What’s going on, fellow real estate investors? The last video for secret nine. We are almost there for the 10 secret videos. I know you guys are getting a lot of value out of these, especially these last few that we have. We definitely have just fully packed information, even in these small, short videos that we have. Even though Keith goes even deeper into that, just these last five secrets really have a ton of value to them. Again, I always stress that the first five secrets are probably the most important, because it really gets your mindset going where you need. It sets a really good foundation for the habits and the disciplines that you need to have, but these last five, they really get into the heavy-hitting stuff that we have as far as tactics, techniques, all the tips and all the strategies and stuff that we have. Really, just getting into the nitty-gritty stuff of what people have.

So, we’re following up with secret nine. The last video here for finding an agent. We’ve talked about making sure that you find an A-player, some things to kind of think about as you’re looking for … Maybe you should test a few out as you go through your … As you explore into certain markets or whatever, make sure that they work for you. We also talked about you, you being the A-player, you being the valuable person you need to be in order to make sure that you’re providing great value; make sure that door is swinging both ways. They’re providing a value for you, you’re providing a value for them, and not just something that’s monetary, but a good, good, great, fantastic working relationship overall.

With that, we’re going to be going into just a few of the questions to be asking. So I’m going to shoot from the hip a little bit here for some of that. Real quick, if you want to, go ahead and grab a pen, grab paper. I’ll give you a few seconds. Tick-tock, tick-tock. All right.

Number one: Have you worked with investors before? Great question. Are you an investor yourself? Oh, what type of investing do you do? How many deals have you done?

Those are some of the things that you might ask a normal real estate investor, whether you’re partnering or building relationship with a private investor, whatever the case might be, but again, with this person being on your team, you want to know part of their background. You might be looking for somebody that specifically has that background too. Some other questions you might want to ask them: Are you willing or are you open to having more creative ways of getting paid? You can structure and pay a certain way, a lot of agents, the only thing that they know is that they can get paid commissions out of the sales between a broker’s agreement.

Now, they still have to go through their broker, but some brokers that are out there, especially ones that are investors as well are even okay with getting commissions over time in a promissory note. Say, “Hey. I agree to pay you this outside, away from the commission, but I’m just going to pay you an up-front fee, and I want to pay you that over the year. I’ll give you a one year promissory note for let’s say, 6,000 dollars. That means I’m going to be paying you 500 dollars a month in this promissory note.” Just another way of asking, “Hey, are you willing to work? I have financial goals that I need to meet, and this meets my financial goals. Is that something that you’re willing to accept?”

You’re seeing if they actually do fit for your business model. Again, you want to know your business model going into it overall, and you want to make sure that they’re okay with that. You also want to be able to ask, “Hey. What type of areas do you think? Here’s my strategy, here’s where I’m looking to invest.

What do you think about that?

What’s happening my fellow real estate investors. We’re talking about finding an agent, finding an A player overall. We’re in secret nine, getting ready to go onto secret 10, in the home stretch. Great, I’m throwing out some sports analogies out there for you as we’re headed into the home stretch here in finding A players in general. So, we talked a little bit about the agent that you’re gonna be looking for, but really what I wanna get into this video and this is gonna be a little bit more hard hitting for you because I’m gonna ask you, are you an A player?

You’re requesting that somebody else is gonna be an A player for you, are you the person that’s valuable enough to consider yourself an A player for them or for them to consider you an A player for them as well. So, are you the person that’s also gonna be following up on your deals? Even though they’re making your job easier, what can you do to make their job easier. At the end of the day, that mutual exchange in saving time one way or the other is also gonna save you money or make you money in the long run. Especially working with the type of people that you find really good symbiotic relationship, everything’s clicking, everything’s moving smooth, and even when you do come to a conflict, you’re able to resolve it in a way thats valuable for both of you.

So again, are you the person that has your stuff together? You’ve already gone through the first eight secrets. You know what you’re looking for, what type of person you are. You know what you should be focusing on and what you should not be focusing on, what your criteria is, what your investor identity is.

I mean finding all this stuff, you even got your investors lined up, your buyers list. You got the deals coming in. Hopefully with lead flow. You got deals going out. Make sure you’re doing your sales management, all that stuff.

And now, we haven’t gotten into deep dive on that stuff. Keith Boley goes into deep dive throughout the 10 secrets on that, and we go even deeper into the groups that we have inside REI Wealth Academy, whether that’s the wholesale club, whether that’s the lease option club or whether that’s just the generic club that covers everything that you need to get started.

In any case, when you’re delving into each of these things, you wanna make sure that you’ve done all the things. You don’t necessarily need to be perfect, but you need to be a person that is trying and striving to play at that level that’s going to allow you to progress, but also allow the person you’re working with to progress along with you. So again, are you the valuable person that you are also asking of them? The door swings both ways when it comes to that after all. So with that, a little bit shorter video overall, but are you being the A player that you need to be when you talk to that A player that you’re looking for?

This is John. Make sure you follow us on REI Wealth Academy at the blog. We got plenty of stuff up there. The 10 secrets up there in shortened version. You’ve seen these videos. Make sure you get in REI Wealth Academy. Dive deeper with Keith Boley on level two stuff for the 10 secrets that we have.

Make sure you’re connecting out in Roanoke Valley, Roanoke Real Estate Education Group and then make sure you’re following us on the REI Wealth Academy Facebook page as well. Love to see you there. We love the comments that you guys have. Send us a direct message too. If you guys wanna see something, you think you’re getting a lot of value.

I know you’re getting value from this, but if there’s something else that you just know that we can just take it to the next level, let us know. I can change the format. I can make sure that I got better lighting, better audio,

What’s going on fellow real estate investors? This is John. We are in the final stretch, coming up on secret 9 and secret 10. And we’re gonna get into it right now with secret 9. And we’re gonna be talking about getting an agent. So, this sparks some controversy sometimes within the real estate community, should I get a license or should I get a realtor myself? And it really depends on what your investing goal are, it depends on what your skill set really is as well. Does it really help your business? Does it hurt your business? Can it hurt your business and can it really help your business, depending on what it is? And you’re gonna get a variety of answers, but at the end of the day, you don’t wanna throw away. Now, granted, most of the resources that are out there are homes that are possibly for sale. There’s probably more homes. In fact, I know there’s more homes than are possible on the market than there is just in the MOS. The MOS really only accounts for about 25-30% of the possible homes that are in the market.

Granted, that’s an estimate, but at the same time, it nonetheless holds pretty true. And the one thing that kinda falls a little bit to the Pareto Principle, that 80/20 rule. And honestly, the whole agent question as well falls into the Pareto Principle that we’re gonna be talking about, the 80/20 rule as well, cause you really have about 20% of the agents out there that are actually doing about 80% of the volume. So you wanna make sure that when you’re finding somebody, you’re finding an A player, you’re finding somebody that’s gonna be a go-getter for you to meet your needs. Now, at the same time, you wanna make sure that the person you’re finding is going to meet the criteria, which means you need to have that criteria laid out for them.

And again, you might go through a few iterations of agents. You might have to go through four, five. You might even have to go through 10. I don’t know. It really depends. Now, if you’re … And we’ll get into this in the next video on things that you need to make sure that you’re being responsible for, but you need to make sure that you have very specific communication with the agent on what means success for you in that relationship, because how can they help you if they don’t know exactly what you need in the best way? We talked about that in the Act of Listening this last time. So maybe you could even see if the agent that’s looking to work with you as an investor is actually actively listening to you. You know what? You might find out quickly that that person is not the A-player that you thought they were.

Now, just because a person does a whole bunch of deals in the area, doesn’t mean they work well with investors. You’re obviously gonna be putting in offers that are pretty much lower sometimes, and I know some real estate agents might even scoff at the idea of putting in a really low-ball offer for stuff, but once you find one that understands the investment criterion, it might take some coaching on your part to make sure that they understand what it is you’re looking for, and why, even though you’re getting a little bit of a discount, even though they might be taking a hit whether you pay them as a fee to buy or a fee to sell, or you actually do give them a little bit of the commission in either case, and even though you might be buying lower for a buyer’s agent that could be getting a lower commission overall, you’re gonna be doing volume.

For you, this isn’t about so much of the one-off retail buyer that’s gonna be buying one house and then selling in the next five to seven years and then hopefully they have some friends that you can refer to the agent, you’re gonna be trying to do volume. One houses, two houses, every month, every two months, every three months.

Alright guys, last video, this is John REI Wealth Academy. Welcome Back! We’re rounding out secret eight, secret nine, secret ten here in a bit. I got my third video, final video, for active listening on secret eight. The one thing I want you guys to take from this is just, I shouldn’t say the one thing, the few things I want you to take from are the tips that we got for you. And these are just some things to get you rolling.

There are so many things that are out there. Every situations going to be different. But at the end of the day, there’s some key ones that I really want you to focus on over all. We already talked about making sure that you’re listening, seventy percent of the time talking no more than 30% of the time. How do you gauge that? Well honestly maybe you have, that’s why we have the scripts, you already have some of those questions laid out. Let them talk. Let them tell you their life story if you have to, you might even be on the phone for an hour talking to people.

Honestly there’s a couple deals that I’ve done, where literally I’ve had somebody call me back out of the blue after I’ve been on the phone with them for an hour and a half months ago, calling up and actually putting a deal together. Just making sure that that person feels comfortable with what they’re doing, even though they have reservations, and just at every point in time just really getting to the truth of what it is.

Part of what I was doing, with some of the tips I’m going to give you. Now, even though some of that was over the phone, I can tell you to make sure if you are skyping with somebody, that could be a little bit different with technology or whatever, but it’s not a bad thing to even practice while you’re there. If you’re in person especially, eye contact, eye contact, eye contact, eye contact.

You don’t have to keep it, you know, crazy and just watch them intently the whole time. Occasionally, the majority of the time, when people connect, one of the things that they really connect with, and it’s just the psychology of our brains. We really connect with people that we actually create eye contact with. So it’s okay every now and then to look off as you’re gathering a thought or something like that, but make sure that when you are listening to them, you are actually looking at them when you’re doing that. You’ll look at them in the eye or whatever the case might be.

And try not to get distracted. Don’t you know, start thinking about all the other stuff. Really key into what they’re thinking, but also make sure you’re giving eye talk, and give a pleasant smile. You know at the end of the day, this is supposed to be fun; you’re supposed to be connecting. The vibrancy of life is supposed to be in your speech in the non-verbal cues that you have, so be happy to be there with that person. Show that person that, you know, they might have a deal for you, but at the end of the day show them just simply, that it’s a joy to be around them. And there’s nothing wrong with that.

The second thing I want to get into a little bit is repeat sentences back. Number one, that’s for you to be able to synthesize. Now they might have gone on for a long, long time, and that’s fine. But just take some of those key points and try to remember. Again if you’re being honest with yourself, you can say “Hey, you know what? You are talking a lot of good stuff, a lot of this stuff makes sense. Do you mind if I just break out a pen and pencil? I know I’m not going to remember everything, but I feel like we’re connecting. We’re having a good conversation here. Let me just write some of these notes down as we go through, and make sure I understand where you’re coming from.”

And show a genuine interest,

Coming back at you real estate investors with REI Wealth Academy. This is John, going for the second video for active listening. We covered a little bit about the meaning, building a connection, building a rapport with somebody. When you’re actually having that conversation it could be a little bit embarrassing for them, they may not necessarily want to tell you everything. Sometimes the truth lies behind some of the layers that you have to get so you have to have the right questions when you’re asking somebody a lot of times and we’ve gone over that in other scripts and stuff and that’s why some of the scripts that we have inside REI Wealth Academy are built the way they are, that way you know you’re asking the right questions but even with that there’s a little bit of finesse and a little bit of an art along with the science of the questions that we’re gonna be asking as well.

So make sure you get inside REI Wealth Academy and check that out. For this one, I really wanna get into the theme for this video and that is, be honest with yourself. Now what I mean by that is when you’re talking to somebody, when you’re actively listening to somebody, they’re pouring something out of themselves and it may not necessarily be the exact thing that they have an issue with. They may give you a reason for a question that you have, they might tell you something that they think you want to hear. And at the end of the day, maybe you do want to hear that but you know something about the way you ask where you have in your script some of the other questions that you would wanna ask you make sure that you’re actually diving deeper and having them give you maybe more of the truth to see how best you can help.

And that, again, we’re not trying to manipulate anybody necessarily but sometimes we have to massage some of the truth out of people in order to help them serve best. ‘Cause if we don’t really know that we’re meeting their need or not, you’re gonna be swinging at the wrong balls that are coming in, you’re gonna be aiming at targets that aren’t even the real targets for you so I don’t want you chasing ghosts when it comes to that. But I do want you to be honest with yourself and your intention of why you’re there. Now obviously you’re looking to make a profit, you’re looking to get the best deal possible and there’s nothing wrong with that, that’s what you’re there to do. The numbers have got to make sense. But you wanna make sure that your intentions going in, that you don’t try to push them in any certain way if you don’t have to.

That’s what the questions are there to do. They’re there to reveal how they can be helped and where you can help them and you can make sure that you’re answering the right questions that they have back to you in the right manner at the right time but that requires most likely that you’re going to be listening 70% of the time and maybe talking 30% of the time, if that much. Because again you really wanna get into what type of questions are you asking and what type of penetrating questions are you asking are in a certain way that allows them to be able to reveal their greatest need for the deal to be done. And at the end of the day, don’t force a deal. There’s no reason to force a deal. If you burn a bridge or if you go in there with the wrong intention, your reputation will precede you at the next deal, I promise. That’s one of the greatest predictions of failure in this business is your reputation for sure.

So make sure you’re very cognizant of that when you’re going in and talking to somebody. Be honest with yourself about why you’re talking to them. If you feel like you’re talking too much, ask a question and that which allows you to step back and be a little ...

What’s going on, fellow real estate investors? Coming at you for the eighth secret, we’ve been going through all 10 and we’re building to the last three that we’ve got, eight, nine, and ten. We’ve gone through a whole bunch of different items for the ten secrets already and it’s been awesome, it’s been enlightening. Some of the best stuff that’s out there.

But the one thing that we’re going to get into with secret eight is going to be talking about active listening and this is vastly important, no matter where you’re at, what you’re doing, with any sort of negotiation you might be making. But you guys are interested in real estate investing and you’re going to be on the phone with potential buyers, potential sellers. You’re going to be on the phone with people that you’re going to be asking for money from, whether that be a hard money lender, whether that be private equity investors.

So you’re going to be on the phone with people because this is a people business at the end of the day. I mean, a property’s a piece of property but without somebody that values you at a certain point, that helps you make a profit, it’s just sticks, it’s just plaster on a wall, paint on the walls, and that’s it. You have to have the people that are inside of that, and with that you have to be able to listen to what it is that they need when they’re talking to you about it. And that’s really what comes into active listening.

And as most people know, this is a participatory way of doing it; you have to participate in the conversation. More specifically, what’s really most beneficial to you is to learn how to ask the right questions. You always want to make sure that in your active listening you’re repeating back maybe some of the things that they have to say to you, to make sure you understand.

Because at the end of the day, active listening and your conversation with them, building that rapport, is all about making the connection and understanding the meaning behind their words, because sometimes they’re not going to tell you exactly what it is that they want out of the transaction, out of the deal, why they’re even talking to you in the first place.

But there is something that you can read between the lines, potentially. They very well might come out and actually tell you exactly what it is that they want, and also at the end of the day they simply may feel embarrassed for whatever reason. I mean, if you’re talking to somebody that’s behind on payments, that is something that is emotionally, mentally very tough for people to get over. So you have to build that connection and build that rapport, and bring your skillset and show them that it is valuable for them to be talking to you about that. So asking the right questions, that type of stuff.

With active listening just remember you’re making the connection, you’re trying to find the deeper meaning over all. And we’re going to get into a little bit in the next time, because there’s a little bit more that I want to expand on that. It’s going to challenge you a little bit to get this done the right way. You absolutely have to take this and be a little bit of introspective on yourself and you also have to make sure that you are actually listening to what they’re telling you.

And we’ll get into some of the tips here in the third video in a second, but even if you’re the person that has to rehearse some of the things in your mind and go over the conversation and maybe even take notes after you’ve had the conversation, there’s no shame in it. As long as you’re being honest and presenting something to somebody that is an ethical way, in a truthful way, one that has their best interest and your best interest and seeing where those me...

What’s going on fellow real estate investors. The last video for the Cash Buyers List, but not a Cash Buyers List, a Buyers List, because you’re gonna be adding value to be able to scale your business and that’s what we’ve been talking about for the last two videos. Now we’re gonna talk about the one specific strategy that I think will take you to another level because it’s gonna add a certain level of value that you may not be thinking of right now, but I promise you it’s what people really want. We’ve gone through the big why, we’ve gone through the goals, you know what your business model is and here’s the thing. In reality, whether its people who are giving you their money, you are building a relationship with people. It’s not about the money, it’s about the relationship. Spending time with them, making sure that they are comfortable with you as a person, making sure they’re comfortable with your business model to be able to make a deal happen and to make sure that your business model is successful for them.

Now as you build that relationship, you get to know them more, you’re gonna start knowing, even from some of the first conversations you have and your connection with these people what they’re like. You’re gonna be able to know their personality type, are they more geared towards some of the numbers or does it really resonate with them more that you showed them that you care about what it is. And I’m not saying that you ever put … You lockup your empathy at all. You wanna make sure that if you’re gonna represent yourself you do represent yourself, your true self that you do care. You are taking someone’s retirement, you are taking someone’s money, their livelihood, a lot of the gains that they’ve had. They’ve spent ton amount of time in their life building up that nest egg.

The last thing you wanna do is betray that trust. If it’s empathy that they’re looking for, make sure you actually have empathy to give them. If they want the numbers, you know what, maybe shut down that empathy a little bit, even though you might care and give ’em the straight numbers. Know what they’re looking for because you built the relationship with them.

But the best practice that we’re talking about, once you’ve built that relationship, is this. You know your model, give them your model. When you’re looking for the right people for your business and you know your model is set in stone and it’s the one that works, whether you’re a wholesaler, a flipper, a lease option person, a buy and hold investor, a multi unit investor, whatever it is that your model that you like to invest in when you’re asking for private money or you’re asking for hard money to fund your deals, to fund your flips, to fund your wholesales, whatever it is, people want to be told what to do. It’s not so much that they are … They’re not looking to be sold; they’re willing to go for something that someone has absolute confidence in. If you have a model that does not change at all, it is a proven system, a proven model, you know it’s gonna work. Even if you’re starting out and you’re borrowing someone else’s method, you’re borrowing Keith and Roberta’s method for lease options, or whatever else the case might be, you’re borrowing someone else’s method for wholesaling, follow that.

Follow it because it’s proven. Because it’s proven you’re gonna be able to go with confidence to somebody and say, “This is what I’m going to be able to deliver to you time and time again.” Now obviously there’s no guaranties, but with a proven system, I can’t legally obligate myself to being able to get those returns,

What’s going on fellow real estate investors? You just saw the last video talking about the first introduction to the cash buyers list for the secret that we’re talking about. I’m here in Arizona, Scottsdale, Arizona with Keith and Roberta this weekend and a few others, but big real estate investors summit, it’s been a lot of fun being here. I always get reinvigorated with that type of stuff, make sure you’re trying to get out and get some access to that stuff, get around other investors that are building you up. And another reason to get out with other investors is to find cash buyers. You absolutely need it for your business.

And again, we talked last time, scalability, scalability, scalability. You only have so much money, you only have so many resources, you need to go tap into other people’s resources to be able to scale your business, to be able to achieve financial freedom, it’s absolutely essential to being able to do that.

So with this I want to go through, we talked about a cash buyer’s list, but I want to submit something to you, that it’s not a cash buyer’s list; it is a buyer’s list. Because there are so many different ways of investing in real estate, there’s so many creative things that you can do. What you’re looking for is somebody potentially, you’re sourcing deals, you’re looking to be able to kick it to somebody who’s going to be able to benefit from that and meet their model. And more specifically, with those people that you’re building relationships with, you’re finding their needs and meeting their needs as cash buyers. And so you might have a strategy on how to find the right properties that what you’re looking for, but as you network and gain more information about buyers, the people that are on the end and you might be the buyer yourself, but at some point, you’re going to need to exit. You’re going to want to know some of those people.

If you want people to fund your deals, whether you’re a buy and hold investor, so you’re going to have private money loans to go through or you’re going to be a wholesaler and you’re going to be flipping properties to home flippers, maybe you’re whole tailing, you’re actually grabbing a wholesale deal and putting it on the retail market, working with real estate agents themselves, whatever you’re trying to do, those buyers on the other end, you want to make sure you’re meeting their needs and that your model is tailored to their needs as a good business model overall. You might start with your business model and working it that way or you might be looking at what your end buyer is doing and may alter some of the stuff in your business model to be able to do that.

A lot of the funds that you’re going to have, it could be from bank accounts, retirement funds, so one key thing you might want to be able to do to add value is to learn how to help people convert. Specifically, if they have funds in a qualified retirement plan, or a 401K or an IRA, there are companies that are out there like Equity Trust who have training videos and you can walk people through the process, and understand the process and get trained up yourself, on how to help people take money from an IRA, whether earning whatever percent that they’re earning in the stock market, or in a savings account or whatever and show them with your model, making a higher return, that they’re going to be able to move it over to a self directed IRA or a self directed retirement fund, to be able to earn greater returns on their money because that’s the value add that you are now understanding.

You could do, have people come in on a Saturday, once a month, or every quarter and train people and explain to them, or even have somebody from one of those companies come talk to people who you’...

Hey what’s going on fellow real estate investors. This is John coming at you again, coming up on the next secret, and that’s a cash buyer’s list. This was always a big topic for people because now we’re getting really into the nuts and bolts of what is really going on inside of somebody’s business, but all the stuff that we led up to is so, so important. I just got done with a real estate event, and I can’t even stress how much just having your stuff together, having your why, having your goals set out. Those are some of the most important things because that discipline is what keeps you on the track. A lot of what we’re gonna go into, if you don’t even have that done and you’re still struggling back and forth, it’s gonna be a little bit tougher unless you have the motivation and the discipline to get motivated again to get the things done. It’s so, so important.

With the cash buyer’s list, everyone’s always saying, “Get a cash buyer. What comes first, the chicken or the egg? Do you get the deal first? Do you get the buyer’s list?” The one thing I want to say to you is you absolutely need a cash buyer’s list. You absolutely need that buyer’s list. But do not wait to go find deals and do not wait to get a deal under contract if you need to. Just make sure you have all the contract done in a way that allows you to back out as you need to, but make sure that you have people lined up. There’s two things you’re doing every day, is submitting offers and finding buyers. So, for every call that you’re making to try to get a contract and say, “Hey, I’m gonna submit an offer to you,” the moment you get an offer, start working in your network to say, “Hey I have a three bed, two bath,” or whatever the case might be, to find that buyer, and have somebody lined up.

At least make the effort to get on the phone in your network with a few people who might be willing to point you in the right direction and say, “Hey I have a potential deal I literally just got locked up. I’m writing the contract right now. I need somebody to fund this deal. Do you have anybody in mind to do that?” The biggest reason for that is you only get 10 loans with Fannie Mae, Freddie Mac, for anything that’s FDI insured. You’re getting 10 loans max. In some cases, you’re getting four loans max. People are gonna keep looking at your records overall to see if you can do that. Maybe you’ve done some deals with some credit cards. Not the best idea. Maybe you’ve used your own retirement accounts. Again, you’re gonna run out of your own money to try to make some of this stuff happen.

The reason you need a cash buyer’s list is one word and one word only, scalability. You’re gonna need to be able to scale your business if you want to achieve financial freedom to get where you want to go. And having a cash buyer’s list is absolutely critical to do that.

Some people say you need 100 person cash buyer list. I don’t think you need 100 person cash buyer list. At least to think, oh I need 100 people. You don’t. What you’re looking for are three to five quality cash buyers or other investors that are willing to give you money to fund your deals. And because you’ve already gone through all the steps of your big why and defining your specific strategy, you know what business model to propose to them and say, “This is my business model. This is what you’re investing in,” and you can find the right fit. It might just be it just so happens that you get 100 people on your list. And you’re always looking for other buyers. You’re always looking. Just like you’re looking for new deals. You’re always looking for other buyers because you want to make sure that you’re find...

What’s going on fellow real estate investors? This is the final video of this series overall. We’re gonna be talking about systems. So we’ve talked about the why, why you’re doing it, getting your message clear and concise out in front of the people, potential customers that you’re gonna have and make sure you’re getting a response. Make sure you’re gonna get into measuring. It’s the first opportunity you get to measure how well you’re doing with your advertising, with your personality and putting it out there. Making sure you’re being confident in what you’re putting out there. We talked a little bit about the how, you know the active verses passive strategies, different things that you can do there.

But systems, so this really comes down to being able to do, sure it’s great to put some of those things out there, but you want to be able to, when you get the response back, in order to be able to interact and engage with that in a meaningful manner, and part of that is actually taking down the results of what you’re getting.

So number one, you want feedback. So, whether that’s someone that’s emailing you, whether there’s someone that’s calling you leaving you a message, texting you, however they’re responding back to you, that’s feedback. So, if you have different campaigns, and so there’s customer resource management systems that are out there, other things that do automation. We highly suggest getting to a point, we are starting to do automation and that will start costing money, but there are also other things you should do that are free as you’re starting out. That also makes sense, when you’re getting your feet in the water and you’re testing a few things out, there’s some things that you can do that also free to help you get started as well.

But, the idea behind it is that you’re gathering information. Your gathering data. You know that if, hey, I saw your car and it said to call you about buying your house, I may have a house for you. So you know, when you’re taking down some of this information, maybe earmark it and say, hey this was from my car, it happened to be … oh yeah, well where’d you see it? Oh I saw it at the WalMart parking lot. Okay. So write that down. And then ask, when you’re getting that information, ask them where they say it that way you know some of the places that you’re actually getting quite a bit of traffic toward your vehicle to do that. Or, if you’re at a coffee shop, you might be able to interact with those people there. You know that feedback immediately.

As we get into websites and stuff, and so one of the things that you’ll find in the 10 secrets that I really enjoyed and cued into was about 86% of the first home buyers right now are looking at websites and online first. That means your Zillows, your Trulias, that type of stuff. But the fact that they’re even looking online for a lot of that stuff, one of the things that you can do with whatever you have is to make sure you also put, if you just have a Facebook page, a free Facebook page that you’ve created, a business page for yourself, is make sure you have a link to that or if you send out an ad on Craig’s List, a link that they can link to that or if it’s a business card, they have that link there or website. There’s plenty of very inexpensive options to get started and it doesn’t have to be anything crazy. It can simply be, hey this is who I am, this is what I do, and here is a message just so that you can call me on.

There’s an easy way to do that with Google Forms, if you get into the Google Suite a little bit that are totally free. Being able to create a few things that track that and will put it in a spreadsheet for you. So it’s another way that you know,