How to get FREE pocket listings using batch and the paynless crm

What is up everybody? Today is the Wednesday batch leads call where we show you guys how to do deals using batch leads and pure effort and strength and intelligence and just working hard. All right, what's up Landry, Nathan? How you guys doing today?

Great, excited to be on here. It's been a while. Well, I mean, I did just see you, which is, you know, but still feels like it's been a long time already.

Yes, yes. And Nathan Payne, you're here. For those of you that are watching this, they don't know who Nathan Payne is. Give us a quick 20-second intro.

Oh yeah, wasn't expecting that. Um, yeah, this has been a little while since my last time on the Batch Call. Yeah guys, I work with Nathan Payne, um, doing real estate, showing you guys how to do it the painless way. Uh, we, we've definitely gone through the school of hard knocks on all the hard ways of doing it. So hopefully we're going to be able to spend a little bit of time with you guys today on, on showing you a little bit about how we use Batch, how we use some other really neat tools, and hopefully make it much easier for you guys than it was for us when we first got started.

Yes, because what everybody wants, Nathan and Landry, is they want leads. They— everybody's like, where can I get leads? Where can I get— and especially if you say free leads, oh my gosh, that's so exciting. For everybody that's watching this live, I know we got a couple people on here, give us a shout out, let us know where you're watching from. It means a lot. This call is interactive, so it's not just so much that we're just talking and we don't care. We want to know what you guys are up to. So where are you watching from, and if you want free leads? Because if you want free leads, you've come to the right place. So we're going to talk today about how we use batch leads to get pocket listings for free. First of all, let's address what is a pocket listing. A lot of people don't know what that is. Landry, do you know? Or Nathan, do you want to take it? What do you— Landry, do you want this one, or do you want to take it?

I mean, isn't a pocket listing just something that hasn't hit the market yet, so you get it from an agent that hasn't listed it on the market?

Dude, well said. Better than I could ever said.

Hey, if you want to add anything I do actually. One, one quick thing I love to throw in there is because sometimes we get the question like, why would an agent ever do that? You know, that's what they do, they list things on the MLS and, you know, that's way— that way they can get highest and best. Why would they ever want to sell something as a pocket listing, you know, direct to a cash buyer or investor or anything like that? Guys, if we look at real estate agents, they get paid a percentage off of the total sale price of the home. So typically an average is about 6% agent commission on the sale of the, the price of the home being sold. So if a home sells for $500,000, it'd be $500,000 times 6%, and then that's what would be the agent commission. Now, guys, for us as investors, right, we like stuff that there's some distress. We like buying things at a deep discount. So that same house if it's all fixed up brand new, you know, that an agent's going to make a lot of money when they can sell things at a really high price point. But if it's a house to where, oh man, this thing might only sell for like $180,000, that same agent's like, oh, I don't want to go through all this work of listing the property, you know, dealing with all the buyers, dealing with investors, you know. And then at the same time, 6% of $180,000 is way less than 6% of $500,000. And so where we're able to come to the table is, hey, Mr. and Mrs. Agent, we're able to present an option to where, hey, you don't have to go through the headaches of listing this whole property, all this stuff, and only getting a tiny commission. A lot of times we're able to pay you a fee that probably is going to be more than if you were to list the property and save you all the headaches in the process. So that's just an example of kind of why on earth would an agent want to do that?

The why is so important too that nobody talks about.

So powerfully said. And Nathan, I don't know, I want to call you out, bro, but I don't know if that math made sense. You said half a million at 3% or maybe I heard wrong.

No, 6% of $180,000, $500,000 versus if a cash offer was only able to pay like $180,000. I'm saying $500,000 if it was fully fixed up. Oh, fixer-upper to where it needs a bunch of work and there needs to be room for an investor to make money and all that stuff. You know, cash offer might be as low as like $180,000. That's a little bit on the low side.

No, no, very true, very true. And everybody, the reason I just asked that is not to call you out, Nate, but it's important everyone understands how percentages work when we're with agents. They get paid a commission. So a lot of times you guys are like, oh, how do I make it work with an agent? The seller pays the agent. That's the— you know, it's rep— the seller— the agent is representing the seller, so you don't even have to worry about it, everybody. So Um, the seller will take care of it. And that's exactly what happened to me the other day, everybody, is I, um, yesterday I got a pocket listing for free thanks to batch leads and then putting it in my CRM and automatically doing agent outreach using my drip sequence. Okay, and, um, again, this isn't to like sell my CRM. You guys use any CRM, you just have to set it up like that. But if you do want to check out PainlessCRM, just type it in, painlesscrm.com, and I'll show you exactly what it looks like. But let's go right into Um, batch. Like, uh, can you share us the agent outreach? Um, it's new, it's new. If people haven't heard about it, you can filter it to get the agents in your area and then reach out to them, which I recommend.

Yeah, if you guys haven't seen this yet, I mean, especially if you have an account, because we go— we are always adding so many new things, so it can sometimes be overwhelming. But really just take the time one of these days to go through your menu, because same thing, like, a lot of people don't know about like the Driving for Dollars that we've added Now it's been a year actually already with that stuff. So it's like a lot of those things get missed. You guys definitely don't want to miss out on agent outreach. It's in our lowest plans too. But basically how it works, obviously for YouTube we have to have a ton of things blurred, but you go to agent outreach and we'll search wherever you want to today.

Yes, Sandy, Utah. That's where I—

uh, yeah. Okay, perfect. Let's do it on this page where it's blurred. But basically how it works is you're just going to type in a, you could do a city, state, county, you use a zip code as well in here now too. So we'll do Sandy, Utah, and it brought up just, you know, 1,600 agents, but there's filters. So I'll show that on this page since it's not blurred. So you can come in here and find certain agents. Nathan Payne, when you're usually doing this, are you doing any specific filters or do you just start reaching out to agents or like export a really big list? Like how, what's your flow usually?

You want to, um, you want to reach out to the active agents, agents that have been doing work. Now, if you do active listing count, you can do that one, but some agents, even though they're good, might not have any active. So not do that one yet.

Okay.

And, um, you got what, average listing price? You want to work with agents— if you want to work with agents in a specific— that do a specific price range, um, average listing price, you could do, I want to work with agents that do anything over a million, a million to $2 million. You could do that, right?

Yeah.

Um, but to make this one easy, let's just go to, um, custom range. Let's do $500,000. Let's see what we got for, for half a million.

Half a million and up, or just that range?

Because half a million and down.

Oh, and down. Okay.

Yeah, let's see who we can— who we got for that.

Okay, perfect.

So listing, listing count, um, you know, you want to see who's, who's rocking and rolling this year. So you could say in the past 12 months, let me get someone that's at least done 1 to 2 deals.

Okay, perfect. Let's do one. At least let's do like a minimum of 2 or something.

Yeah, let's see what we can, we can get. And, and what everyone will find out is, you know, if you're looking for those big dog agents, that's cool. But a lot of the agents that don't have a lot of experience, like, those are good to work with too because they don't know who to turn to. Then they might be grinding harder than the person that gets like 10 listings.

Who knows?

Who knows? I mean, I, I think it's good to just check them all, but, um That's a good point too.

Plus, you know, you're going to run into agents, or less likely to run into agents, that maybe don't have a good experience with certain people wholesaling or investors in general. So you might catch those people that are willing to learn those new strategies and, and different things they can do in their business. Yeah, that's a great way to, to think about it too when you're getting going.

Perfect. Yeah. And let's say, uh, total sold amount, you can just be like, let's just do half a million. Let's— that, I think that would mean they sold at least one property here or closer.

Um, last 12 months, leave it there.

Yeah, let's see what we can get. So let's see how many in Sandy are rocking and rolling.

Okay, we are— I'm gonna— here, let me blur my screen real quick. Let's add this.

Yeah, that dang YouTube, you know.

I know, right?

I'm, I'm actually absolutely loving this. So this is my first time really getting to see this feature at all. I, I'd heard that you guys just recently came out, um, with this, but I, I hadn't really gotten to look into it. And this is amazing, like, as far as the filter search. So one thing I'd like to explain to people is, in my experience, is it's being able to filter the agent and add these, these types of things to your searches, guys. It's, it's the difference between— imagine if you're looking for off-market properties and the only list you can pull is people that own a house, it's going to be a really big list versus no, I want people that have owned a house for over 5 years, have X percent in equity, you know, minimum 3 beds, right? All these things, absentee owner. As we're able to filter that list, that's when it becomes really, really valuable. And there are a lot of agents in every market. Guys, it doesn't take a whole lot to get your license. And just because someone has their license, isn't it— I can't remember the numbers off the top of my head, but The vast majority never even end up selling a house.

Of course. Yeah, yeah.

What was the, the number when we first put in the city? What was it, 1,600?

Yeah, 16— yeah, 620— 1,600, about a little over that. And now we narrowed it down to 242 that are in those search parameters.

Look at the amount that haven't even done a deal.

Exactly. And guys, do you want to— do you want to make 1,600 phone calls? Or less than 200 to the right people, right? You might only need to make 10, 20 of those phone calls.

Seriously.

And for like the type of agent that we're looking for, you know, in my experience, what I've seen is there's the agents to where they haven't done a deal yet, right? And they might not ever do a deal. I don't really want to talk to that person. But on the flip side, I don't necessarily want the agent that's doing, you know, 30, 40, 50+ deals a year. That agent's probably really well established and A well-established agent, like I said, they make their money based off the price of the home. So an agent that's listing luxury houses, high-end mansions, stuff like that, that's not really who I'm looking for either. What I've found in my experience is we're looking for that newer, hungry agent to where they're out there, they're taking action, they've sold a house, maybe they've sold a few, and they're willing to do those lower price points right? They're willing to work with investors. They're willing to work with whoever because they're new, they're hungry, they want to make deals happen, they want to make money. And that's exactly— and they're out there prospecting. They're spending their money on direct mail and cold calling and all that stuff. I love chatting to those people, and we're able to offer them an amazing solution. So rather than you having to make 1,000 cold calls, I can make a few calls to just a handful of agents to where they're making those thousands of phone calls for me. And sending out thousands of direct mail. I, I love this. This is amazing.

Plus, you— it's— you're not having— that's the, the really big thing too for anybody watching. You don't have to pay for their phone numbers or skip trace the agents. You just like legit— of course I can't show you guys that stuff, but these agents in Sandy aren't even saved in my account, and I have all of their information. I even have their fax number for the people that have it. So it's like you can get their direct phone number and the brokerage phone number.

Yeah, it's awesome marketing campaign.

Fax Yeah, that's what I'm saying. I mean, I've been— I've been—

did you see that?

Yeah, yeah. So it's like everything you need, it's, you know, of course, as long as you have an account, then it's free and you don't have to worry about spending any marketing dollars to get in contact and find opportunities.

And, Lynn, do you know what I like as well is like when you're texting, a lot of people get worried about do not contact lists and compliance. These agents are putting their information out there in public. Like, they, they they can't sue you for reaching out. They can't get you in trouble for blasting them. It's like, you— they're— that's their job. Like, you're reaching out to them because they have a property.

They want you— they're raising their hand saying, please call me. Yeah.

So it's— I would say it's like, at the moment, I would say like bulletproof in that sense. It's like, yeah, what are you gonna do? I'm just reaching out because that's your job. So anyway, um, so let's get— let's get into it. So you— you get the list. So how to use this list? So there's number one, if you, you know, don't want to go the technical route, right? Or I would say the smarter, the painless route. You can just take the list and just call, you know, one by one. You know, you could take the list, and this is a better idea, you could put it into a dialer and call through them all. Not something I would necessarily do in this because I have a better way, but I want to show you what I would do. Landry, before we go off of this and I show them like how I, how I use this process, do you have anything else you want to add about the agent listing?

I guess the only thing, and I won't be able to show you guys it because it's just too difficult to blur all the teensy tiny things, but when you click on the name, I should— it should blur it still. Is— yeah, and you can't see it, but when you click on it, like I clicked on this guy Christian, basically it just pops open their info, and then there is an MLS tab, their stats tab. So it shows them how many listings are active, pending, sold, canceled, expired. You know, average days of, of, um, or days on market of the properties that they usually are listing. And then you can actually go and click on those addresses and find out more on those specific listings. So click on the names and then you can just go down the line. Uh, and then just side note, if you guys are in here, it does count towards your save limit if you're saving a bunch. So, you know, maybe try to go through them one by one unless you're going to pull them off in bulk, but keep that in mind. But that's pretty much it. It's so simple. You just search an area and you have all the information you need. So that's all I have.

That's amazing.

Lovely, lovely.

You guys have been holding out on me. I did this— this tool's been, been out and I didn't even know about it.

Yeah, dude. Yeah, you got to give it a try and let me know your thoughts, Nathan.

Yeah, Nathan Payne is a skeptical guy, you know. I, I've been telling him about this and he's like, Whatever. I'm like, dude, it's— it's—

yeah, he's sold. Yeah, he's ready to go.

Every week I tell you. Okay. All right, so let me, uh, share my screen and explain this process to what I do. All right, so let's go entire screen. Okay, so here's the CRM that I use, and I'll show you a specific experience that I had, uh, with an agent. Um, this is a wholesaler. Okay, let's go. So you can— you have a conversations tab that shows you all the conversations that are going on. And this is an agent that I— I'll show you like how the whole process worked. But basically, we'll go to the very beginning of the conversation. So right here, the question mark here, it just shows you like I didn't send those messages. It was like the drip, or you can call it AI or whatever, that responds to people depending on the response, if they get a positive response or a negative response. So what happened here was we went in, and this is— I can't show everything because there's numbers involved, but basically what you do is you send an SMS blast, you You put— you upload all the contacts that are from, um, the batch into your system, and then it will send automatic text messages through agent outreach, which is like a drip campaign, to these agents. And the— and what it says is, takes their name and says, hey Lori, takes the name of the agent, my name is Nathan, I found your number online, which is true, and I was wondering if you're still an agent. Cool. So she says, hello Nathan, yes I am, what can I help you with? Automatically responds Great. I'm looking for an investment property to buy and hoping you could help me out with that. Do you have— do you work with investors? I do, but I don't have anything at the moment. So that's probably happened to a ton of people now. Okay. Does— I do, but I don't at the moment. So, you know, we didn't do anything with this. We just kind of let it, let it go. At June— this happened June 14th. Then she remembered me again. Guys, I had no— all I did was upload a list from Batch. That's all I've done when it comes to like workload. She hits me up later and says, I do, I do, but I don't. Okay, sorry. Later, right here. Says, are you still looking for an investment property? So that's like a month later. So then my VA, because the system doesn't, you know, doesn't recognize at that point like this response, my VA is in there and he says yes. So we keep going and, you know, we talk, talk, talk, sends me the address. I go see the house yesterday and this is the conversation we have. Hey, I'm heading over, blah, blah, blah. And then she says, thanks for coming. I just talked to his son and can get him on board with reality. So I'll let you know. What we decide, he's going to come down and get him out of here. So let me explain. Just after showing that, I just want to like stop sharing my screen, explain what's going on. So great free lead, go there. House is absolutely trashed, one of the worst houses I've seen in a while. Cat piss everywhere. Unfortunately, the guy, um, you know, he's letting a homeless lady live with him. He's not homeless, but it's just, it's a weird situation, right? It's tough. And I'm like So I sit down with them, I look at the house and I say, hey, you know, so what do you want for the house? Like, what are you looking to get for this house? And, you know, I go through the options with the seller and I think I've shown a lot of people how I do my options, but I'll show you guys real quick because I think it's important just to see like my—

Can I clarify something real quick? So, so you took— so that list that, that we went through and we, we put the filters together on Batch, right? We searched an area. So you, you you went through, you put together a list like that, and then you exported that list from Batch, that list of agents that met your criteria, and then you uploaded them into the CRM that does an initial— it will, it will have that, excuse me, that initial text message conversation for you.

It will, brother.

Yes.

And if you guys, if you want to see kind of more of what that looks like, let me, let me go fly. So you go to Automation And you, uh, you have MLS, so it makes automatic MLS offers, but agent outreach is what we're talking about. So we'll go new agent outreach. We've had 456 enrolled, 259 have actively responded, um, you know, and then we go through the process. So yes, to answer your question, yes.

And Nathan, really quick, there's a question. Uh, Michael, good to see you on here. Uh, he asks, would this be a new method of wholesaling, reaching out to agents opposed to going direct to seller?

Yes, brother. I wouldn't say it's new. I would just say it's a way that not a lot of people teach because a lot of people teach just direct to seller. But this is a way that I've gotten several deals. It's a way that you can get deals from networking, you know, with no spend. And yeah, I would actually say this is a better way in the long term because as soon as you stop spending money on marketing, like for example, if I go to my website Offer On Homes, which is my website for my wholesaling company. I don't run, um, paid ads anymore, so the traffic that goes to this is literally nothing, right? I spend all this money, have a website, when I have ads going there, it produces leads, but as soon as the ads stop, no more leads. And it's the same thing, but it's not the same thing with an agent. You network with an agent, it's, it's going to keep going. The relationship keeps going and going and going. So it— I think it's better. That was a long answer.

Yeah. And, and, uh, by the way, Zero to Deal in the comments, if you could tell me exactly why you would want that and how that would benefit you, I'll put it on my running list for our development team because they always want to know like why would this really make a difference for you. I think it's a great idea, but I always have to have like what would make that, you know, better for you to have the picture. So let me know why.

He likes looking at the agents, you know.

Yeah, I mean, I don't know, I'm like, I'm trying to— yeah, give me something.

So So, um, one thing I want to throw in there real quick about, um, to answer Mike's question a little bit, is the other thing we like about agents is when I talk to a seller— and I think it's great, you know, off-market, direct-to-seller, all that stuff's awesome— um, but when I talk to a seller, that seller is only worth that one property to me, right? So, you know, I do that work, I talk to the seller, I'm following up with them, you know, and it might be over the course of a couple months, and then You know, maybe I get lucky and they finally sell the house and we close that transaction. It's like, yes, got paid. Now I got to find a new person, right? Nice thing with agents is it's relationship-based. So even if I talk to that agent today— and I think that was a perfect example that you showed earlier—

hit me up later.

Even if I talk to an agent today, might not be able to put a deal together today, but that agent could be worth one deal maybe later this year. And then maybe another deal next year and then maybe the deal after that. And because it's relationship-based from a business standpoint, when we look at the lifetime value, if one agent— if I just have one good relationship and I just keep in touch with them, and if they only send me one crappy house that they want nothing to do with and nothing to list, only one of those a year, guys, every agent relationship, every agent call probably going to be worth over 6 figures, over $100 grand to you. Now, if I'm talking directly to a seller, how many sellers are worth over $100 grand to me? Not that many, right? Those are— they're few and far between. But agents, guys, that can be worth fortunes. And guys, one agent relationship can be worth a lot more than even 6 figures. So that's just kind of my outlook on it.

Love it. I love it. All right, do you guys want— should I tell the rest of the story, or is it— who cares?

No, no, yeah, I wanted to make sure we had the questions answered.

I think that was awesome to go over that. So, so basically, just to, to go back, just for anyone that's tuning in that's new, uh, use batch leads, got the list, import it into the Painless CRM, it automatically sends out, uh, does conversation with agents, and then I had an agent reach out to me a month later saying, am I still looking? We start talking, I hop on the phone, we set up a time, I go see the house yesterday. Uh, so a lot of people might be like, why didn't she just list it, right? So this house is disgusting, it's, it's a— needs a lot of work, and she just doesn't want to list it at the moment. She thinks like no one's— it's not going to qualify FHA, it will not, it needs a brand new roof, and it's, it's kind of needs a lot of work. Um, so I sit down with him because this happens to us all, he is unrealistic. Okay. He wants what it's worth. He wants what it's worth if it was flipped. Okay. So this is what I did with the guy. I said, hey, sir, you know what? Let's take a look at your options. The type of option that you have is you have a cash option. Okay. And basically, as I fill out my numbers on the spreadsheet, it populates like what their net proceeds will be. I say you have cash. You can fix it up yourself, Mr. Seller. You know, we can do a novation. We can do a full service program where, you know, we'll list it and we'll take care of any of the repairs or if someone like, you know, wants to buy it but they need some work on it. Or we can do owner carry program, which is, you know, terms. Or number 5 is list as is, which, you know, they kind of aren't interested in exploring that at the moment. They're exploring their other options. And because I've been doing this for a while, I know what options to offer. So I sit down with them and I say, hey, let's just, let's just come to an agreement, Mr. Seller. What do you think your house is worth? Right now? No, I say, sorry, not what do you think your house is worth right now? I say, what do you think this house could sell for fixed up? So he's like $700,000, right? And so I'm like, okay, definitely not worth $700,000. But you can't tell a seller they're wrong, right? Because if you start having that conversation immediately and you're like, I think your house is— the ARV is worth $500,000 and they're at $700,000, literally the conversation goes nowhere. There's like no point in talking until you guys can establish like on the same page what you think the house is worth. So I basically had to sit down with him and I was like, dude, let's just come to an agreement. And we went through comps. I think I have them right here. I had them up here. But basically I was like, let's establish that the house is worth $650,000 fixed up. We finally established that and then we ran our numbers back and I basically said, look, with what the house needs for me, for a cash buyer, whether it's me or anyone else, this house needs a full complete rehab, and, um, I gotta make at least 15 to 20%, you know, for this to be— make— for this to make sense to me. And so I know it's low, everybody, but that's just how the numbers work. If you want to make, uh, you know, an investment where you put $100,000, 3 months of your life— it's actually going to take 6 months because there's a giant rehab— yeah, put all this money down, it's got to make sense. No one's doing this for free, and I explained them, this is a business. So If I bought this at 14%, a lot of buyers will buy at 10%, like if they can make a return. But let's like $380,000 would be a deal, right? And then I know some buyers that I have would probably buy it like at like 10%. So I could make a $30,000 wholesale fee if I wholesale to someone at $410,000. Anyway, the guy's like, no freaking way am I taking an offer below $500,000. And I'm like, okay, well, you know, if we do a $500,000, sir, No one's making money. So he's like, well, I'm not selling to a flipper then. So then, then we have a better conversation and I'm just like, well, sir, if cash buyers are out of the way, then you have two options, right? You can list this as is, right? You can just list it right now and you can just have it sit because you think it's worth more than it is. You know, I could buy it on terms and I can pay you a little bit more. Then he's like, no, I need the money right now. And terms, usually you can't bring all their equity. And he wanted all his equity. So I'm like, okay, terms is out, cash offers out. So it's listing. Or novation. And novations are like, they work, you know, if— unless like it needs so much work. This one's kind of funky and you can't list it with— on the MLS with him thinking he get— is he gonna get half a million when really the offers are going to come in at $440,000? Because when you do a novation, you have to kind of agree. So I'm at a standstill with this dude. I'm not kind— I'm not getting upset, but I'm getting a little like annoyed because the agents, they're like I told you he's crazy. And I'm like, so I end up leaving and the agent is like, look, his son is more realistic. He's coming down. I'll let you know what happens. But we need— we needed this process to go through just so he could get, you know, more realistic people in front of him. So to everyone that's listening to this, you can't convince somebody to sell at a low price. That's why I never beat myself up. Obviously, I was like, man, I wish I could have had this, but I think a lot of stress comes to people that do this business because they, they think they can convince someone that believes their houses are $700,000, $600,000 to take $380,000. That's really where you needed to be for it to make sense for cash. So what happens now? Well, what happens now is I go here.

Where is she?

This conversation, where was it? I had it. All these dang tabs. My gosh. I had all the tabs open just so I could, uh, you know, not blur it and everything.

Yeah.

Okay, so all I would do here is I would go to her lead, and this is for anybody's CRM, is I set a task for myself. Okay, follow up on the house. So for me, I put a personal task to follow up on the house. And don't, don't call the lead. Don't— like, let me, let me do this lead, guys. I know you can see the address, but anyway, um So follow up on the house, and I'm going to set it out for, um, I'm going to follow up next week, you know, because I don't think this thing is like extremely pressing where she's going to make a decision immediately, uh, or he's going to make a decision. But at least like we're, we're rolling, right? So that's, that's what I would do, and I would save this and I would follow up. Now I also— a lot of people like want automation stuff. You can't— there are drips that you can do, um, like to follow up if you go to automation, a lot of CRMs have this. Well, they should have this now, um, where if you put them in a specific, uh, like bucket, it'll follow up. So we have what's called happy birthday follow-up, holiday follow-up, remove holiday follow-up, monthly check-in. So if I stopped talking to her at this point, I could automatically just put her in this and it would follow up with her every month for the rest of time automatically.

I, I gotta upload my, my personal family into this thing.

Yes, brother.

I'll finally get a birthday text from me.

Dude, I was, I was joking with, uh, my friends. Like, I was like, dude, if I was in college again and dating girls again— I'm married, right? But if I was dating girls again, I would just get a CRM for all the girls and just have them on a drip and send a mass text out and be like, hey, you want to hang out tonight?

And then like, nice, somebody replied they're down to hang out. All the girls are hanging out, they get the same text, they're like, what?

Oh, And I even have a— I would actually even have an opt-out. I'd have an opt-out because then that would really let you know if they're not interested.

That's perfect. Oh, that's per— yeah, that's great.

I think that's the next business idea, everybody. Uh, CRM for dating.

That's so funny. Text from Nathan Payne: Hey Tracy, know it's been a while, just wanted to say happy birthday. Reply: Stop.

Reply: Stop if you don't see this going anywhere.

Yeah, yeah, there you go. That's perfect.

Um, one thing I did want to throw, throw, um, in there, kind of reeling it back to, to talking with sellers, is one of the things that really helped me was when I started— when I started talking to sellers and looking at it through an approach of approaching it like a doctor. And what I mean by that is, you know, Nate, just like you talked about, there's so many different options, especially when I'm talking about cash offers, creative offers. Guys, there's so many really cool things we can put together with real estate. There's so many unique ways we can structure things. When talking to a seller, I like to approach negotiating very similar to when somebody goes and sees a doctor. Not that many people go to a doctor and say, Doc, this is my problem, this is what I need. Now, we normally, you know, you go, you see a doctor or whoever, and the doc's like, okay, what's going on? What are your symptoms? You know, hey, tell me a little about, you know, does it hurt here when it moves like this? How does that hurt? You know, what else? What else have you been doing? And then after asking all the questions and once the doctor has all the information, then the answer is usually pretty obvious, right? And the doctor's like, ah, this is what you need. Same thing when we're talking to a seller, right? They want $700,000. Okay, why do you want $700,000? Have you thought about listing it? Have you thought about fixing it up yourself and selling it? Thought about maybe just kind of renting it out, right? When we uncover all the information, the answer is usually obvious. So it's like, oh, okay, well, this is the only solution that'd be able to work for you if we did this solution. Here's what it could look like. If not, I can't help you, right? So that's just one thing I want to kind of throw out there for you guys when, uh, when talking to sellers.

It's a great way to think about it too, because it's also up to the seller to take your advice. Kind of just like much in that analogy as well, the doctor is not going to force you to do something. He's giving you options, and it's up to you to accept the, the different methods to go about it. Nobody's going force you to do something. It's the same idea with this. You can't force a deal. They have to want to accept it and want to get that solution.

So I think a perfect— I'll give a 20-second real-life example. So when my first year going into college, soccer was kind of my main sport, and I was really excited to play in college. I was going to be starting all this cool stuff, and I had a really bad, bad injury and didn't know what it was. And spoke with a doctor, took like a year to find a doctor who knew what was going on. And the doctor's like, yeah, you've got stress fractures on both your hips. And he's like, you can't do anything more than like walk to your fridge and back for like the next 6 to 8 weeks. I'm like, dude, I've worked out every day since I was like 14. Like, that's not going to happen. He's like, okay, that's fine. He's like, but just know that by age 25 you'll be needing a hip replacement and walking with a cane. Okay, I'll sit out for 5 minutes.

Right?

So even in that, you know, it's— it's— he had the solution. He knew what the answer was, right? And as the investor, typically we know the whole scenario and we're just like, That is not going to work, right? But same thing with the doctor. Like, he couldn't force me to do that, right? It's not something he could convince me. He could only present the option, and then I had to make the decision for myself. So I encourage people to do the same when you're talking to sellers.

Yeah, don't feel like you— like, I— there's nothing I could do. The agent that was sitting next to him, also known— had known him for 20 years, she was struggling. So yeah, she, she had known him for a long time, and, um, So, and the thing is, that's why I try to establish ARV or what we believe the house would be worth together, because just like the doctor, if Nathan doesn't trust the doctor or believe the doctor's, you know, his prescription or whatever his analysis of like his problem is real or legit, then he's not going to listen to anything he says.

Yeah.

So we talk to sellers. You have to be careful that you just don't immediately just make an offer when they're like, I don't even think you— they don't even believe you're legit. They don't even believe you can complete with what you got to say because they get tons of calls. So this is more of a sales thing, but it does all come into, you know, how to work with people. So anyway, uh, that's, that's what I want to say today, guys, is if you use the, the batch, uh, list and you get the agent outreach, you send it out, network with agents. And guys, by the way, it's not just texting. I know you saw that, but I hop on the call immediately when they respond, introduce myself. And the cool thing is I'm doing agent outreach in my own market, so I actually meet with a lot of these agents face to face. Now, if you can't do that, Zoom calls work good virtually, you know, that's, that's fine. But a lot of the time, like, relationships aren't really established until you meet with someone, uh, over like face to face, over Zoom, or in person. That's so important. Not text doesn't really help you develop relationships. I, I, you know, because if you're texting someone on Tinder or whatever you're doing, you don't really vibe until you meet, and then you're like, oh wait, no, hold on, that, that's not than work.

I thought you were gonna be like, oh yeah, this is great.

No, no, no, I'm usually— it wasn't great when I was—

oh, that's funny.

So yeah, that's, that's it. And guys, I do want to show— I, I'm pretty much done. I do want to show a cool scenario right now of someone just text me of like a situation of how to use, um, like CRM and follow-up. But do you guys have anything else you want to say about batch leads, the pulling the list, or agent outreach?

No, just an awesome, awesome way to go that's free, you know, no marketing costs. I just feel like it's like, why not? That's what I always think about when I think of agent outreach. It's why not for the agent to have another relationship, to have a different strategy, another tool on your tool belt? And why not for the investor? I just— it's a no-brainer to me. I can't think of literally any reason why you wouldn't. That's, that's my two cents.

Agreed. And I think it's important for everyone on this call that's listening to know what value you do provide to agents. Because I think a lot of people question like, well, they can just list it. Why do they need me? This is the value you provide to an agent. You're providing a cash offer quickly that you can complete with, right? So if you give a cash offer to an agent that you can't, you don't know, you're not giving a lot of value, especially if they choose you and then you back out. They're going to be like, forget this guy. But I told her as I was leaving, I said, hey, look, this situation, let's say, let's, you know, keep me in touch with what's going on. But if you run to any more sellers that want a cash offer or just to know what I would offer, I can get back to you within 24 hours with an offer. And she's like, wow, that's really nice. And I said, I can either— you can either send me the pictures and I can make a decision, or I can meet you and walk through and give you a decision. So for her, she's like, wow, when I'm talking to a seller who's hesitant about listing it with me because they're thinking about all these options, let me get Nathan over. And if Nathan gets it done, then I get paid too. And if he doesn't get it done, I get a listing. So you provide a lot of value by showing options. You're the option guy, right? You want to buy it, you show options.

Last, I have one question really quick, Nathan. Last thing, sorry, is, um, Michael's asking what automation program do you recommend? So if you just want to remind people what this is.

Yeah, yeah.

So if everybody's watching this, the— what we— I use is called, um, I white-labeled it. And if you use my system that I white-labeled, you get a discount. Um, it's painlesscrm.com, and this is a video just like we're doing today of how to use it. Um, but yeah, you just go here and you get the discount. You just have to register and that's it. So that's what I recommend. Now a lot of people are probably like, well, why don't I just go to GoHighLevel or anything like this? This is already built for you already. It's like it's set up so you can do the automations and everything's set up so you can do agent outreach with batch. So to answer your question, painlesscrm.com. That's the one you want to use.

Perfect.

Okay. Um, I do want to talk about— show one last thing because I think this is cool. So talking on the topic of like working and doing deals with no spend, I, uh, because I— we teach people painless flipping, like how to work, uh, work through relationships. I get emails sent to me from wholesalers, right? And for the last, you know, when I first started, I was like, throw those away, I don't really care. But now I'm like, let me look at those and let's see if any of those are, um, any of my buyers would be interested in those. Okay, so those are leads, guys, because half the time wholesalers don't know what they're doing and they just send out like the house for way more than it's worth and no one responds. But I always call and I'm like, hey, what's the situation? I think I might have a buyer for this. So let me show you an example of— right, wrong one. Sorry, so many dang tabs. So here it is. Here's a wholesaler. His name is Marco. Okay. Right here you can see his name, Marco. He sends out an email blast yesterday. Okay. He sends this thing out. I have a guy that likes mobile homes. He's asking for $30,000. I call Marco and I'm like, Marco, I got a buyer. But, you know, I don't— I think you're a little high. What's the lowest you would take? He's like, maybe $25,000, $20,000. So I text him today because one of my buyers is interested. And he's like, sorry, dude, I already accepted an offer today. So what was it? $17K. He's going $13,000 less than what he sent it out for. And he's, he's happy with that. So I'm like, did you already sign the paperwork? I think my buyer can pay more. Not yet. We signed today. Are you willing to hold off on signing if my buyer can pay more? So that's kind of a situation that's just happening right now. And this literally, I just looked at this yesterday, sent him a text and called him. So guys, there's so many opportunities to work right now. So don't, don't feel like there's nothing going on. There's, there's wholesale deals going on. There's stuff on the MLS. There's agents. Just you got to take action. And I think the problem, Landry, that people don't see success, me included, is most, some of the most of the time is I just don't do anything. I'm just like, oh, I'll get a deal. I'll just sit here like, no, you got it. You got to work.

Yeah, it's like the cleat. It's like the thing that we're always saying. It's like, take the action. Consistency is key. You almost are like, oh my gosh, everybody's heard the same thing, but it's so true.

It's so true. And nobody wants to do the hard work. Nathan, when you were talking about earlier, like, everybody want— everybody wants to be a bodybuilder, but nobody wants to lift this weight. That's what, uh, Ronnie—

I think Ronnie Coleman.

No, no, I think Ronnie. Ronnie is right.

Ronnie?

Oh yeah, yeah, I don't think so.

I, I would have to look. I'd have to see his face to know. I'm sure it'd come to me if I saw him.

But you haven't seen Ronnie Coleman?

That guy's freaking— I think so. And Landry's obviously very involved in competitive bodybuilding, right?

I mean, if you guys can't tell, it's— I'm a little offended, honestly.

No, he, he was like freaking monstrous. I, uh, can I show a pic? Like, yeah, yeah. All right, yo, check this out, guys. So Ronnie Coleman's saying is everybody wants to be a bodybuilder, but nobody wants to lift this heavy weight. That's, that's what he's saying. That's the same thing. Everybody wants to be a real estate investor, but nobody wants to pick up the phone. Nobody wants to make offers. Um, so this— if you want to be like Ronnie, if you want to be like this guy, you got to lift.

No, I don't know who this— oh wait, actually I do. I know his face. Yeah, I've never heard him say like any, any quotes by him or anything, or like seen videos of him, but yes, I know his face.

You should watch him. He's funny. He's a funny guy.

That's funny.

Now he's like shrunken and he's like a tiny— he's like this.

He's not tiny, but like, yeah, he's more like regular, you know what you'd expect. He's tiny now. Yeah, you're like, he's, he's small, man.

Yeah, I could take him.

No, that's awesome.

Cool, cool. Well, anybody have any questions in the chat? If not, we'll just sign off. But, um, I think, uh, you know And then we hit it home hard that you need batch leads and you need a CRM so you can reach out to them. And the cool thing about CRMs is it helps you with the automation, but don't live and die by that, right? Like everybody can get a CRM, everybody can outreach. What makes and sets you aside apart is your ability to have conversations, find the problems, communicate and connect with people. You know, like it's not just making offers and just hoping someone will accept it.

Yeah, 100%. And wouldn't you— I mean, obviously both of you guys, you've been in, in the business for a long time now, but think— thinking about, I feel like, because there are so many people just trying to get the ball rolling but haven't taken any action, let's say, like they're worried about, you know what, I need a business card, I need my CRM set up, I need this, I need that. But what would you say? I feel like that's just the last little thing for today because there's no other questions, but from both of you guys, you know, like when you were getting started, uh, what, what did you learn in those first things that was just like super invaluable that like helped you move forward in your business that other people you think need to hear?

All right, Nate, yeah, how would you go first?

Yeah, I love jump on this one. So for me, um, one of the big things with wholesaling was I— and for really long, it took me a while to find the answer for this, but for me, I just I was not a fan of the way wholesaling was being traditionally taught as to how to approach a seller. I didn't like, you know, I understand there's a lot of value we bring to the table. There's a lot of problems that we solve that nobody else can. But just the ways I kind of was seeing it being taught as to how to talk to sellers, I was like, I can't help but to feel like I'm being a little bit dishonest. And that was something that really bothered me and it drove me to find a better answer. So For me, number one, great relationships with your buyers. First and foremost, when it comes to wholesaling, guys, a lot of you probably have already experienced this the hard way, but it doesn't matter how good of a deal we have on paper. If I don't have a buyer willing to pay me for that deal, I don't make any money. So from a business standpoint, it's the buyer that pays us and we look at it through that lens. It's the end buyer, the cash buyer, the investor That's the person that's truly our ideal client. That's the person that we're truly serving. So that's where we need to start. Start with that end buyer, start with those buyer relationships, and then I can go find exactly what they're looking for. And now I have a relationship with these buyers. So one, when I'm talking with the seller, it makes it much easier because I know exactly what I'm looking for. And two, I've got a relationship with somebody to where I can now go get their feedback. Because guys, with wholesaling, whenever we're looking at a property 99.9% of everything we look at is, ah, it might be a deal if ARV's here and the rehab's only this much, but it might not be a deal if the ARV's only here and the rehab's really this much. And so 99% of what we look at, what we look at is it depends. So that's where if I have a relationship with my buyer, well, they can let me know, is this a deal or is it not a deal? That's something that's helped me out a long ways. And then two, when it comes to actually talking to the seller, I got this from Alex Hormozi, so I've got to give credit where credit's due. When talking to a seller, two principles, two guiding principles. You don't need to know any of the tips, the tricks, the one-liners. If you just keep these two things in mind, you're going to crush it. Number one is genuinely care more about that person's outcome than you— than they do. So genuinely care about the other person's outcome, right? When you first go into that call, it's not about, hey, I'm trying to get a deal for me and I'm trying to make me the most money. It's, hey, let me learn everything about what's going on and what truly is the best option for them. And I let them know all their options. So number 1, genuinely care more about the person's outcome more than they do. And then number 2, have a childlike curiosity. Ask all the questions, right? If you guys have kids or you've got nieces, nephews, or you've been around kids, what do they do? They ask a million questions. Hey dad, why are you doing that? Oh, well, I'm Cooking dinner so that we could eat. Well, why do we need to eat? Well, because we would, we would die if we did. Well, why would we die if we didn't eat food? Well, because here's how the— right? And if they just ask all these crazy questions, um, do the same thing when you're talking to the seller. Genuinely care and childlike curiosity. That's, that's all I got.

Amazing, dude. Wow, that was, that was a spiel right there. I love that.

Let's just end it.

It was awesome.

That was great. Um, I would just say, um, For me, it's why I don't think people do stuff is they just— it's hard to do hard work. It really is. Like, you can't— let's just not BS it. Like, if, if you want to build something great, it takes a lot of effort. And I think people see real estate investing, wholesaling, they see all this, all the money, and they're like, wow, let me get into that. It's, you know, and they try to figure out everything around it, like sales process, all this stuff. Like, let me talk, let me build a business card, let me build everything but do the hard work.

Yeah, right.

Let me— and that's— and the hard work is picking up the phone, analyzing the deals, talking to people, getting rejected over and over again. That's tough. But if you can do that, yeah, you'll succeed. And that's why I think only 1% or whatever the percent actually succeed is because a lot of people, they want it, but they're not willing to do it. Like Ronnie Coleman said, everybody wants to be the bodybuilder, but nobody wants to lift the weight. Like, everybody wants to be a wholesaler, nobody wants to pick up the phone or make the offers. It's just how it is.

Gosh, both, both golden responses. I hope that whoever was on today just got a ton of value. I definitely— every time we're on here, Nathan, it's always a valuable call. So, and it sounds, uh, the process you guys are sharing sounds painless to me.

So, you know, hey, I, I actually look forward to getting rejected. Hey, reject me, I'm on to the next. Let's keep going. So it's all good. We got, we got a user saying fire.

Wow. That's right. You guys click the like button on this video if you guys found value or if you got something from it today.

Yes.

And if you like what we teach or, you know, more and want to learn more how to use Batch, you want to learn more how to do the painless wholesaling strategy, painless flipping strategy, go to painlessflipping.com. We have a free masterclass every week where we teach you how to do this very painless. Oh, zero deal. Zero to deal. Very painless.

There you go. Yeah, there you go.

Very true. Thank you so much. All right, everybody. Later.

Thanks, guys.

Later, guys.