Strategy Sessions with REAL agents, Turning no deal into a good deal

I'm getting ready to call Sean. Sean is a good partner of mine, man. He's scrappy, and he loves to get into things and conversations and get creative, which is really my background. And so Sean is doing an open house today for himself. So he's opening a house. We just got done renovating it. Good little house under 350 in Mesa. So Sean is representing himself, opening the door, letting people come in. And now he's got some clients that came in from New York. They're like, oh, this place would have been perfect. We just signed a year lease, and it's not going to work right now. So here's what Sean did. Sean said, hey, what if we could work with a seller to get enough money to buy you out of your lease and do those things? So we're going to follow with Sean right now, see what's going on. This dude, oh, my God. Got to keep following him too. He's doing big bro.

Don't call me in the middle of making a freaking post. They're hard enough for me to do, you know, does the freaking thing goes away and I feel like I'm 80 because I can't even run my stupid ass.

Next time, just go decline.

That's what I meant to do, but my fat thumb, you know?

You're good.

How's it going, man?

Good. How about you?

Not too bad. Got some crazy, crazy neighbors who I think are conspiracy theorists and definitely did not want to put their name anywhere. So that was fun. But we had a good conversation and then got a couple. Got a. Got a neighbor that was. Was willing to sign anyone. Had three different showings with agents and then one couple guys that came through. The ones that texted you, yeah, New York. Okay. These guys actually have some legitimate interest. He was. He wasn't even able to, like, hide his excitement. So.

Okay, well, the good news is, is that you don't represent me. You don't represent the seller on that. So in those situations, and I didn't think about it in the meeting yesterday, is that when you guys are doing this on those houses, you're not representing. You're just using the house as a tool to meet people. So it's basically just a simple conversation like, hey, I'm Sean. I'm not a seller representative. I'm here to open the house and guide you through the process if you're looking for. For agent representation on the buyer side.

Okay. Sweet, sweet. So. And yeah, I'm gonna. I'm gonna hit him up. We had a good conversation. I got all his info and everything. And I'm gonna follow up with him probably tomorrow. Yes. He's done stuff going on, so we're gonna follow up tomorrow. They just see where he's at. Basically. He. I could tell from talking to them in here that he's like, yeah, we'd want to, like, redo the kitchen, redo these things. And his first thing was like, oh, this is. Why do we have to find this right now? We were just screwing around, driving around. We just signed it. We just. I was like, well, what's, you know, what's wrong with that? It's awesome. We found it. And he's like, well, we just signed a lease in North Scottsdale. We just locked in with it. And so I basically was like, well, that's always fixable.

Yeah.

And then, you know, sure. On show flow demo, I was like, well, I actually have clients who are closing in about three weeks on a place, and they just signed their lease about six weeks ago. And we got the seller to give them money towards closing. That basically equals their.

This dude has gotten more sellers to pay him to buy things than I've ever seen possible.

They canceled. They canceled their lease, and the seller paid that part of their closing costs.

Right. Right.

So, yeah. So he's like, oh, you can do that? I'm like, yeah, man, there's. You can do anything.

Well, and that's. That's what I love about this stuff, Sean. And I'm like, you know, I know we keep going down this road of, like, more ideas, and I throw them out until something, like, clicks. Like, if something lights you up, then let me know. And I think about these things when they're in the as is condition and going, you know what, you know, at the remodel or at the as is condition, the ones that light Shawn up. Because Sean can go into these with a very creative mindset in the representation of the buyer and how to get them to their point with this property. And so I just started thinking about, you know, where your skill set is, and it's in that creativity in those weird situations like this one, you know, you're going to bring a rack around and go, well, I'm pretty sure that I could talk the seller into paying some of your lease fees to get out of the lease if you wanted to do this. And we know the creative way to include these types of items. And what are you working with financing wise, and you'll cut all those things up. And then we get to sit down and go, hey, we can have meeting of the minds. And here we got to the right number.

Yeah. Awesome. You know, that's what. That's what I'm hopeful on this one for. So I'm interested when I get greater conversation with them to just say, hey, so you guys have a chance to look through it. What do you. What do you see? Like, what's your picture of redoing this thing? Whatever. Let's get, you know, let's get a realistic.

Yeah.

Idea I have. I have a feeling from watching them go through and see in their BMW SUV that they're gonna like, over. Over. Fix it for this spot. For sure.

Got it.

But. But I'm like, you know, if that's what you want and there's just the two of you, and this is a perfect size spot. Whatever. And they like, they like the outdoors. So I was explaining to them Usury Mountain and. And the Salt river and all this stuff. I'm like, dude, you're freaking.5 seconds from some of the best places to be.

So that's awesome. That is awesome.

What's your thought on. So if these guys are truly interested and they're looking on that route of like, hey, we want to, you know, we want to fix.

Here he goes, how do we cut this up?

What. What's your thought or route on how you help make that happen? Now, obviously, you know, I have the conversation with them and could find out that they're like, oh, we have, you know, 50 grand to go into it.

Yep.

Screw with the kitchen and some bathrooms.

Yep. Or.

Or it could find out, well, you know, we have a little bit of money. Can't we redo everything for ten grand? Well, no.

Right. So this is. This is where we have to build the trust in asking them. Hey. In order for us to be two things. One, ridiculously creative and two, making sure that we arrange things in a certain order that are financially beneficial, both on the loan and for your cash on hand. So if you guys will just throw out, like, what cash you have available and let us work through it with you to get to the end result, that's how we're going to make it the most reasonable. But if you hold back on me, then that's where we cause problems. Because I can't. I can't go through the blind spots. If you're trying to play the negotiation game, I know where you kind of want to go. And then we just work it backwards and reverse engineer. If the numbers work for everybody and it lines up with appraisals and values and understanding all that, then cool. Then we work through it.

Right? Right. Okay, sweet. Then my other question is, since I'm on here as a co listing agent or whatever, is that. How is that handled in terms of where you were saying, hey, I don't represent the seller?

That's a good question.

Because in that part I think I do. Correct?

Not technically. That's going to be a good question. Thank you for bringing that up. Let's float that by Erica when it comes up. So here is the one thing. Is that the good news right now? Technically, you're the listing agent, so you were fine having those conversations. You didn't have to have the pre documents when it went into it because it was about the property and you have it listed. Now, if we go forward, you can show where we're going to cut that representation. And by the way, Sean, actually, you know what the representation is by the broker, because it's going to be ending up being a dual representation anyway, and you're not on my team. And it's still the brokerage's client. The agents just represent the broker. But that brings up a good thought. And let's make sure that we run that by Erica and Chelsea and just make sure that we're thinking that through correctly as we're all getting involved in each other's businesses. Yeah.

And especially, especially to me, thinking down.

The line, it's what happens when you collaborate. Like, hey, how do we watch each other's blind spots? And this is how good it looks. And by the way, we're not a team. We're just, we're just going at it together. How do we make this better together?

You know, collude it together on this to get us to buy this and this thing is wrong, and then they're suing us and whatever.

Yeah. Yep. That's. That's where we want to be. And I think that, you know, as, as we talk, Sean, which is. I love it, man. When we talk, I get a little bit more excited about things because I just think about, okay, you have your clients and you and you representing them, and then there's me, and we come to the table and we look at what the end goal is with everybody and we figure out creatively how to get there through even some of the strategies that I've heard you say. I'm like, huh? If I wanted to get to that number, but I was willing to wait for it in a payout, then we would just do these different things. And that's where you are. Adding so much value in these situations is like I can clearly tell them this was my desired net right now. And if we want to do these things to help you out financially, we can do it this way. And so we get to sit down like old school and go, hey, I know we want to go through all the representation bullshit, but what if it's just a clear cut meeting of the minds and everybody gets what they want and everybody is like, cheers, popping bottles, let's go, let's party. This is how we get shit done.

Yeah, I like it.

So that's what I'm excited about in all this stuff is, you know, your thought process in things. Like listening to your sub two conversation is like, man, even if Sean did some of that on our stuff, it's not about all the intake right now. If we're creating, you know what Sharon says, the tigas, the tiny income generating assets for down the road. That's awesome. And what it's doing is showing you also what's possible when you get to that point of where I don't really need it right now. And this is a good place to stash little drops in the bucket for the future.

Yep.

Right. So for sure we're gonna. We're gonna get. We're gonna get deep and crazy into that stuff, man, because I. I think those are the things that light you up, and then we can find systematic approaches to it.

I dig it. I dig it. Hey. 1. Well, a couple things on this place. When we got here, front door was unlocked. Okay. So I was like, oh, cool. Checked everything out. I don't see anything that's messed with or whatever. Just looks like. Like somebody didn't lob it.

Okay.

The other thing.

Damn.

Real Tours is set to 77, and it's been on a slow climb in here with the inside temperature that's now sitting at 81. Okay. So I can feel it. I can feel it moving.

And I.

My hand by the one vent in the kitchen I can reach. And I feel. I feel cold air coming out of there.

Okay.

On the register. But obviously something's going on. If it's not it, it should be able to house the whole 70, 78.

Anything that you see like that, just tap a list to Erica and her email and she'll address it with. With the maintenance side.

Perfect.

Okay, cool. All right, brother.

All right.

Kicking ass, taking names. Let me know if you need anything.

I appreciate it, man.

All right, man.

I'll be on it. We'll see what happens.

Thanks, man. Good job. Bye.

Thank you.

Well, I hope you guys found that interesting. Sean, is just, he's a cool cat. And we met through relationships. He sought me out through Instagram and we had some commonalities up here in Muns park in Arizona, and he sought me out. And he was kind of new and he had gotten into like the sub2 community and the different investment communities. And I come to find out he had like 20 years in ministry work as a campus pastor and, and just like just monotone, just great energy and just. God, he's like a big freaking teddy bear. And so we just chatted here, there and everywhere. And by coincidence, when I joined Real and a couple of people in my downline in my network, well, he came through Steve Castle, Will Carter, and then Sean's in my downline through proximity. And so Sean and I started talking here and there. And as my vision got clearer in the whole space inside a Real and how I support the agents, I started talking to Sean. I'm like, hey, dude, I'm just gonna like build this like side community here, you know, kind of working through some investments and I need some help and I've got some different things. I'm like, why don't you come over here? And so we've just been jamming through some different things. And what's cool is that it's a piece inside REAL that I don't know if any of you have ever been frustrated, like trying to build a team and keep that culture. And what I figured out was, man, if I can just take what I've learned in this space and teach it to agents and help them be successful and let them build their brands and help them in all those areas that they have blind spots and just give and give. It creates a culture of abundance and it, it creates a culture of organic growth that has no obligation to be there, but everybody desires to be there. And it creates this really, really intense collaboration network where all of a sudden you just facilitate the room and nobody's on everybody's. Nobody's on anybody's team, but everybody is on everybody's team. And it's awesome. So they're helping each other build their brands, we're helping each other invest, we're partnering with each other. And what ends up happening is rather than the roller coaster ride of the Realtor, up and down and up and down, and there's never this train. You know what you love about train rides is they go places, they go to destinations, they go up hills, they go through mountains. The scenery changes. You don't want to throw up every five minutes. And so with this Collaboration group. We're building train tracks. And the tracks represent abundance because there's always enough to keep the smooth ride going. It's not this rocket ship and then this down. So, so now we're just building tracks. And what's the destination on the train? Well, we're going to stop and we're going to meet our cap, and then we're going to stop and we're going to hit our elite. And then we're going to stop and we're going to participate in the cultural award, but by teaching other agents what they're learning in this group. And so you see, there is this momentum in this circle of life that we're creating in this community called the Limitless Garage. More to that later. And so now we are just going through piece by piece and figuring out how to just live this life where we are all going to the same destination. Some of us are a little bit ahead, some of us are a little bit further behind. And what that is, it's the latter community, or in this case, it's the caboose community. And so you've got the pulling in the front and the pushing from behind. And so everybody is helping everybody get to that climb. And it's a generational wealth transfer as well. And it's one of those things that I'm so grateful that real has given me and that God has blessed me with the ability to be very clear and go down this road to support more agents, to help them build the life that they want around the business they do. Hey, guys, I'm Steve Valentine. I hope you're following along. You're enjoying these segments. These are some of my first ones, and I'm really enjoying it. So peace out.