Session 11 - Mastering Investor Marketing: From County Records to Pitch Decks

All righty, we are back after our break here for you a little bit there. But that's okay. We're rock and roll now. I think everything should be okay. No little blips here there, based on what I'm being told. So anyway, everybody, before our early lunch break, we were going through diving into the different county records, the county research on how to find IRA investors who've either a lent money out of their ira. That's why we're doing for the county records, the county clerk of the county recorder's office. That's if somebody's got a, a deed, a mortgage, release of lien in your different counties across the United States. And usually the county clerk, county records office will allow you to search everywhere. It's the assessor's website that doesn't allow you to search by names in like I said, Minnesota, California, Arizona, Nevada, Virginia and Maryland are all pretty tight about that. Now obviously some other counties out there, they want you to pay for it and that's up to you when you want to sign for it. But like I said before we started off, you could pull a quick list of Lucas county or Hamilton county, stuff like that. That's going to give you a chunk of people there that you do a mail merge and be done in and out in relatively quick period of time and get that marketing rock and roll. And taking the names in the counties they're in and searching on LinkedIn, searching on Google to see if you can't find a Facebook profile, a LinkedIn profile, some sort of contact information to them that you could start marketing to them. Now, like I said, I'm a proponent. Like I, I'm a huge proponent. Not just cold calling them, cold calling, calling them at. At some point should be done. But I'm a bigger believer of a. If you can find them on social media, that's your first step because that can be the easiest the ch and a more of a warm kind of introduction. If you call something out of the blast, like who the heck are you? You don't know what kind of thing you're getting. I like to warm it up with a multiple touch approach. Like we Talked about yesterday. 80% of sales comes after the fifth contact to be contact them on LinkedIn, find their information, send them a postcard, then send them a letter. I mean then pick up the phone, give them a phone call and just follow up with people. And that's the aspect of it. Not everybody knows about notes. If they're lending money, other ira, they're technically in the Note game. So it's very similar to that but you still have that process of building rapport people because really you still are cold calling. So you have to build rapport. And that's why I think that multiple touch aspect. Now one thing that helps tremendously in helping build rapport is having some sort of case studies that you can share with folks. I like to send a letter campaign out with a couple sample deals. One's a short deal kind of, you know, under six months like an reo deed and loom ones can be a longer term 24 month payment plan. Another one could be just a performing that we've hold for three years. Another one could be a foreclosure that takes you eight months to foreclose on. So that's the kind of thing. Now there's multiple X strategies. We'll talk more about that later. But you want to start giving some sort of social proof with what you're doing. The case studies help really good. But I am a huge proponent and we've seen this work over and over and over and over again with multiple coaching students. Stuff like that is having some sort of pitch deck, a 10 minute teaser video kind of sharing about exactly what who you are, what you're doing, what your focus is and then the ask of hey, how to put some lazy assets to work. So what I want to go through just kind of go through a sample pitch deck video with you guys or video But a PowerPoint today to help you guys kind of dive into that and understand what's involved with it. Because it's not difficult for you to do this. Everybody should create this. It's just something that advertise. Now there are different places that you can put it. We'll talk about those in a little bit of where you post. But is should you post it to your LinkedIn profile? Yeah, I would post it to your LinkedIn profile. Should you post it to your website? By all means, have it on the very first page that you go to. Some people use it as a landing page where it's the video that they see right off the bat. Some people will use it on their LinkedIn. As you know, I'm not LinkedIn but their YouTube video should be up there where you load it. Maybe you even have it as the main video when somebody comes to your channel. Hey guys, thanks for coming by. Here's what we do. Here's about what we do to be in besides just being a shorter welcome video, there's the teaser video and stuff like that. So let me Pull this up for you and we'll go through kind of just a sample one kind of sample guts that we have, what we've been using with our coaching series. Obviously you want to update it so maybe a little bit idea with some of the images and wording and stuff like that. But it gives you a bit of idea because everybody, you're going to add your own flare to it. You're not going to copy exactly what I do, but you can use your own flare. I mean, the great thing about our pitch deck video is it's a lot of the same guts are going to be the same, the same cadence, the same that you're working on. So let me go through this with you guys. I'm pulling it up right now. Boom shakalaka. Oh, I got it deep buried here with a lot of file folders that we use. Here we go. There we go. And you want to add some personality to it. You want to put pictures of yourself, pictures of your team, pictures of your family I think is a really effective one because a lot of people you're investing with, your family, your spouse, your husband, your wife, your parents, your kids. All right, I think that's a great thing to be doing and I think it adds, like I said, definitely adds credibility into getting people to understand who the heck you are. Right? Oh, you've got family, they can stand you. You must be pretty decent, you know what I mean? Okay, here's what I mean by this. All right. And I like green. Green's my color. So for some people, like, oh, it's a little bright and that's fine. I change this up. I have a little bit different one. We're working on update, but this is pretty much the guts that we send out our coaching students to kind of use and go from that. So starting here's kind of where we go with it. Hey, welcome. Thanks for taking time to check out what we close notes is all about and what we do and how we can create win win solutions. For you guys watching us and for us as well. I'm Scott Carson. I'm. I, let's say I'm an Ingledink from ingleside, Texas. I'm CEO of weclosenotes.com It's a Texas based real estate investment firm that I own. I've been an active real estate investor since 2002 when I bought my first house back in the Round Rock, Texas. Been a previous mortgage banker and financial advisor. So I've been in the finance industry since 2001. I was a 2014 Note Educator of the Year. A few back years back I was another. I've had a couple other awards. I've been in a variety of publications all across the country from Investors Business Daily, the Wall Street Journal, Inc.com along with Variety of different real estate investment clubs across the country and conferences. But I've been buying commercial and residential debt, the mortgage debt since 2007. So it's coming up on 19 years of doing it. So what's. Who, who's weclose notes.com Like I said, we're Austin, Texas based real estate investing and education company. We originated in 2010. We focus solely on buying and selling non performing notes. How to start investing in non performing notes for us we deal directly with banks and hedge funds. We do buy a little bit from individual owner finance sellers and stuff like that. But 99% of what we buy is either going to be from an institution. Institutional debt as we like to call it, purchase over a billion dollars in distressed debt since started doing this back years ago. And we also have an education side of our business helping other investors dive into the world of non performing notes. Whether it's buying a one off note for an IRA or buying hundreds of deals eventually over time we're very proud of our success not only on our personal level but also on our network level and how many people we've helped along the way. All right now like I said, our sole focus give you a bit of an idea. It's buying distressed mortgage debt from banks at big discounts, all right. Usually well below what your traditional fix and flippers will be buying it. And when we buy this debt, it's not necessarily to buy the property. When we buy the debt we become the bank. So we have all the same rights that the lender does. We are becoming the lender, we just didn't originate it. And we actually prefer underwater owner occupied assets. Now this doesn't mean it's a fish tank in the bottom of ocean. Underwater means that they owe more, the borrowers owe more than the property is worth. Most of the time our primary and secondary markets, you know, we buy in most of the major metroplexes across the country. But our favorite states really are Ohio, Michigan, Florida, Carolinas, Texas, Indiana, Missouri and Kansas. But that's where we buy. Like I said, we buy in about 20 to 30 different states. And our kind of cookie cutter when it comes to the residential side is assets that have a 50 to 250 okay as is value, you know, we'll go up to 400 500k. We'll even go up to a million some markets for the most part, depending on the price point of it. But that's really our bread. Butter is buying that first time homeowner distressed debt for the most part. And then the commercial side, we like small balance commercial stuff. We think there's a huge opportunity in that. We've seen that already and that's really the 250k up to really under 5 million for the most part. But we see is a lot of that small balance commercial being about a million dollars in range. Okay, now what we aren't, I don't want you to confuse us for this. We are not a wholesaler. I'm not flipping notes. That's not what we're looking to. We're looking to buy for our own portfolio. We're not a fix and flipper. Although we do end up rehabbing some properties and selling on stuff that we take back. I'm not a landlord. I do not want to be a landlord. I do not like rental property. I don't want to deal with toilets, tents and trash yet. So if you're tired of doing that, continue to list on. All right? And I'm also not a joker broker somebody out there who is just spamming lists of stuff that comes in. That's not what I want to do. As I always say, we are buying for our own portfolio first and foremost. And our little tagline that we've had from the very beginning is we like to turn problem properties into profitable solutions. All right, I should probably trademark that, but that's kind of who we are at we closeness. We're turning problem properties into profitable solutions only for us, but our investors, but also turning them into profit solutions for our borrowers by keeping them in their house without having a foreclosure. Okay, now we have a variety. Our team is always changing. You have myself, my VP of operations, Stephanie Goodman. You've got Shannon Steele is one of our marketing managers. You've got Hazel Revere as our portfolio manager. Our accountant expert is Angel Mandonado. We also have a variety of different marketing assistance. Rosie, a few others out there too that either work remotely for us or we do have a team of VAs that work overseas in the Philippines as well. Now we also our team of professionals is much bigger than just with the names you saw. We are leveraging the expertise and experience of our vendors that we use on a regular basis to help us manage our portfolio. Like Madison Management is one of the servicing companies we've used for years to Help manage the portfolio. They're the ones in the day in, day out. Kind of outreach to the borrowers, collecting payments, sending out payments, all that good stuff. If we have an issue legal with one of our borrowers, we're going to leverage our attorney network especially Singer Law Group is as a distressed debt advisory firm. They've done thousands and thousands and thousands of loan modifications. Daniel Singer has done over 60,000 loan modifications for Citi back in the day between 2010 and 2015. It gives you a bit of an idea. We always like to check title. So we're leveraging the Pro Title USA and other vendors that pull title reports for us. Make sure we're buying clean assets. We're definitely making sure that there's insurance on the properties in case of an act of God or natural disaster happens or a disgruntled borrower. So make sure we're covered in case of an insurance claim. Through Ross Diversified as our primary when we're setting up entities or evaluating things. When it comes to raising capital, we're using law firm associates and stuff like that for entities. And then we also leverage our crowdfunding network with Julian Sazati is one of our capital raising attorneys too. For us it's just to name a few. And like I said, we use a variety of servicing companies and other vendors. But these are probably some of our I would say our a team of folks that are helping us get a lot of stuff done that we work with on a regular basis. Right now our deal focus as I said before, property values between 50 to 250k. We want to avoid long foreclosure markets. This is why we don't buy in New Jersey or New York. Right. We prefer markets that have really about a year or less in most places. Now like I said before, we're not the states that you saw are our primary and secondary markets. We're not buying a lot on the west Coast. In California we have bought in Arizona, Nevada all the time from Facebook. We're not really buying in states that are non landlord or lender friendly. For the most part we prefer buying assets where there's they're occupied, the bars are still in them because if they've got some sort of payment history and they're occupied usually about half the time or more, we can get them back on track. Now the other half is going to be split between us offering like a deed and lieu friendly Cash for keys offer about 25% of time where we can avoid a long foreclosure time frame and the Borrower can afford not favor foreclosure on the credit, that's about 25, 30% of the time. Then the other 25% we know we're going to foreclose. Either the borrower's deceased, they're not paying, they're not responding. We'll run to that about 25% but that's kind of the split down of where we see 50% of the time. We'll get people back on track, you know, about 25% of time we're going to work with them to get them out of the property in some sort of fashion. And the other 25% it's just going to be a foreclosure and we'll have you know, we'll just kick that file to our attorney and let them handle that. And we do take an asset back. We're going to price that asset to sell. Yes, we're going to do some upkeep to it. We're going to evaluate what does it make sense to do, you know. And most of the assets we're buying, owner occupied assets, a lot of times it's going to take a little bit of paint, carpet, appliances, that's what we see nine times out of 10. But the reason we like occupied assets is they're usually in better condition. Yes, we've bought plenty of vacant assets that need some work and that's fine as long as we're pricing them at the right time. Now to give you a bit of an idea, give you some images of kind of what are the deals we're looking. This is, you know, we like re performing notes. This is actually performing paper. Where it was once non performing that a previous investor lender was able to get the borrower back on track. But we got a discount because they don't have a perfect payment history. Here's an example of a house in Ohio three performed when we bought it. It was at a double digit yield for us. It made sense for us to purchase rate all the time. Borrowers been paying on time ever since. We'll also buy stuff that like I said, the borrowers have given back. This is a property in Lehigh Acres, Florida. We thought we were buying it as a non performing note. When we do our due, did our due diligence, we could see that a the property is trying to be rented. Well when we closed on the note purchase and the asset manager since the portfolio, the borrower had already signed a deed in lieu, they already signed the property back over to the bank. So all we had to do was Put down about two bags of red mulch and market the property for sale. We wish it was always like that, but not always. But this property was in pristine condition and we like it when we see things like that. It happens more often than not. You know, quick clean out, quick update. Sometimes we can actually get this property sold pretty fast. You know, we also look at commercial notes, you know, for those of you out there. We do buy, you know, notes. My first couple deals when I first I started buying notes, was actually buying multifamily deals. This is a 16 unit apartment complex in West Palm Beach, Florida that we bought the note on at a big discount. We held it for about nine months to finish the foreclosure. You know, was able to get the property back in receivership before the foreclosure auction. Got the property leased up, some maintenance done to it. It was cash flowing for eight months. We then sold it at the foreclosure auction and made a nice chunk of profit on there and we'd increase the value. So this was a slam dunk deal for us. We see a lot, like I said, that small balance commercial software opportunities all across the United States. Now we do buy in bulk from time to time as well too. We consider really a bulk deal. Really anything over 10 assets. You know, this is a snapshot of some of the images of 10 assets out of a portfolio of 65 that we bought all in Ohio and Michigan. And as you said, they're not huge mansions, right? They're not million dollar assets. These are your first time home buyers that the 50 to $200,000 market value homes that we see all across the country. I think some of these are in Florida, some of these are Indiana, Ohio for the most part. But gives you a bit of a snapshot when we can buy these types of deals where they've got some pride of ownership, they've got some emotional equity in the property. It turns into a pretty easy conversation. Do you want to stay or do you want to go? You know, pay, you know, stay. So if you want to stay, we got to start paying, get you back on track, some sort of fashion for you. All right, now as I mentioned, we buy all across the country. Here's a little bit of a snapshot of one portfolio that we bought where the different colors represent the different status of the deal. You know, like the oranges and the reds are in some sort of either foreclosure or modification. The blue means they're kind of back on track. Paying the light Blue is under six months. The green are REOs that we've taken back and so yellow needs some out there and they're still non performing. We're working through and that's kind of a snapshot. You can see we buy all across. Here's another list of notes that we purchased that we're all basically kind of performing notes or re performing paper that we could take down across the country. And we're not using our own money for most of stuff. We're using other people's money to help us fund these deals. And one of the things that we always tell our investors, people looking to get involved with us, is there's six important things that we're going to do to protect your investment. One, our goal is always first, most and foremost, always going to be to rehab the borrower. That's going to often be the fastest, fastest ROI to cash flow first, the fastest action to get cash flow. We get the bar back on track and we're making a double digit return or greater. That's a beautiful thing. It's a win, win, win across the board. Less overhead, less expenses on the legal and the rehab and the foreclosure side. We only buy first liens, period, end of statement. We're not buying second liens, we're not buying third liens. We're only buying first liens because we want to control that asset and which way it goes and not face the risk of getting wiped out via a. If we were buying a second game wiped out by foreclosure, the only things that can hurt us is taxes and insurance, all right? And we make sure those are taken care of. We only buy below market values. We want to stay at 70% of market value or less when we're buying the asset. Oftentimes we'd be below that. Depending on what's owed our vendors, like I talked about our title companies, our BPO companies, we're going to send out our collateral files to experts to help them review the file, make sure nothing's missing, make sure that all the T's are crossing the I's or dots. We have the right to foreclose and make sure that we're in the position to be able to foreclose should we decide to do that. Like I said, our vendors handle the servicing and the foreclosure side. Like I said, the day in, day out, collection of the payments, the borrower outreach and then the foreclosures. We're not a jack of all trades. No, we put it in the masters. We put it with the people who are getting paid. It's their job to work with the borrowers and then also to handle the foreclosures in a state by state basis. Too many times investors are trying to do it all and they spend more money and they drag the deal out. That's not what we want to do. We want to put in the experts to get it. Like I said, we place insurance on the assets to make sure in case an act of God or distress the borrower or servicing companies are reviewing titles and stuff like that, make sure taxes are paid. And so those are the things that we want you to understand that's what we're doing. Those are the are big six things that we're going to work on. All right. To make sure that your investment's protected. Now what are we looking for? We're looking for potential funding partners to help us take down more assets. People that have cash savings, 401k or even a self directed IRA with somebody that's not making a decent return. We use a variety of. I work with a variety of self directed IRA companies, Quest Trust being one of those, or Inspira Financial. We work with a variety of companies. Any self directed IRAs. We're looking for real estate investors who are looking for an above average returns without all the headaches of toilets, tanners, trash outs and termites. We see, we deal with a lot of tired landlords that don't want to deal with the property management, the tenant management aspect of things. And we're also deal with a lot of fix and flippers or REO investors who can't find deals that make sense today or it's just gotten too costly, too expensive for them to rehab property out there. Like I said, we're looking for people who want to put their self, I mean their CD or their IRA to work and make above average returns. Okay, so if this sounds interesting to you and you'd like to dive in more about the conversation, let's continue. It's very easy. Let's jump on a phone call, let's talk about what your goals, expectations, your experiences. It's not a fit for everybody, but at least, you know, opportunity for you to learn more about what we're doing. And maybe at some point it is all right. We always have different available opportunities going on. Stuff that we're going through, deals that we're working through. We're always, always, always looking at assets, buying and selling and investing in stuff. Let's jump on a phone call. 30 minute conversation won't take too much time of your day. You can always go to scottthenoteguycarson.com or you can book a phone call directly with me via my email@scottclose notes or talkwithscottcarson.com if that doesn't work, that's my cell phone number that goes direct to me. 512-585-3810. That's my cell phone number. Feel free to text me and we can book a phone call from there. As always, check out weclosenotes.com that's our main website. You'll find more there about our podcast, our classes, our blogs, and all that we do at we close notes and how we're helping to work with not only investors, but I say making America great again, one distress borrower at a time. All right? And if you have any questions, feel free to reach out. Right. That's a pitch deck. I always say it's always good, too. Also to put pictures. If you got a family photo, put that as like your last photo. You could also throw in, hey, here's a couple individual case studies that we're working through. Kind of if you want to focus, if you know a pitch deck is going to work, if your notes or whatever, just share what you're working on. All right. But that's a pretty easy pitch deck. It's about 10, 12 minutes long. You don't want to be longer than really that. You start getting beyond 15 minutes, people are going to log off. You're not gonna end. You want to be precise and to the point, give a little bit of color. But you don't need to go into all your big background. I've seen people that are brand new and we have diarrhea in the mouth. We try to tell too much more about us than we need. Look, you gotta understand when somebody's watching a video, they want you to get to the point about what's in it for them. What are you doing and how are they? How does it make sense? And that's what we try to get to in under 12 minutes there for you. All right? Any of you guys can do that. You should do it in your own voice. All right? You don't have to be on screen. You can put images of yourself, pictures yourself, so you don't have to actually worry about your makeup or your hairdo or your lazy eye, whatever it might be. I've heard all sorts of excuses about it. I would like. I said I would record your own voice. I wouldn't use an AI voice like hey, Jen to record it unless You've already uploaded audio to it. That would work well, you can use, you know, hey Jen, for something like that. But if you struggle with that, then take the time, write out the script, write out what you want to say and then go from there. Okay, Questions about the pitch deck there for you. Pretty simple. Like I said, it works well. Now there's places that you could put it. You'd want to put it on your LinkedIn as a feature aspect of it you want to put in your website. Let me give you a great example. One we got a couple students have done a really great job with a pitch that I always like to brag on them. Okay. And Cal might jump on here in a little bit sometimes from time to time, unless he's coaching baseball or football or something today. So let me show this. So Cal is one of our one on one coaching students. He's actually from Canada and I like to feature. I mean he's, he's a younger guy compared to most folks. He looks younger than he actually is. All right. And he, when we were first talking, he felt that was a disservice to himself that people want to deal with somebody who looked a little bit older. That's why he's got the sport coat on. It's a professional. See, he's got a little hey, welcome from Cal Ewing. But he's got his 49th parallel properties. This is what we do at Note Investing. And if you click on it, you can, it's 14 minutes long. I think it's about two minutes. You can see he's talking about. He throws a couple of his performing notes in there. Some different case studies. Oh, that looks familiar, right? So you don't need anything really fancy. A landing page with a couple videos. You can see his, his QR code there. If you scan it, it takes him over to book a phone call with him personally. That's one of the things that you would kind of want to do is, hey, here's what we do, you know, create an executive summer. It could be a one page thing that you do send out along with your letter to IRA investors or that you send out. Whether it's email or social media posts or stuff like that, you should always be advertising what you're doing as a investor because that's not only going to get people's eyes on you, it's going to help people start to follow you. Because let's face it, social media, when we're looking at Facebook and LinkedIn, probably only about 1 to 5% of our network Actually sees our stuffs on a regular basis. That's how they filter it. You don't. I mean you own your face, social media profiles, but do you really own it when they can shut it down or limit who's seeing you? You really don't. So it's your job to drive people to see it. A website is great, but nobody's going to go to your website unless you're posting things that either a drive them to your website or you're providing search engine criteria that they pick up when they're searching for Q and A questions. Okay. Now another great thing is like FAQs work well. He's got a frequently asked question aspect of things which is a really great thing to do for the most part. You could have you know, pictures of your case studies. You know, he talks about his strategies. You have the little newsletter, stuff like that. It's, it's clean, it's a clean website. Not too much. I don't think it costs much. I think you got a VA on fiverr to help put it together for him. The idea here, ladies and gentlemen, is just to have something where people can go to and pass a smell test. Okay. Once you record your video, like I said, you want to upload it in different places. There is a. You could go to. Oh, what is it? I'm drawing a blank now. You can go to bigger Pockets and put stuff on there. That's fine to do as well. I'll show you a strategy for that later. Collect Connected investor. That's the website going on there. Privateinvestor.com There's a whole bunch of things you could go over to LinkedIn and post these in different groups of what you're doing. The idea is your pitch deck video shouldn't be something you only post once. I think a lot of people forget about that, right? Posting what you're doing, your 10 minute pitch deck video is something that's valuable. If I were new people on here, I would go in here, record my pitch deck video 10 to 12 minutes and then I'm go and set it up to where it restreams every week at least one time a month. All right. Or once a week, not once a month, but once a week where it's constantly restreaming. You know the great thing, there's a service that we use to broadcast our videos. It's called restream.com and I can upload videos to it longer, two up to two hour videos and you know, I can pick a video podcast episode and I can Go and schedule it whenever I want to. You know, I hit, hit schedule, stream. I'm gonna do a video. I can put the title on it, the description of it when I want to go live, and then I can even loop the video where it'll play up to 10 times in a row. So that might be something to think about. You upload, you, you spend, you pick an hour a night, one night a week, and you have your pitch deck video where you play six times. Six times. Isn't that crazy? No, because you never know when people are going to come to LinkedIn, they're going to come to Facebook. So if you have a live streaming video that's playing for an hour, you're much more likely to get eyes on it where they can join in and watch at some point in an hour versus ten minutes. Okay, so this is a service that I like. You can upload a thumbnail to it. I think this is a great tool to use on a regular basis. You know, you're using longer form video content and stuff like that. Now, I know a lot of you probably aren't going to be doing a lot of videos. You should be doing videos on case studies, and that's something of previous case studies that you've done. Remember we talked about mapping batchgeo yesterday when we pulled up that list, that map of assets. Now, let me show something to you. If you had a list of deals that you close, whether it's Florida deals or Maine or wherever you're at across the country, couldn't you take that spreadsheet like we did here, but put the addresses to all the deals you've done in an area and map that and throw that up on your profile. Like, here's a map of all the deals that we've done over the last five years. We had a realtor, Catherine is her name, out of Chicago, and she'd sold, basically been a realtor for 20 years and sold over $33 million in real estate. And I said, well, Katherine, that's a huge credibility that you're not even leveraging it on. She goes, what do you mean? She goes in your side of your pitch deck, even though you're being an investor, you mentioned nothing about all this real estate you sold over time in Chicago. She goes, oh, no, I didn't, did I? I said, well, let's map it. So she was able to download from the MLS and stuff like that, all the properties that she sold over the years and other things put in a spreadsheet and she mapped it well, Right around Chicago area. It was like blood red. She bought, sold, flipped, rented all sorts of property. And she said to me, she's like, Scott, I went and created a slide just for that for my real estate business. And it becomes the slam duck. You know, literally when I walk in like a buyer or seller presentation, somebody comes to my office when they see that slide with all that stuff, they're sold. They're like anybody that's sold or done that much stuff, we want on our side. And that's something to think about too. It doesn't have to be all notes that you're mapping them, but deals that you're flipping, deals you've wholesale, deals you, you're working on right now. This is one of the better things that you can do. Hey, I got a tape on a 46 notes that I'm looking at all across the country. You know, that adds credibility to what you're doing where most people are not out there doing anything. All right, ladies and gentlemen, less than 1% of people market on a daily basis. And when by marketing aspect it most of the time you're be marketing for money. Yes. This marketing that you're posting is also going to work for your deal flow aspect as well for you. I've seen asset managers look at your stuff, come across you online, especially if you're connecting with them by using Octopus or doing those connection requests that we talked about yesterday of targeting the right names, special asset manager, secondary marketing manager. You're connecting with more people, but you should also be connecting with real estate investors. All right, so like I give you an example. Let's, let's just use this as an example here. So let's, let's just do this like so Judy, another way and all of you guys could do this is go to LinkedIn, type in real estate investor and hit people and change the location to your city or state. So we're just going to say Maine, United States. Okay, initial results. Now I may not have too many first degree, but let's click on, you're going to click on second degree connections you're not connected to. And then you can start reaching out to real estate investors like that way that are kind of in your backyard. You can pick city, state. All right, so like I'm looking for, let's change this to real estate investors. Let's do Austin, Texas metropolitan area. Take away the main show results. Probably have a few more folks here in Austin. That's okay. And that would be a good list for you to do. Target your local area well, look at this. Private investor. There you go. Fund with a private, you know, current private investment fund with a focus on single family and multifamily real estate investor. Well, you know what, I'm going to send a message to Dave. I'm hit connect and I know, hey, David. I'm also a real estate investor in the Austin area. I focus primarily on buying distressed mortgage debt on residential and commercial real estate. It might make sense to jump on a call to discuss synergy. Always love meeting other investors. And with something like this, I would probably just put my. My calend talk with Scott Carson dot com. Okay, perfect. You know, something like that. And the reason I don't I put my calendar link on there is if you ever go on to my calendar link, it's a, it's literally a legion for me. Anybody goes to the county link and they just book a phone call with me. The legion, that person goes into my database. You know, and these are simple. The reason I went and bought talkwithscottcarson.com as a Vanny link. It was easier for me to remember that than calendly.com backslash CJD, whatever it might be. I wanted to be easy for talkwithscottcarson.com it's also the same reason that we bought the URL. We close Notes TV and have that refer to our YouTube channel. You want to start like. One of the smartest suggestions I ever got was from Dean Grazioso. And we had him on the podcast five years ago right at when Covid was kicking in. And we had an ice storm rolling into Austin, Texas. And I asked one of the smart marketing place and he goes, it was actually going out and buying the URL. Dean's book, Dean's podcast, Dean's video, you know, those simple things. Dean's, Dean's calendar, whatever it was, or talk with Dean. It made it easy for him to refer things to. So he went and bought a whole lot of Dean's book, Dean's blog, Dean's newsletter. And that way he could always just forward those to things and it made it easier to market those and it made it easier for people to remember. I need to get, I need to log in and read Dean's newsletter or Dean's video, whatever it might be. So it's like talk with Judy, talk with Jay, you know, talk with Larry, talk with Cal. Whatever is available. Go get it and pick it up. You'll be surprised. I've got a, a new one. We just did Scott's AI clone. I got A just bought it the other day. I hadn't even chanced to set up the forwarding aspect of things. But those are some of the things that you can do to make things a little bit easier for you to start the market. But just start getting out and having conversations with people. Now if you're in an area. One thing that I always like to do as well is I like to look at real estate investing clubs that are going on in my local area. You've never been to one. You need to go do it. Okay, go to one. The National Real Estate Investor association used to be much more prominent. They used to have a lot of chapters across the country. I mean literally almost every major market. Now they do have quite a bit. Okay. If you, you know, you can see Pittsburgh, they got a chunk here. They're not in every major city. And some of these if we click on me just I think so let me click on this one. Memphis, you know, you can pick out a time it's the second Thursday of the month and click on the contact information and go out talk to them. All right. That's a great way to go. If you're going to be in an area. Guess what, for holidays coming up or New Year's or a birthday or vacation and you got the time. This allows for you to write off a little bit of your travel costs for getting there. Okay. But that's a great way to go meet with people in local especially in areas that you're going to be investing in. So like one of the things that I did let me go in here a little bit. So when I was going out to Ohio, I wanted to make sure. So that's the Queen City IRA or the RIA in Queen Cedaria. Great. Is this they didn't have anything in Cincinnati, Kentucky. So the Kentucky Kentuckiana Real Estate. There you go. Kentucky there PO Box. You know, news that free area are going to their website. Okay. Now what's great so there he goes. It's upcoming. That's next Saturday. Their Holloway party. Go network. Go have some case studies. Go talk about a deal that you're working on. One of the most important things you do now we mentioned earlier about a company called or another group called bni.com go to bni.com. Right? Yes. You got to allow all cookies. All right. You know, get invited. Want you to fill. Used to be able to search stuff ahead of time, but they don't do that anymore. Scott Carson. Yeah. My email. Okay. Real estate investor. I just put that Austin, Texas now once you get to the city that you're looking for. Look 2, 4, 6, 8, 12. So there's 36, 38 re clubs in Austin, Texas. All right, now I can pick a date to visit. And like I said, this one's in Georgetown, Texas. I've been to this one before. It's at 8:30am on Wednesday mornings. There was a period that I was going to two investment clubs like this, two B9 groups a day for a little bit period. I was trying to knock out all 40 that was taking place at the time. And so I would go one in the morning, one lunch, Monday, Tuesday, Wednesday, Thursday basically. And I did that for a couple weeks. But it added a ton of people in my local market to network where they didn't have a lot of real estate investors in the group that occasionally run into Realtor, mortgage broker, sometimes a commercial agent, that kind of stuff. But going I wouldn't join. It's 300 plus bucks a year to join. I would because of my travel schedule. But I go to check out who's going on. I met a lot of great people we raise capital from. Because what do I do when I get home? I take all the business cards that I collected, the database of people that I have and I'm either going to get their email or I'm going to get their cell phone. Right. And so what I do, I send an email. Hey, it was great meeting at your group yesterday. Here's a little about me and then there's an email. I mean there's a link to my pitch deck video if you want to talk. I love to talk because they also like to talk on the phone to get referrals and they get credited for referrals in the group. Love to talk on and schedule a sit down and see if there's any synergy. And we. I was having a lot of conversations with people. Some were no and some were ended up being yes. It wasn't like I want to pitch you in a deal, but here's what I do. Here's kind of what we with a breakdown deal and when people ask for more information. Great. I've got different deals available anywhere from 25 to, you know, half a million dollars in there, stuff that we can do. This is one of the most untapped aspects of stuff out there. Could you go in here and find folks in Florida, in other parts of the country where you look at California's got a ton of them in your area. All right. No matter where you're at in the country, you can Usually find a B and I group. A business network is international. They'll have money. As I mentioned, they'll have money. Usually a lot of them will have my. Some won't obviously. But you will find professionals in there that are looking for referrals and it becomes have them working your referral network for you. I still get referrals from folks, emails from people that I went to last year, the year before that from people. Hey, I wanted to reach back out to you about that. I've had your card with me because guess what, when I take a business card or something like that said listen, this is going to be something valuable. Maybe it may not be now but maybe something in the future. They need to talk to you. So hold on my card when you either get it looking to when you if you're you or nose or somebody that's wanting to invest in real estate, let's talk not buy or sell real estate. I'm not a realtor, I'm a real estate investor and I helped put lazy assets to work to help make above average returns. All right. Joining your local alumni association. Another thing, talking to people at your church, stuff like that. Okay. So many different opportunities to network with folks and you can always too go to meetup.com and look there for real estate clubs. Okay, so let's do this. I'm in Cedar Park, Texas. Let's search events. We're going to type in real estate. We're going to hit search. Probably need to log in. Okay. So we're looking not all events. We want basically groups for the most part. Groups. We click on groups. And then what I want to do is I want to look for groups that have a large network. Okay. You want to get the biggest bang for your buck. Okay. Especially when you're busy. So you got the commercial real estate 1031 exchanges. You can't do a 1031 exchange with notes. So probably not my idea. But the Texas Real Estate Network with let's click on the Texas Real Estate Network. Okay. Let's look at the events. And see they've already got some stuff going. Texas Real Estate Monthly meetup, interest rates versus tariffs. Woo. That's an exciting thing. But they're the do the Dogwood domain and there's five people RSVP to go to it. Okay, so that's a good start. But that's what I'm trying to get at, ladies and gentlemen. Start getting out in network. Start talking with people you'll know. You'll be surprised what you come across. And also Some of these have discussions pages, and I got to log in here. So if I join this group. Yep, I'll join it. And let me click on this one more time. I got upcoming events. I don't know why it went back to Miami, Florida. Oh, because I was down in Miami looking for a group. I put them down there, but they've got discussion boards, and sometimes they'll send an email out to everybody in the group. We've all seen those, I think. But the point is, you can go on there and say, hey, I'm new to the group. This is what I do. Here's a link to my Pitch Deck video. Okay. The idea is just getting the word out more and more to what you do, and you can do this from the comfort of your own home. A lot of times in the marketing side of things. Okay. Could you go to Facebook and look at. For some of the Facebook note groups? Yes, you could do that. Do I think those are effective? No, not all the time. I think there's a lot of dumpster fires on there as well. There is one strategy that I do like doing, and a couple of our students have done a really good job with this. Now, since this got sold to commercial, a big company, it's not been the same thing. It's a big dumpster fire. Okay. But the nice thing, when you sign in. All right, come on. You can actually go to your profile. This is not the right one, but anyway, we can go over here to your settings once you've logged into your profile, and you can go into your alerts and add new keyword alert. Okay. And what I would do with a new keyword alert, I would say people will constantly go on here and say, 50k to invest. I've got 50k invest. That's my keyword. I'm gonna keep that in there. All right. And another one would say, I've got 100k to invest. So I'll just type in 100k to invest. You could do 150, 200k, 25k, 75k, 50k. Do those. All those keywords. Because what will happen is that when you're. Let's see here. Did I save this? Or let me share this here. I don't think I shared it. So when you're logged in, there you go. There you go. So you go to your profile settings, and then you. You. Instead of your basics here, it counts as your alerts. That's where you put type in your different alerts. And let's see here. Let me put this in here, 75k to invest. Because so many people will say that I got 50k to invest, I got 100k to invest, what can I do with it? So let's go over here and just if you do the same thing and type in, okay, search bigger pockets at 100k to invest. Skip this. Not I'll do this now. Okay, let's do this. Where is it? So you don't put notes in. We just put personal finance. It's save and continue. Yeah, I don't want that. Oh, I logged in the wrong email address. Okay, so let's try it now. 100k to invest right there. Well that was from nine years ago. So this one's from April 2024. So I would reach out to us. So Amanda Jones, okay, go connect on her profile, click on her profile, skip to her and you can always send her a message, say, hey Amanda, you know I saw that you, you know your post from last year about looking to 100k to invest. What did you end up doing? Here's a link to a 10 minute video about what we do as real estate investors that might interest you. And that's what I would do. I would go on here. You can post like 10, 12 messages in a 24 hour period. But that's what I do. Just go through, have your VA or yourself go through while you're chilling in front of the computer one night and just start searching for what people are saying. You'd be surprised how many people say stuff all the time. Okay, 100k invest 2022. So like anything 20, 20 and beyond, you know, it might be a little outdated for someone but you, it's all about making the connections because you know Faroon Hunter and there's a bunch here. Click on page 200k to invest under Convest. What should I do? One or multiple homes. Just touching base with people, getting eyes on your pitch deck and what you're doing. One of the easiest things that you can do here and we've got students have raised four or five million dollars here on BP just doing that one thing, going, connecting, sending 12 messages a day. They tweak it up a little bit so it doesn't look like I get spam and a link to their pitch deck video and they get people to respond, say hey, I like what you're doing, let's talk. Boom. If somebody's telling you they got money to invest, they got money to invest. Okay. And that's a great starting point for all of you to do. Once you get your pitch deck. Of course, you want to go onto your profile. Complete your profile and go from there. Okay. All right, good stuff. Let's do a quick little break. We'll do a quick 10 minute break there for you guys and come on back at top of the hour. All right, stuff.