The only video you need to watch on Cold Calling for Real Estate

So Tyson Smith is a 24-year-old real estate investor that is by far one of the most consistent investors in the game. In 2020, Tyson graduated from college and made the leap of faith to dive right into real estate market with local investment firm. Unfortunately, the timing wasn't right because soon after he started, the pandemic hit. I'm sure we all felt the sting from that. So, Tyson pivoted, and instead of hanging up his boots, he decided to start a wholesaling real estate business. After making hundreds of calls a day, he got 3 homes under contract, and since then he has not looked back. So let's go ahead and fast forward to today. Tyson owns a 7-figure wholesaling business and mentors students all over the United States on how to start and scale a successful wholesaling business. Now, at the end of our webinar today, you guys are going to find more, more about how to get connected with Tyson. So just make sure you guys stay till the end because I'm sure he's going to hook you guys up. All right. So let's dive into today's agenda. First, I'd like everybody to get to know Tyson a little bit more. So we're going to ask him a couple of questions about his career and learn more about the process and really how he became a successful investor. And then Tyson is going to deep dive into these 4 major topics. The first is how to quickly qualify a seller's motivation. The second is how to establish trust and credibility with a homeowner. The third is how to handle objections and fear of rejection. I know we're probably all scared to pick up the phone, right? He's going to teach you not to be scared. And the fourth is how to develop effective KPIs. If you don't know what KPIs are, it's key performance indicators. And last but not least, I'm going to ask my famous final question, and that will be a wrap. So go ahead and put your phones on silent, grab a pen and paper, and fasten your seatbelts because this is going to be our best webinar yet. So with further ado, I give to you the one and only Tyson Smith. What's going on, Tyson?

What's going on, everybody? So good to see that all of you guys took time today to go ahead and learn something that, if you allow it to, will fundamentally change your life. Okay, I'm fully prepared today to give you everything you need so that you're going to feel confident to go ahead and take that first step that will allow you to become an investor, that will allow you to buy back your freedom, allow you to have the money to do the things you enjoy doing and live the fullest life. So if you guys have something that you would really like to learn, make sure you drop a question in the Q&A tab so we can get you guys running and make sure you have the tools you need. Also, I love to see a bunch of familiar names in here. Uh, Brandon, good to see you. Uh, Shahab, what's going on? Angel, Addie, bunch of people that I know I've seen in my chat. So I'm glad you guys took the time to come to this because it's going to be amazing. We're going to get you guys rolling. All right, so like I said, make sure if you guys have a question, drop it in the Q&A tab so we can make sure that you guys have everything you need to go ahead and go crush.

All right, I love that, I love that. So to start out, we all want to know, Tyson, who is Tyson Smith and what should people know about you when it comes to your story and journey of becoming a successful real estate investor?

Excellent question. Uh, so I'm going to be honest with you, Tyson Smith is a regular guy like, um, most of you guys watching, I assume, right? Um, the way that it all got started, as you said, you know, I came out of college and all I knew was I wanted to make a lot of money, but I wasn't really sure exactly how that was going to going to happen. I don't know if any of you guys else feel like this, but I always thought that something was going to happen where the dream job was going to land in my lap and I was going to figure it out and be able to make a bunch of money. And that's exactly how it went, because when one door closed, when, you know, at the other investment firm it didn't work, another one opened, which was, hey, wholesaling real estate. All of a sudden I learned of this thing where anybody without any real estate experience, cash or credit, can go in and flip houses and make tens of thousands of dollars. I was like, alright, heard enough.

Sold.

Sign me up. Yeah. And then turns out it's actually real, right? Because when you first see it, I'm like, what's going on here? But then I start to research a little bit and I see these people and they're driving the cars I want. They got the watches I like. They live in big houses. And I'm like, alright, this is the real deal. We got to— if they can do it, so can I. So let's give it a shot. And that's what I did, right? We jumped into it, started taking the actions that were going to take me from where I wanted to or from where I was to where I wanted to go. And that's exactly what we're going to get into today. What are those steps? How do we make it happen? And, you know, how do we start building this up from zero to where we get where, where it is that we're looking to be?

Beautiful. I love the motivation. I love it. So let's go ahead and let's just, let's just start this thing off. Hey, if you want to start, if you want us to start this off, let's put a 1 in the chat. If you guys are excited for this, come on, let's, let's see you guys hit that chat. Let's see who's excited out there. Okay, perfect. So let's start out with seller motivation. So what are some of your strategies for identifying key indicators of a seller's motivation during the initial phone conversation?

So I love this is where we're starting because we're giving it the primary value and that's what it deserves. Why the seller wants to sell is the most important factor there is when it comes to a real estate transaction. Because here's the deal. People oftentimes beginners, just like I was myself, are too concerned about the wrong thing.

Mm.

See, most beginners I see, they're worried about, hey, what kind of house am I looking for? When that's really not the primary objective. What we're looking for is a specific seller, somebody who needs to sell their property quickly because that's what's going to allow us to help them. Now, yes, there are things about whether the property itself is distressed, needs repairs, but that's just all icing on the cake, honestly, when it comes to the investment side, because we need to figure out somebody who we're going to be able to help, somebody who's not going to be a good fit for the traditional way of selling their house. That's going to be the person we can help. So the way for us to uncover that is simply to ask, hey, what's got you thinking about selling the house? But here's what I'm going to tell you. Not everybody is going to open up to a stranger on the phone right away. And so I do have a couple strategies that allow us to sort of disarm them so that, you know, we can— they got their guard down. They're like, hey, I'm not just being sold to, I'm not talking to some sleazy car salesman. And instead open up to you, let you know, you know, let you into their lives so they can kind of tell you what's going on so so you can see if you're a good fit to even help this person. So the way I do this is first, immediately when I get on the phone with them, I'm going to ask them, hey, you know, this property over here on 123 Main Street, is this something you'd be open to getting a cash offer on? Once they say yes, I give them a little deep dive into what the rest of the conversation is going to look like. Let them know, hey, look, that's great. What I'd like to do is ask you a few questions about the property. That way I can figure out if this is something I'm interested in purchasing And if that's the case, I'll have an offer for you in the next 20, 30 minutes. Or if for some reason it's not something I'm interested in, I'll go ahead and let you know why and you'll never hear from me again. All right? That's a little something at the end I like to toss in. Like I said, we want to disarm them, bring their guard down, let them know we're not here to sell them on anything. Once we've gotten into that, they know, okay, why is Tyson calling? It's to hopefully get a cash offer for my property. And then we let them know what the conversation is going to look like. Then at that point, I'll say to them, hey, while I get your property pulled up, will you catch me up to speed for a second? What's got you thinking about selling this house? Now, again, we disarm them. We let them know it's almost like it's a filler conversation, like I'm making small talk when in reality this is the most important thing I'm going to learn from them. Right. So then as I'm— this is giving me time to open up Zillow, go ahead, type in their address, or if you're a pro, you've got batch leads opened up, you're typing in the address there. And then you can start looking at some data of the property. But most importantly, you're listening to what they're going to say, because here is where oftentimes they're just going to start dumping information on you. They're going to be like, well, Tyson, the reason I'm selling this property is my uncle actually lived here, but he was an alcoholic and he had 17 pit bulls and they actually tore up the entire property. And now I'm stuck with this thing and I'm not able to put a renter into it because there's too much repairs that need to happen and it's costing me this amount of money every single month. And da da da. Right? All of a sudden we know, alright, this is somebody we're going to be able to help. They're in a bind here, and we can help turn their problem into cash in their pocket. Now, what I'm going to say, not every seller is going to be so apt to open up to you right away. There are going to be times when they say, "Well, I want to sell my house because you gave me a call," or whatever it is, right? They're going to be closed up. That's where we're going to resume to the rest of our conversation that we're going to talk about. But the most important thing is that we are constantly able to loop back into that question. Now there's a million different ways to ask them why you want to sell your house. And it can be as simple as just asking that question again. But later on, let's say you start to talk about some of these other questions we're going to get into, but they closed up when you asked them why they wanted to sell. We're going to come back to that by maybe saying, well, hey, listen, you know, if you could wave a magic wand, what would be your ideal outcome when you sell this house? Something like that, right? That gives them another chance to answer the same question that's just asked in a different way. Or you can ask them, you know, hey, like, what would selling this house allow you to do? That's another way to get to the same end result, but just with a different starting point. But the key here is to know that in any conversation with a homeowner, it's not step 1, step 2, step 3, step 4. Sometimes it's step 1 and then it's step 6 and you got to go back to step 2 and then you go to step 4 and you got to make sure you loop back around to step 3. It's fluid, right? And that's why it is really important to have a framework that you follow so you can make sure that you check all the boxes. And don't worry, with the rest of the questions we're going to go through today, we're going to be covering my basic framework so you'll have something to follow so you can be confident when you get on that call with the homeowner that you know what you're talking about, you know what to say, and most importantly, you know what you're looking for, because that's what's going to allow you to get in there, get your first deal or your second or third or fourth, right? Depending on who's watching. but get you going where you want to go. But in conclusion, when it comes to the motivation, my best advice is to start off right in the beginning, simple disarm of saying, "Hey, while I get your property pulled up," and then, "Catch me up to speed. What's got you thinking about selling this place?" And then, actually, a final point I want to make on this is as they're talking, zip your mouth. Let them talk. Let them go through it all. They love this. People want to be heard. And if you can just for a second be their therapist, and all you need to say is, Uh-huh. Oh yeah, really? Right. Just, just let him keep going. And the whole time you need to be taking notes. Okay. You need to be writing all this down so you can come back because we're going to reference this stuff later.

Yeah. There's, there's nothing more powerful than that awkward pause.

Oh, absolutely.

And you just wait. Right. And then boom, they talk, tell you everything.

If you can get comfortable with silence, Yeah, somebody, they're going to want to fill that. Yeah, right. They're going to want to fill that silence. And the way they're going to do that is by reveal more information, talk to you more about their situation. And the more they're talking, the more you're learning. That's where you want to be. You know, in this game, you want to be on the side of just listening rather than talking and explaining.

Correct. Correct. So one thing I want to really touch on today is, you know, what are the most common mistakes wholesalers make when trying to really, like, qualify a seller's motivation and how can they avoid them?

Yeah. So one of the biggest mistakes I see a lot of beginners make when they first get into this is what I was talking about earlier. They're focused on the wrong thing. They're focused on the house. A question I get asked all the time is, hey, Tyson, when I'm pulling a list on batch leads, how do you know that a house is going to be a good one to call? My answer is I don't. That's why I call them, because that's where I'm going to figure out if it's good.

Yeah.

As I said earlier, I'm not concerned about the house. I'm concerned about the seller. Is this person in a situation where I'm going to be able to help them out?

Yeah.

So I'm going to say, if you're a beginner, you do not want to fall into the trap of looking at these houses, pulling them up, seeing, okay, what do the comps look like? What's my MAO going to be? You know, is there— don't waste any time doing that because you don't even know yet when you give this person a call if they want to sell their property, if they're a person that is going to be in a situation where you're going to be able to help them. All of that, the only way you're going to discover that is by picking up the phone, calling them, and ask them if they're interested in a cash offer for their property. Then the details will come that will let us know if this is going to be a good person to go ahead and continue with. Yeah.

So let's, let's just talk about like the structure of your questions, right? And how you basically uncover the real reason behind the seller's decision to sell, because that is crucial, right? I know you just kind of briefly talked about it, but a lot, a lot of the sellers are majority of the time, they're very hesitant to share, right, this information because it's really personal at the end of the day. Right. So You know, how do you basically structure those questions if they're not giving you what you need?

Yeah, so as I said, first we just hit them with it off the bat, right? Hey, what's got you thinking about selling this place? And as I said, sometimes they're going to open up, they'll continue, they'll tell you what you're looking to know. Oftentimes, reserved people, they're not going to. They don't trust you yet. You just called them. They don't want to, you know, start getting into this with strangers, especially a lot of this is really personal stuff. So the way that you want to move from there, and my typical move if somebody closes up is that's when I'm going to build rapport with them by establishing my competence in this field. And the way I do that is I'll move to start talking to talk about the property. Now, this stuff I'm going to tell you guys is not the biggest thing, right, is to be able to learn about the property. The biggest thing about this is when you're asking questions about the house is you're establishing yourself as an expert simply by asking the questions. Hey, I see here it's 3 bedrooms, 2 baths. Tax records are showing me that it's 1,900 square feet. The property was built in 1950, right? Hey, when was the last time that the, that the roof was updated? When was the last time the AC was serviced? Are there any cracks in the ground? Anything that suggests that the foundation might be faulty? By asking questions as simple as that, you are proving to them that, oh, he actually knows to ask these questions, even though they're nothing crazy. And you don't even have to know what to do with the information to go ahead and do a deal. But it's just the simple act of asking these questions that you're proving yourself to be competent to this homeowner. Now that's one step because sometimes that's enough to get them over the hurdle to begin to trust you. So it's like, hey, we ask for motivation. If we don't get it, no worries, we move into the condition of the property, right? That's where we start to run through the questions. And by the way, if you guys don't have a solid script that is allowing you guys to— so you guys know what questions to ask about the condition of the property, just go ahead and DM me the word contract on Instagram, and not only will I send you the exact purchase contracts I use, but also my $100,000 a month sales script that has every single one of these questions laid out directly for you guys. My Instagram is @tyson_smith. Don't need to do this right now. We're going to cover a lot of good information. It'll be there for you after. But don't forget to send me that DM and I'll send you guys all of that for free. Anyway, after we go through the condition, that's when we're going to come back and we're going to ask them again about the— about why they want to sell. If we didn't get it before, we're going to come back and we're going to say, okay, so I understand this, this, this about the property. And then make a comment about it. Hey, seems like it's in great condition. Seems like it needs a lot of work, whatever. Why is it that you are looking to sell this again? Or what would selling this property allow you to do? Or in a perfect world, when you sell this property, what's that going to get you? And guess what? Maybe they don't tell you again. That's where you move into the next portion, which is we're going to uncover their timeline. Now, this does two things because one thing, by understanding their timeline of when they want the property sold, when they want to have the money in their account, when they're going to be ready to move about, that might uncover something about why they're selling. And here's the way we're going to do this. This is something I love. One thing people love about working with me is that I'm extremely flexible with my closing timelines. I understand that, you know, typically we look to close in 30 days. Some people love that. Other people want more time. What timeline would work best for you and your family? Now, this does two things. Number 1, we are Leonardo DiCaprio in Inception, planting ideas in their brain that people love to work with us, right? One thing people love about working with us. Number 2, we're going to understand their timeline. And this is 2 things, this is 2 parts, because not every single seller is going to understand this. When they want to have the property sold, AKA they get paid, and number 2, when they're going to be ready to move out. Now when you ask them this question, sometimes they're going to say, Well, I still need to find this other house, you know, where I'm looking to move for my new job. Boom. We just uncovered their motivation, you know, or they're going to let you know, well, I need this done as soon as possible because I actually have this debt or this coming up that I need to pay for and I need the money from the house to be able to do that. Boom. Motivation. And that's where we can go and we can move the conversation back to that. Oh, what do you mean by that? Oh, okay. So this is really important to you that it's done then. What happens if it's not done by that point? That's where we just move down the motivation funnel so we understand exactly why it is that they need to sell this property and how we can help them. Oh, and then let's say that after the timeline, they still have not given you the motivation. That's where you're going to move into the last part, which is going to be the asking price. The way you're going to do this is we need to prime ourselves to be able to get the very best possible price from them as we can. That's where we're going to hit them with this. We're going to say, based on what you told me about the property, and then we're going to list off everything possibly wrong with it, right? Anything that they happen to say when we're talking about the condition of the property, whether it's, hey, the carpets need to be replaced, the kitchen has never been updated, the AC needs to be replaced, the roof has shingles missing, the windows are cracked, the landscaping hasn't been redone, the pool needs to be replastered. Whatever it is. We're going to list everything off. Based on what you told me about the property, it needs X, Y, Z, whatever. What do you believe is a fair price for the property in its current condition? Now, they're going to hit you with a number. But this is a two-part question. This is a one-two punch, okay? The one is the jab. We're just finding them. So then they hit you with a price. They say, well, based on the property in its current condition, I'm going to need $100,000 for it. We're not done yet. This is where we come across, this is the knockout punch. We hit them with the, okay, well if we were to pay all the closing costs, there were no realtor fees, and we bought the property entirely as is, so you didn't have to worry about making any repairs, cleaning anything out, all you had to do was take your belongings that you would like, take 'em out, and you can leave everything else there and we'll deal with it. What's the best price you could do? Now, very important here. Notice I say, what is the best price you could do? If you say, is that the best price you could do? That's a yes or no question. It's very easy for them to say, yes, that's the best price I could do. So, you say, what is the best price you could do? Now we force them to say a number, and I'm telling you, 9 times out of 10, they're gonna drop their price $10,000, $15,000, $20,000, And oftentimes, that's enough for us to get it under our MAO and allow us to go make an assignment fee. Now, from asking the question about price, that's where we can also still lead into motivation if we need to. Hey, what is that price gonna allow you to do? How much do you currently owe on your mortgage? Okay, so if you get this, so if you owe $80,000 and you're asking $100,000, that allows you to walk away with $20,000. What are you gonna use that money for? Questions like that, that can rope them back into motivation if we still haven't found it.

Beautiful, beautiful. So yeah, so how to establish trust and credibility with a homeowner. I mean, those are a bunch of great questions. Now, what I would like to know, because you're pretty big on social media, um, and if you're not following Tyson, I would, um, but how important is the role of personal branding and online presence in building credibility with a potential seller?

Oh, I mean, look, I'm not going to say that it's a must-have. There are plenty of guys and gals that are killing it in this game that don't even have Instagram accounts or anything like that. But the one thing I can say is, you know, there especially is this is an element of distrust, especially look, I'm buying your house over the phone. All you know me from is a cold call. There can be a time when they're like, hey, how do I know that this is real or anything like that? At which point I just say, hey, Go to Google right now and search Tyson Smith.

Yep.

Like, what comes up? Oh, it's me buying houses on the internet. Like, you can see there, there it is. You can do this. Now, look, I'm not going to say at all that that's required or anything like that, but it is a nice little ace in the hole to have sometimes.

There you go. There you go. Credibility online. So now, what are some of the effective ways to demonstrate your expertise and reliability to homeowners who are very skeptical of working with wholesalers?

Yeah. So this is going to be sort of two things. The first is I'm going to say, as I mentioned earlier, establishing your competence of just knowing about the real estate, meaning you ask the right questions about the condition. And again, I have a script that has all of the exact questions I ask exactly as I ask them. You guys can get for free, just DM me contract on Instagram @tyson_smith. And so just by knowing to ask these questions and also by phrasing certain questions the way we talked about, hey, one thing people love about working with me things like that, you're going to just come across as you're, you're, you're, you're fixing the deck to show that you're, you know, competent and you know what you're doing. Now, that's the kind of the first part. That's the easy part, right? That's really easy to do. The second part comes with time. You know, I have made, you know, I can't even tell you how many thousands of calls. So many times have I done this. And when I first started out, I wasn't Mr. Confident. I'm stumbling over my words. I'm saying the wrong things. I'm getting completely lost, and there's huge moments of silences where I'm trying to figure out what to say next on my scripts. And that's all part of it, you know, and those things aren't gonna kill you. It doesn't matter. Like, you know, that's only gonna make you better, and it's totally fine. But from doing it time and time and time again, do you eventually start to just build this confidence in yourself? Where it just comes across. When somebody asks me a question, I answer it directly. I give them, you know, exactly what it is. I don't sit there and talk and wind myself up and start to paint seagulls, as the Sandler System says, right? I just, I give them the answer, I tell them what it is, but I say it in a way that is confident. Now this comes with time, right? It reminds me of something that Alex Hormozi was just talking about. Have you heard this story he tells about the pottery Um, master?

No, I have not.

All right, so there's this master of pottery and he's teaching two different classes. And in one class he says, look, your only assignment for this semester, the only grade that you're going to be based upon is to make one clay pot. And you just need to make the most perfect clay pot you can. You only need to make one. You spend the entire semester making it. And at the end, that's what your grade will be based upon. The other class, he says, Your entire grade is based on how many clay pots you make. Doesn't matter what they look like, anything like that. All that's important is how many you get. Like, the more you have, the better grade you're going to get. Now, at the end of the semester, where do you think the better pots came from?

From the people making more, right?

It's repetition, right? You need to iterate on this as many times as possible, put as many reps in, and that is what's going to create the great clay pot. Per se, right? It's not just focusing so much training, trying to get the first one perfect. You just go out and do it, and then that's what's going to build the experience where eventually you are going to become confident, and that all translates on the phone to the homeowner who is then going to trust you.

Beautiful, beautiful. So I know this next one every single person is going to relate to, um, and it's basically how to handle objections. And like we just spoke about the fear of rejection. Um, so what are your go-to techniques for managing common objections from sellers, and could you provide some examples?

Yeah, so when it comes to objections, uh, the key here is to understand what are they really worried about, because what people say and what they actually mean are oftentimes two very different things. And, um, the way I really like to get down to this is to, um, Number 1, acknowledge what they say and affirm their belief. So they say, like, let's say they say, hey, how are you going to buy my house without ever coming to see it? We're going to acknowledge what they say. Hey, that's a great question. If I were in your shoes, I would wonder how you're able to do that as well, right? So we acknowledge what they say and we affirm their belief. We agree with them. Yeah, that, that's a great point. And then that's where it comes in, if we just tell them the truth. Hey, I'm able to buy your house without ever having to come see it because I have all kinds of data at my disposal showing me recently sold properties. And that in tandem with the conversation you and I are having right now about the condition of your property is going to allow me to plug this information into our proprietary formula that is going to give us our offer for your property. Done. Okay. Yeah, that makes sense, Tyson. We move on. Right? But here's the deal. That's— okay, first part, affirm. Second part, explain. Third part, redirect. Okay? You guys ever heard a politician talk on TV? They never answer the question like directly as it is. They always move it to the way they want to go. So you need to think of a cold call or this conversation as a tennis match. Every single question you ask serves the ball back to their end, and you never want to be caught with the ball. You're caught with the ball when you answer a question and do not answer, and you do not ask another question. So it's after that conversation, right, after that exchange, they say, hey, how are you supposed to do that? And I say, hey, look, I'm glad you asked. That's an excellent question. I'd be wondering the same thing. We're able to do it because of this, this, and this. So, and then I'll either move into the next part of my script, or if this seems like a really big deal, it's like, why? Have you dealt with somebody in the past who said they would buy your house over the phone and they never performed on it? Whatever, we're just moving the conversation back to them so we can either learn more about the question, which in that situation I would want to. I'd want to learn more about why they're asking this, because maybe they've had a bad experience in the past, and I can totally use that to just parlay into my own offer and make it better, because I'll know what their concerns are and I can fix them on the back end. Or just redirect it to the next place, which is where we go to the next place in the script, right? Whether it's we move to, okay, hey, and based on what you told me about the property needs this and this, what's your asking price? Or hey, One thing people love about working with me is that, you know, we're flexible on our closing timelines or whatever section we need to move it to. But the point is, we keep the conversation running. We don't drop the ball. We make sure we serve it back because we don't want any points scored on us.

I dig it. I dig it. So fear of rejection, okay, is, is a significant hurdle for many out there, right?

Yeah.

So what advice do you have for basically overcoming this fear and staying resilient in the face of nos, right? Like you're about to get on the phone, somebody's just, you know, you just started, you're about to get on the phone, but you're like, I don't want to hear a no, or I don't want to dial right now because of this fear of rejection.

Yeah. So, and look, I totally sympathize with this. I understand where you're coming from. If you're new to this game and you're right now tasked with having to call somebody who's a complete stranger that you don't know at all, you don't know if you have anything in common with them, and you got to talk about a very sensitive subject such as buying their house, It can be scary, and I totally get that. So here are two frameworks that were really helpful for me when I got started that allowed me to get over the fear. The first thing was I realized that my current pain of being broke was way worse than whatever pain anybody can inflict to me over the phone. The worst that somebody could do is call me a mean name, um, and then hang up the phone, whereas That's the worst that would happen is if I did make the call, where the worst that would happen if I didn't was I would stay broke and I would never achieve the life that I was looking for. To me, the pain of that was way worse than if somebody said something mean to me.

Yep.

And next, I realized that cold calling is making an asymmetrical bet on yourself. What I mean by that is the worst thing that happens, the, the, the, from making a cold call, the worst thing that can happen is they call you a mean name. But the best thing that can happen is you make $100,000 or more. Yeah, I'm going to take that bet. Okay. Because I don't really care if you call me a mean name anymore because I have the chance to make $100,000. Now, not every single call is going to be that. But here's where my second framework rolls in. Every single cold call, I treat it as though it is a free spin on a roulette board. Now I'm in a casino. and the roulette board is filled with the tiny slivers. And most of those slivers say no, or they say F you, or quit calling me. But hidden amongst all those nos and F yous and quit calling me are also a sliver that says $10,000. Another one, $20,000. Another one, $50,000, and so on. And the catch is, is that I can spin this as many times as I want for free. So guess what I'm going to do? Because I know that if me and you and us and you in the audience were sitting at a roulette board of such a nature that we're absolutely free to spin it, you would never be able to get us off the chair. But guess what? Cold calling is the exact same thing. It is pretty much free to make that call every single time you do. And worst case scenario, oh well, you spin again. Best case scenario, you just hit yourself on a sliver. They is gonna make you tens of thousands of dollars.

Woo, I love that. I have never heard that one before. That is, play the casino, right? I love that. So let's resonate with everybody, right? So when you started, okay, when you just begun, can you discuss a time when you faced a particular tough objection and how you navigated it successfully to a sale?

When I first started, I mean, the tough objections, they, I mean, I didn't know what to say. I just kind of would be like, ah, I don't know, you know? And that would happen, and oftentimes would lead to a hung up phone or whatever. But is what I can say is that in the beginning, the best thing for you to do is if you are asked a question that you don't know the answer to, is be honest. Say exactly what we talked about. We're going to affirm, that's a great question. I would totally ask the same thing. And then we tell them the truth. I don't know. And here's what I'm going to do. I'm going to go find out the answer and I'm going to give you a call right back when I have it. And then get off, regroup, use the internet, hit up somebody, send me a DM on Instagram. I'll let you know what to say. You'll know what to do. You give them a call back. Hey, I got it. And guess what? That seller will respect you for admitting that you're wrong or that you don't know something and then going out and finding the answer. Because what does that show about your character, right? It's that you're not going to lie to them. You're not going to pretend or BS, but instead you're going to figure out the right thing. And that's how you do things. So that's what I recommend is number one, don't take it so seriously. Who cares if you don't know, let them know you don't know, and then go find it out because there's tons of information out there and there's tons of resources for you to look for, you know? So it's no big deal. You just keep moving.

Beautiful, beautiful, beautiful. I love how nonchalant, you know, you are about it and you got to be that way at the end of the day, right? Spin that roulette wheel. So let's, let's dive. We're going to dive into next KPIs because this is key. If you guys don't know what a KPI is, it's a key performance indicator and everybody should be monitoring them within their business, especially if they're calling or if they have people that are calling. Okay. So for a real estate wholesaling business, right, which KPIs do you really consider most crucial for monitoring your success?

So I think for a business versus somebody who's starting, these are probably two different questions.

Yep.

I want to talk about somebody who's kind of in the beginning phases of, you know, getting their first deal and you're cold calling, the metric I would shoot for is we want to, so when it comes to KPIs, there are leading indicators and there are lagging indicators. Leading indicators are the things that you can stack that lead to the lagging indicators, such as a leading indicator is offers made. The more offers you make, the more chances you have of getting a contract, but the contract is the lagging indicator of making offers. Now, here's the deal. You do not want to base your KPIs based off of lagging indicators because those contain elements that are outside of your control. For me, I like to focus on KPIs that are 100% in my control. The only— I am, am the, the differentiating factor. It's whether or not I do the work, whether I do the action. So the easiest one to start off is just dials, right? But it's kind of a bad metric. So what I want you to focus on is leads. A lead is somebody who says, yes, I'd be interested in a cash offer. Now, the KPI I always tell people to focus on is your goal should be to get 2 people every single day who say, yes, I'd be interested in a cash offer. Where that conversation goes after that is irrelevant to me in this KPI. As long as you have somebody who says, yes, I'd be interested in getting a cash offer, that's a lead, and you should focus on getting 2 of those a day. Okay, now For somebody who is here, not a virtual assistant, but you know, if it's you going ahead and making those calls, it should take you about 50 of those people who say, "Yes, I'd be interested in selling my house," statistically, to find somebody who is going to be your first contract. Now, it might not happen right away. It might be somebody who says, you know, "Yes, I'd be interested in selling my house," and then you follow up with them 6 different times, a month later, you eventually end up getting that contract. But you need to get your base 50, your 50 leads of people who say, "Yes, I would sell my house." And then you need to routinely follow up with them every 1 to 2 weeks depending on the situation, okay? Now, while you're doing that, it's not like you just get your 50 and then only follow up with those people. You keep adding new blood into that. But focus on every single day getting 2 people who say, "Yes, I would sell my house." And in the beginning, all you need to do is create a Google Sheet and you're going to put name, address, phone number, notes, offer made, and next follow-up date. And that's the information you're going to track. And any single time that you are cold calling somebody, you're on batch dialer, their name pops up, you say, hey, my name is Tyson. I was calling to see if you might be interested in getting a cash offer for your property over on blah, blah, blah street. And they say, "Yes, I'd be interested." Immediately, boom, you throw up the Google Sheet, type in their name, type in their phone number, type in their address, and then it's boom, next to our next question, which is, "Hey, while I'm getting your property pulled up, go ahead and catch me up to speed. What's got you thinking about selling this place?" And whatever, you continue. But your goal should simply be, in the beginning, get 2 of those a day. If you get 2 of those a day and you do that every single day, you will get the lagging indicator, the next one, which is, hey, money in the bank account much faster than you realize. Okay, so start with that. Just get 2 people a day. And if you start with a goal like that, it's something I know you can achieve and it will get you the results you're looking for.

I love it. I love it. So now with these KPIs, right, you want to review them, but as you grow, you need to adjust them, right? I believe somebody in the chat said something about maybe like virtual assistants, which are people overseas that you can pay and, and they will help you immensely. But let's just say like as you review your, your KPIs, how often do you review them? Okay. Is it like every Monday? Is it every Friday? Is it every month? Is it quarterly? And, uh, can you just give us like a scenario where you basically changed your KPI, which led to improvement of your performance?

Um, yeah. So when it comes to reviewing KPIs, that's something you want to do as often as possible. For me, especially in the beginning, it was something I hated doing. I thought it was really boring. And then I started to realize that, oh, like by looking at these numbers, this is how I can make educated decisions about my business to lead me in the direction I'm looking to go. And when you're able to make data-driven decisions based on empirical data, that's when your business can really start to explode. But in the beginning, as I said, you know, we keep track of simple things, right? Of, hey, how many dollars did I make? How many leads that convert or how many conversations, you know, how many people actually picked up that I talked to and how many, how many leads did I get? And then eventually, hey, did I make an offer? How many offers did I get to? But the big change that happened for me is when I started focusing less on the lagging indicators and more on the leading indicators. When I was, you know, sort of a novice business owner, I'm to a point where, you know, I have employees, I've got salespeople, I've got a team, you know, I've got my acquisitions agents, my dispo agents. I would— all my KPIs were focused around the lagging indicators, right? It was, hey, my acquisitions people, I wanted them to get 2 contracts a week each. Like, that was my thing. I said, if you get 2 contracts a week, we're good. And my, uh, dispo agent, you need to sell 1 deal a week. That's what needs to happen. And look, that was fine, but here's the thing is I'm judging them on a yardstick that where there are factors that are outside of their control. Eventually I adjusted this to things that were within their control. And instead of saying, hey, you need to get 2 contracts a week apiece, I said, you need to make 5 offers a day. You need to talk to 5 people and make 5 people a verbal offer for their property a day. When I started to do that, guess what? They started to not only hit my lagging indicator of 2 contracts a week, but even exceed it. When I changed my dispo person's KPI from instead of, hey, you need to sell 1 contract a week, I said, you need to get 3 offers on different deals a day. So all of our properties in inventory every single day, it doesn't matter if it's all in one property or spread throughout. You need to get 3 offers on our properties and inventory every single day. We started to do that. Guess what? Not— it not only started to hit his, his KPI of the lagging indicator of one contract a week, but exceeded because we started to focus on things that were within their control or more within their control, I should say, rather than things that, you know, there were other outside factors that influence whether or not that happened. This is great for a couple reasons. Number 1, the end result was we did better, but number 2 was employee satisfaction is going to go up because they're going to be able to actually hit their goals and feel like they're doing the right thing rather than falling behind.

Beautiful.

Wow.

I hope this has been helpful and educational for all of you out there. I mean, he's just dropping bombs. I mean, left and right. This is good. Yeah. See, thank you, Landry. It has been amazing. You too, Joseph. So what I'd like to do is we've got about, what, 19 minutes left. I want to go ahead and have him answer some of these questions that everybody has put in the question toolbar so that we can deliver more value to everybody out there. So Tyson, if you just want to start with the top one from Kent, let's go ahead and start from the top and go all the way down.

Yeah. So looks like Kent is asking, how many calls should I be making a day? Now I'm going to tell you, this is kind of the wrong question to be asking. I get where you're coming from, but here's the deal. For everybody's situation, that's going to be different depending on how much time you have and things of that nature. But really, to answer the question, I got to ask you two questions. Number one, how much money do you want to make and how much time do you have? When I was first getting started, how many calls should I make a day was as many as I possibly could. When I was trying to get my first deal, I wanted to spend every single moment that I possibly could making calls because I knew that that is what was going to get me closer to my end goal. For a simple baseline is if you are 100% dedicated to this and you know, you have the time to go ahead and do it and you're, you're hooked up, you're equipped with Batch Dialer and you got the leads to call, you should be making 1,000 calls a day. If you're not running off a dialer, you're hand dialing it all, I'd shoot for at least 100. But as you can see, that's why having a tool like Batch Dialer is just gonna like 10x your output because a batch dialer is gonna make it possible for you to make 1,000 calls a day. I'm telling you right now, you can't make 1,000 calls a day if you're hand dialing. It's not gonna happen. But batch dialer will literally allow you to 10x your inputs, making calls, which are gonna 10x your outputs, which are signed contracts.

And that's a good question for Michael. Michael was basically saying, you know, can you actually cold call without a dialer or is it better to do it with? Oh yeah, absolutely.

And I see he has some concerns about whether or not your area code is a big difference. Here's what I'm going to tell you. Last year I closed deals in 20 different states, and I'm primarily calling from 480 Arizona numbers. It's not really that big of a thing. Yes, when it comes to calling cold data and using BatchDialer, we obviously, BatchDialer makes it super easy to get area codes that are local to wherever you're calling. And for that, I recommend it, yes. But that shouldn't be something that's going to deter you for making calls is, oh, my area code is not the same as the one I'm calling. It doesn't really matter that much. If anybody has a question about it, you say, yeah, you know, hey, how are you going to buy my house here in Indiana from Arizona? It's like, hey, I've identified as an— as, you know, your area in Indiana to be a good market for real estate investments. And that's where I'm looking to place my money.

So beautiful, beautiful. Now, next one. I mean, same person, Kent, you know, when you— when you are cold calling, are using a single line or triple line? I mean, I'm assuming you're using triple or—

Yeah, triple. I don't go more than that. I know that there are other softwares that like allow you to do more. Yeah, I've found that myself. If I'm making cold calls, handling more than 3 lines at a time is just a bit too much. I go triple line if I'm calling leads in my system, like for instance, you know, not cold data, but leads who would come into my system at one point or another from something or another. That I'm on a single line, but cold data that I'm just cold calling, we're doing a triple line.

Beautiful. All right. You want to jump into the next one? Let's see. I don't have Instagram. Where else can I reach you? Oh, of course.

All right. If you don't have Instagram, is what I can tell you is if you want my— the exact purchase agreement I use nationwide for my virtual nationwide wholesaling written by— or it was written by a very notable real estate attorney here in Arizona. Paid a lot of money for it. Either way, it has everything in it that you need to protect you as a wholesaler. You had to DM me the word contract on Instagram. That'll come with that contract, my assignment contract, plus my script. If you don't have Instagram, unfortunately you're going to need to make one because TikTok, look, it's, it's free. No, I don't have it on TikTok. Yeah, guys, this is how I get more followers on Instagram. I make you guys have to go to get that stuff.

You need an Instagram. Yeah. That way you can squat up with everybody in the chat.

Yeah. You got to just make Instagram. It's free.

Let's, let's jump into Jeff real quick. Oh, here's a good one. Any suggestions on SMS and skip tracing?

All right. So, Corley, this is not going to be the answer you're looking for. To be honest with you, I don't do any SMS right now. There's been a lot of regulation and I don't have a crystal ball, but the way I see it, SMS is only going to get heavier when it comes to regulation. It's a lot easier to regulate a text message than it is a phone call. So I don't do any mass SMS, so I don't have a suggestion for you there. When it comes to skip tracing, look, I'm not just saying this because I'm sitting here in the back— the Batch offices, but Batch Leads has the best skip tracing I've ever used. I'm going to be completely forthright with you guys. I was spending a lot of money on skip tracing every single month. And I decided to go look for a cheaper solution. So I pulled the same 10,000 records and I skip traced it on Batch and I skip traced it on another skip tracing platform and even a third one. Okay, these are two very popular skip tracing platforms I'm sure you've heard of that were at the time cheaper than Batch was. And I submitted one of the skip trace lists, so the Batch one to one VA, another one to another VA, and the third one to another VA. And I found that Batch outperformed by over a 10% connect rate than the other two different skip tracing sources. So from there I realized, look, I'm sticking with Batch. They perform the best for me and it's worth it to me to, you know, and even now I should say this, but Batch is like extremely competitive on pricing. I don't think you're going to get cheaper skip tracing out there anyway. It was worth it. It's worth it to me to get the best skip tracing available because that means I'm talking to more homeowners. I'm spending less time dealing with wrong numbers and disconnects, and I'm talking to people who I want to be, the people who need my help. Because here's the deal, the more time you spend talking to the people who are looking to sell their house, the more money you make.

Yeah, of course. And I'm telling you right now, your sales team or your VAs or yourself, you're only as good as your data.

Yeah.

Okay. Now there's a lot of people that are providing unlimited skip traces out there. Let's talk about that real quick.

Yeah, you can, you can go ahead and go with somebody that does unlimited skip tracing and you're going to face the exact thing we just talked about.

Yeah.

Wrong number. Nope, they don't live here. Disconnect. Disconnect. No, I mean, look, you can go on, you know, Fast People Search, True People Search, and will sometimes you get the right person? Sure. But you also have to call 10 different numbers. Very likely that it's their old number or something like this. You're going to be wasting a lot of your time. Is it possible? Sure. For me, look, I want to get to the cheese as fast as possible. So as you said, data is king. I want to use the best data.

So what's the best list to call?

No such thing as the best list. I'll be honest with you. So I get that question a lot. Hey, what's your favorite filter on Batch Leads? And it's all of them. For those of you guys who know me, I'm all off market. I don't do any on market, so I can't speak to that. But when it comes to off market on Batch, it's a very simple process. You know, we search the, the, the city or the zip code or wherever it is we're looking to target. I'm going to go ahead, filter it by off market. I'm going to grab the pre-foreclosures, the tax defaults, the inherited properties, the vacant properties, and the expired listings. There you have it. We'll do a couple other filters. We'll make sure we have 50% equity. We'll make sure we have houses with an estimated value of over $100,000. If you really want to niche it down more, we go individually owned, and I make sure that I filter it by single-family residential so I'm not getting other, you know, lots or condos or things like that, which those are totally fine to look for. If that's what you do. But I focus on single family because that's where I find the most deals and that's where I have the most buyers for.

That was a good answer. So let's go into the next one. And it's basically, you know, what do you— I mean, how do you basically get past when somebody has a price in mind, like a fixed price in their head, and they're, they're not going any, any like lower at this point, right?

Um, so this is something that I'm going to quote, uh, Brent Daniels on. He says, hey, our job isn't to, uh, it's not to engineer deals, it's to find them.

Yeah.

When it comes to somebody who has a price in mind that's unrealistic, that's not going to work for you, it's simply to make your offer, do your best to mitigate any contention that your offer might have created. Meaning somebody has a price in mind of $400,000, but we know that their house needs a full interior remodel and the ARV might be $400K, but we know that this house isn't going to sell for $400,000 on the market. And we're offering them $250,000. Now when you make that offer of $250,000, the homeowner is obviously going to be pretty upset at that moment, and your job is to reduce or mitigate any kind of contention you possibly can. I simply say, oh, you know what, hey, look, you're totally right, I get it, I totally understand if that's too low, yep, no, I understand, hey look, we're not your plan A, we're not your plan B, we're probably not your plan C either, but if it comes down to it, You want something you know is a done deal, we'll take care of it, you won't have to worry about any repairs or closing costs or realtor fees. You give me a call, we'll be your Plan D. Then, that's step number 1. Step number 2 is you follow up with that lead every single 10 to 14 days thereafter. You give them a call later on, you say, hey, hey, this is Tyson again, we spoke last week about the opportunity to purchase your house. I know our offer didn't work out for you, I was just wondering, have you sold the property yet? Oh, you haven't? Oh. Why do you think that is? Oh, okay, well, hey, listen, I was just wondering, you know, is there anything we might be able to change about our offer? Maybe, you know, close a little bit sooner or anything like that, that we could possibly get a deal done today? And guess what? They might say no again. But you still follow up with them every single day until either they threaten to sue you or they, um, sell the house. Okay, guys, you do not understand how many deals— there is a very few amount of deals that I get the first time I call somebody. The majority of the deals come from follow-ups where they initially declined your offer, but you still reached out to them every, like I said, 10 to 14 days after you make an offer. Here's, here's one thing I want all of you guys to think of right now: leads that you have made an offer to now jump up in priority to be some of the hottest leads that you need to call every single day whenever it's been 10 to 14 days after you've made the offer.

And you can lead score in Batch Dialer. That's 100. Right. So you put them at 100, you can query all of those and do your Follow Up Fridays or do your end of day follow-ups and basically say, I only want to call the 100s. Yeah, right.

No. And that, that's a great strategy to do. Just make sure that you're making those follow-ups with people who decline their offer because you never know what happened in between the time you made their offer. Who knows how many other people might have called them, also offered them a ridiculously low number, and now their mind has started to change because they realized, oh, maybe my house isn't worth as much as I thought it did. But guess what? You didn't have to spend any time making this person not like you anymore by explaining that their house isn't worth that. You let all these other people do it first, and you did the right thing by mitigating any contention between you and the seller. After you made it, you agreed with them, understood, whatever, stayed on their good side, and then simply followed up consistently so you were top of mind, right? And you're going to get way more deals doing that.

Oh, great. So here's a good one. You ready for this one? Do you leave voicemails?

No, I do not. So here's—

it's going to slow you down.

All right. So let's, let's talk about the example of if you are hand dialing right now. Okay. So what I found, because I first started hand dialing when I first got into this, I didn't get my first deal until I switched to a dialer. But we can talk about that later. But anyway, I started off hand dialing. And if you're hand dialing, I would say that the most calls I would make was 120 calls a day. Now, on average, you're only gonna get about 10% of people that actually answer the phone. So that's gonna be 12 people. So now we're talking about something, what is 120 minus 12? Can somebody do some math? 108? 108. All right, so 108 people that did not answer the phone. Now let's say that on average it's gonna take you about a minute to leave a voicemail. So for the whole dial to ring and then for, you have now reached the voicemail box of you know, Grandma Susie, hey, this is Grandma Susie, I cannot come, right, the whole thing, and then you leave your voicemail, hey, my name's Tyson, calling to see if you might be interested in selling this property, whatever. That's gonna take about a minute. So if only 12 people answer, we have 108 people who didn't, so that's 108 minutes, that's almost 2 hours a day that you spent leaving voicemails. If you do that 5 days a week, that is 10 hours a week that you spent leaving voicemails. You do that every single week for a month, You now spent 40 hours, a full work week leaving voicemails. I would much prefer to use that time making more calls. That's the way I see it.

Tyson, do you call people on the DNC, which is the do not call list?

Yes.

There you have it. That's a good one. And then how many times would you call through a list before you just don't call it anymore?

When the connect rate drops below 8%.

Connection rate.

But you don't just delete that list because you're going to want to come back to it 3 months later. The connection rate will go back up again. Got it. Yep.

That's a good one. Let's see, what else do we got here? And then we got to wrap it up and do my famous question, which I always do. Yeah, the lead scoring is with, with Batch Dialer. Let's see what else we got. Do you make offers on multimillion-dollar homes?

Yeah, I mean, absolutely. Like I said, the house isn't what matters. It's about the seller's situation that matters. You'd be surprised how many people have multimillion-dollar houses, especially from like places like Southern California, you know, parts of Arizona where keeping up with the Joneses is a real, real thing. And they want to sell their house without having to list it on the market because they don't want their neighbors gossiping and they're willing to take the equity hit on their property rather than have everybody know that they're selling the house. It's a very real thing. So look, if somebody is in a situation where they're motivated, they're looking for a quick, maybe discreet sale, I'm absolutely going to make the offer. Now, if I call them up and they say, I got nothing but time, sure, I'll sell that house because, you know, whatever, somebody gives me the right price for it, da da da da da, look, I don't need to spend a ton of time. Yeah, it's fully updated. We have everything. You know, I don't care if it sells now or 3 years from now, whenever. Look, no, that's not going to be the person we're looking for. Right? That's why it all comes down to figuring out their motivation, seeing if it's a person who we can help.

Great answer. Great answer on that one. So is there a time or day of the week that works best for calling?

Um, so I'll be honest with you, at scale, you know, when you have a bunch of people calling, yes, there are certain times when connect rate is slightly higher where it starts to make an impact. But in the beginning, it's really negligible. Look, don't call a place before 9 AM, don't call them after 8 PM. Any time in between that, and that's local time by the way, so it differs if you're in a different time zone or whatever, but yeah, don't call people before 9 AM and after 8 PM, and any time in there is great. Like I said, at scale you'll start to notice there are certain times where the connect rate is a little bit higher, between 9 and 10 AM and between 4 PM 4:00 and 6:00 PM have always been great times. And also I will say, we always got a lot of contracts signed after 6:00 PM. Evening is a great time because people are home, they're sitting down, they're not at work, they have time to, you know, deal with things, get contracts signed. But just to be really real with you, it's not something you should focus on. Make sure you're not calling people too early, too late, and you're making calls when you can, and you'll be good to go.

Beautiful. Well, I appreciate that. For all the other questions out there, just go on Tyson's Instagram and reach out to him that way. What's your Instagram again?

Yeah, @tyson_smith.

And what do you— what do you DM you in order to get some of those free giveaways?

Yeah. So check this out, guys. Look, when I first got started in wholesaling, I paid $2,000. That was my entire COVID stimmy check for a wholesaling course. Now what that course gave me was a purchase contract, an assignment contract, a formula for getting your MAO, and a script. Now I don't believe that you should have to pay $2,000 to get in this industry. So if you guys are looking for a starter pack, giving you everything you guys need to go ahead and get running, go to my Instagram, DM me first the word "contract," and I'm going to send you my exact purchase agreement that I use nationwide. My assignment agreement that I use for every single deal. And I'm even going to throw in my $100,000 a month sales script that has all the questions that we just talked about earlier and more, showing you exactly the exact process. Guys, to this day, when I'm making calls, I've got that script pulled up and I'm just reading off it. In addition to that, if you guys want the exact calculator I use to analyze deals so I know exactly what my MAO is, I'm able to estimate my repair costs and everything like that. DM me the word calculator. And if you need more help about learning how to implement this all and how I'm using it in tandem with, you know, batch leads and everything else to go out and get deals every single month, then hit the link in my bio and you can sign up for the free class I'm doing tomorrow where I will show you step by step how to get your first deal, even if you don't have any real estate experience, a lot of money to get started, or a real estate license or anything like that. During the class we're going to talk about tomorrow, I will show you how to use batch leads. And BatchDialer to go ahead and get your first deal. And for that, you can actually use code TYSON. That's T-Y-S-O-N in all caps. And that'll actually get you 50% off your first month of either batch service product. And so, look, you're going to want to use that because that's going to be the difference. It's going to allow you to get that first deal so much quicker.

So my final famous question that I always ask, all right, And then we're going to wrap this up. Thank everybody out there for being, you know, a part of our community and staying behind. I mean, we got over 200-something people on here, which is huge. We're also going to send this out too, so you'll be able to get this recording and go through it again and definitely connect with Tyson. So we just want to say from the bottom of our heart, thank you to everybody out there. So if you were to leave one piece of advice behind, Tyson, for all the entrepreneurs out there, What words of advice would you leave?

All right. So this is a quote. I'm not sure if it's from Confucius or Henry Ford. It's attributed to both people, and I haven't done enough research to figure out who actually said it. But it goes like, the man who says I can and the man who says I can't are both usually right. What I want you guys to think about is the mindset of going into this. Everybody— wholesaling real estate levels the playing field for everybody. It doesn't matter if you have a professional education, if you have a lot of money to get started with, if you have a real estate license, what you've done in your past, or what you want to do. If you have the work ethic to get on the phone and make some calls, this can work for you. It's just a simple matter of deciding that it will and choosing not to give up the first time that somebody says no. Go out there, start doing the things that are going to make you money. And I can tell you right now, that is talking to people who want to sell their house. If you do that and you talk to 2 people a day who say that, yes, I'd be interested in a cash offer, your life will dramatically change over the next 90 days. And when you do, send me a DM on Instagram and let me know so I can get stoked with Beautiful.

Well, thank you once again, and like our CEO Jesse would say, let's get it.