Session 2 - How to Find Note Deal & Asset Managers

All right, let's get diving. I do want to comment. So we've got James Williams. If you are an investor just getting started on a shoestring budget, what's the best way to market per market for performing as well? One of the big things, James, is if you're just getting started on a lot of capital, you're going to need to raise capital, and we'll talk more about that. But you need to find, need to find basically deals that are gonna pay you probably 12 to 16% or greater. And that's one of the things that we'll do. You can do that by looking at some different Facebooks, Facebook groups. But my personal favorite way to get started is to go to LinkedIn. All right. In LinkedIn, no, you don't need a big fancy LinkedIn account. Okay. It's helpful to have. Let me put this up on here. I'm just going to pull up my profile. So I'm on LinkedIn and one of the most important and marketing tools that you can have is LinkedIn. If you're not on LinkedIn, you need to get on there immediately because this is where asset managers note sellers often will go to. And so this is my profile. We're not connecting LinkedIn. Shoot me a LinkedIn connection request. I can't send it out because I'm capped out at 30,000 connections. But what you want to do first and foremost is sign up for LinkedIn. If you already have a LinkedIn profile, you want to go in there, update it with a, you know, banner image. Like, I have my banner image. It's kind of cool because of the premium where it slides. So I have my logo, I talk about what I'm focused on, my podcast, that kind of stuff like that for you. But make sure in your. One of the most important things you can do resource wise is your about you section. Okay, so like, if you click here on my about section, come on, It's about 2600 characters. You want to completely fill out your about you about where you've been, what you're looking for, you know, specifically what you're looking for. And some of you guys like, well, I don't know how to write an about you section of 2000 plus characters. Guess what? Use chat GPT. Use AI to help you write that out. Put some things in place, put a short bio together yourself and then add to it. All right? But this is often one of the greatest places you can go for people to find out what you're doing. And it also leads to searchability. For you. Now here's the thing. We always get year in, year out classing well, Scott, do I need a new LinkedIn profile if I already have one, but it's around my job? No, you don't need a new LinkedIn profile. Now the, the one * I'll say to that is if your current job or Boss is using LinkedIn to go out and target, you know, using it in sales navigator to recruit people or recruit clients for existing job and your boss would get pissed off you're posting something different about that, then yes, you might need to think about tweaking up your LinkedIn. Now if you aren't using your LinkedIn profile to go recruit for your job or something like it's just for you, then by all means feel free to post some things. One of the most important things you can do is post that you're a real estate investor, all right, You're a note buyer, note investor. I'll be a little bit different. My profile is a little different from y', all, okay? But posting on here that you're a note investor, note buyer, real estate investor on your profile as your job history is one of the better things you can do because that's what people will do. All right? Like your experience, put it in. Hey, you've been a real estate investor since you bought your first property back in the day. If you've never bought a property, put on it when you started listing, okay? Because we're all educating, we're all learning about the business. Because when you start reaching out to asset managers on LinkedIn, which I'll show you in a second, all right, they're going to go to your profile and take a look at and you want to actually pass the smell test. Now here's another thing about passing the smell test. When you put your experience in your different companies work at don't go all the way back to when you were a barista in college. All right? I got a buddy, he said like every job he has ever had and it does not look good because he's constantly bouncing around, right? I was a, I was a busser in at 16 years old, I'm like, dude, get rid of this. If you really just need to have, you know, when you start becoming a professional. Now if you've had the same job for 20 years, by all means, that's all you need. But I would add one thing. When you started an llc, you started looking at real estate. Go add you when you did that as an experience on there. Asset managers are not going to get upset that a, you work for IBM and then you're also a real estate investor. They understand it. Most of the lenders out there and special asset managers understand people are buying for their own portfolio. They're not going to have five, $10 million in their own name. And that's fine. But post on here that you're a real estate investor, a note buyer. It will help you attract deals. Now, for those who are looking for performing notes, that will help you get people to call you with notebooks. Hey, you got a note for sale. You've got to get this out to your network, what you're doing. We'll talk more about that later on. You gotta post a couple things. All right, Put some feature things. I have a newsletter which is easy and free for you guys to start on LinkedIn. I have some features like our class, our podcast, whatever it could be. You can post pictures or create a, a feature thing of what your most recent fix and flip or a deal that you did past case study, it doesn't matter. Putting something to bring your LinkedIn profile live is one of the most valuable things you can do. No, you don't need a paid version. You can do one, a free version, stuff like that. But that's really kind of your business resume. All right, is your LinkedIn profile right off the bat? No, you don't have to go be on Facebook if you don't want to. There are some things on Facebook you can do work well for you. But LinkedIn is one of the greatest ways that we find asset managers. Okay, now what you do, if you're going to want to find the people at the banks and lenders who have notes for sale. So what you have to keep in mind is that banks, you're not going to call the local bank or you're not going to walk into your local Wells Fargo or IBC bank or bank of the Ozarks. Wherever your bank can't say, hey, I want to buy your notes. They're not going to tell you that they've got notes, okay? And I say this because I used to work at JPMorgan Chase in Bank One, and people would occasionally come in, hey, we want to buy notes. I'm like, I'm sorry, Chase doesn't sell their notes. Now, Chase does sell their notes. Every bank basically sells their notes for the most part, but they're not going to sell them to you for the most anyway. And what I mean by that, like Chase, bank of America, Citibank, Wells Fargo, the big top Four or five banks, they're not going to sell a one off note. They're going to sell them in like a big tranche, a big portfolio of like $50 million. All right? And if you're on this class, you're probably not going to be buying that big a portfolio to start off with. Okay? But there are great ways to target other lending institutions. Other larger banks will often allow you to cherry pick stuff if credit, credit unions will sometimes have stuff, but we also target REITs and other lending institutions or mortgage companies to find stuff. And another thing, you're not going to go into your small little one branch bank office either and say, hey, I want to buy your notes. They're not going to be able to sell you a note at a discount because the bank is too small. They can't take a big discount on it. Most of them, they've got to go ahead and go through the foreclosure process to bring, you know, bring that money back into the bank because they can't take a loss stuff. So we like to target banks, branches, lending institutions that usually have five or more branches. You start getting that regional side thing, they start having a bigger portfolio, they're going to have more stuff in more trouble stuff. And so that's one of the better ways to start looking for asset managers. And so we'll go right over here and say I'm looking for. And you'll just type in these names, okay? The first one, Special Assets Manager is one of the big things. Okay, Special Asset Managers. And you're looking for people. There are groups, which is a good thing. So we'll click on the group. Special asset managers, professionals, 3,000 members. Okay, now you can click on that group which I'm a part of and start connecting with the 3,000 people that are on there. Hey, we're part of the same group. Wanted to see if you might have any notes available for sale or know anybody, know any of your colleagues who might have some stuff available for sale. One of the great things you can do. But for the, for this, we're going to look for people. Okay? So we're going to click on people, Special Asset Manager. And I've got a large network. If you're not connecting me on LinkedIn, you're doing yourself a disservice because once you connect with me, you're going to have a lot more second degree connections. Now what's the difference between a first, a second and a third degree connection? So Judy and I are connected on LinkedIn. So we're connected. We're first degree connections. A second degree connection would be somebody that Judy's connected to that I don't know that I'm not connected to. So you've heard that story, six degrees of Kevin Bacon, right? Well, I'm would be a second degree connection would be they're connected to somebody in my network, but I'm not directly connected to them. And that's what we're really looking for. Third degree is somebody who's not connected to anybody in our network whatsoever. But they're connected somebody. A second degree connection. Okay, so let's say Judy's connected to Steve, but I'm not connected to Steve. But let's say Andrea over there is connected to Steve. That would be a third degree connection. Now usually what's, what's great about LinkedIn is it's great to reach out to people. What's bad about LinkedIn is LinkedIn has narrowed down, limited your connection requests available. It used to be I could send out a hundred connection requests each day to connect with a ton of people. Now it's, if you're starting off doing this, it's probably going to be 20 to 20 to 50 a week. I think if you get beyond 500, it'll go up to 20 a day at the most, which is still better than most of you are doing out networking. Right. So it's still the number one spots. But here's the thing. When we look at special asset managers, this is the first job title, right? We're looking for people and we're going to say click on second degree connections. All right, now I can see here, all right, VP of Special Assets, Charles Thompson. He's out of San Diego. Let's click on Charles profile here. VP of Special Assets Manager. Let's just scroll down here. Access Bank. VP Special Asset Asset Manager. There we go. Access bank is some stuff. All right, Asset Manager, MDI West Properties. Okay, so what will we send to him? Well, we'll send him a connect request. Am I going to add a note? You always want to add a note to this. Okay. Hey, Charles, I wanted to see if you are the right person at Axos who is in charge of your npns, which stands for Non Performing Notes of the NPN stands for Sales. If so, I'd love to see what you might be looking to get rid of this quarter. Next, As I'm buying for my own profile, I'd love to talk. Thanks. All right, so you're going to copy paste that. You're going to copy that here. All right. You're going to tweak it a little bit, but this is primarily what you're going to say over and over and over again. All right? And when I was a young lad, you know, you know, 10, 15 years ago, when I first started doing this, I would do this. I would jump on LinkedIn and I would start counting, sending out connection requests at night while I'm sitting there watching the NFL football game or a college football game at night. And I sent out like 130 requests one night. I got 40 approved, and I ended up getting four tapes out of it. Okay, so this works. And it still works to this day. We still are constantly reaching out to asset managers on LinkedIn. Now, I'm a little bit more limited than I was because I'm kind of capped out at 30,000 connections, but I could still send out invites. Okay, so I'm gonna copy that. I'm gonna hit send. All right, so why not? Now, here's one thing to look at, too. Look at a. Here's some things that are gonna be stand out to you. Okay? First of all, he doesn't have a background profile. Okay? He may not be that active. He's only got 272 connections. Okay, he does have some connections. And he went to Texas State University, where I went to go Bobcats. Eat them up, cats. Right? Meow, meow. Exactly. But, you know, he's out of San Diego, California. You know, if I can click on contact info, sometimes they'll give some, you know, email, phone number, something like that, that's not on there, but that's still something to send out. So let's go back here. Unfortunately, LinkedIn doesn't give us the opportunity to filter by the number of contacts people have. I wish they would do that. Right. But we sent that out. So let's just keep going down. Special asset managers. Let's just keep scrolling down here to do. Here we go. Hanmi Bank, Eugene Chung. Okay, LA Special Asset Department. Let's click on Eugenie. I've spoken to this lady before. Okay, 448 connections at Han Me Bank. Let's just do the same thing. Add a note. I know they have stuff because I've talked to her before. It's been a little while. And we'll just send that. All right. Person at your bank. And that's what we do. I mean, that's one thing that you can do. You can put a VA to work doing that and send it out. Now, of course, if you have a premium level, you'll get a little Bit more ability to sensify. If you go to some of the special asset groups, it allows for you to kick with more people that are in those groups. All right, now that was special asset manager. Let's go back and do another name for it. So let's type in besides special assets, Secondary Marketing Manager. Okay. Secondary marketing managers would be for a little larger institution usually maybe a reit, hedge fund, stuff like that. And we're looking for secondary connections. Okay, so let's just keep going here. Marketing manager, Secondary Marketing manager. Let's just keep going to sales and marketing enthusiasts. One thing, let's take a look here. Sales brand, secondary marketing. Let's try this. People. Second degree. Oh, it also helps change the location to the United States. Special Asset manager is my favorite. Secondary marketing manager. A little bit smaller aspect of things but there are groups available for that. Okay, so here you go. Ryan Repik, vp, Secondary Market Manager, Ameris Bank. Okay, I know Ameris has got some default stuff now. This guy's got 500 plus connections. Okay, 2454 follower secondary market Analyst, Community Capital Bank. He's in into it. Same thing. Let's hit connect. Hey Ryan, you can't be too long when, when you send this out because you've only got 300 characters. Okay. So I try to keep it simple. Send it out, send it to them. The great thing about LinkedIn is you can often see who comes back to look at your profile. Okay. And then if they look at your profile, reach out to him directly. Now let's see if he's got any contact information. Nope, still just his LinkedIn profile. But you could go to Maris bank and I'll talk to you about a little bit about how to find it and call Ameris corporate office and track him down that way. Okay, so let's do another one more here in the secondary marketing. And that's what we're looking for. VP of secondary. You know this secondary marketing manager. Okay. Think I go through a little bit more than that. But the great thing is you'll find them. So let's do another one. Okay, so we've talked about special asset manager. Let's do whole loan trader. Whole loan trades can be definitely for like your insurance rates, more big mortgage funds that are selling off loans in portfolios. You may also find folks in the hard money business as well that have a whole lot. All right, so there you go. Look at this. So we see this whole loan trading, managing managing director, whole loan trading at Memphis Capital, fixed on whole loan trading at Raymond James. Right. Providing liquidity to mortgage originates through whole loan purchases and pipeline funding solutions out of Flower Mound, Texas. Michael J. Leman. Okay. Whole loan trading at Saluda Grande. You know, whole lot of the fixed income. Whole loan trades. Some of them are going to be more. I mean, some of them will be more investment side versus the whole loan. But Matthew Rothstein. Look, there you go. Whole loan trading at Citibank. All right. Whole loan trading at Raymond James. We've talked about them, okay. At MetLife, you know, fixed income director at Barclays. So you're gonna get some bigger names on here. All right, so let's do the same thing. Hit connect to Maddie. I don't know. And I'm gonna say you're in at your institution for this. And it sent. Okay. Boom. What's going on? Go to page two. Whole loan trading. Timothy Andrew. And if they don't have a profile photo, it's probably not worth sitting it out. Ca yeah, it might be, but Wells Fargo Securities. He's been there for 16 years. He's probably not spending any time on LinkedIn. So we'll go back here. Bank of America. Hold on. Trading side. There you go. Trey. Morgan Stanley, 90. Hold on. Trade. I mean, you could literally post on one of these. You're probably get some bigger portfolios I'm looking for. When you're starting out, you probably want to target Barclays back. Bank of America. Okay. They're going to have a larger portfolio, but here we go. That's portfolio management. Let's just keep going down here a little bit. Hold on. Trading in JP Morgan, Breen Capital. Okay, let's do that. Let's connect with Daniel there, add a note. All right, and that's what you do. You can just basically reach out to. Now you can also go look at chief credit Risk officer. That's going to be for real. Smaller community banks will often have a chief credit risk officer. Okay. All right. Chief offer of plants, commercial lending business. There you go. Tony Zizo. Okay. Off DC Ex Capital. Unco Creative Agency. First pre approval offer engine. Okay, great. Chief Consumer Credit Risk Officer at Fifth Third Bank. Okay, let's connect with Gordon here. Hi, Gordon. Hit send. Okay. Third coast bank. Hi, audrey. And that's, I mean literally doing that over and over again can get a little old right now. We'll talk about one more thing on here. I'm going to show you a tool besides that can help automate this for you. I don't get paid anything off of this thing. I'm gonna tell you now, if I do, I'll tell you that I get a referral credit or an affiliate, stuff like that. But any tool that I give you, I, I talk through the next threes are stuff that we use on a regular basis here. I'm not going to sit here and recommend something that I don't use. Okay. I just don't think that's fair if, like, somebody's paying me to pay, you know, to get you to go use them. If I'm not using them, I think that's false advertising. That's my personal opinion. Okay, so let's hold on. Trading special last. You can also type in note investor. Let's try it again. These are going to be individual investors just like you. Okay. Stephen Thomas, he's a note investor. Ben Haunt, note investor. Okay. South Lake, Texas. All right. Dawn Bearden, Robin Jackson, you know most of these people. I know. All right. Never heard of. All right. George Crocker. Yep. And that's a great way to build your network as well too, is by connecting with other note investors. All right, now let me go back. Somebody was going to ask me also, if I go back to the special assets or the secondary marketing group, We change this from people to groups. Let's just do that real fast. Oh, is it. They change that out. They closed that. If they closed that group out, no. 4 results. They must have moved it over to. Okay, so we'll do special asset manager again here. Click on groups. All right. Looks like some groups have closed. I just recognize that. All right, so we click on the special assets managers and professionals. Okay. Now the Great thing is 3034 members. Okay. So you can click over here, hit show all to the members and you can send messages to these people. Hey, I'd love to connect with you. And looking at what they have. So like Eric Hardway, owner finance specialist. Okay. Maybe get some owner finance notes available for sale if you're looking for that. Okay. And let's just keep looking through this stuff here. Now, if they don't have a profile, they're probably, you know, they don't have something on there. I wouldn't waste my time. If they look like they're a VA from outside the country, I wouldn't waste my time. Okay. All right. And we just go through looking for these things. So anybody's a real estate investor there? Okay. Nurse, anesthesiologist, maybe she's a private invest residential assisted living investor. Okay. This is a great way for you to raise some private capital. Connect with other investors at 2. Okay. Fix and flip houses. Okay, maybe not so much. Adam Whitzle, he's out of Houston. He's a buddy of mine. Okay. All right. Real estate investment account manager, Special asset manager at bank of the Ozarks. Hey Rhonda. So let's send a message to Rhonda. Hey Rhonda. Okay, hit send and it allows for us to send a message or without having to connect with Rhonda. Okay, you haven't connected with Rhonda clock. Now the smart thing with it when you're starting off is to click back on her profile and send her a connection request. Okay. And hit disconnect. Oh, it already is pending. Okay, good. Now let's keep looking through this list. You get what I'm saying? Ladies and gentlemen, there's plenty of people out there that you have to reach out. Just gotta reach out to me. When you look at things, there's roughly give a bit of an idea how big the market is. All right, there's just under 5,000 licensed banking institutions that are originating mortgage. That's not credit unions, that's just banking institutions. It's about the same amount when it comes to credit unions. But on top of those 5,000 licensed regulated banking institutions across the country, there's just under 20,000. That's right, 20,000 other mortgage companies. Mortgage originating companies. This is not RMLOs, not just a mortgage broker. I'm talking about companies. 20,000 companies that are originating mortgages on a regular basis. All right? And don't tell me that banks will not sell you notes. I have one California based hedge fund that we get stuff from on a daily basis. And when I asked him, when I asked Matthew over the. Hey Matt, can you give me an idea how many banks are sending you stuff to sell on a regular basis? He's really easy because yeah, over 600 banks are sending him stuff that he markets on a daily basis to. I get lists every day from now probably 90, 80 to 90% of stuff I'm not going to buy. Scratch and dense stuff which I talk about or newly originated stuff that can't take a big discount or stuff that's, you know, maybe seconds helocs. I'm not really buying seconds. I'm only focused on buying performing, reperforming and non performing first liens. Now the performing stuff he sends out, it's all at par. So it's. If it's at a 7% interest rate, it's at a 7% yield. I can't make any money buying it par. If I got to pay money Investors, you know what I'm saying? I like the non performing stuff, usually discounted dramatically because I get a bigger discount. Gives me more flexibility on that stuff. But that's what I'm trying to say is there's literally 25,000, roughly 25,000 banks and licensed mortgage companies originating mortgages across the United States for you to tap into. Okay, think about that for a second. That's a lot. All right, you don't need everything. When I started doing this business back in the day, I started eating tapes. And people always ask me, why are you teaching this? You've got everything. You've got a niche out there. The reason I teach this is because there's plenty of inventory, there's plenty of opportunity if you know how to market. Doing this. One thing that I'm talking about here, going at connecting with 20 to 100 people per day, is things that maybe less than 1% of note investors do. People don't understand how powerful LinkedIn. It's not the dumpster fire that Facebook is or you don't have to pop unlock like TikTok. Now, I found asset managers on TikTok by marketing deals on there. But if you go to LinkedIn and you just kind of keep going through some of this stuff here, you'll find the right people at different departments. Bank of the Ozarks, we bought from them before. Okay, Rhonda Clark. Now, what happens if Rhonda's moved on? Well, I ask, hey, do you know who is that your institution or who is your manager? Who can I reach out to? All right, if she doesn't know, then great. I'll pick up the phone still called bank of the Ozarks and say I'm looking for the special asset manager I used to talk with Rhonda Clark. Rhonda's no longer there anymore. Who replaced Rhonda Clark? Okay, you like this? Yankel Miller, private real estate lender and investor, buyer and servicer of debt, private credit. Hey, let's do this. Hit message to Yankel. He sent me a lead. There we go. I talked to him before. Jack Miller, Gilt Financial. All right. They're buyers and sellers. Okay, Boom. What I'm getting at, ladies and gentlemen, this is something that just takes a little bit time. Now, you could hire your VA to jump on there. Look at this. Like this one. Tristan Bergeron, assistant vice president, Special Assets, Early Intervention and Recovery Manager, Bangor Savings Bank. I don't know if that's Bangor, Maine, but let's click on Tristan's profile and see here it is. It's up and it's up in Maine. Well, you know, we happen to have a student, one of our Koji students is up in Maine. And so let's go and send Tristan a direct message here to see what he might have. Just go down here, find his profile again. Because what we find is that most banks are licensed in multiple states. And while I might not be looking for stuff in Maine, they may have stuff in other states to look at. Okay. Never know. Special Assets Relation Manager Kentree Hendrickson. Okay, let message your third, third click on that. Hi, Ki Carrie. Pretty simple to do. Everybody here can do. What am I doing? Okay, u.s. bank special assets, tim hill. What's that? Message to tim. Hey. Okay, now any comments, any questions about how we're using it? Okay. Okay. So Mr. Skyline asked the question here, what about Lending Tree or Rocket Mortgage? How do you reach out to those guys? You do the exact same thing that we're talking about here. So what you could do is let's go over here and show you. So let's say we're going to look for special assets manager, Rocket Mortgage. So here's one Digital product manager, not the right person, but we can click on Rocket Mortgage and take us to that company, Rocket Mortgage. All right, so we're now at Rocket Mortgage. Now I know that they send stuff out on a quarterly basis. Was that. No, it's a different, It's a different. What the hell they do? Rocket does send stuff on a quarterly basis. We've looked at their stuff before. So what we do is we go to the company and then we click on people. All right. And then let's go through, see if we can't find the special assets manager, the secondary marketing manager. Okay. Now a lot of some of these banks maybe just make it mortgage brokers where they're going to pull in like know like Rocket Mortgage. I think they pull in a bunch of leads, a bunch of pricing from different mortgages. If I remember correct. It's been a while since I got a mortgage obviously. But if they're, if they're just filling out mortgage because their website, they're not necessarily going to have special assets. They're hold but they might. We'll take a look here, see if we can't find it. Triple Crown Mortgage Banker. Mortgage Banker. Show more results. So we're looking for, like I said, the special assets managers, the secondary marketing. See see Mortgage sales at Rocket Mortgage might potentially work for that too. Mortgage sales, they're jack. We'll see. We'll look In a second here. Going to get a lot of loan officers on here. Now. I think we're getting into where they've worked for in the past. I'm just going to keep scrolling through here. Chief Servicing now. I don't think that's going to be it. Let's look one more time. Yeah, you're getting to people that used to work at a loan. So let's go back up here to mortgage sales and we'll send that guy a message. Jack Ria, vp, Mortgage Sales at Rocket Mortgage. Let's see what his profile says. Anything? No, he's probably going to be just selling stuff off, but we'll send him a connection and add a note to it. Hey, Jack. And just send it, see what happens. So that's one thing. So somebody asked about Lending Tree. Yeah, See, this is kind of. That's more of a broker. It's not. It's more of a fintech company than it is a true mortgage company. They're not really holding anything. All right, let's just look. Look for the heck of it. Yeah, Strategic Partners brand. Boom, boom, boom. Let's see here. We got. Yeah, I'm not seeing it normal. It's a. It's a fintech company, so you wouldn't waste your time on. On Landing Tree. Okay. Now that's, you know, we sent some stuff out. The idea is to follow up with people on this stuff. Doesn't cost you anything too. Now, to automate this, there's some things you can do to automate this. And yet there's a service that I like using. There's two services I like using. Okay. One is Octopus CRM IO. This is a. A LinkedIn growth tool to help automate your connection request. Okay. Now I use Octopus and it helped me grow my LinkedIn from 6,000 people to 30,000 connections. Okay. It did it over a couple of years. And every day, Monday through Friday, what I would do is I would come into the office, I would pull up my latest list that I pulled over profiles, and then I would start the connection request and the Octopus would Automate, sending out 50 to 100 connection requests like I just shared with you. Now, the great thing that it doesn't, it's not gonna pull their email addresses. I'm gonna tell you that right now. It's a group Google Chrome plugin that will work with LinkedIn. Okay. So I can go into LinkedIn. Let's see if I can still kind of show you I can't use it much anymore. Pull it up here. But it's one of the. What's. It's one of those really cool. Okay, all in. All right, so you're all in LinkedIn. Okay, so, yeah, I don't have a. I stopped paying for it because I couldn't use it anymore. Right. I was paying 21 bucks a month. Or you could pay 15amonth if you want to do it on an annual. I like to do things month to month. You never know when I get capped out or what's going on. Okay. But the great thing is if I go over to LinkedIn and I do a search here, right? Whoop. That's my email. Let's go back here to LinkedIn. All right, so we'll go back to LinkedIn, say type in, let's type in special assets manager. Okay. And we'll click on people and we'll do second degree connections and it's going to give us a whole bunch of people. Right. All right, well, if I go over to Octopus here, I can hit refresh here. I know Octopus. Let's do this. Come on. May not let me do this because I may not be paying for it anymore, but basically you can get a free trial where basically what Octopus will do, I can go in here and it basically it will recognize the LinkedIn search that I did and I can pull over. You see how many profiles I can pull over? Up to a thousand profiles. Let's do that. I can do that. Here we go. Boom. Copy, paste that into search that I just did. I can pick a campaign I want to use or a brand new campaign. You can pick, you can have a whole variety different campaign that's going based on list. So like what I would do is I would pull a list over special asset managers, a list of secondary marketing, a list of whole loan traders, a whole loan of note investors. And then I would use real estate podcasts or whatever your other things you're doing and I'd pull a thousand profiles over each into Octopus. And then what I would do, like I said Monday through Friday, I would target a different list. So I would go in and say, okay, send 100 invites out to the special asset managers. List this today. And it does it till LinkedIn says, oh no, you sent too many profiles out for the day and it stops you. Well, Tuesday I send out a list to the Note investor list. It says that a thousand profile connection requests. Now the, the beautiful thing about this, it's about a 60 to 70% acceptance ratio and it's great because it helps you grow in the connection side of things. It allows you to mail merge and say hello first name you can insert first name, last name, company name, job title and same thing. It'll do it through LinkedIn. It's not going to pull up and send it through your emails but for 15 bucks it was a really great tool that I love using and highly recommend that everybody uses it to help you grow your LinkedIn in targeting targeted for private investors note investors, real estate investors that's another list you should target and we'll talk more more about that tomorrow. But if you're looking to to raise capital your local areas target real estate investors in your local market. Pretty easy to do that in LinkedIn and Octopus can help you do it. Now another tool that you can use is also Rocket Reach. Now Rocket Reach will help you connect to what was it, $99 a month. It'll help you connect to basically a hundred profiles of finding emails and the right contact information. Come on. I probably got to continue with Google. It's probably what it is. But this will help you go find so let's type so you can if you're looking for contact name of somebody or let's do let's let's let me show you a little bit different way. All right so if there that's okay. Let's go back to LinkedIn here and let's go down and look for somebody's name and contact number. Okay. Actually let's do this this would be easier. Hold on Trader. Okay so non agency let's go Travis Lamar contact info Nope. But we're going to copy his profile copy link address and we're going to Rocket Reach and we're going to Type in his LinkedIn URL. And there you go. He's now working at Penny Mac. Let's see his two work emails. And so it could be his name over at PennyMac Secondary Marketing Bank. Okay. EVP at PennyMac Main Director of Blue Water Financial VP and so there's kind of a nice thing it gives you a bit of an idea and once you sign up for can kind of help you it'll actually show the email a lot of times it'll also kind of show the phone number. So this is pretty cool. I don't have to use it very often now because we have a big database but we've used it over the years and this is why it's helped us build a email database of over 5,000 asset managers that we can drill a drip marketing campaign to for okay. And you get oh and give you a bit of idea if you get unlimited access here so you can sign, see if you have some flexible plans. Oh, so there you go. If you want essentials, 1200 exports per year. So it's a hundred dollars a month basically for. Oh, you can do it for a better price there. It's pretty good. Email and phone a little bit more. 8.99 3600 exports. That's 300amonth basically. So it's not so bad. I mean it's. If you're going to use it to contact people, this is a great way to save some money and to help speed up your aspect of things as you're coming across. And I'll talk about how we use foreclosure lists in a few minutes to share one way to find distressed assets. But we'll get to that in a second. So anyway, there you go. So Rocket Reach, LinkedIn, Octopus CRM. Now you can also. I'm a big fan of Lane Guide. Lane guide.com all right. Languide's been around forever. Now this is a tool that's kind of a little bit outdated. You know, Richard Lane passed away a few years back and his team's still using it and it's a great way to find. Do a little bit more of a, A search for stuff. Okay. I'll give you a bit of an example. You see over here, this search toolbar. Now what Lane Guy has done is they basically track contacts. They track who, what bank bought what bank, who got sold to what, all that good stuff. They've done it for years. Okay. And I still like using them. I'll still go over and see. Okay. If I see a foreclosure in a bank I don't recognize or I'm looking for an internal number at a bank, I'll use this. But let's. The great thing is lenguide has kind of put together a list of REO assemblies. Now we're not targeting real estate owned, but what Lane Guy does is it lumps the REOs and the non performing note asset managers into the same bundle. All right, so we click on REO asset manager here and click on that and we just pick a state. So we'll say residential, let's just say picked in Florida. Statewide. We want to change. Yep. REO and asset managers and then all it should allow you to. There we go. Special asset department. There you go. Click on that. And then we're going to just say banks. Okay. And hit search. Now it's going to ask me to log in here, which is great. Logged in. Yeah. No changes. All right, we'll do it one more time. REO Asset Manager, Residential, should have done to begin with. Florida, statewide Special Asset Department, and then just banks and hit search. There you go. Now it's popped up. It is this good list. I picked Florida because a lot of people like to lend in Florida. I could pick Texas as well. But what you see is a lot of these big bank lending institutions who are lending in Florida. Okay? And it may be a little small for you to see, but it gives us, like. I'll give you an example. Like First United Bank, Larry Ostermire. Well, it gives us Larry's phone number and his email address. Okay. Ameris Bank, Skip Mullins, and an email address for Skip Mullins and Amer's Bank. All right. Bank of the West, Martha Torres. Bank of the West, Dana White. Martha handles residential. Dana White handles commercial. Okay. Now I'm gonna tell you, some of these may be outdated, right? They may not have, because a lot, you know, bank people transfer jobs, okay? Some have retired, some keep going on, but they're pretty good. I would still say that's probably about 60, 65% accurate on the emails. Now, there's not a download button here. Lane costs about $150 a year to have access to, not a month, a year. Okay? But this list is worth 150 bucks, right? If you've got the phone numbers and names to pick up the phone and call to. Even if you're calling and they're, the person there has moved on or they've moved to a different department of the bank, which happens. Who's. Who's in special assets, who's in secondary marketing, okay? And the thing that I like to do every year is I'll go into this list, I'll download the list, all right? And then I'll go pull a different list, a different search for, like, my top 12 to 15 banks. So I had. Right. Presidential. Let's just do Texas now. Statewide, same thing. I'll change it to special assets for the large institutions because they're more likely to have anything and change it to banks and hit search. And there we go. You're going to have some crossover. Like, I'm not going to target bank of New York Mellon. You know, that's mostly going to be their REO department. Citizens national bank of Texas, Comerica Bank East West First. I mean, Texas is a. A big, big bank. But you remember Harmony bank out of LA Yosep and Harmony Bank. Remember, we just reached out to Yosep they're on LinkedIn. Okay. Iberia Bank. All right. This is a pretty great list of pull because if you go Texas, Texas is big. Texas got a lot of people lending. Wells Fargo. You're not gonna buy anything from Wells Fargo. Okay. Washington Mutual. Let's see, Zion Bank. No, but there you go. Pick your top 12 to 15 you can go to. Oh, well, let's look. Let's look at. For those in California. Okay. Presidential in California. Statewide Special Assets Department and just banks and hit search with offices basically in Cal. There we go. So same thing you're seeing like Academy Bank's been on there. They laying all those bank of California chip gains or Charles Gain, Sorry. Bank of this year is Michael McLennan. Carol Frost @ Bank of the Orient. Okay. A great way to build a list of contacts and names and phone numbers for you to reach out to. Merchants Bank, Monterey County Bank, Northern Trust Bank. Yes, you're going to have some smaller banks on here, but you're also at some. Most of the larger institutions. Synovus Bank. I've bought for Synovus over the years for sure. Okay. Michael Johnson. They will usually send a list out once a quarter. Okay. Keep showing up. So that's the thing, is this is a great tool for you to build. This gonna be some crossover, but you should be able to get somewhere between 750 and 1,000 contacts off of just doing Lane Guide alone. Okay, but it's gonna cost you 150 bucks. All right. Do I get anything off of this? No, I don't get anything off it. I just have used this for probably 15 years. Okay, so that's Link Guide. Another thing you do is the. Is Bauer Financial. So Bauer Financial. Now, Bauer Financial is not going to give you a list of contacts. I'm sorry, they're just not going to do it. What Bauer Financial does, though, is it takes a look at the banks that file their quarterly reports to keep their FDIC insurance. All right? And every bank that wants to keep their FDIC insurance has to submit a quarterly report to the fdic. And what Bauer Financial does is it pulls these quarterly reports and all the numbers they give on how healthy or how poorly they are. And it ranks them on a ranking basis of either, you know, five stars being great or zero stars being horrible, and you can actually purchase a list. I do this about once a quarter. Once every six months probably is a better way. I don't do once a quarter because numbers may not change that much. But for like 300 to 400 bucks, I'll reach out to Bauer Financial, say hey, I like to get a list of the reports on banks that have five or more branches. And so it'll give me a list of. It's gives me a spreadsheet about 1500 different lending institutions across the country that have five or more branches. And it divvies up all their ranking last quarter, this quarter, how much loans they have, how much of loans are in default, how much are, I mean that's 90 plus days in default. How many are behind as of 30 to 89 days late. What's their residential balance, was the commercial balance, was there apartment balance and stuff like that and default stuff like that. So that gives you a list to be able to target. Like if I see that Axon Bank, Ally bank is a three and a half star, not a five star and they get this huge default and their portfolio is upside down. It would be good for me to reach out to Ally bank and see what they have on their books they're looking to get rid of. Right. So this is a service that we use. Like I said, I've used it for a couple of years, really enjoy it. Like I pay for it once every six months to download the list and then I'll just use LinkedIn or Rocket Reach to go find the right person. Now what it does give you is that it gives you the president or the CEO of the bank. Okay, well you could always start at that lender, that bar, you know the that person's name on LinkedIn and connect with them from there. Usually they're going to have assistant that's managing their LinkedIn is not going to be them directly most of the time. But reaching out, hey, who's in charge of your special asset sales is a present. It works pretty well for you if you're not going to reach out to the direct individual. Okay, so Bauer Financial, not a free tool, but a tool to use once a year. I could say if you guys wanted to buy a list, buy a list once and dive into it. Okay, now another list that is going to vary on a state by state basis for you, okay. As ways to find lists of note sellers. All right, is you want to target mortgage bankers. Okay, there's mortgage brokers, but mortgage bankers are people or companies basically that originate loans on behalf of themselves or on behalf of a lender that they have a line of credit with. Mortgage broker is going to just be, you know, going to have an open relationship with any mortgage company they can get a loan done with to make a commission on. Okay. But a mortgage banker is going to have a line of credit, usually 5, $10 million or more with a bigger institution or they're going to be using their own money to lend up, lend, lend money on. Now I'm not going to target hard money lenders. Hard money lenders are really mortgage bankers if they service their own loans. But mortgage hard money lenders aren't going to do, aren't going to sell most of their notes off at a discount. Hard money lenders are already in at 65 sitting percent of after repair value. If they sell a note off, it's probably going to be at par, which means it's going to be for the full balance of the note. Now if you've got some of your own money and you want to make an 8 to 12% return on some short term loans, then maybe it makes sense for you to buy a note from a hard money lender. If they're going to service it and retain it and you want to make 8 to 12%, that's not a bad day. Right? They're usually not going to sell at a discount. You're also not going to raise money from a hard money. Let me just go and clarify that. I've had people ask me that every time. Well, what about a hard money lender? Won't they give you money to buy a property? Well, you're not buying a property, you're buying the note. Okay. But every state usually requires mortgage bankers and loan servicing companies. We'll get to the servicing companies in a second here to register with them to hang their license to do business in that state. Okay. Now every state out there is a little bit different in how they do it. A few years back after actually in 2008, the federal government created the National Mortgage Loan Originating website or the nmls. Okay. National Mortgage Originated Listing Service that you can go to and search for. That's not very accurate, not very good to use unless you have a name. What I prefer to do to get a full list of people that are licensed in specific states is go to the state licensing boards or the state licensing website. So in Texas, here and everybody can use this in Texas. If you go to the Texas Savings and Mortgage Lending Department. Okay. And click on that. All right. You can reach out to them and say hey, drop them an email. And just like this, licensing inquiries. My name is Scott Carson, phone number. Hello, Texas Savings and Mortgage Lending. I wanted to inquire about receiving a list of your licensed mortgage bankers, Loan servicing companies and RMLOs who are, who are licensed in the state of Texas to do business. All right, thanks. And literally they'll send you. You might have to follow up with them sometimes, but usually they will send you a list. It's a spreadsheet of stuff. So let me give you a bit of an example here. Let me pull this up here so you can see what I'm talking about. But there's a list of mortgage bankers on here. Here. Mortgage senate. Okay, so let's see that they're only license. This is the Download list of RMLOs, Texas Savings Mortgage Lending License. RMLOs. Okay. Now this one's a couple years old. I just pulled it up. I didn't look at it and realize it was 2023. I have the one from 2025 already. But it gives you emails. First names, last names. Pretty easy for you to pull a list. Now, some of these are going to be active, some of these are going to be inactive. All right? But it gives you their sponsoring company, which is great, but it gives you a big chunk of emails. Now, is this going to be valuable for you to use to find notes? Yeah, it might be, it might not. Most of these are going to be originators, so they're going to be mortgage brokers. They're not going to be creating a lot of owner finances, but it doesn't hurt to reach out to them to see if they have. Now, it's 39,000 email addresses. So, yeah, 39,407. It's going to take you forever in a day to send emails to this group. Trust me, I've been there, done that. Okay, but let's actually go over and let me show you a different list here that you probably want to focus on. I mean, I'm just trying to aro. Aro. Let's see. Let me go back here to a different list. Here we go. Mortgage bankers. All right, so here's a list. Yeah. Okay, let me share my email. Share it with you now. So when you request this list, what's going to come to you is going to look like this. Okay. And what you're going to have is you're going to have the company number, the company name, all this good stuff. All right? Their street address, where they're from. You'll have folks in Texas and all over the United States. Okay. You're gonna have stuff in about 50 different. So this might just be Texas stuff. Sorry. Oh, I probably just tweaked this. Okay. But anyway, so you have the company contact name. All right. And then you have a company phone number, company email List. All right. And then you have the licensing type. This is important. Okay. This is a mortgage banker registration. That means these are. If you look at this list here, Mortgage bankers, the more. What. Why is it I've got it filtered here for some reason. Okay, what do I have it filtered for? I probably got something on here. Just hit select all actually go in here and unfilter it. All right, now filter. Because this email list is roughly. Yep. Oh, I could have it alone. Why is it. It is acting goofy on me here. There's more than 59 names or more than 59 names a second ago. What? It just showed. Okay, anyway, this spreadsheet's acting a little bit goofy. But anyway, let's do this. It's pro. Oh, you know what it is? It's got, it's got a bunch of blanks in there. That's what it is because it gave the. What it'll do. Okay, now I know exactly. So it'll give you a list of mortgage banker registrations. It'll also give you a list of savings and mortgage lending servicers. All right, so 1700 and 7 to 18. So about. About a hundred different servicing companies and their contact names and email addresses. Okay, now here's the thing. A servicing company is going to be servicing notes for investors and companies like you and me. So it may be 1,1 loan for one investor, maybe 5,000 loans from another investor. Okay, so you can see all these different servicing companies on here that are doing business in Texas. Okay. You have folks from all across the country that are doing stuff but they have a location here like Zeus Mortgage. Okay, that's when let's look at Covey Financial. They're in here as well. Kobe Financial, they're out of San Antonio. All right, I know them very well. Let's see, is Madison Management on here? It should be licensed in here. I probably, I just need to pull it out the data list. I probably edited it and forgot to fix it. But anyway, still the mortgage bankers are originating loans off of their own money loan portfolio. Those are great sources to reach out to, to drop an email, make a phone call. Same thing. Who's in charge of your special servicing department or your second, I'm sorry, your secondary marketing department or your special assets department. I'm looking to buy non performing notes. If you got anything on your books you're looking to get rid of. Boom, you're right there. Same thing with the servicing side. Hey, do you have any of your clients might have some non performing notes that they're looking to get rid of some servicing companies only want to deal with performing. All right. If they got any non performing stuff they don't want in their books, they don't want to deal with the legal side of things. Okay. I'm having to manage non performing stuff. Okay. But the great thing is this is a list that's free for you to get and you just can add a ton of people to your database that you can drip market to. And that's the thing is I wouldn't send an email out to them. You know, you could upload a list to this and then send an email out to them. You're going to get folks to send you stuff. It just is. What is part of your drip marketing campaign and what do I mean by drip marketing campaign? It's a campaign that you send an email out to once a week, once every two weeks. Hey, what do you have in your books you're looking to get rid of every at least once a month to your servicings and your special asset managers. Okay. All right. That's one of the things you can. Now if you're looking at your state, every state's a little bit different. Some states, like California is the Department of Real Estate you've got to reach out to Florida, I believe provides a list of licensed mortgage professionals that are licensed to do business in the state or hang their license in that state. Okay. Other states will just send you to the NMLO list. Okay, now let me share what you mean by what I mean by that. Okay, let's go on over here. And in the nmls, and this is what I mean. The consumer access of NMLs. What is this? Hang on here, let's go back. Consumer access is what I'm talking about. There you go. All right, so if you're looking for an individual loan officer, mortgage banker, there you go. That's going to be difficult. It's not going to allow it to search for you. So Shantae asked a question. What website to get this list again? That would be going to the Texas Mortgage and Savings Lending Department. Mortgage department of Mortgage Savings and Lending department in Texas. Okay. All right. If you really want to jump on that, Shantae, you should sign up and bend over in the actual live zoom for you. Okay. But what I like to do with this is it's not going to be work to make for me to go through and search for mortgage bankers. Okay. I'll just look in servicing and do a quick servicing search. Yes, I agree. By checking this box, we U N V E capture continue I'm looking for companies. I'm apply the filters. And now this is gives me 232 servicing companies that I could reach out to. All right. Once again they're servicing loans for investors. Like you mean lenders, banks, institutions, stuff like that too. Like aha. AHP isn't around anymore. I think they pretty much have closed the door. They may still serve as a few loans. Yeah, so they're. Yeah. So last year they had their license revoked. They had to close final order notice of the intention to revoke. Unfortunately we're doing some bad things. Selling some notes that weren't theirs to sell. Okay. The owner of the servicing company, George Newberry was doing some stuff that you should not have been doing. But if you go back to your search results, that's one out of 232. Okay. So we could look like, look at AFI loan servicing. Okay. And they'll tell you kind of where they're located, if they're located. And there you go, mike@michaeljferguson.com okay. He's probably self service stuff in Texas. That's fine. All right. Do you have anything on your books looking get rid of that's 232 or 231 possible connections for you. Let's keep going on down. Let's go to like the third page. We'll just pick a different third. Third page. Okay. So Citadel Servicing Corporation. We'll just click on them. See they've got licenses all over Arizona, California, Delaware, Hawaii. That's a lot, right? So same thing. There's an email, Kyle G. At Citadel Servicing. So I would reach out to Kyle G. Say hey Kyle G. Wanted to see if Citadel might have any non performing notes for sale. If any of your clients might have any non performing notes for sale. I'm buying from my own investment. Okay. This is a simple thing you can do. This did not cost you anything. The NMLS consumer access is free. It's a consumer website for you to go search up licensing. But it gives you this great information for you to take a look at as well for you. Okay. And you never know, College G may not have anything. You may have the right person at Citadel. That's fine. Just keep reaching up and following. There's a phone number who's in charge of your special assets or honestly with servicing. Let me, let me clarify. With servicing, you're going to be looking for your business development officers. People that are going out and getting business for Citadel. They're going to know their clients better. All right. And that's the thing. Hey, who do you I'm looking for your business development person. Also interested if you know of any of any of your clients are looking to sell any portfolios or have any non performing notes are looking for sale 232 that that these 232 contacts represents thousands and thousands and thousands of notes out there. I'm willing to bet if you do a little bit of work you can find some deals available for you. Once you do it once. Heck hire a VA for 510 bucks to go on here. Just scrub this website to find names, phone numbers and emails and companies put in a spreadsheet and you do a mail merge out to them in five seconds. Right. There you go. And just reach out to people and touch base with them. Okay. Any questions about this stuff so far? What we've hit either Bauer Financial Lane Guide, the mls, the Texas Savings and Mortgage lending website download list there for you. Those are all available for you. Okay. All real easy to do. Okay. Can I get a thumbs up? Can I get a yes? You're liking this. All right. Good stuff. Well, let's do something. I want to dive into here in a second as well to show you another way to find distressed mortgages. But let's do this. We've been going for a little bit. Let's take a quick seven and a half minute break. Let's have you come back at 40, pass the hours to let you get up, stretch your legs, fresh cup of coffee, a little bio break and we'll show you a couple other resources that we're using to find notes in today's.