't do. I wish somebody spoke to me this way in basic English, fast and got to the point. Use stories so that I could understand what the heck this business looks like. Like. Okay, so if you are a bird dog, you are waiting for your buyer to say, I need this. Go find it for me. Okay? Now, what I really wanted Maddie to do was I said, maddie, focus on me as a buyer until you get your first deal. Then after you get your first deal, you can move on to multiple buyers. But the biggest problem. Please write this down for my note takers. The biggest problem that a newbie will face in bird dogging is in the beginning, their buyer will say no multiple times to the deals that are being sent to them. Well, Pace, hold on. You're. You're talking about deals being sent to them, and I don't know what the heck you're talking about. Guys, I promise you, I will not leave any of this stuff out. I will show you where these deals come from. I will show you how to find these deals. I will show you what to do. Okay, so what will happen is my bird dogs will bring me deals that I'm like, no, no, no, no, no, no, no, no, no. And then my bird dogs get frustrated, so they then go and find five other people like me, and they start sending deals all over the place. And now they're in this K doc thing, and guess what? The. The poor man's word they use, by the way, poor people use the word, I'm gonna hurt some feelings today. Poor people use the word overwhelmed. I'm overwhelmed. No, you broke rules. You did not follow instructions. That's what overwhelm means, is I did the thing I wasn't supposed to do. If you are a poor person, you use the Word overwhelmed. It's a poor man's mindset because you're not being honest, okay? You're not telling the truth, which is I broke the rules. I didn't do what I was supposed to be doing. I wasn't being patient. I could not wait. Meanwhile, I could go to my 9 to 5 job for 20 years that I freaking hate, but I could not wait for two days for my buyer to reply to me. And so I went and found five more buyers, and now those buyers all have different buy boxes. And I'm confused. Another poor man's word. Okay, poor man's word is I'm overwhelmed. I'm confused. No, you're not. You have no patience, and you didn't follow instructions. Okay, so what happens a lot of times is that people over trying to over complicate this. It's way, way, way, way, way, way, way simple. Okay? So here's where the deals come from. From, okay, the deals, my friends come from wholesalers, people like, let's. Let's see. I'll pull up Ernest text message. Okay. All right. I've got the buyer list. So Robbie just gave it to me. That's pretty awesome. Got a lot of text messages. I'm catching up on stuff. I was on the river today, so I'm a couple hundred text messages behind. Okay, here we go. So here's what a bird dog is. This is bird dog. Earnest is actually a bird dog. He sends me these deals. Okay, hold on a second. My zoom is funky. I have to go between two different screens. So thank you for guys's patience. Okay, so here's what happens. You see all these deals that are just being sent to me over and over and over. And I'll reply to him sometimes, but a lot of times I don't reply because he's not paying attention. He's just blasting me with deals. Okay? I'm like, that's not my buy box. I've told you. No, I've told you multiple times, don't send me Glendale deals. I've. So I've told you multiple times, the second he sends me a Mesa deal, I then reply. I'm like, oh, the 55 things deal is a killer, brother. Great deal, though. Just don't want 55 plus. He goes, Ah, I know. It's a buzzkill. So he's a bird dog. He's sending me addresses. Where are these addresses coming from? They're coming from wholesalers. The people that are out in the streets. People I've taught, right? Students of mine, people that Are out there knocking doors, sending letters, going into appointments, negotiating with sellers. Bring those contracts to Earnest. Okay, Christopher says for me. There you go. So Ernest is just sending me anything in Arizona. Am I buying anything in Arizona? Or is Earnest asking for me to say no a lot more times than he should, than I should be? I'm not buying everything in Arizona. It's not in my buy box. I did not tell Ernest. I told Ernest, I don't want 55 plus. I don't want million dollar homes. I don't want these cities. I don't want these things. But what Earnest does is he breaks the next rule, which is he just sends anything and everything that's somewhat close to my buy box bucks. So then what happens is he gets super frustrated and then he goes and finds 25 buyers, hoping that one of those. And he just over complicates the business. Can you guys see how fast you can over complicate the business? It's like your buyer, but I buy a deal every couple of weeks. Okay, you don't need 50 buyers. You don't need 25 buyers. You need one in the beginning. If you please pay attention to this and write this down. If you have not ever done a deal. You need one buyer and one buyer only. You need one buyer and one buyer only. What happens is a lot of people will come to me. I'll be on a Q and A possibly today and somebody go, well, pace, none of my buyers want to buy my deals. And I'm having a hard time like one. None of your buyers. How many deals have you done in your lifetime? Oh, I've never done a deal with. For. Awesome, awesome, awesome, awesome. So think about it this way. This might be a good analogy. Not a good analogy. I'm going to try this one out. I've never. This just came to my mind. If I'm looking to get married, right? Get that deal. I'm looking to get married and build a family and a future with somebody. Should I start out by dating seven people simultaneously Where I can't give my undivided attention to any one of those seven women. Women. Is that what I should be doing? Yes or no? Okay. That's the problem that a lot of people will do is they'll over complicate their life. The goal is to get married. The goal is to have a significant relationship. The goal is to be monogamous and build a future with that person. Yet you want to go and date seven people simultaneously and you're wondering, well, none of these people want to Marry me. Well, probably because you accidentally called Ashley Stephanie and you, you didn't remember Stephanie's favorite color was purple. You actually said, oh, Stephanie, I, I could have sworn the other night at dinner, Stephanie said, we didn't have dinner the other night. Now you just look like an idiot because you're playing multiple people. We all understand this. If you haven't done a deal, you stick with one person. You can understand their buy box. They give you positive feedback. That's what I do as a, as a buyer. Higher. When people bring me opportunities that is in my buy box. If you send me something outside of my buy box, guess what we're going to do? I'm not even going to reply to you. I feel like it's a good response is not giving you a response. If you send me something in Ohio and I told you multiple times I'm buying in Arizona, do you think it's probably appropriate and it's not disrespectful for me to just go, why am I, why would I reply to this? That I'm not even going to dignify that with a response? Do you guys think that's disrespectful or just a good way to educate? Okay, I'm not being disrespectful. In fact, I found years and years ago, 8, 9, 10 years ago, as I replied to bird dogs, oh, thank you so much for sending me that deal. It's not in my buy box. And I would spend all my time and energy away from other people sending me deals that were sending them into my buy box. I'm pouring energy into this person. They're. Oh, oh, I got a little treat. Pace said, thank you for sending this over. So I'm going to start sending him more Omaha, Nebraska stuff that he'll never freaking buy. So my team just has a process. We've learned the lesson. For 10 years, we've learned the lesson. If you send me something that's outside of my buy box, guess what you get? Zero response. So if somebody's ever sent my team a, an email and they go, pace, I didn't get a response. I already know why you didn't get a response. It's because you broke a rule. Okay, this is great. Shalisa, I think, is your name. It's a good name. I've never, I don't think I've ever heard that name. Shalisa, let me pull you up real fast. This is great. Shalis. Is it Chalice? Shalisia. Shalisa. Shalisa. Hi. How you doing? Great. You? Did I mess up your name? No, you got it right. Surprisingly. All right. Okay, cool. Great question. So can you re ask it for everybody else, please? How often should we hear back from the one buyer? Okay, cool. So this is a great question. Shalisa, right? Shalisa, have you ever dated before for. Yes. Okay, cool. Have you ever been in a relationship with somebody where you didn't have great communication either from you or the other party? Yes. Have you ever been in a relationship where you did have good communication from you or the other party and it was a better relationship than the other one? Yes. Okay, cool. So we're all adults. We know how to set up upfront expectations. Okay? So for example, when I met my wife 16 years ago, first date we went on, I said, I want to get married and I want to have kids. If you're not serious about having kids and building a family, don't go on a second day with me. I'll give you a hug at the end of the night, not even to try and kiss you. I am dead serious about being a husband, a father, a monogamous man, and I am only dating to get married. That's a pretty good upfront expectation, right? Yes. Cool. Don't you wish everybody was like that? I do. Okay, cool. So then one of some of the other things I said is, I said, here's what you're going to not like about me. And this might not be good. I love to work. I was born to work. I love to help people. I have an addiction to helping people. This is before I was even in Real Estate 16 years ago. I said, if you have a jealous bony in your body and watching me pour my energy into other people, I'm not a good person to go on a second date with. I love helping people. And you're going to wonder why. Why is he spending so much time and energy helping all these people? Why is he doing X, Y and Z? Literally, this is the first date I ever had my wife. So before we went on a second date, guess what? My wife has never been. My wife has never been jealous of any time where I spend my time. She's never worried about X, Y and Z. My wife knew immediately we were going to do X, Y and Z. My wife knew I wanted children. Well, guess what? I'm in a 16 year relationship. We rarely fight. Of course, once or twice a year I do something stupid. I have to apologize. I didn't communicate properly. But we can agree that these conversations are all set up with an Upfront conversation, Correct? Correct. Yes. Okay, cool. I say all of that to give you an answer to your question when I pick a bird dog. Because, guys, can we all agree that you are going to select your bird dog if. I'm sorry, not your bird dog. You are the bird dog. You are going to select your buyer, and you might have to interview two or three of them. Okay. Shalisa, you would imagine probably I'd be a pretty good person to probably do bird dogging for because I communicate and I like doing this business and I love helping people. I'd be a pretty good person to do bird dogging for, correct? Yes. Okay, cool. Sadly, if you brought a deal to me, you would not be communicating with me ever. And I tell that to bird bird docs. I go, I have a team. I don't look at the deals. My team makes those conversations independent of me. I find out we do a deal two weeks after we bought the deal, and I'm like, what the heck? Where'd the deal come from? And they're like, well, it came from an email. It came from one of your students. We bought the deal. And there's a system and a process. Process. So some people want a bird dog with me because they want to build a relationship with me, and they find out my first conversation, I'm not going to build a relationship with you by building, but selling me deals until after we meet at the property and I already own the house. And they go, man, I really want you to personally tell me what I'm doing well and what I'm not doing well. I go, I'm. I just. I got a business, and I'm a little bit more scaled. And so people have to make that determination. How many people? That would derail you from sending me a deal. And be honest. Honest. You will never get coached by me. How many people. See, there you go. Some people are like, not at all. No. Some people saying, yes. Okay, so can we all agree that you guys are going to have to make a determination on a personal level if you really vibe with this person that you're going to be sending opportunities to? Shalisa, can we agree to that? Yes. Okay, cool. So now one of the things I'm going to be training you guys on tomorrow, I'm going to give you a script on how to communicate with these buyers, because I'm giving you a list of buyers tonight. Okay. As we wrap up tomorrow, I'm going to give you guys some other cool things, contracts and stuff that we'll go through on Day three. But tomorrow I'm actually going to call some buyers and I'll show you guys the scripting and the upfront conversations we're going to have with buyers to be able to say, hi, my name is Pace. I'm brand new to this business and I want to find a deal for you. It's obvious that you're buying deals. Do you mind if I send you stuff? What's better? Text, email and they'll tell you and you go, hey, look, I'm. Because I'm new to the business. Do you mind if. If you give me some feedback on why that was a good deal or not a good deal? And if they say, I don't have time for that. Shalisa, based on what you need in your life and where you currently are in your career, obviously just starting out and trying to get your first deal, would you say that's a good fit for you and not a good fit for you? If they say, I'm not going to reply, I'm just gonna. If you. If I like it, I'll say yes. And if I don't like it, I'm not gonna reply. That's not a good fit for me. Me. There you go. Does it mean that's a bad person? No, they just don't work for me. Right. And you've been on do dates before, right? Where you like immediately, no. And you've been on dates probably before. You're like, Then you've been on dates with people are like, wow, this is amazing. Then you find out they're a turd later. Then you've been on dates with people that have lasted a long time. All four of those have happened in your life, I imagine, correct? Yes. Okay, cool. It's going to be the same thing with buyers. Okay? Okay. JAM has buyers. My best friend Jamil, who's on my TV show with me, Jamil has buyers I don't want to do business with. I don't like the way they operate. I don't like the way they communicate. Jam does, though. He's Canadian. They're freaking weird. Canadians do weird things and they communicate weirdly. I'm. I'm kidding. He's. He's my best friend. He's Canadian. So that tells you something, Right? So. But I have buyers that JAM doesn't do deals with because we. I have a personal connection with them. I like the way they do business. This. And I'll give you a very specific answer. I wake up. How many people in here have kids? Chalisa, you have Kids. Yes. Okay. The best time to get anything done is when they're not awake, right? Correct. It's like the second they're awake, they suck the whole energy out of everything. Right? That's it. But I mean, the best possible thing, I gave all four of my kids a hug and a kiss before I came up here. I love being around my kids. Not no shade on them, but I wake up. If you look at my, my morning calendar, I wake up between three and four o'clock in the morning every single morning. And I'm communicating, doing my job until about 7am what happens at 7am is those little tyrants, those little hellions, they all start waking up. And guess what I want to do? I want to give them attention because I love them so much. Well, if I'm, if my personality is an or early morning personality, shouldn't I be picking people to collaborate with that will communicate back to me during that time for frame? Yes. Okay. Because what happens, and we all have these relationships in our life, is that I send somebody a text early in the morning, then they reply to me late in the afternoon because that's their personality and their communication style. And what happens is we just missed the whole entire day because we did not sync up at that time. Correct? Correct. Okay, good example. When I was starting out in business, I hired a bookkeeper that lived in my town. And what ended up happening is I would send her fun stuff. I was on the river today. So I'm a couple hundred text messages behind Find. Okay, here we go. So here's what a bird dog is. This is bird dog. Earnest is actually a bird dog. He sends me these deals. Okay, hold on a second. My zoom is funky. I have to go between two different screens. So thank you for guys's patience. Okay, so here's what happens. Text, same thing would happen. She wouldn't reply until later in the afternoon when she caught up with her messages. I very quickly learned. I went to this Mastermind. I spent like 25, 000 to be in this mastermind. By the way, guys, masterminds, the great. They'll change your life. I meet a guy that's like, dude, just do time zone hacking. I'm like, what's time zone hacking? I didn't know what that meant. You know, not like I grew up in a family or learned this from school. He says, you live on the, on the west coast, hire somebody on the east coast. They're early, they're up three hours earlier than anybody else. So 5am Your time is 8am Their time. 6am Their time is 9am There. I'm like, oh, my gosh. Okay, so let me show you something. I'll give you a really good example, by the way. Is this helping answer the. You see all these deals that are just being sent to me over and over and over? And I'll reply to him sometimes, but a lot of times I don't reply because he's not paying attention. He's just blasting me with deals. Okay? I'm like, that's not my buy box. I've told you. No, I've told you multiple times. Don't send me Glendale deals. I've. I've told you multiple times. The second he sends me a question, I know it seems like it's not not, but is this answering the question for everybody? Absolutely. Okay. People will go, how do I select a buyer? And you're going to set yourself up for a lot of, I would say, letting. Being let down if you don't understand what I'm teaching you right now. So I've got my bookkeeper, her name is Tony Counts Mesa deal. I then reply, I'm like, oh, the 55 things deal is a killer, brother. Great deal, though. Just don't want 55. Plus. He goes, I know, it's a bunch of buzzkill. So he's a bird dog. He's sending me addresses. Where are these addresses coming from? They're coming from wholesalers, the people that are out in the streets. People I've talked. I know that's a really funny name because her last name is Counts. I swear to you, she not. Did not do that on purpose. Okay. Okay, cool. Let's do. I'm going to pull up a text message and I'm going to show you a text message that did not get replied to. Okay. From on my side. I did not reply to her. Why? Because she. Let's see here. Sorry, guys. I just want to show you guys that hopefully this is like the way you guys prefer to be taught. So check this out. Tony counts. Okay? She sent me a text the other day early in the morning, and I replied, obviously, you can see my reply here. Walmart is a grocery lot, right? Students of mine, people that are out there knocking doors, sending letters, going into appointments, negotiating with sellers, bring those contracts to Earnest, okay? Christopher says for me. There you go. So Ernest is just sending me anything in Arizona. Am I buying anything in Arizona or is Earnest order for a big meetup? I spent like fifteen hundred dollars for a meetup and bought a bunch of stuff and had People meet at my Montana house, had a big bonfire school. She then says hey, here's your housekeeper. You know your housekeeper, blah blah blah. I like the message. She randomly got my attention today at 12:25pm she then says can you send me the AMEX code? I'm trying to reconnect it to QuickBooks. What time was that? At 6:49pm Guess what I was doing hanging with you asking for me to say no a lot more times than he that I should be. I'm not buying everything in Arizona. It's not in my buy box. I did not tell Ernest. I told Ernest I don't want 55 plus I don't want million dollar homes, I don't want these cities, I don't want these things. But what Ernest does is he breaks the next rule, which is guys, she literally sends me a text message while I'm doing this. So I won't be able to reply until tomorrow morning. Well guess what? If she's waiting for an MX code and I need to be giving it to her within five or ten minutes, it's otherwise that code goes bad. Is 6:49 a good time to text me? No. And she knows that and I have a good relationship with Tony so she will like you know, randomly. She, I, I, I shot it out there just to see if you could reply. But guess what? Tony, no, he just sends anything and everything that's somewhat close to my buy box. So then what happens is he gets super frustrated and then he goes and finds 25 buyers hoping that one of those and he just over complicates the business. Can you guys see how fast you can overcomplicate the business? She knows if she didn't get a reply from me randomly in the middle of the day, what time is the best time to send pace more be a text message 4 to 7am in the morning. Okay, so she won't get the IMAX code until tomorrow. Cool. So the way, the time, the cadence, the personality, all of those types of things, you are going to need to interview multiple buyers until you find the person goes hell yeah, I would love to give you feedback. Hell yeah, I'd love to give you a reply. Yes, I think I can. It's like your buyer but I buy a deal every couple of weeks. Okay. You don't need usually reply within 6 to 12 hours. Are you cool with that? And you're going to have to make that determination of who you hunker down with and who you commit to. I'm going to give you 15,000 people. Those 15,000 people. Where do you live? Live? Cleveland, Ohio. Sweet. So what you're going to want to do is you're going to take that list and you're going to go and identify the people that are in Cleveland, Ohio. I've organized it for you. I've done the hard thing for you. I've spent the $4,000 getting all of those people's phone numbers. We Skip, trace them. 50 buyers. You don't need 25 buyers. You need one. In the beginning, if you please pay attention to this and write this down. If you have not ever done a deal. Deal. You need one buyer and one buyer only. You need one buyer and one buyer only. What happens is a lot of people will come to me. I'll be on a Q A possibly today and somebody go, well, Pace, none of my buyers want to buy my deals and I'm having a hard time like one. None of your buyers. You could just text them. We appreciate you for that. Well, I want you to do deals, right? So I'll give you those people's information and I'll show you how to reach out to them tomorrow. We can text some of them, but here's the reality, and I'll show you this tomorrow. How to do this, how to, how to have the upfront expectation and conversation and all of those upfront agreements. But you are going to have to make that determination. And that is going to be probably the hardest part of this whole process. How many deals have you done in your lifetime? Oh, I've never done a deal before. Awesome, awesome, awesome, awesome. So think about it this way. This might be a good analogy. Truly, everything I'm going to teach you guys this week, you don't need to worry about comping. You don't need to worry about paperwork. You don't need to worry about what the value of the property is or not a good analogy. I'm going to try this one out. I've never. This just came to mind, my mind. If I'm looking to get how to negotiate or how to contract. You don't have to worry about any of that stuff. Bird dogging truly is the simplest way to get your first, second, third or fourth deal. I'll show you the bad sides of bird dogging tomorrow when we first start out. But it is truly the simplest thing. The the hardest part is in the very beginning, you determining married, right? Get that deal. I'm looking to get married and build a family and a future with somebody. Somebody. Should I start out by dating seven people simultaneously? Where I can't give my undivided attention to any one of those seven women. Is that what I should be doing? Yes or no? Whether that buyer is the buyer you want to invest with. Just like dating, it's hard, right? You're sitting there interviewing them, you're talking to them, you're having dinner. You know, they find out they're lactose intolerant. You really love cheap. You're like, I can't live my life with a lactose intolerant person. I love cheese too much. Next, right? You're gonna have to have some of those conversations. And I would say that you're probably gonna have to interview five to seven buyers before you go. Okay? That's the problem that a lot of people will do is they'll over complicate their life. The goal is to get married. The goal is to have a significant relationship. The goal is to be. This is the buyer I freaking love. Okay? Buy. Yes. Did you ever, when you're in high school or like elementary, did you have a big group of friends, like 3, 4, 5, 6 people that monogamous and build a future with that person, yet you want to go and date seven people simultaneously? We're all like a bunch of girls that hung out with each other? No. No. And you're wondering, well, none of these people want to marry me. Well, probably because you accidentally called. Well, then my analogy won't work. You didn't have any friends. I had one or two. Okay, cool. But you had acquaintances, right? Yes. Okay. It's obvious that the one or two people resonated with you. It's not like you only had one or two people in your class. Correct. You just vibrated with those people a little bit differently. Right. Ashley. Stephanie. And you didn't remember Stephanie's favorite color was purple. You actually said, oh, Stephanie, I. I could have sworn the other night at dinner, Stephanie says, we didn't have dinner the other night. Now you just look like an idiot because. Yes. And it wasn't a weird thing. You just vibrated with those people differently. And it's just kind of because you're playing multiple people. We all understand this. If you have natural order, things kind of settled in. And within this couple of days of the school year, these were your people, and those were people that were in the room with you and your people, right? Yes. It's going to be the same thing, and it's going to be very similar. And you're like, ah, man, this person's. All right, this is cool. Let me interview another person here's. I. I'll give you a good example of this very specifically in with buyers haven't done a deal. You stick with one person. I'll call a buyer tomorrow. Okay. I'll show you guys how to do it and they'll hang up on me. You can understand their buy box. They give you positive feedback. That's what I do as a. I'll get somebody's like, oh, G, I don't know who you are. Click and they'll hang up. As a buyer, when people bring me opportunities that is in my buy box, if you that's pretty obvious. Then I'll call somebody tomorrow and they'll be like, yeah, send me something outside of my buy box. Guess what we're going to do. I'm not even going to reply to you. Yeah, we're buying. Yeah, yeah, yeah, we're buying. Yeah, well, yeah, send me, send me stuff. Yeah, yeah, yeah, yeah, yeah, yeah, send me stuff. Then I'll call another person and they'll be like, oh, my gosh, dude, we just sold a deal a couple of days ago. I'm on the hunt for looking for my next deal, man. I'm only buying like three deals. I feel like it's a good response is not giving you a response. If you send me something in Ohio and I told a year right now, but I definitely want to to buy a deal from you. I just want to give you that expectation. I'm only buying like two more deals for the this year. Then I'll talk to another person. That person's like, dude, we're buying a deal every other week. I can't get enough my hands on enough deals. I would love that. And yes, I do have time for feedback for you, man. Thank you for. How would you get my number? This is so cool that you called me. Thank you so much. Who am I going with? Out of all those people, the people who's doing the most deals that you have vibrated with. Yeah. And the person's like, super friendly and lovable and all of those kind of things. Right? Right. Yes. Cool. Have I given a good enough, like, deep enough answer on this you? Multiple times. I'm buying in Arizona. Do you think it's probably appropriate and it's not disrespectful for me to just go, why am I, why would I reply to that? I'm not even going to dignify that with a response. Do you guys think that's disrespectful or just a good way to educate? Okay. I'm not being Disrespectful. In fact, I found years and years ago, 8, 9, 10 years ago, as I replied to burden dogs. Oh, thank you so much for. And of course I'll show you tomorrow. I won't just tell you I'll show you tomorrow. But was that helpful? Absolutely. Any other question before I move on? No. Oh, somebody in the chat asked, what time do you go to bed for you to start your day at three o'. Clock. I'm interested in that too. Okay, cool. So I'm gonna give you guys an answer you don't want to hear. Sending me that deal, it's not in my buy box. And I would spend all my time and energy, energy away from other beer. I don't need a lot of sleep. I. I have like a biological amazing thing about me. I have people sending me deals that we're sending them into my buy box. I'm pouring energy into this person there. Oh, I got a little treat. Pace said, thank you for sending this over. So I'm went to bed last night at 11. I woke up this morning at 4, so I got five hours of sleep. I'm like a super. I start sending him more Omaha, Nebraska stuff that he'll never freaking buy. So my dude, it's freaking 7:40 at night and I'm like, like have all the energy. I went fishing. I was in the sun for five hours with 20 of my students. I came home, loved on my kids, did a whole bunch of stuff, and now I'm on a thing with you. I'm drinking water that's like liquid, you know that liquid IV powder. That's like no sugar. That's. That's what I'm drinking. I'm not drinking a monster or any energy drink. I was drinking this beforehand. It's like the ice thing. No sugar, no calories, whatever. The team just has a process. We've learned the lesson. For 10 years. Years, we've learned a lesson. If you send I just have a biological ability to me something that's outside of my buy box, guess what? You get zero response. So if somebody's ever sent my team a an email and they go, pace, I didn't get a response. I already know why you didn't get a response. It's because you broke a rule. Okay? Not need as much sleep as other people. Got it. That's it. And that's what my doctor says. That's what I found out. But you know what? I think it really is. Every day since I quit being a contractor feels like a vacation. And you wake up with purpose. I wake up. This is great. Shalisa, I think, is your name. It's a good name. I've never. I don't think up with purpose. And, like, think about this. Have you ever met somebody that's been in my community, like, Pace has changed my life. I've ever heard that name. Chalisa. Let me pull you up real fast. This is great. Chalice. Is it Chalis? You ever heard anybody say ever say that? Yes. Okay, I. Dude, I get that. I get Shalisia. Shalisa, that text message 40 times a day. Pace, you changed my life. Pace. I met my wife because of you. Pace, my son is just got his first deal. 4,050 text messages a day. I have 31. Felisa. Hi. Hi. How you doing? Great. You? Did I mess up your name? No. You got it right. Surprisingly great. Okay, cool. Great question. So can you re. Ask it for everybody else, please? How often should we hear back from the one buyer? Okay, cool. So this is a great question. How that. Shalisa. Right. Shalisa, have you ever dated before? Yes. Okay, cool. Have you ever been in a relationship with somebody where you didn't have great communication either from you or the other party? Yes. Have you ever been in a relationship where you did have good communication from you or the other party and it was a better relationship than the other one? Yes. Okay, cool. So we're all adults. We know how to set up upfront expectations. Okay? So, for example. Example, when I met my wife 16 years ago, first date we went on, I said, I want to get married and I want to have kids. If you're not serious about having kids and building a family, don't go on a second date with me. I'll give you a hug at the end of the night. Not even to try and kiss you. I am dead serious about being a husband, a father, a monogamous man, and I am only dating to get married. That's a pretty good upfront expectation, right? Yes. Cool. Cool. Don't you wish everybody was like that? I do. Okay, cool. So then one of some of the other things I said is, I said, here's what you're gonna not like about me. And this might not be good. I love to work. I was born to work. I love to help people. I have an addiction to helping people. This is before I was even in real estate. Sixteen years ago, I said, if you have a jealous bony in your body and watching me pour my energy into other people, I'm not a good person to Go on a second date with. I love helping people. People. And you're going to wonder why. Why is he spending so much time and energy helping all these people? Why is he doing X, Y and Z? Literally, this is the first date I ever had with my wife. So before we went on a second date, guess what? My wife has never been. My wife has never been jealous of any time where I spend my time. She's never worried about X, Y and Z. My wife knew immediately we were going to do X, Y and Z. My wife knew I wanted children. Well, guess what? I'm in a 16 year relationship. We rarely fight. Of course, once or twice a year I do something stupid. I have to apologize, I didn't communicate properly. But we can agree that these conversations are all set up with an upfront conversation, correct? Yes. Okay, cool. I say all of that to give you an answer to your question when I pick a bird dog. Because, guys, can we all agree that you are going to select your bird dog? I'm sorry, not your bird dog. You are the bird dog. You are going to select your buyer and you might have to interview two or three of them. Okay. Shelisa, you would imagine probably I'd be a pretty good person to probably do bird dogging for because I communicate and I like doing this business and I love helping people. I'd be a pretty good person to do bird dogging for, correct? Yes. Okay, cool. Sadly, if you brought a deal to me, you would not be communicating with me ever. And I tell that to bird, bird docks. I go, I have a team. I don't look at the deals. My team makes the those conversations independent of me. I find out we do a deal two weeks after we bought the deal. And I'm like, what the heck? Where'd the deal come from? And they're like, well, it came from an email. It came from one of your students. We bought the deal. And there's a system in a process. So some people want a bird dog with me because they want to build a relationship with me and they find out my first conversation, I'm not going to build a relationship with you by building selling me deals until after we meet at the property and I already own the house. And they go, man, I really want you to personally tell me me what I'm doing well and what I'm not doing well. I go, I'm, I just, I got a business and I'm a little bit more scaled. And so people have to make that determination. How many people that would derail you from Sending me a deal. And be honest, you will never get coached by me. How many people. See, there you go. Some people are like, not at all. No. Some people saying, yes. Okay, so can we all agree that you guys are going to have to make a determination on a personal level level, if you really vibe with this person that you're going to be sending opportunities to Shalisa. Can we agree to that? Yes. Okay, cool. So now, one of the things I'm going to be training you guys on tomorrow, I'm going to give you a script on how to communicate with these buyers, because I'm giving you a list of buyers tonight. Okay. As we wrap up tomorrow, I'm going to give you guys some other cool things, contracts and stuff that we'll go through on day three. But tomorrow, I'm actually going to call some buyers and I'll show you guys the scripting and the upfront conversations we're going to have with buyers to be able to say, hi, my name is Paige Case. I'm brand new to this business and I want to find a deal for you. It's obvious that you're buying deals. Do you mind if I send you stuff? What's better? Text email and they'll tell you, and you go, hey, look, I'm. Because I'm new to the business, do you mind if you give me some feedback on why that was a good deal or not a good deal? And if they say, I don't have time for that. Shalisa, based on what you need in your life and where you currently are in your career, obviously just starting out and trying to get your first deal, would you say, that's a good fit for you and not a good fit for you? If they say, I'm not going to reply. I'm just gonna. If you. If I like it, I'll say yes. And if I don't like it, I'm not gonna reply, that's not a good fit for me. There you go. Does it mean that's a bad person? No, they just don't work for me. Right. And you've been on dates before, right? Where you're like, immediately, no. And you've been on dates probably before. You're like. Then you've been on days with people are like, wow, this is amazing. Then you find out they're a turd. Later, Later. Then you've been on dates with people that have lasted a long time. All four of those have happened in your life, I imagine, correct? Yes. Okay, cool. It's gonna be the same Thing with buyers, okay? Jamil has buyers. My best friend Jamil, who's on my TV show with me, Jamil has buyers. I don't. Probably before you're like, then you've been on days with people like, wow, this is amazing. Then you find out they're a turd later. Then you've been on dates with people that. It lasted a long time. All four of those have happened in your life, I imagine, correct? Yes. Okay, cool. It's gonna be the same thing with buyers, okay? Jamil has buyers. My best friend Jamil, who's on my TV show with me, Jamil has buyers. I don't want to do business with. I don't like the way they operate. I don't like the way they communicate. Jamil does, though. He's Canadian. They're freaking weird. Canadians do weird things and they communicate weirdly. I'm. I'm kidding. He's. He's my best friend. He's Canadian. So that tells you something. Right? So. But I have buyers that Jamil doesn't do deals with because we. I have a personal connection with them. I'm business with. I don't like the way they operate. I don't like. I like the way they communicate. Jam does, though. He's Canadian. They're freaking weird. Canadians do weird things and they communicate weirdly. I'm. I'm kidding. He's. He's my best friend. He's Canadian. So that tells you something, right? So. But I have buyers that Jamil doesn't do deals with because we. I have a personal connection with them. I like the way they do business. And I'll give you a very specific answer. I wake up. How many people in here have kids? Shalisa, you have kids. Kids. Yes. I like the way they do business. And I'll give you a very specific answer. I wake up. How many people in here have kids? Shalisa, you have kids? Yes. Okay. The best time to get anything done is when they're not awake, right? Correct. It's like the second they're awake, they suck the whole energy out of everything. Right? That's it. But I mean the best possible thing, I gave all four of my kids a hug and a kiss before I came up here. I love being around my kids. Not no shade on them them, but I wake up. If you look at my morning calendar, I wake up between three and four o'clock in the morning, every single morning. And I'm communicating, doing my job until about 7am what happens at 7am is those little tyrants those little hellions, they all start waking up. And guess what I want to do? I want to give them attention because I love them so much. Well, if I'm. If my personality is an or early morning personality, shouldn't I be picking people to collaborate with that will communicate back to me during that time for frame? Yes. Okay. Because what happens, and we all have these relationships in our life, is that I send somebody a text early in the morning, then they reply to me late in the afternoon, because that's their personality and their communication style. And what happens is we just missed the whole entire day because we did not sync up at that time. Correct? Correct. Okay, good example. When I was starting out in business, I hired a bookkeeper that lived in my town. And what ended up happening is I would send her a text. Same thing would happen. She wouldn't reply until later in the afternoon when she caught up with her messages. I very quickly learned. I went to this mastermind. I spent like $25,000 to be in this mastermind. By the way, guys, masterminds, the great. They'll change your life. I meet a guy that's like, dude, just do time zone hacking. I'm like, what's time zone hacking? I didn't know what that meant. You know, not like I grew up in a family or learned this from school. He says, you live on the. On the west coast. Hire somebody on the east Coast. They're early, they're up three hours earlier than anybody else. So 5am Your time is 8am Their time. 6am Their time is 9am There. I'm like, oh, my God. Gosh. Okay, so let me show you something. I'll give you a really good example, by the way. Is this helping answer the question? I know it seems like it's not, but is this answering the question for everybody? Absolutely. Okay. People will go, how do I select a buyer? And you're going to set yourself up for a lot of. I, I would say letting. Being let down if you don't understand what I'm teaching you right now. So I've got my bookkeeper. Her name is Tony Kelly Counts. I know that's a really funny name because her last name is Counts. I swear to you, she not. Did not do that on purpose. Okay. Okay, cool. Let's do. I'm going to pull up a text message and I'm going to show you a text message that did not get replied to. Okay. From on my side. I did not reply to her. Why? Because she. See here. Sorry, guys. I just want to show you guys that hopefully this is like the way you guys prefer to be taught. So check this out. Tony counts. Okay. She sent me a text the other day early in the morning and I replied, obviously you can see my reply here. Walmart is a grocery order for a big meetup. I spent like fifteen hundred dollars for a meetup and bought a bunch of stuff and had people meet at my Montana house, had a big bonfire, school. She then says, hey, here's your housekeeper, you know your housekeeper, blah blah blah. I like the message. She randomly got my attention today at 12:25pm she then says, can you send me the AMEX code? I'm trying to reconnect it to QuickBooks. What time was that? At 6:49pm Guess what I was doing hanging with you guys. She literally sends me a text message while I'm doing this, so I won't be able to reply until tomorrow morning. Well, guess what? If she's waiting for an MX code code and I need to be giving it to her within 5 or 10 minutes otherwise that code goes bad. Is 649 a good time to text me? No. And she knows that and I have a good relationship with Tony, so she will like, you know, randomly. She, I, I shot it out there just to see if you could reply. But guess what? Tony knows. She knows. If she didn't get a reply from me randomly in the middle of the day. What time is the best time to send Pace Morbia text message message? 4 to 7am in the morning. Okay, so she won't get the IMAX code until tomorrow. Cool. So the way, the time, the cadence, the personality, all of those types of things, you are going to need to interview multiple buyers until you find the person goes, hell yeah, I would love to give you feedback. Hell yeah, I'd love to give you a reply. Yes, I think I can usually reply within 6 to 12 hours. Are you cool with that? That and you're going to have to make that determination of who you hunker down with and who you commit to. I'm going to give you 15,000 people. Those 15,000 people. Where do you live? Cleveland, Ohio. Sweet. So what you're going to want to do is you're going to take that list and you're going to go and identify the people that are in Cleveland, Ohio. I've organized it for you. I've done the hard thing for you. I've spent the $4,000 getting all of those people's phone numbers. We skip tracing them. You could just text them. We Appreciate you for that. Well, I want you to do deals, right? So I'll give you those people's information and I'll show you how to reach out to them tomorrow. We can text some of them, but here's the reality, and I'll show you this tomorrow, how to do this, how to. How to have the upfront expectation and conversation and all of those upfront agreements. But you are going to have to make that determination. And that is going to be probably the hardest part of this whole process, truly, everything I'm going to teach you guys this week. You don't need to worry about comping. You don't need to worry about paperwork. You don't need to worry about what the value of the property is or how to negotiate or how to contract. You don't have to worry about any of that stuff. Bird dogging, truly, is the simplest way to get your first, second, third, or fourth deal. I'll show you the bad sides of bird dogging tomorrow when we first start out. But it is truly the simplest thing. The hardest part is in the very beginning, you determining whether that buyer is the buyer you want to invest with. Just like dating, it's hard, right? You're sitting there interviewing them, you're talking to them, you're having dinner. You know, they find out they're lactose intolerant. You really love cheese. You're like, I can't live my life with a lactose intolerant person. I love cheese too much. Next. Right? You're gonna have to have some of those conversations. And I would say that you're probably gonna have to interview five to seven buyers before you go. This is the buyer I freaking love. Okay. Yes. Did you ever, when you were in high school or, like, elementary, did you have a big group of friends, like three, four, five, six people that were all, like, a bunch of girls that hung out with each other? No. No. Well, then my analogy won't work. You didn't have any friends. I had one or two. Okay, cool. But you had acquaintances, right? Yes. Okay. It's obvious that the one or two people people resonated with you. It's not like you only had one or two people in your class, Correct. You just vibrated with those people a little bit differently, right? Yes. And it wasn't a weird thing. You just vibrated with those people differently. And it's just kind of the natural order of things kind of settled in. And within this couple of days of the school year, these were your people, and those were people that were in the room with you and your people, right? Yes. It's going to be the same thing, and it's going to be very similar. And you're like, ah, man, this person's. All right, this is cool. Let me interview another person. Person. Here's. I. I'll give you a good example of this very specifically in with buyers. I'll call a buyer tomorrow. Okay. I'll show you guys how to do it, and they'll hang up on me. I'll get somebody's like, g, I don't know who you are, click, and they'll hang up. That's pretty obvious. Then I'll call somebody tomorrow and they'll be like, yeah, yeah, we're buying. Yeah, yeah, yeah, we're buying. Yeah. Well, yeah, send me. Send me stuff. Yeah, yeah, yeah, yeah, yeah, yeah, send me, me stuff. Then I'll call another person and they'll be like, oh, my gosh, dude, we just sold a deal a couple of days ago. I'm on the hunt for looking for my next deal, man. I'm only buying, like, three deals a year right now. But I definitely want to. To buy a deal from you. I just want to give you that expectation. I'm only buy. Okay. The best time to get anything done is when they're not awake, right? Correct. It's like the second they're buying, like, two more deals for this year, then I'll talk to another person. That person's like, dude, we're buying a deal every other week. Week. I can't get enough. My hands on enough deals. I would love that. And yes, I do have time for feedback for you, man. Thank you for. How would you get my number? This is so cool that you called me. Thank you so much. Who am I going with? Out of all those people, the people who's doing the most deals that you have vibrated with. Yeah. And the person's, like, super friendly and lovable and all of those kind of things, Right? Yes. Cool. Have I given a good enough, like, deep enough answer on this? This? And of course I'll show you tomorrow. I won't just tell you. I'll show you tomorrow. But was that helpful? Absolutely. Any other question before I move on? No. Oh. Somebody in the chat asks, what time do you go to bed for you to start your day at three o'. Clock. I'm interested in that, too. Okay, cool. So I'm gonna give you guys an answer you don't want to hear. I don't need a lot of sleep. I. I have, like, a biological amazing thing about me. I Went to bed last night at 11. I woke up this morning at 4. So I got five hours of sleep. Sleep. I'm like a super dude. It's freaking 7:40 at night and I'm like, have all the energy. I went fishing. I was in the sun for five hours with 20 of my students. I came home, loved on my kids, did a whole bunch of stuff. And now I'm on a thing with you. I'm drinking water that's like liquid. You know that liquid IV powder. That's like no sugar. That's. That's what I'm drinking. I'm not drinking a monster or any energy drink. I was drinking this beforehand. It's like the ice thing. No sugar, no calories, whatever. I just have a biological ability to not need as much sleep as other people. Got it. That's it. And that's what my doctor says. That's what I found out. But you know what? I think it really is. Every day since I quit being a contractor feels like a vacation. And you wake up with purpose. I wake up with purpose. And like, think about this. Have you ever met somebody that's been in my community? It's like, Pace has changed my life. Life feels like a vacation and you wake up with purpose. I wake up with purpose. And like, think about this. Have you ever met somebody that's been in my community? Like, Pace has changed my life. You ever heard anybody say ever say that? Yes. Okay, I. Dude, I get that. I get that text message 40 times a day. Pace, you changed my life. Pace. I met my wife because you. Pace. My ever heard anybody say ever say that? Yes. Okay, I. Dude, I get that. I get son is just got his first deal. 40, 50 text messages a day. I have 31,000 collective students. I've helped over 20,000 people quit their jobs. I am living the greatest life on the planet. So when you have that purpose and then you understand what life is all about, oh my gosh. I have a hard time wanting to go to bed. And then I get to watch my kids are in the world with me, my best friends. That text message 40 times a day. Day, Pace, you changed my life. Pace, I met my wife because of you. Pace. My son has just got his first deal. 40, 50 text messages a day. I have 31,000 collective students. I've helped over 20,000 people quit their jobs. I am living the greatest life on the planet. So when you have that purpose and then you understand what life is all about, oh my gosh. I have a hard time wanting to go to bed. And then I get to watch my kids. Kids are in the world with me. My best friends are doing deals. Everybody's making money. It is the coolest thing on the planet. I am so grateful. And. And the reason why I teach and I do, like, a live training once a month for, like, four days. What I love about my life is. Same thing with you. Have you ever found a restaurant you do, like, desperately loved, and you just want to share with everybody? I do. That's real estate for me, dude. I'm just like, oh, my God. How are you not eating this burrito down the road? This burrito is the greatest burrito on the planet. It. Got it. So, you know, you want to hear my favorite quote? Sure. Sure. Or yes? Yes. Okay. This will kind of tell you what. How I. I feel like I live my life. It's. It's the quote that our community, the sub 2 community lives by. I got to pull it up. It's a longer quote, but it's a. It's a phenomenal one. It's by George Bernard Shaw, and it is the true joy of life is the name of the quote. Okay, you ready for this one? Yes. Okay, I'm gonna put it in the side. I'm gonna. I'll. I'll pull it up on the screen so we can all just read it. You guys can see it, and I'll give you guys the link to it as well, so you can go pull it up. But this is why I love to teach. This is why I love to work. This is why, like, I do not. I'm nothing but a tool. That's all I am. I'm a tool to help other people. And guess what? Tools don't like. Like, we don't like being in this shed. I like to be used. I like to be beat up. I like to be used for a purpose. I do not want to be sitting around wasting my life without purpose. And I think you're probably the exact same way. So you understand what I'm talking about. So this quote. Joshua Jones gave it to us in the chat. Yeah, I love Joshua Jones. He's great. Great dude. So here's the quote. This is the true joy in life. Being used for a purpose, recognized by yourself as a mighty one, Being a force of nature instead of a feverish, selfish little clot of ailments and grievances complaining that the world will not devote itself to making you happy. I'm of the opinion that my life belongs to the whole community. And as long as I live Is my privilege to do for it, for it what I can. I want to be be thoroughly, thoroughly used up when I die. For the harder I work, the more I live. I rejoice in life for its own sake. Life for me is. Life is no brief candle to me. It is sort of a splendid torch which I have got to hold for the moment. And I want to make it burn as brightly as possible before handing it on to future generations. When I read that quote, I was like. Like, that's how I feel about my life every single minute. Oh, my gosh. And so I work so hard and I love all of these things. I wake up in the morning, I don't roll out of bed, I jump out of bed. I'm excited about hanging out with people. Like, I have think about my weird day, dude, three hours of work this morning, kissed on the kids, went out on the river, went fly fishing with 20 people that have never fly fish before. And I'm like, let's do new experiences and new things. We talked about real estate. I invited them to my home in Montana. My wife made them lunch. I broke away. I had two meetings. I then went upstairs and I started teaching you guys. I'll go back downstairs, I'll get with my kids and I'll go on the lake for two hours before 11 o' clock hits. And I get to do that all over. I honestly could die tomorrow and be like, yesterday was the best day of my life. So, got it. For those of you guys that are having a hard time with sleep, sleep, you're probably having a harder time with purpose and feeling like, man, do I really want to get up? Do I really want to do this thing? What's so cool? And I'll teach you guys this tomorrow. I actually. Can I tell you the one of the bad things I hate about bird dogging before I even wrap up for the day? Yes. The worst part about bird dogging for my personality is I'm not directly negotiating and getting the house under contract. I love and I'm obsessed with that part of the business. Business. I love meeting the seller, overcoming their objections. I love meeting the seller and helping them onto the next chapter chapter of their life. I love making sure that the agent gets paid. I love building those relationships. And guess who does not get to do that in this business is the bird dog. Right? And so it's super distilled, it's super simple. It's a way to get a deal. And it's nice to get a 5, 10, $15,000 check, but guess what? I missed out. I. I missed out on the greatest part of the business. Business. And so I don't do bird dogging that often. I will do maybe two bird dogs a year on big assets that I can't buy. That I'm not really at that level yet. But, man, I miss out on the greatest part of the business, which is that part I just described. So bird dogging is not a forever part of the business. You need to upgrade, and you need to start choosing another path in order to make larger checks and all of those types of things. But bird donging is one of the greatest ways to get your first deal. Okay, so there's somebody asking questions like, they can't wait. How many people are having a hard time sitting through an hour and 45 minutes? Where can we find your list of 15,000 buyers? Ariel, how many people are patient today? And you can actually hang with me until the next 20 minutes for me to give you that list? It is. And also, you know how many people were here when I played the video? The guy that couldn't pour himself coffee. Shalisa, were you here for that? Yes. Okay, so what's so funny? Okay, check this out, because I'm thinking Ariel probably came in late. I know. It's so funny because those people came in late. Here's what's interesting. I can give people the coffee, right? I can lay it all out for them. I can train them, show you that what's possible. I can bring in training and, like, actually do the work and show you. And then when it comes time for them to actually do the work, they won't do. They won't do it. They're so impatient, they think that the resource is what they need. I'll give you the resource. But if you're that impatient, you're going to have a really hard time tomorrow because you're going to have the resources, I promise you today. And you then are going to go, okay, well, what do I do with this resource? And if you're impatient, you're going to have our time sitting through an hour and a half of me calling buyers tomorrow. Please pay attention to me. Is tomorrow if I'm calling buyers that don't know I'm calling. Are there going to be a lot of down times and boring times where I'm not talking and you are going to be bored watching me not talking to somebody. Is that going to happen tomorrow? Yes. Yes. And that needs to be an expectation, my friends. That needs to be an expectation in this business. Is there's a lot of downtime when you're first starting. You go, man, I got this amazing list that pace literally spent $4,000 on for me. I got a $4,000 value. This freaking guy gave me this incredible resource. But then you're going to sit looking at this resource I gave you because you won't be patient tomorrow and you won't watch me actually do the business tomorrow, and you thought the resource is what you need, my friends, the boring stuff that I'm going to teach you tomorrow is what you need to change your life. Life. Please be patient. Please, please, please be patient. It's. It will change your life forever. Okay, Shalisa, you asked a great question. Thank you so much. Thank you. Appreciate it. Yes, absolutely. Okay, so with bird dogging, what's so cool about bird dogging? I mean, obviously there's a downfall to. To bird dogging, and we'll talk about those tomorrow. But what's so fun about bird dogging is do I need to go and cold call? Oh, that's really big. Do I need to cold, cold call at all? Anybody? Yes or no? Do I need to spend money on leads? Do I need to negotiate? Do I need to. Let's say they do follow up. Do I have to comp properties? Do I have to underwrite properties? Do I have to go borrow money and raise capital? Do I have to manage contractors? Okay. Name a fear that you would have in this regular real estate business, and I can tell you that 100% of all of these fears. Okay? 100 of all of these fears all get eliminated. Okay? They all get eliminated. You do not need. Now somebody's gonna go, well, you're cold calling buyers. No, guys, are you kidding me? If somebody is actively buying deals. Okay, they're actively buying deals. Here's a good question. Let's. Let's differentiate. Let's differentiate for Matthew Lapish says turn off the chat. Matthew, you can leave the zoom anytime you want. Okay, so let's think about this for a second. If somebody's in foreclosure, they're losing their house because they're behind on payments, are we a hundred percent sure that they are trying to sell their house? House, yes or no, Are we a hundred percent sure they're trying to sell their house? Yes or no? Okay. It's funny that some people are saying yes. It's crazy. No, you're not. 100 sure they're trying to sell their house. A lot of people are. They lost their job. They're trying to get another job and catch up on their payments. Just because they're in foreclosure doesn't mean they are trying to sell their house. Okay? That's crazy. A lot of times people go into foreclosure and they go to the bank and they renegotiate and they do what's called a loan modification. They do not want to leave their house. I would even say to you that 80 of people in foreclosure closure do not want to sell their house. Not only are they not looking to sell their house, if you call them, they're like, no, I'm not selling my house. That is cold calling. Because I'm calling somebody that I do not know needs the thing that I am calling about that is cold calling. Does that make sense? Can we say yes in the side chat? You now know what cold calling is? Perfect. Warm calling is when you know the person you're calling will be excited that you called. Hey, my name is Pace. I'm brand new to the business. Saw you bought this house on 123 Main Street. Want to know if I could bring opportunities to you that you could flip just like that. If I give you a list of 15,000 buyers and we know that they bought at least 20 houses this year and you're calling and asking them, can I bring you one more house? Do we understand the difference between cold calling and warm calling, my friends? All right, let's stop saying that bird doggers are cold calling buyers, because you're not cold calling. You are calling somebody that's like, oh, hell yeah. Thank you so much. I don't want to do cold calling. I hate cold calling. And when you guys learn how to do cold calling, you'll see I don't actually teach people how to cold call because I hate it. I don't want to do it. I will never call somebody that I don't know doesn't want to talk to me. Okay? Okay, Barack, I. I'm fearful to call on you because I hope that you're. I'm pronouncing your name correctly. Barack Obama is on our zoom today, guys. What's up, Barack? How you doing? I'm doing great. I'm doing great, man. Awesome. So you have a good question. Your question is. Is. Let's see here. Will you re ask your question? So I have to scroll up to it? Yeah. And my question was, do you need to comp and filter the best deals for the buyer? Not in the beginning. Okay. There's a great, really, really great question. So you do not. And I do not want People comping. So I'm going to explain a deal to you here in to you, and then you can ask me some questions and I'll basically talk as if I'm talking to you. Is that cool? Yeah. All right, cool. So I have a girl, I don't know if she's on here today. Kelly Humberger. Is Kelly Humberger on here today? What about contracts? We'll talk. Hey you, d'. Artagnan. Three Musketeers name, by the way. That's a cool name. D'. Artagnan. We're going to be talking about contracts on day number three, so stick around for day number three. I'm going to be giving you guys my contracts. It's about $5,000 with the contracts. I'll give those to you. Okay, Brian, say same thing. Same thing. Says, what about rehab costs? Listen to the story and then you guys will determine what the answer to your questions are. Sound good? Cool. So I have a girl, her name is Kelly Humbarger. And Kelly Humberger joined one of my communities called Top Tier tc. Top Tier tc. A TC is a transaction coordinator, a transact transaction coordinator. I'm sure you know what that is. But some. There's at least one person in the side chat that doesn't. A transaction coordinator is somebody that does all the paperwork behind the scenes for people like me, okay? They handle my onboarding of properties, my insurance, they handle the contract going to the title company. They, they do all the things behind the scenes that I never want to do. So Kelly Humberger joins Top Tier tc, which is a portion of our community that helps the sub2 community do all their paperwork, okay? They're doing deals, everybody's making money. Money. It is the coolest thing on the planet. I am so grateful. And, and she comes to me in January. She says, I want to make more money. How do I make more money than I'm making right now? I said, bird dog for me. She says, what's bird dogging? And I told her the same thing I told you, which is, Kelly, you go out and you find deals that I want to buy, okay? So here's Pace right here. Pace wants to buy fix and flips, right? I want to buy 20 projects a year. So I said, kelly, all you have to do is go and find all the wholesalers in town. And the funny thing is they're all basically all sub 2 members. So she went to the sub 2 community and she found a gentleman named Matt, okay? And Kelly, who's right here, Kelly says, so what do I do? And I go. I want you to go to Matt. I want you to go to every other wholesaler in sub 2, and I want you to just get them to copy and paste their addresses to you. Please pay attention to me, Barack and everybody else. Please, please, please pay attention. That is truly what's happening happening. Matt will send an address to Kelly, and the address will literally look like this. Let me show. Sorry, that's my backyard. Let me show you exactly what this looks like so you guys do not over complicate this. I already did a little bit earlier. I showed you Earnest sending me messages and what it looks like, just people sending me addresses. They are literally copying and pasting these from a wholesaler. Wholesaler sends them to. To. Let's see, Ernest. There's. We go. I don't know why Ernest has an. An Android, but whatever. I promised I'd stop teasing people about androids, but I just can't help it. I'm sorry, guys. Okay, so here we go. Let me pull this up. My zoom really hates me today. Sorry. All right, so here is what this looks like. Okay, so Ernest is literally getting the. These are the photos right here. And he's getting the. The address and the price from the wholesaler. That's all I need. Right? Hold on. Be patient. I'm laying the Runway. Please be patient. I'm almost done with the story. So it is literally copying and pasting. I'm going to say it again because you're going to over complicate it, everybody. It is literally copying and pasting Ernest who. That is a text thread with Ernest. Ernest is getting all the wholesalers in town to. And he's just saying, hey, guys, I have a buyer. Buyer's me. Hey, guys, I have a buyer. Please send me at anything that you guys get under contract. Please send it to me. I will. I'm going to present it to my buyer. What is Ernest doing? What is Kelly doing? Doing Kelly. This is what Kelly did. This is what you will do when you bird dog when you find the right buyer, this will answer your question. Then I'll. I'll. You will do when you bird dog, when you find the right buyer, this will answer your question. Then I'll. I'll. You'll go to your second question. Kelly then takes that and copies and pastes the same exact thing, not including any sort of markup. Please pay attention. I'm about to get into some math. You guys are going to ask the question, how do I know what my fee should be? Please pay attention. You'll Go to your second question. Kelly then takes that and copies. So Matt sends her a price. This is actually a property on Mahogany. I currently have it listed. We've already put $100,000 into it. The property is now already on the market. I'm going to make probably about $80,000. Flipping the house. Matt sends it to her for $640,000 and paste the same exact thing. She gets it into her cell phone. She then takes that property and sends it to my team at $640,000 and says, I have no markup on that price. Please let me know what you guys think about this house. House not including any sort of markup. Please pay attention. I'm about to get into some math. You guys are going to ask the question, how do I know what my fee should be? Please pay attention. This is going to answer your question. Did she comp. Comp that property? Did she add her price? Did she go in and say, hey, guys, I looked at this to make sure this is a good deal. Did she do any of that? Yes or no, Brock? No. No. My team then came. My team comped the property because why do I want a newbie comping a property for me? I definitely don't. I don't even. I don't respect wholesalers comping properties for me. I will comp my own gosh dang property. Just tell me the price you're thinking you want to sell it to me for and I will reply back. So we replied back to Kelly. Okay. You following the chain of events here? Yeah, I mean, that. That. That answered the question. The fact that. So Matt sends her a price. This is. I know, but hold on, let me finish it all the way because I know there's other. I'm not. I'm using your question to not answer you. I'm using your question to answer everybody else. Okay. I'm actually not talking to you, Barack. I'm talking through you. And you are doing me and everybody else a favor. So thank you. So my team then replies to Kelly and says, hey, Kelly is actually a property on Mahogany. I currently have it listed. We've already put a hundred thousand dollars into it. The property is. 640 is too high. We will buy it at 600 and if you can get it at 600, we will then pay you $10,000 on top of that. So essentially, I'm buying it for what price, Barack? 610. There you go. Boom, you got it. Kelly then goes back to Matt and says, now already on the market. I'm going to make probably about $80,000. Slipping the house Matt sends us, hey, my buyer is good at 600 and they will pay my fee on top of that. Are you good at 600? Matt says yes. Who then does the paperwork in this scenario? Kelly to her for $640,000 or my team? You do. I do. So although I'm going to show you guys how to do the paperwork on day, I'm going to give you guys all the contracts tomorrow afternoon on day three, I'll show you how to go through the contracts. Most of your really good quality buyers prefer you not to do the paperwork. Why? Because we know how to do the paperwork. We don't need you messing up the paperwork. Does that make sense? I want you communicating with all the wholesalers. And can I tell you why you're providing value? I've already explained this but people need it like five times. My team's busy flipping houses. My team's not holding wholesaling. Okay, we're flipping houses. We're buying and wholesaling or we're buying and holding properties. I'm not busy wholesaling and going out and knocking foreclosures anymore. I did that. She gets it into her cell phone. She then from 2012 to 2020 I've upgraded to being an investor years ago. Do I still wholesale from time to time? Yeah, usually one to two deals a month. But I'm not a wholesaler. Her I'm not in the business of doing follow up and CRMs and all of these things and cold calling and I'm not doing that anymore. Please pay attention. Takes that property and sends it to my team at $640,000 and says I have no markup to me, everybody please pay attention to me. This is super important. This is going to go in one ear and out the other. Wholesalers are a fly by night industry which means some wholesalers will be in business for six months and they will either quit on that price. Please let me know what you guys think about this house or they will upgrade out of being a wholesaler into being a flipper or being a buy and holder. So do wholesalers stay wholesalers forever? Barack? No. No. So do I have the time as a fix and flipper to constantly keep up to date on who all the wholesalers are? Yes or no? No. No. So if a bird dogger, their job is to go to meetups and network and go into the sub 2 community and their job is to keep up to date on who is actively wholesaling. Do you see the Value that they provide to somebody like me who doesn't have time to do that. That, yeah, that was a great, great explanation. Does everybody understand this is going to answer your question? Did she comp comp that property and what value a bird dogger brings to people like me? Give me a yes in the side chat if you do now. So people that are still wholesaling are probably teaching wholesaling. Sorry, I teach wholesaling too, but I don't need to wholesale. I did that. Okay? Like I don't need to teach, I don't need to be. Did she add her price? Did she go in and say, hey guys, I looked at this to make sure this was a good kindergarten to teach you how to read. I, I, I did that. I learned how to read. I could teach you how to read. Wholesaling is a gateway drug into business, into the business of real estate. It's not meant to be a forever business unless you are teaching, okay? The actual thing that you need. You will never retire from wholesaling. Write that down. You will never, ever, ever, ever retire from wholes. Never. Tell me one wholesaler that's retired wealthy from wholesaling, not one person in the industry you'll ever be able to tell me that, okay? Why is that? Because real wealth is built with buying and holding a portfolio and growing it and getting the appreciation and the tax benefits and the cash flow. But in the beginning, why people wholesale is because they want active income, okay? Same thing with bird dogging. Bird dogging is active income is. Well, but wholesalers don't stick in the game for a long time, right? I'd say the average wholesalers in the game for probably a year to two years and then they upgrade and they start raising money and doing their bigger deals and doing developments and raising capital and doing a syndication and doing all of those types of things, which is what I teach people to evolve through. If you ever ask Pace, what do you teach people to do? I teach people to do what I did. I start in the beginning basis of where I'm at and I show people how to scale into the future business businesses. Wholesale is not a forever business, okay? So wholesalers are constantly evolving. And so the value that Kelly brings to me is constantly staying on top of like who's active, who's not active. And she's networking, okay? Her job is okay. Her job is to bring those wholesalers deals to me. I don't want to keep up to date on them. I don't want to keep up to date on who's active and not active. I just want her to send deals to my team, team me, give her feedback. She gets the feedback. And then what ultimately happens, even with Kelly, is what do you think happens with Kelly? Do you think Kelly's going to be a bird dog for that long? No. The longest time that anybody has ever bird dog for me was five deals. It's the longest I've ever seen the average person bird dogs. Two deals to me. And then what they do is they go get two or three other buyers. Then they go, oh, man, I know how to do this. I got cash in the bank. I'm going to start wholesaling. Oh, man, I'm going to go fix this flip. Oh my. I can get my first rental. And ultimately you will not be a bird dog forever either. Are we all okay with that, guys? Are we all okay with not being a bird dog forever? Cool. So no, I, I as the buyer, Barack, great question. Are there buyers out there that will go, dude, you didn't even comp this like fu. Will there be buyers like, like that? Yeah. So the question arised, or I thought of this question, because I've been looking at a lot of deals and the ARV just isn't correct. Which is why I was like, if I'm going to be sending this to my buyer, I don't want to send him incorrect info and mislead. Okay, so you're talking more about the buy box, not the price. Okay, so the price is very different than the buy box. Okay. The buy box is like, I don't want to be on busy streets and have power lines in my, the back of my house house. I want to be in Tempe Maricopa, blah, blah, blah. What people are doing is very obvious. You do not need to be educated on. When I say, hey, please send me stuff in Tampa, Florida and you send me something in Omaha, Nebraska. Do you need me to educate you on that? No, you don't. That's like insanely crazy that people do that. But when I tell you people over complicate bird dogging, that's what I mean. And I've done a lot of one on ones with people that go pace. I've seen sent and I'm going to give you guys a couple of fun stories here. Barack and do you mind if I keep picking on you a little bit? No, no, go for it. Okay, cool. So how many addresses did Kelly send me before she got her first deal? 10. She sent me eight. Great. Really good guess. Okay, she sent me eight. Which is actually very, very, very low. Okay, that's impressive. She sent me eight. So here's how this works. Works, okay? The first house she sends me, we say, no, but. And what do I mean by that? I say no. We don't like the price you sent it to us at, but we would buy it at that price. Okay, makes sense. Yeah, same thing. Number two, number three, number four, number five, number six, and number seven. We said no, but we'll buy it at this price every single time. So we gave her feedback on every one of those. The price was not her problem. Problem. Okay, she was very smart. Why was her number so low? Why did she get her deal on her. Her. Her eighth deal? Why? Box was on point. She had the buy box. She wasn't sending me stuff in Omaha freaking Nebraska. That is so, guys, does anybody in here need to have a lesson on geography? Like, if my buy box is Tempe, Arizona, you don't need to be sending me stuff in Scottsdale, Arizona. Does anybody need that? Okay, if you did, we all should call your mom right now and we should yell at her. Or maybe not yell at her. Just tell her that we're disappointed in you. Okay, so she was really good about that. So she's sending me stuff that's in my buy box. Like my area, my house size, all of that type of stuff. The price is not important to me because I'm going to give her the price I would buy it at regardless. Does that make sense? Yeah. Cool. So I'm gonna give her feedback on the price. It's always too high, by the way. Like, literally, like almost a hundred percent of the deals we've ever bought. I had to come back and go, that's too high of a price. But I would buy it at this, like, I would probably venture to, say, 95 of the time we're giving feedback. Then the bird dog has to go back. The whole seller goes, hey, my buyer likes it, but they need it at this price. Okay, that's like 95 of the time. So then, Daje, I have another girl that I might even bring her on here tomorrow so you guys can see her. But Daje, she sent me a deal. She got her first deal. This was a couple of months ago. Daje got her first deal in six houses. She sent me six houses. We said no, but to how many, Barack? Five. Five. Okay. Now, Maddie, have you been following the homeless lady that I helped? Yeah. Okay, cool. Do you know how many houses Maddie sent me? No. 47. Why was it so much higher? She didn't follow the rules. She got shiny object syndrome. Actually, there's actually two reasons why. Okay, the first reason why I love Maddie. She's honestly, like, one of the most. No, it. It has nothing to do with the base knowledge. Knowledge, Cali. Nothing to do with base knowledge. The first reason why she sent more than the average, by the way. My average, okay? My average amount of houses I need to see before I give you a yes is 30. Can you. Can we all write that down, please? My average. Now, your buyer is going to be a little bit different, but the average I have is 30. Can. Okay? Maddie was 47, I believe. And the number one reason why is because she has a crappy phone. What does that have to do with anything, Pace? Well, here's. Here's what it has to do with. There were times. Sorry, guys, I keep pushing the wrong button. There were times where she sent deals to my team that we said yes to, but by the time she got the freaking message, which she got, she has a government issued phone that's completely shattered. It's an Obama issued phone. Back in Obama days, Obama did this cool thing where he made sure that the government would give people free phones, okay? And she still has one of these phones, but it's smashed and shattered and you push it. It's so bad. It's so, so, so, so bad. There were houses I said yes to, but by the time she received the message and then went back to the wholesaler and said, hey, I want this deal. My buyer's good. Those deals were already what? Taken? Taken and sold. Right? So time timing is what screwed up her number. That was the first thing. Her phone and her timing the second thing. And Maddie might be on YouTube right now. She probably is. Actually. She asked me to make sure I was streaming on YouTube today because she her. Check this out, guys. I'm. I want to just point something out to everybody on here. A woman who is currently on my YouTube live stream, I would not have streamed on YouTube if it wasn't for Maddie. Today, a lady that was. That is homeless currently. She's in a women's shelter right now, is on YouTube live watching this training. Okay? She got her first deal. The reason why I'm streaming on YouTube live. Do you know why? Is because her government issued phone will not even let her get on Zoom. That's the resources. She has no base knowledge, no license, no money, no experience in real estate whatsoever. And she still got her first deal doing bro dogging. Okay, do not give me this crap of people like oh, base knowledge, dude, literally this is a 59 year old black woman. Okay, I'm not being racial. Actually I am being racial. Not being racist, but I'm being racial. We can all agree that typically I have a little bit easier life. A white male in America grow grown up in a family in a semi affluent neighborhood. I have more leg ups than a woman woman who grew up in Connecticut with a, with a bad background. Do we all agree with that? She started at 59, real estate at 59. She grew up in a black background. She's gone through multiple divorces. She's been on the streets for four years. She has way more disadvantages than anybody in here. I can guarantee it right now. There's always somebody that thinks they have it worse. There's always a victim. Ah, we have it worse. I have three kids. You don't know how hard it is to be a single person. Old mom. Okay, I want to let you guys know, hopefully you, maybe one of you guys could be one of these people. But I'm going to be actually the next person I'm going to help is actually a single mom with three kids. Because I have this lady DM me. She says, you have no idea how hard it is to be a single mom with three kids. You keep saying Maddie has it worse off than anybody else. I promise you, I have it worse off than you or worse off than Maddie. I'm like, okay, I'm going to take on in probably October or November this year, year, I'm going to take in like 500 applications of single moms with at least three kids, no other income other than their own. And we're going to do a raffle and I'm going to help that person get their first deal. Guess what it's going to be? It's going to be a bird dog deal. Okay. Okay. Eva Ortiz says I got six. Cool. All right, so my point of Maddie is this. She got her first deal, took her 47 houses, which means she got 46 no's and one yes. The second reason why she it took so many houses is she was sending me like apartments in Atlanta, Georgia. Okay. I told her specifically, only Arizona deals multiple times. Okay. I told Maddie so many times, please stop sending me multifamily deals. Maddie, we're trying to do a single family house in Arizona. So do you see guys that she's sending me stuff that does not fit my buy box and it had nothing to do with price. It literally is like she's. And her thing was like, well, aren't you, you'll buy apartment building? Like, yes, Maddie, but this buy box that you're focusing on. I also buy businesses. I'm not teaching you how to buy businesses. I also buy apartment buildings. I don't want you to learn how to buy apartment buildings. I'm buying RV parks and mobile home parks. I don't want you learning that right now. Let's focus on the single family thing right now in your backyard. And I had to tell her that like three or four times in a very loving way. I, by the way, I love her. She is so sweet and she's so positive and she's so awesome. So a lot a good portion of the amount of houses that she had to go through. Now, how many, how many days did it take her from the day I met her to the day she got a check was like 20 days. 20 days. Okay. What was interesting, I don't know if she, she. I think she'll be okay with this. Her and I had a conversation when I first met her. As I said, maddie, I need you to agree to let me record everything that we do together. Okay. So here's the day she got her first contract, which is awesome. This was just couple months ago. This is May 27th. I've been in Montana for the last couple months. So she has her and I haven't hung out a lot. Let's see. See the day she got her first contract. This is mind boggling. We go to get her a her contract and I want to show you guys something. Why would it do that? This video is playing on the TV using airplay. I don't want that. I don't want you freaking doing that. Get out of here. Right. Let's go to air drop pieces, MacBook Pro. Go. Okay, so I'm going to show you this really cool thing. She gets her first deal. It's a $5,000 check. She got $5,000 on her first deal. She sent me 46 houses. We said yes to like the 25th one, it was too late. She. It already sold. Then she sold me on Memorial Day. I think it was like. I don't know if it was Memorial Day. It was a holiday. She got her first deal like everybody else is barbecuing. This lady's laying on a cottage in a women's shelter with 50 women around her and she is sending me an address. I said, she gets to this address, I go see the house. I go, yeah, I'll buy this deal. Okay. And a week later. So it was Monday, a week later, on Friday So five days later, her and I are at the bank getting her a check. And the bank was like, we're not even to let you deposit this. This bank account has had no money in it for, like, four years. You know, she, like, she's up against multiple different walls that nobody in here really has that same problem. Here's the video. I was just downloading this. So this is me dropping her off right after. Right after. She just got a $5,000 check put in her bank account. Guess where she's being dropped off to? She's being dropped back off at her shelter. Her. And guess what they do? They go through. They make her take her shoes off. They frisk her. They do all this stuff. And I'm sitting here watching this. I'm like, this poor lady just had this massive triumph. She just had this massive triumph where now she has money in her account. She got her first real estate deal, and now they're frisking her to let her get back to her bed. You know, like, think about how, like, demoralizing that really can be. And all she did. Guess what she started doing? Just sends me more deals. Just sends me more deals. She's just on it. Dude, this lady is freaking consistent and persistent. I am so proud of her. So, so, so proud of her. Okay, cool. So did she have to comp any property? No. Did she have to do the paperwork? No. When you find the right buyer, they'll do all of that for you. Okay. So, Barack, any other questions on this? And no, I think that the. The. The point that helped me a lot was the fact that the buyer will just offer the price that he's willing to pay, and that that's where it kind of just goes from there. So thank you. Yeah, absolutely. Now, I. There's times where my team does stuff I don't love, just being transparent. My team will answer stuff people make. Sorry, not a deal for us. And then I have. Somebody will come to me and say, pace, your team's not giving me feedback. And then I have to go to my team, go, guys, why are we not giving feedback? Right? Because takes time. I'm like, yeah, but that's a marketing thing for us. Like, we need people to understand why that's not a good deal so they understand how to find us better deals in the future. So there's tweaks and problems. Like, my team's not perfect. Nobody's team is going to be perfect on buying deals. But you will find your right buyer, and I'll show you guys how to do that tomorrow, which will be a lot of fun. Has today been a good day for everybody? Should we do a couple of Q and A? How many people give this, like a 10 out of 10 training today. Like, you open up your eyes. Good analogies. The way I explain things could, like, really got you to a point. Like, I understand this. This is possible for me. I don't have to comp. I don't have to worry about the big worry. I can do this. I don't need a. I don't need credit. I don't need money. I don't need to worry about the paperwork or, like, understand, like, all of the things I was afraid of doing. I can do this. How many people feel like that? You can do this? Can somebody say yes or I can do this in the side chat so I can see it. Give me some energy for tomorrow. Say, I can do this, I can do this, I can do this, I can do this. Okay, I love that. How many of my. How many of my haters are in here today just watching me be better teachers than them? How many. Where are my haters? Are any haters in here? I get people that, like, follow me on social media. Like, what is Pace up to now? Let me go and watch him teach. Teach. Why do people. Why are thousands of people watch it? Show up to this guy. I'm gonna copy. And guys, it's all free to the world. I'll give it all away, okay? I have no courses to sell. I have no. And no mentorships. I do have a country club. I have a. It's called the community. I have a paid community, but I do not have a course. I give all that stuff away for free. Because if information was going to change your life, we'd all be billionaires. Chat. GBT is a thing, right? Y' all need more information. No, you need information relate to you in a way that actually makes sense to you. You need stories. You need things to add gravity to the situation. And then you need somebody to reach out and actually help you out. Okay? So all you guys out there that are haters that just want to copy and emulate, copy and emulate all you want. Please, please. The more people learn this, the better off we all are. Okay? So I want to give you guys the 15,000 buyers. Listen, I'll be doing that, but I want to go through. Let's see, I'm 17 minutes later than I wanted to go tonight. But I do want to go to a couple of Q A. So. Barack, I already went to you you had a great question, bro. Thank you for that. Chelsea, let's see if. Chelsea, you raised your hand a long time ago, so let's see if you still have a question. Chelsea, what do you got? Okay, no questions. Okay. Let's go. Gabriel, I already had you. Let's disable you. Okay. I'm gonna just lower everybody's hands real fast. If you have a question specifically to bird dogging, please raise your hand. If you do not have a question of bird dogging, I will immediately mute you. Please only ask a question as it pertains to bird dogging. Zyra, how you doing? Zyra? Malik, malik, malik. 5, 4, 3, 2, 1, 0. If you don't know how to unmute yourself, you're gonna have a really hard time asking a question. Anthony Martin, how you doing? Doing good. Doing good. How about yourself? Really good. What do you got for me? Really quick? So I've been watching your videos on YouTube, trying to get a little bit ahead, and did mention going to the Facebook group to try to find buyers. Is there a way that you could get on that Facebook group and kind of show me the difference between what a buyer is posting, what a wholesaler posting, or something else? Because it's. To me, it's kind of hard to different differentiate between buyers and wholesalers on there. Yeah. Because they lie. Right? This is why this is. It's a free Facebook group. Nobody's paid me anything to be on the group. They're lying to you. And so if they're lying to you, they're going to be lying to me, too. Too. Okay. I can go in and be like, ah, this person's probably not a buyer. This person's probably not the thing that they say they are. But the best thing to do to find a legitimate buyer, Anthony, is just take the 15,000 person list that I'm going to give you here in like, 15 minutes and just call on that list because I know those people are buyers. Does that help make sense? Absolutely makes sense. Thank you. Cool. Joshua Walters. What up? Not much. I'm just curious how I'm going to be able to do this remotely from Canada. Okay. I, I. Do you have another device going on or is it just one device? This one. Okay, cool. Yeah, yeah. Some feedback. Okay. So I roll my eyes and grimace a little bit because this question's been asked to me multiple times. So let me ask you a question, Josh. Joshua. Can I, from Montana, right? Your. Your cousin to Canada. Can I, from Montana, do a deal in Florida? Yes. So how do I physically do that is it because the Internet exists? Yes. So how is it any different from Canada to Montana or Canada to Florida or Canada, New York? How is it any different? It's not. So where's the question come from? Help me understand where that question comes from. Well, mostly because I have a criminal record, so I can't fly to the States. Nobody cares if you have a criminal record in this business, bro. Okay? And you don't need to physically be anywhere to do this business. All right, Perfect. You're. Let me ask you a question. You're copying and pasting addresses that somebody else got under contract to a buyer who's going to buy the deal. What part of you needs to fly down to the States? None of. Thank you. Great question. I'm sure that there's other people actually had that. So I. By the way, you guys got to understand my teaching style. Whenever I need to make a point really strong, I will tease you like a big brother or I'll get like really intense with you. Do we all understand this is a te. Teaching mechanism? It's not how I actually feel. Joshua. Yeah. I love it. Okay, cool. Thank you, brother. No worries. Okay, let's see. See, my screen is really dim today. Lee Hoffman. What do you got? Lee Hoffman. Hey, Pace, got a quick question. Can you talked about only having one buyer in the beginning. Remember? In the beginning. Just for the first deal. Now here's the other thing, Lee, you live in America. Yeah. Okay. Have you ever. Have you ever been at a four way stop sign? Like there's four stop signs, lines, and you're the only person there, you know, you're the only person coming up on the four way and you just decide not to drive through the stop or you decide not to stop. Yeah. Okay, so rules are okay to be broken. You just have to be smart enough to break them. Here's the problem, okay? When I'm teaching to 2,000 people, which is what I've been doing today, I have to make rules for those 2,000 people, assuming that they are going to over complicate it and they're going to screw it up. Here's what I mean by that. I know that stop signs are important. I know that. You know that. But I don't need to freaking stop my voice.