Nationwide Wholesaling Strategies with Nick Perry

Welcome to the Wealthy Investor Podcast, the number one podcast for flippers, wholesalers, and real estate entrepreneurs. And today on the podcast, I have someone very special. He has, last year he did about $6 million in wholesale fees, and he's going to teach us how to do nationwide wholesaling. Nick Perry, how are you, baby? The honor, excited to be here. Appreciate you having me on. Yeah, dude, I've been seeing your ads a lot recently. So to see you here is kind of crazy. I appreciate that, man. You know, we have a great community of people and we're continuing to grow every single day. Yeah. So let's get straight to it. So last year you did about $6 million in wholesale fees. How did you do that? Well, one, it's inbound. We do all inbound pay-per-click marketing. Pay-per-click. Yep. So we don't do any outbound. We don't do any cold calling, no direct mail, no texting. It's one channel. One channel. Yep. And so Our lead to contract, one out of every 15 of those leads turns into a contract, and our average deal size is $24,000 to $25,000. Okay. So $24,000 to $25,000, one out of 12 leads, you said? One out of 15. One out of 15 leads. Got it. Okay. And our cost per lead is between $50 to $60 a lead. $50 to $60 a lead. Right, but they're hot and ready to go. That's very cheap. Because it's the PPC, right? Yeah. These sellers are, you know. Typically one or two call closes as opposed to cold calling or SMS, which might take you months to reel that person in. Okay. So if you close one out of 15, you're paying about $50 to $60 a lead. How many deals did you close last year? I had a lost count. Let's do the math real quick. So you did about, I'm going to do 6 million. So you said you did about 5.9, but we'll round it up to six. That's generous. Generous. There we go. Yeah, we don't. We don't want to skimp you. So you did about 240 deals. Correct. Yeah. Yeah. Okay. So from your 240 deals that you did last year, do you know roughly, like, are you doing all straight wholesaling or are you doing like novations, flips and wholesale? All of the above. So the 50% is going to be wholesaling. 50%. Got it. Probably another 40% is going to be novations. And then one out of 10, we'll keep as a rental or we'll flip it. So the very best of the properties we'll flip or we'll keep it. Got it. Okay. And then for, that was last year, 6 million, right? How much are you going to do this year? This year will probably be a little bit less. And the reason why is because I'm relocating my office from Austin to Scottsdale, Arizona. So we're going to finish at like 4.8 this year, which is fine for me because... I'm retooling my entire organization to double on the bottom line. I think a lot of people like to talk about the top line. Yes. Like, how much money did you make this year? I don't care about top line revenue. Yeah. How much money did you bring home to your family? Yeah, yeah, yeah, yeah. That's more important. Yeah. So currently we're all in our office in Austin. We have, you know, a large inside sales team. The guys are on the phone. Yeah. We're paying salaries, commissions. which is great, but we've, throughout the course of this year, have started experimenting with people from outside of the country to start doing acquisitions. Now, the crazy thing is, is these people that are outside of the country are outperforming my Americans. So we had an initial pilot of three people that we experimented to, you know, come in and do acquisitions for our company. Smoked it. We got two girls in there right now. One of them's doing okay, but the other two girls... are outworking my americans putting up more money on the you know putting up more revenue so we're like let's roll this out more because it will reduce our overall labor cost by a fortune currently right now my labor cost is too high what would you say it is 39 to 41 percent fluctuates okay too much yeah i'm like how much do you think your labor cost is it's about too much yeah so by by um By retooling to a virtual culture, we're going to be able to reduce that labor cost down to like sub 15%. Now we're going to do, it's a hybrid though, because we're going to have all of my executives still in the office and we're going to be running our team remote on like a giant vibe board where you can see people two way and you can have virtual meetings and everybody's on camera all day. So you have that virtual in-house culture. So you're thinking about going completely virtual team. Except for my executive. So my stuff, it'll be. myself, my CEO, my COO, and then my sales director. And then we have our executive assistant. So it would be five of us at the helm in-house leading a large virtual sales organization. So the goal for this podcast for me is to teach people how to build a seven-figure wholesale operation. Well, let's do it. I want to dive deep in. Yeah. Yeah. So. First, I want to stick to what we're talking about and then go operations, sales, and then marketing. Or we can do marketing first. Marketing is always first because if you can't generate leads, sales and operations don't mean anything. Yeah. Okay. So we'll do marketing first. All right. So on the $6 million, what roughly was like net margin on that? On that? 32%. And that's about industry standard, right? I feel like most wholesale companies are usually between like 30 to 40 once they're scaled. Correct. Yeah. And then you are like in the owner's box. So you're not even in the day to day. You said, right? No, I've been out of the day to day for the last three years. So I promoted a CEO in January of 2021. And then I moved away from my offices in Austin. I moved on in January of 2021. after he got the promotion, that was my cue to get out of his way and let him run the company. And so I moved to Miami. Since then, I've lived in Panama City, Panama. And now I live in Cancun, Mexico. Damn. And so I run my companies from outside of the country. And how old are you? 36. Damn, you're young, dude. Holy crap. Yeah. And how long have you been in real estate? It's been it'll be 11 years in March. So okay, so you've been at it for a while. Dog years. Yeah. That's funny. And then you just got married, so congrats. Thank you so much, man. I appreciate it. What made you finally ready to pull the trigger? I mean, I've been ready to pull the trigger. The commitment was there, and we were here in Vegas. Yeah. So this is a quick Vegas story for you guys. Yeah. And. My friend, very successful, shout out to Chris Lee, done multiple nine-figure exits, really stand-up guy. He was like, why haven't you guys got married? I said, well, we got family from this part, you know, in Colombia. We've got family in, you know, the United States. Yeah. We've got a lot of things going on. Logistically, it's difficult to try to pull this whole wedding together. Yeah. Like it was just driving. I was like, it's going to be a it's going to be a tough task. Yeah. And he was like, well, I'm an ordained minister. Let's just do it now. Dang. And I was like, well. it was kind of like God opened this path up and it's like, here's your, here's your opportunity. Like, um, so I just abided and I said, God, let's, uh, let's go ahead and make this happen. And we went and got a ring in the Caesars palace. Yeah. And then, uh, we went and got the marriage certificate downtown at the courthouse here in Vegas. And we went over and got, uh, had our, uh, um, our marriage ceremony, uh, right outside of the Bellagio. There we go. Do you guys have kids yet? So just rock and roll. Vegas style wedding. Yeah. Yeah. We have a three month baby girl. Okay. Got it. Okay. Are you guys going to have another one? Absolutely. Tonight? Are you doing it? God willing. That's funny. But I actually got married very similar. So I met my wife here in Vegas. I used to live here. She lived there. I met her at a club, started dating. And I was just like, you know what? This is it. Like, I'd know I didn't even ask her to marry me. We were just talking about it. I was like, yeah, let's do it. I went, I spent half of my savings on a ring and went to the courthouse and got married and that was it. Boom. Yeah. Yeah. That's it. Never made. That's it. Yeah. So, um, okay. So back to the wholesaling. So. Marketing. How did you start PPC? So, when I originally got into wholesaling, I was doing bandit signs, direct mail, and I just realized, man, like this is really like inefficient. The leaflet is not consistent, you know, and I got online and I tried to do PPC, but I couldn't figure it out. Like it was really difficult for me. I didn't understand it. And I found some guy online. This is 2014. by the way, there's no education out there. I found some obscure YouTube channel of this like guy in his basement, like doing PPC ads for real estate investing. So I binge watched all his content and I DM'd him and I said, Hey, I'm going to be in your city in next week, next Tuesday. Yeah. And I was like, he was like, you're going to be in Danbury, Connecticut. I was like, I'm going to be in Danbury, Connecticut. And I was not going to be in Danbury, Connecticut. And I was like, I got some money. money can i take i'm gonna pay you if i can take you out to lunch i'll pay you for your time He agreed. So there's a cold DM out to him, and he agreed to meet me for lunch as a paid lunch. So I got on a plane from Austin, Texas. I flew up to JFK Airport in the middle of the winter, snowing outside, rented a car, drove four hours into the mountains of Danbury, Connecticut, really rural town, met him at some tiny little Main Street town, and we ate at the only little pizza parlor there. Anyways, we hit it off. I ended up creating a good relationship and got him to agree to do six Zoom calls with me after we left that meeting. And those six Zoom calls taught me the fundamental knowledge and structure of what I needed to know in terms of PPC. And then I just took it and ran with it. And, you know, I've spent millions of dollars and made tens of millions of dollars with PPC. Okay, so let's tell like... the whole story and then hopefully people will learn how to run PPC themselves. So first call with him, what were you trying to learn exactly? And then how did you go from starting marketing to making it profitable? Because I think people, they start the marketing and they rather quit or they'll leave it on for three months and then they're like, kind of broke even and then they quit or they never like... get to the scaling part. They'll stay at like a five to $10,000 spend, but then they never go above that. Well, here's the thing. You need to be willing to commit to do marketing for the long haul. Yeah. Now you're going to get deals. Like you should be tracking your KPIs. And the great thing with PPC is one out of, basically, if you're really good on the phones, probably one out of 10, you're going to get under contract. If you're not so good on the phones, like maybe you're you haven't had a sales job before, it's your first time, you're nervous, you don't really know, you're probably still going to be like one out of 30. Okay. So one out of every 10 to one out of every 30 are going to be a contract. A contract. Correct. Okay. Not closed. No, not closed. In terms of closing percentage, just divide that in half. So account for a 50% close rate. Interesting for PPC. Yeah, for just... new investors in general. Okay, got it. Right. Okay. Just know you're going to screw up something half the time, and we still do to this day, so don't feel bad. And you can't help title issues, sellers backing out. Yeah, probate, all that stuff. Probate, that's always going to be a factor that plays into it as well. Okay. So that's one thing. You've got to know the numbers on what you're getting into, because once you understand the numbers, then... you can commit to the long long-term path of doing ppc yeah or any marketing channel yeah i think a lot of the fear is people don't understand the numbers they might have a bad streak of leads then they get discouraged or they start getting low on funds and then they turn it off yeah so what i did that um is going to go against probably the popular uh belief is i started doing real estate when i came to austin and i wanted this dream to be a successful real estate investor so bad. It was like Eric Thomas. I wanted it more than I wanted to breathe. You know what I mean? But I had no money. I had five grand to my name. No job. I was burning through money so fast. And so I had to go get a job. I got a sales job at Indeed.com. And I was at a low point in my life. Just broke, busted, disgusted. Had absolutely, you know. And how old were you? 24. Okay. Yeah, I was broke, busted, disgusted, and just decided like, listen, I'm going to get this sales job and I'm going to do whatever they tell me to do and just crush it so I can take all this money and keep this dream alive of being a real estate investor. So I went in there and I was down to like my last 800 bucks in my account. I was coming up on rent and I wasn't going to be able to make it. And I went from that point to rookie of the year, top gun of top of the leaderboard and indeed making. $250,000 a year. Damn. And what did I do with that money? I just took all of it. So I had my nine to five at Indeed, and I took all that money and I put it into my real estate company. So I used it to fund my marketing, my mentorships, my systems, my processes. And that's what allowed me to quickly, you know, fail forward and get out of my nine to five job and become a full-time real estate investor. since then, you know, I've gone on and continue to grow. Okay. I want to talk about your story too, because you do have kind of like from what I've heard, a crazy story, but. To stick to the marketing before that, so you want to be about $50 to $60 a lead. Is that right? Are you willing to go higher? Yeah. If you're just starting off, you want to have your lead cost sub $100. Okay. Okay. Because it's very hard to be profitable if you're going to be over $100 a lead. But what if you're like in California, Las Vegas, Phoenix, Arizona, like you can't get a hundred dollars a lead anymore. I don't believe. No. Well, in statewide in California, you can. Statewide. Yeah. Here's the thing with pay-per-click marketing is the more narrow you go, the higher your cost per click is going to be. Cost per click. Correct. Cost per lead. In turn, the higher your cost per click is, the higher your cost per lead will be. Okay. Right. So you want a hundred dollars or less cost per lead. Correct. Correct. And then what do you want your cost per click to be? It's, that's irrelevant. If your cost per click is under a hundred dollars, it's fine. But for search campaigns, like we're getting into the weeds now. I told you we go. Oh, we can get deep. Yeah. Yeah. Yeah. I didn't know how like nerdy you wanted to get. No, no, no. I'm a real estate investor. So I'm. I'm trying to learn and I want people to learn, you know, what it is. Yeah. So for search campaigns, your typical conversion rate on a, on a good search campaign is going to be about 10%. Okay. So one out of every 10 clicks is a conversion. Is a lead. Correct. Or is a conversion a contract or conversion is a lead? Okay, so every 10 clicks, one should turn into a lead. Correct, for search campaigns. For search campaigns. Yes. Okay. So you do the math on that. If your cost per click is over $10, your cost per lead is going to be over $100. Yeah. Correct? Uh-huh. So you want to keep your cost per lead as low as possible. I mean, your cost per click as low as possible, so your cost per lead is as low as possible. But how do you... Okay. let's say somebody starts a PPC campaign and their cost per click goes above $10. How do they know what to do to lower that cost per click? You can put a max on it. You can put a max bid. So the way we teach is anybody that's starting off, you set up your campaign on max clicks. It's a bidding strategy that you have. And you can specify how much you want to spend per day total. and how much you're willing to pay per click. Oh, okay. So you could say I'm willing to spend up to whatever, $50 a day, and I'm not willing to spend more than $7 a click. Got it. And so you put those constraints on it to where it's only going to spend up to $7 per click. But will you get crappier leads if you set a low cost per click? No, it's an auction-based system. So for instance, somebody types in, we buy houses. Yes. Very popular search term. If I bid $10 and you bid $7, I'm going to show up more frequently. But there's so much traffic, you're still going to show up. You're still going to get visibility, but I'm going to be on top of you or you're going to appear less. So you're not going to get as much impression share as I would bidding $10. Got it. But it doesn't mean you're not going to get impression share. you're not going to get traffic. Yeah. So I tell people, don't worry about that. As long as you're getting impressions and clicks, you keep your cost per click low. Like it's more beneficial for you to have a $7 cost per click and get traffic than me have a $10 cost per click and get a little bit more traffic. Got it. Right. So you don't have to force it to spend. Does that make sense? Yeah. And then you said if you're doing a search campaign, is there different types of campaigns? Yes. So search is your typical campaign. campaign where somebody will type in we buy houses yeah and then your website shows up and they click in so search is just key terms yeah that's your typical that's like the bread and butter basic google ads yeah um that everybody knows yeah the other campaign types that are really um effective are performance max campaigns and then youtube campaigns because google owns youtube yeah what is performance max i've never heard that performance max so google owns hundreds of thousands of sites okay and they have 1700 data points on every user so they know more about you than probably your spouse knows about yeah yeah yeah they got they're hearing this podcast the microphones yeah i know everything is that real about your yeah they know uh if you are a chrome user yes they know uh all your emails your search history yeah everything is over 1700 data points on you they they have microphone access to pick up on certain keywords words. No way. Yeah. I thought that was just like a myth. No, that's what these big advertisers do. That's how they're able to be so powerful. Oh, I didn't know that. Yeah, because like if we were to sit here and I was to be like, we could just use a random term, right? Like we could just say like... Titleist. Yeah, we could say shore microphone, shore microphone. I bet you we say that enough, we're going to start getting ads on our phone. for sure microphones. Oh, okay. Got it. So that's a part of their strategy. They have a lot of different ways to aggregate data and they know what you're all about. So you can go into a Performance Max campaign and all you got to do is... specify you know who you want your ads to show up in front of so i could say i want my ads to be in front of homeowners that are moving soon really yes and google knows exactly how to put that in front of the correct people interesting yep so which one's better uh search youtube or what was the other one called performance max yeah performance max um in terms of lead quality um the highest intent is going to be from a search. Because think about the path that they took. They literally went to google.com and like typed in, we buy houses. Yeah. You know, it's a different level of commitment than if they were just targeted by an ad. Yeah. Right. But the performance max still, um, is a very high quality lead. You know, if they're moving soon, now they see an ad. Yeah. That is for you. that, oh, I buy houses, get a free cash offer, and they click it, still very high intent. Yeah. What do you think? Okay, so we know cost per lead, 100. Cost per click, you want to be less than 10. Is there any other KPIs more top of funnel that you should look at? No, I mean, you want to know your cost per lead. You want to know your really cost per click is everything is subsequent to cost per lead, right? So if your cost per lead is good, you don't need to look at the other numbers. Yeah, but what if it is not good? If it is not good, then yes. You need to say, okay, why is my cost per lead not good? Well, is my conversion rate less than 10% on my search campaign? Well, okay, it is less than 10%. Why is my, what does that mean? Is your conversion rate less than 10% on your campaign? What does that mean? Does your, you know, like I told you earlier, one out of every 10 clicks should be a lead. Oh, okay. So conversion means the same thing. So if you're getting 20 clicks, but no leads, then you know, you have a conversion problem. Yes. Got it. Caveat to that, most new investors will be like, I got 20 clicks and I didn't get a lead yet. Well, yeah, it's marketing. You might go 0 in 20 and then in the next 20 clicks you get four leads. Yeah, you know what I'm saying? So you need to make sure you have enough statistical significance to make these kind of determinations. Got it. Okay, that makes sense. So what would you say is a fair amount of clicks before you need to make an adjustment? So the way that we teach all of our... our staff is, or all of our mentees, is when you set up a new search campaign, if it goes 25 clicks and no conversions, just pause it. 25, oh, okay, so only 25. If there's no leads, then? Just pause it and then replace it with a new one. So everything's in kind of a test period. So when you set them all up, you set up a bunch of tests, and you figure out if it's working, and if it's not working, just pause it. It's like fishing, right? Throw your line in the water. If you're not getting bites, then reel it back in and we'll go to another spot. Yeah. Yeah. So how does someone know if it's a problem with the ad or their page, like the website? So free tool you can use is Google Page Speed Insights. You can put your website in there. It's going to tell you how fast your loading time is. The biggest issue people have with their websites is it doesn't load fast enough. So if your website... doesn't load in less than three seconds, then you've lost the user. And this day and age, people don't have the attention span to sit there and wait for a page to load. Yeah. Especially on mobile. Uh-huh. And 82% of your traffic comes from mobile. Got it. So you've lost that user after three seconds. And it'll tell you how fast it takes your website to load. It'll have a little wheel, and it's either going to be red, yellow, or green. If it's not green, then you know your website needs to be red. needs work or you need to get a new website. What do you think are the best places to build a website? Investor care. It's like the biggest, most popular one. Do you think that's good enough? No, not for PPC. I prefer using gold level media. Gold level. Okay. That's like Carlos. Is that Carlos, right? No, it's Efren Portillo, but Carlos uses them too. Yeah. We know those guys. They do good work. Or InvestorLift, their seller lead landing page also is really good. Super fast, good UI on mobile, good UI on desktop as well. I forgot where we built our website on. It's on like... wordpress or yeah wordpress or the other one i forgot what it is yeah so you need to make sure that's the big common um issue i see with a lot of new people getting into ppc is they're um went and used some guy that they don't know just i'm gonna look i'm gonna look who it is but let's see what other kpis or things should people know in terms of marketing yeah yeah pre I then I want to get into acquisitions but I want to talk about pre-lead because I feel like that's where like a lot of people they'll say you need a cost per lead of this but then their cost for lead super high but they don't give anything else like okay well what the hell do I do if my cost per lead goes up to a thousand dollars most people just turn off their campaigns and they give up and then also I'm always curious like I've heard of the web website speed before but then in my head I'm like okay What about the copy on the actual page? Copy is less important than the UI. Yes, the copy is important, but a couple other key tips is you need to make sure that you have your form above the form that people fill out and your phone number prominent on your website above the fold, which means as soon as the screen loads, you should be able to see that. That is extremely important. Also, you shouldn't have a bunch of buttons and links going anywhere else. The main goal of your site is to drive leads. So if you have buttons going to different pages on your website or external links, it's called a leak. You're going to just lose leads. Yeah. Yeah. Okay, before we get to acquisitions, do you have any other questions, D'Amico? Because D'Amico knows all this crap. So, I mean, I wanted to know because... Like, how can I show up in a competitive market like Vegas? Webflow. Because, like, we're, I mean, you took a look at my campaign before and you said, yeah, you're definitely not even, like, competing because we weren't spending enough. But is there anything else that I could do? to kind of compete in this market, or would I just have to try out a new market? Let me ask the question so people can hear it. And my website's on WordPress. Is that good or no? Have you heard of WordPress? You've got to run it through. Yeah, I know WordPress. Yeah. Of course, but I don't know where your hosting is. I don't know. don't know who built your site. Yeah. I don't know what plugins they used on the WordPress, if it's fast, if it's slow, cause the plugins will slow it down or speed it up. So you need to check it on Google page speed insights. Got it. Okay. Okay. So what D'Amico's question was, uh, was, you know, he's in a big market like Las Vegas. Um, he's running PBC, but like, he's like on the second or third page, he's not being seen enough. So like, what do people do when that's happening? Um, yeah. So if you're in a competitive market and you're just running search campaigns, you're going to get outbid. You're not going to be able to be competitive. You know, you got local competitors, you know, bidding $5,100 per click, per click. They don't care. So. Damn, you guys. How are you going to stand out in a saturated, you know, environment like that? Well, one, stop doing search campaigns locally. I would switch to only doing. YouTube, Performance Max, and Demand Gen campaigns. That's going to give you much cheaper traffic and allow you to get in front of people for way less. We'll send you this recording, D'Amico, so you can watch it later. Don't try and take notes. So, okay, but if somebody does YouTube, are they going to have to sit here and make videos? No, I mean, you can get one made on Fiverr. You know, it's just a 30, 60-second ad. ad you can make one yourself or you can get a video spokesperson to make one or you can do a little animated video yeah do you do you do youtube ads yeah do you speak in them no okay because the youtube ads that i believe i've seen of you i don't know if it's youtube or instagram is always like uh wholesalers for education yeah yeah yeah it's for education but for we're talking specifically for seller leads yeah like i probably am not the guy to get Yeah, the spokesperson for that, like I, if I were to get a spokesperson for that, I would probably want somebody a little bit more soft spoken, maybe a little older, you know, that can speak to our demographic. Oh, okay. You know, because our demographic is going to be. you know skews female 45 plus typically you know um single females but can you even target gender on google no you don't want to and you can't you know you can't target get um you can't discriminate based on uh age yeah gender or uh race or zip code yeah for housing because it's a like a discriminatory practice yeah um any other tips before we get to acquisitions no i mean this is like if you guys um you know need more help yeah reach out to me on instagram but like this could get we could be here all day this is a long youtube video yeah yeah yeah you All right, so let's transition acquisitions. So when do you know if you have a marketing problem or an acquisition problem? Great question. So if you have leads coming in, that's checkbox number one. And then when you have salespeople, they're always going to be blaming marketing. Marketing is going to be blaming sales, right? So you have to diagnose who is telling the truth. So one way of doing it is you want to look at the salesperson. person's activity, their contact rate, which means how many people they're getting in contact with, how many conversations they're having that are over five minutes long. If they're not having any conversations that are over five minutes long, it might be a marketing problem. Like, listen to those call recordings. If they're having conversations over five minutes long, it means they're having quality conversations with people, but they're just not closing. So then you want to look at how many offers did they send out? Are they even putting an offer on these properties that they're having conversations on? Because if you're not putting out an offer, you're not not going to, you're not going to get the deal, right? If you don't ask the girl out on a date, you're not going on a date. Yeah. You know? So those are all important things to look at. So you just start going down the box. Okay. They are putting out offers, but these offers are not converting. Yeah. Why are these offers not converting? Boom. Let's listen to those recordings on the, you know, offer the ones that they submitted offers on and see what happened there. And then you can easily start attributing it back to figure out what's wrong. Was it marketing or sales? Got it. And then like, so In 2024, do you think wholesaling is still the best exit strategy or do you think it's novations or flipping? We're still ripping it with wholesale. But, you know, putting their property on the MLS is a great, great option. You're not going to have a better buyers list than the MLS. Yeah. You know, that's the open market. People don't real estate. Like people don't understand real estate is a commodity. Just like, you know, corn, sugar. you know, salt. Yeah. The best product, the best price on the open market is always going to go first. That's how it goes in real estate. Got it. Okay. You can get it on the MLS, which is the open market. Then, um, the market will speak and tell you what you got. What kind of, how many salespeople do you have? Nine or 10. Okay. What are the KPIs you want to see from your salespeople? Yeah. So biggest, most important thing for me is lead the contract. Lead the contract. And average deal size. Okay. And then close rate. Okay. Yep. So how many leads does it take you to get a contract? What is your average deal size on those? And out of the contracts, what percentage of them fall out? Got it. So as long as I have those in line, I can easily grow and scale. If one of those numbers are off, then I need to go in and work on it. If your close rate is off, well, what are you doing? Are you locking these properties up too high? Are you not setting proper expectations with the seller? Is your average deal size too low? What's the issue with that? Are you scared to ask for more money? Like there's a, you know, you just start going down the line. Why is your lead to contract, you know, so high? If they don't get their lead to contract in line, you know, within a couple weeks, we dial their leads down and eventually they get cut off leads. Got it. And what are those numbers? Like what do you want? your average deal size you said is about 25k correct and then what is it what do you want to see lead to contract 1 in 15 1 in 15 well 1 in 18 is like acceptable to us 1 in 15 is what you want to be yeah yeah and then what about close rate uh close rate we want to see at least 60 percent close 60 percent close right got it um to get those nine are those nine killers is there like three killers and newer people like How does that work with your sales team? Well, you know, we're always, of course, in any sales organization, you're going to have your top talent. Yeah. Not every person is created equal, especially in the sales world. Performance-wise. Yes, performance-wise. Rights, everyone. Correct. So, yeah, that's just one thing. But you need to just, if you have somebody that's your bottom performers, you need to either train up or train out. Yeah. One of the two. Big problem I see with a lot of people that are trying to scale companies is they hire nice guys. They're good people, but nice doesn't pay the bills. Yeah. If they're not hitting sales numbers and revenue targets, you've got to train them up or train them out quickly. How quick? Like within a week or two. Yeah. I'm talking for a new person. We hire slow, fire fast. We've all heard that, and that's so important. So for us, we tell everybody when they get hired with us is you're on a six-week challenge right now. You've got six weeks to put up $60,000 in assigned revenue. If you do not hit that as a pass or fail grade, you're cut. This is just like being drafted. This is professional sports. Yeah. Yeah. You're drafted, but you haven't made the roster yet. So it shows what you can do. And then of those nine, how many of those people are like those virtual people? Three. Three, okay. Currently. But we're hiring eight more virtual people. What's the difference in pay versus like virtual versus like Americans? Americans, they need, where I'm in Austin, they need like a $4,000 a month salary, and then they need a commission. So their RTE is right, you know. anywhere from 100 to 150 grand a year yeah um the guys that get in latin america they're ready to rock and roll for between six to seven dollars an hour and it's like one percent commission so so it's completely different correct yeah because yeah i think average industry standard i feel like for americans is like if you're doing high volume maybe eight percent low volume 15 to 25 percent and then a lot of people try to get away with paying like a three to 4k draw. No, you don't do that to people. I mean, you're not going to retain top talent if you don't pay them. Yeah. Unless it depends if it's a smaller organization and you're getting good quality and you're paying out high percentage. Yeah. But then it's tough. I mean, you can get great people for a low pay if you could sell the vision, but you know, the thing is top performers need, you know, they're going to demand a certain. and TRP. Yeah. So, okay, so let's go over the hiring process. When you're hiring, are you going after, like, six-figure earners in different industries? Are you trying to recruit successful wholesalers to work for you? I want to see previous successful sales experience. I don't care about if they have real estate experience or not, but I like to see some sort of inside sales or, you know, heavily commissioned sales experience. So... So at least one year of that, like full year of that in their background. You know, I'm looking for people that have already made the salary that I'm going to pay. You're not trying to build people up, like start from scratch and work them up. Nah, man, you're not Tony Robbins. Leave that to him, all right? That's funny. Yeah, find the people that are already there that, yeah, they need that to pay their bills. Like that's their set point. like they're going to go after and make that happen no matter what. Got it. And how long have you, have you always been like that or did you? No, I used to be, you know, no, this guy's got a lot of potential. Yeah. Yeah. I'd see the raw solid guy. Yeah. Good at golf. Yeah, exactly. And yeah, nice guy. Yeah. Yeah. You know, but I bring them in and then, uh, yeah, that they would walk all over my leads and, you know, here's the thing in this business. If you say I'm in. new guy and I fumble on a lead and you get that lead, you're an A player on the team. If that lead would have went to you, it would have been a 50 K deal. Yeah. The cost of our, the cost of opportunity costs is really high in this business. So think about, you know, the amount of fun, if they're fumbling over the course of a few months, how many, how many fumbles happen in that few months? Yeah. You can't have fumbles. Yeah. Yeah. Yeah. I think, um, um, with, so I have a COO for my flipping and wholesaling company. and that was like one of the things where he was like, yeah, I think, long story short, we had an A player that was closing a deal a week. We had to bring someone else in because this guy started his own business. This guy comes in, doesn't close, doesn't close, doesn't close. And my CO was like, dude, I think the marketing got stuck. stale but i've already gone through this on the education side on wealthy investor where we're tripping on marketing we're like dude the marketing stopped and we're like oh shit it's a salesperson so i was kind of letting him figure it out for a little bit i'm like i was like i don't know maybe we'll see like you know keep messing with the marketing and all this crap and then finally i was just pissed i was like dude obviously it's him so now you get on the you get on the calls and let's see what happens and he got like three deals in one week and i was like but i wanted him to kind of go through it so he can kind of learn but um yeah i think people under they they don't understand that their biggest expense in their business is lost opportunities yeah and here's the deal is that one solid acquisition do you want to talk about how to become a seven figure yes okay one solid acquisitions in your business is worth seven figures that's it Drop, mic drop. It's the end of the podcast. Cut it off now because that's all, that's all you need. One solid act like our top guy did 1.6 million last year. Damn. Yeah. Right. Uh, we had another guy that did a 1.2. So damn. Yeah. That's, that's all you need is you need one rockstar acquisition to do it. Here's the thing. If they're doing less than 750 K a year, they're cut because they're not hitting those lead to contract average deal size and close rate numbers. But is it because your leads are just so good? My leads are the same as anybody else's PPC leads. Yeah, but are PPC leads the same as texting and cold calling? Hell no. Yeah, you guys got to stop doing that. It's 2024, 2025, whenever you're watching this. It's, you know, it doesn't make sense. It's not a good way to scale a business. The unit economics from SMS and cold calling don't make sense. Yeah. Okay. It takes you the sales cycle on a... SMS or cold calling lead is how long is the follow-up? It's 180 days sometimes. Lead comes in and you can't get it under contract for 180 days. Who gives a shit that the cost per lead was a little bit less? It doesn't matter. You can't even get that lead under contract for six months and then it takes you another two months to close. You're eight months into the deal before you see a return on your capital. The name of the game is reducing that cash conversion cycle as low as possible. How quickly can you get your money back from the time you put a dollar into your business? Yeah. That's going to determine the rate of your growth and how fast you can actually reinvest and scale. What's the cash conversion cycle on PPC? So three days is the time frame that it takes a lead to go under contract. And that's across my entire database of PPC leads, 57,000 leads. Damn, that's crazy. Right. So there's a lot of long-term follow-up and things like that in there as well. What's your ROAS on your PPC campaigns? Six to seven. That's high. That's, I feel like industry standard is three to 4%. Yeah. So why do you think yours is higher? Because I guess I'll let you answer. I mean, ours is higher just because we're, you know, dialed in with the areas that we're marketing in. Our sales guys are really good with comping nationwide. You know, we're an experienced investor. So this is, you know. Like I said, this is dog years, man. We've been doing the same thing over and over. Just experience. Yeah. How long has your sales guys been with you? Like your big guys? We've got guys, well, Brandon's been with me nine years. I've got another guy that's been with me a little over five years. years i got another guy's right around five years so we have a we have a seasoned sales team yeah we have some you know guys to be with us two years yeah you know so they're um we got some right now we've got a seasoned team. Yeah. Yeah. So what about like, what, how much do you spend a month on PPC? Like between 55 to $70,000 a month. That's not a lot to, so you're only, you're spending $50,000 and then you brought in $6 million last year. Yeah. Last year we've spent a little bit more right now. I'm focused on transitioning. We're moving completely relocating offices right now. Yeah. And so, uh, I've reduced down to that just because I clipped a couple sales guys. Yeah. Which I don't care. I'm rebuilding it. Yeah. We're going into the holidays. I got a lot of transition to do. So we'll scale back up in Q1 again. Yeah, and I got to say that part again. So you're spending $50,000 a month and you made $6 million last year. Correct. That's crazy. Yeah. I had to say that for the highlight. But so I want to try. transition to then I feel like anything else on acquisitions before we get to operations and then I can let you go party in Vegas. Now let's keep it moving. Yeah. So, um, operations, right? How did you, I guess, briefly go over like the beginning of your wholesale career and then how did you scale? Yeah. The beginning of my wholesale career, it was just me. I was the janitor. I was the CEO and everything in between. That's funny. I had to do everything. Yeah. Yeah. That's the thing when you're getting started is like, you have to be a great marketer. You got to be great on the phones and talk to sellers. You have to. Be great on the phone and talk to buyers and do operations and do title. It's a lot. It's not for the faint of heart. Yeah. You know, so. That's why 97% of all new businesses fail is if you, you don't have the tenacity and the fortitude to like put in those hours and, you know, push past those early days, you can never get that initial liftoff. Yeah. Right. It's just failure to launch. Uh huh. So you got to be ready mindset wise to like say, listen, I'm going to commit to, to mastery and making this work because nobody's going to believe in your dream before, um, you get some success. So you got to show a track record. of like, yeah, I can get some deals. So what you guys need to focus on is, you know, you're asking me how to get a business off the ground. Yeah, how did you get your business off the ground? How did you go from like solopreneur hustling to seven-figure owner? Yeah, I worked every freaking day. I didn't take a vacation for three years straight. I went to work at Indeed 9 to 5, and I cheated the clock there and, you know, worked half on Indeed and I worked half on real estate. And then I went. went home and I worked on real estate as soon as I got home until midnight, one o'clock in the morning. And I got up at, you know, five 36 o'clock and did it again. And then all day on the weekends, I was out running appointments or taking calls or whatever and doing the operations. And that's what it takes. That's the level of, you know, commitment you need to have to a, to a business. I quit having a business. It's kind of like having a baby like when you have a baby like in the beginning they need a ton of attention you can't take your eyes off them for a second yeah it's a 24-7 job yeah right then they get a little bit older now they sleep through the night and then they're older now they can watch themselves for a little while yeah now they're older and they got you know they're more skilled and then next thing you know like they're off at college like my baby's off at college now and i go back and they're like yeah what are you doing here dad like yeah good to see you like We're going out to lunch and then that's it. So it's like growing a baby. But in the beginning, it's a lot of work. So I want you guys to know that this is not like just some like side hustle that you're going to run up like 50 G's real quick. And then, I mean, you can, but it's not it's not like that. I built a real business. Yeah. How long did it take you to quit your job and go all in? Two years, but I would have done it sooner. But I had a catastrophic failure in the middle of that. So I dated a girl. in Austin, Texas. And I dated her for like eight months. And, um, she was, uh, she was working at Oracle and Oracle did a bunch of layoffs and she was looking for another job. And I was like, well, just help me on the phones while I'm, while you're looking for another job. Cause I'm, I'm crushing it at Indeed. I'm crushing it in real estate. I'm doing at this time, I'm doing like three to four deals a month. Yeah. You know, I've got a high rise in downtown Austin. We're popping on Instagram. This was year one, by the way. Yeah. I was ripping it. This was year two. I was ripping it. And, you know, she started taking calls and whatnot. And about, she moved in because she was at my house all the time anyways. I was like, just stay here. About three months, I realized, man, this girl's nuts. I can't. I can't do this. It took three months. Yeah, she's three months in my house. house she's smoking weed in there i was like she's drinking in the middle of the day i was like i gotta get her out of here so i said hey listen um you know i knew it was gonna be tough to get her out so i i went to wells fargo and i grabbed 12 grand i said hey listen i know you're uh right now kind of working for the company helping me out but yeah it's not working out but i got i got you uh money so you can go get like first and last month's rent and get something else yeah um i gotta go go on a trip i'll be back in a couple days just have everything out no problem yeah well i get back from my uh trip and um next thing you know she's uh she's just she ends up serving me with divorce papers okay so i'm at my office at indeed and they're like hey you've been served with fucking divorce papers like Dude, I just met this girl 11 months ago. What are you talking about? I've never been married in my life. Dang. This is my first marriage I got married to yesterday. Yeah. And so in the state of Texas, the rule is, is if they live with you, if they have any bank account access, or like anything that you are technically married. That's so dumb. There's no statute of limitations on that. That's retarded. So instead of her moving out, she went and... served me with that to be able to take all my money. And she tried to take my business as well, and my house, and my cars. So I had to get a lawyer, family law attorney involved to fight it because her lawyer put me in a position where I couldn't go back to my own property. Like she had, it was crazy. Long story short. Through that situation, I lost, I had $180,000 liquid in my account at that time. Fighting, it was the most unfair thing I've been through in my life, so I was fighting it, like, you know, to the best of my ability. Torched my account all the way down to $10,000. Oh, my God. Lost my high-rise apartment. She got to keep it, awarded it from the judge. Took my vehicles, like, took all my possessions, everything. I just bought brand-new pottery barn furniture, everything, gone. Had to rebuild it from... brand new that sucks so that kept me in my job longer but because i don't give up i just said i'm gonna keep fighting and like you know what the deal was is like it sucked going through it losing all your shit but i was like well you know what's gonna what's going to make this better, make more money. Here's the thing. When you got a skillset, the glass is always refillable. So we, even when I was going through that challenge university, guess what else I was doing? Banging the phones. Hey, Mr. Seller. you know making cash offers on house locking up deals and i was putting contracts on the board i was putting points on the board at indeed and so i was able to make enough money that i built it back up got my uh another high rise apartment. I got another brand new vehicle. I got more awards at Indeed and ended up being able to leave there a couple quarters after that. But it set me back. Yeah. Yeah. So don't think that in life every Everything is going to be fair and things are going to go your way. Unfair situations like that are going to happen. Come out of left field. You might have partners. If you have partners, you know, that might dissolve. You're going to have, you know, life happens. But what who are you when life happens is going to be the the testament to how successful you're going to be. Yeah. Didn't you go through something else? I don't know. All kinds of shit. Wasn't there something like in the beginning of. of your career or something like that? I was talking to Tiffany High. You know, Tiffany High, right? Yeah. Yeah. And I think you spoke at one of her workshops or something like that. And then I don't know if you told your story. Yeah, like a crazy story or something like that. Yeah, I mean, I grew up, you know, lower income. My parents were divorced. I lived on the couch at my in a one bedroom apartment in a 1961 apartment complex that was in the hood that, you know, we had cock. cockroaches. We didn't have, um, you know, didn't have much. My dad could go to the grocery store once every two weeks. And when food was run out, then it was like, Hey, we got to wait till we get paid again. So I started working at an early age and was, that was basically like the catalyst to why I always wanted to be an entrepreneur because I saw the, the pain of not having enough. It used to piss me off a lot. Like when I was a kid. My friends would be like, hey, you want to go to the movies? No, absolutely not. That's out of the question. It's always hand-me-downs from Walmart. All my friends got new cars when they were teenagers. I didn't get none of that. And I just think to myself, dude, when I grow up, I'm never going to have this problem. Never going to be poor. It was just a driver inside of me that I never want to have to hit the price tag on something. I always want to be able to do what I want to do, when I want to do it. for as long as I want to do it with the people I want to do it with. Nobody can tell me any different. So I was like, you know, just that same journey that a lot of guys go through is like, you know, they struggled in the beginning. They had no value. Nobody listened to their ideas. Black sheep of their family. That was me. Misunderstood. You know, kicked out of high school. Put in the LD classes. Label learning disabled. All that. You know, and then, you know, I've... As an adolescent, I went through all kinds of crazy stuff, you know. I had to raise myself because my dad didn't really take care of me. I got myself in a lot of trouble. You know, you see this right here. This is when I got off house arrest when I was 18 years old. I got this to commemorate me getting off house arrest. house arrest because i was on house arrest a lot so i had all kinds of stuff i had to go through you know just going through life so didn't you get shot or something like that no no okay no maybe i'm thinking of someone i had i had one of my uh i knew somebody very close I shot her, shot herself in the head and I witnessed it. And that was pretty brutal. Yeah. Yeah. Yeah. Something like that. I was in my house. So that was, that sucked a lot, you know, and she lived, but it was still a traumatic event. Dang. Yeah. So, you know, life is, uh, gonna throw you a lot of shit, but you can control it. Like, here's the thing. I'm gonna tell you the number one rule to success is like through my twenties, I dated crazy girls. girls okay i dated the strippers the redheads all of it i spent five years with girls i shouldn't have split a cigarette with you know what i'm saying and that is a huge thing for you guys that are out there listening to this right now maybe you're in your 20s do not worry about dating because you're not at the caliber yet to be acceptable to the kind of woman that you deserve your stock value is still rising don't let these girls attach on to you when your stock is here and it's going here, dial in, focus on your business and watch three to five years from now, you continue to put that work in and the caliber of females and people that you attract into your life is going to be completely different. Your circle is going to be completely different. So you're better off just focused on building yourself up. And before you start bringing, you know, craziness into your life. What about like, okay, last thing personally, like, how did you, I went through a lot of stuff like you, right? I was like high school dropout, grew up with a single mom, all this stuff, addicted to drugs, those fricking gang crap, all that stuff. Right. And I feel like I didn't learn a lot about like personal development. And then even when I started making money, I didn't even learn about that. I just learned how to hustle and like work hard. You know what I'm saying? And then once I had a family and kids, then I was like, Oh. oh shoot, I have like angered issues here. I have a little depression here. And luckily, like when I found Christ, that is what cured everything. And you know, I'm still working through it all. I still have like, sometimes I'll like snap, but before it was like public. Now I'm just like mentally, I'm like, oh my God, I'm so pissed. I gotta like get away. But Christ, like Jesus fixed it. How did you get through all that stuff? All that trauma? My family had no personal development. I mean, I love my family. I have a great relationship with my family. I talk to my mom and my dad almost every day. But, you know, I wasn't taught any of that. And, you know, going through my adolescence being, you know, in and out of juvenile detention, always getting in trouble, hanging out with the wrong crowd. And I realized, like, I don't want this to be my life. And I had nobody to turn to. This was like 2003, 2004. There was no YouTube. There was no nothing. And. And so the only way I knew how to, like, try to become better in the little shitty town that I lived in was, like, I can go to the gym and build myself up. And then I went to the public library, and I got, I would get a personal development CD. So, like, Tony Robbins'Awaken the Giant Within. I listened to that on my, like, portable CD player when I was walking around because I didn't have a driver's license. I'd walk around town. Oh, damn. Go to the gym. And, you know, I'd be riding my bike listening to that. And then, you know, Zig Ziglar, like all these old school guys that you would find at, like, the public library personal development section. Yeah. That was me. I was binging that stuff. Because that's all I had access to. And that really started to change and open and condition my mind to, you know, seek personal development and, you know, this road to becoming 1% better every day. So I have this tattooed on here. This means always, you know, continue to get 1%. percent better every single day and that's a constant reminder but i think that is um you know what ended up getting me out of the dark hole that i was in was you know those personal development cds and then eventually it became like youtube and i still do i i'm here in vegas right now at a conference and i've i've spent over a million dollars on my own education damn yeah on my own personal development high school dropout and i spent over a million dollars on my own education Right, because it's so important. The more knowledge you have, the more power you have. How has faith played a role in your life? Big time. The same thing. I didn't grow up in a household of faith. And so back in that time, when I was 15, I went to a Baptist church. I was like, you know... the only like white kid in the Baptist church. I grew up at a black Baptist church too. Yeah. Yeah. And choir step team. Yeah. It was a small one, but that was like the, and my family didn't go with me. I used to go there by myself. You know, I went there, didn't know anybody and just walked in one day because I needed that spiritual guidance. And, you know, God has opened up all the doors in my life. Okay, so we could sit here and talk about all the X's and O's of real estate and how to build this, you know, multi seven figure company. But it was by the grace of God that I'm sitting here telling the story, you know, while you guys are watching it right now. He's been able to open up supernatural doors that I can't. All along the way. I should have been dead or in jail the path that I was going. God delivered me from that. I can tell you, God is number one in my life. Anytime I get God number two or put him out of priority, my life starts to turn to chaos. I always am constantly praying throughout the day. I practice gratitude and continue to just... deepen my bond and relationship with God all day, every day. And what does that tactically look like to put him first? What does that like? Tactically? Yeah. In any decision that I make, the only person I listen to is God. Say I'm a CEO. CEO, I don't listen to anybody except for God. You could come into my life and give me a good idea right now, but you're not ever telling me to do anything. If you tell me something. I'm going to do, I'm going to check with the CEO above first. If he, if it's right, if it's right with God, it's good in my heart, then we're going to, you know, we're going to run it. But you always have to have that small, quiet voice. You've got to quiet your mind and your breathing, and you've got to ask God for what you want. I'm a big believer in praying boldly. Like aloud? No, not loud. Being bold in your ask for God. You can't out-ask God. So everything that I have right now, the beautiful life in Mexico and millions of dollars, all that, I ask for all that from God. And I'm asked now even bigger from God. And God gives it to you. The path just happened. to be real estate and he guided me through this crooked path and um now here we are so you have to one you know communicate with god every day i start and end each day with god so when i wake up in the morning first thing i do thank god for another day to go out you know i'm healthy i got my functions everything i can go out and accomplish my dreams today and thank them for all the other things, your family, your friends, to have fresh air, your freedom, you're not in jail, just everything, big and small. Before you get on your phone, you better do that. Before your feet hit the floor. Then the first app that I open on my phone every morning is the Bible app, and I sit there and I reflect on at least two to three verses from the Bible and really try to take in the message of what God's having me read right now. Then, from that point, I pray throughout the day. So I usually say I pray there, I pray at each meal. And I pray bold. I say at the end of each of my prayers, I always say, God, please bless me beyond my most wildest imagination. Because I know God's plan is better than my plan. So that was good. Yeah. So I'm not naive to say, say like, yeah, I asked for good health and wealth and all that. But I say, God bless me. beyond my most wildest imagination because I know he will. And I've been praying that for a long time, and he has. How do you lead your wife and kids as a Christian? I just am authentic and principled in everything I do. The same thing I just told you. We do all this together, so I incorporate. Spirituality into everything because the family unit is God, husband, wife, kids. So everything is under the umbrella of God. then the man is the head of the household it's our job to provide and protect it's the um you know woman's job to be able to um love nurture and you gotta if you if you one of you or both of you are outside of the umbrella of God, it's not going to be in alignment. You're not going to have harmonious living. You're not going to have peace. And your life's going to turn into chaos. because I've done it so many times. I'm no angel, by the way. I'm sitting up here preaching. I'm just telling you from my entrepreneurial experience how the spiritual laws of success are. And when you're leading a family, you want to be Christ-centered in everything you do. So we pray at every meal. We talk about God all day, every day. Any decision we make. how is God involved in this decision? So we're involving him in all of our decisions and our daily conversations and our prayers, and we're trying to get closer to him every day. We go to church. So those are all things that we're doing to become closer with him because the closer you are with him, the easier life gets. The further away you are from God, the more chaotic it is. Okay, last question. What's your favorite Bible verse? Favorite? Favorite Bible verse? I would say... And you can look it up too, I know I just put you on the spot. Yeah, you put me on the spot. It's tattooed on my arm, but I don't know it by heart, I'm trying to remember it. Alright, while you look it up, I'll freaking read mine for the listeners, dude. So it's Philippians 4, 6. Have you read Philippians before? Of course. I don't mind. I'm pulling it up. I'll read... This, but so for people that don't know, Paul wrote this and he wrote this while he was in jail. So it goes, rejoice in the Lord always. I will say it again. Rejoice. Let your gentleness be evident to all. The Lord is near. Do not be anxious about anything, but in every situation by prayer and petition with Thanksgiving, present your request to God. And the peace of God, which transcends all understanding, will guard your hearts and your minds in Christ Jesus. Love that. Yeah, that's my go-to. All right, here's mine. The path of lazy people is overgrown with briars. The diligent walk down a smooth road. Ooh. So what are you? Are you diligent in all your work or are you lazy? Because you can try for things to be easy now and it's going to be hard. You're going to live a hard life or vice versa. You can do the hard things now and have a great life. What book and verse or chapter was that? that that is uh proverbs 15 19 yeah yeah people don't know there's some hitters in the bible there's some they drop bars people don't know they're like i don't want to read the bible i'm like bro there's some freaking fire in the bible there's a reason why it's popular but um all right so in the description of the video we're going to put your instagram and everything but for people listening on apple and spotify if they want to find you where do they go you Just reach out to me. It's my name, Nick Perry, REI. So you can find me across the social platforms on Nick Perry, REI. Instagram is the one I'm most active on. So if you need anything, shoot me a DM, reach out to me. You do coaching too, right? Yeah. So, um, our, uh, Coaching and Education, 7figurecartel.com. We've got over 650 real estate investing students all doing deals. Super proud of all of our students and their success rate. There we go. Yeah. And if you guys go and sign up for his stuff from this podcast, let him know. All right? Yes. Thank you guys so much for listening to the Wealthy Investor Podcast. We'll see you on the next episode. Peace. Peace.

Appreciate you having me on. Yeah, dude, I've been seeing your ads a lot recently. So to see you here is kind of crazy. I appreciate that, man. You know, we have a great community of people and we're continuing to grow every single day.

Yeah. So let's get straight to it. So last year you did about $6 million in wholesale fees. How did you do that?

Well, one, it's inbound. We do all inbound pay-per-click marketing. Pay-per-click. Yep. So we don't do any outbound.

We don't do any cold calling, no direct mail, no texting. It's one channel. One channel. Yep. And so Our lead to contract, one out of every 15 of those leads turns into a contract, and our average deal size is $24,000 to $25,000.

Okay. So $24,000 to $25,000, one out of 12 leads, you said? One out of 15. One out of 15 leads. Got it. Okay.

And our cost per lead is between $50 to $60 a lead. $50 to $60 a lead. Right, but they're hot and ready to go.

That's very cheap. Because it's the PPC, right? Yeah.

These sellers are, you know. Typically one or two call closes as opposed to cold calling or SMS, which might take you months to reel that person in. Okay.

So if you close one out of 15, you're paying about $50 to $60 a lead. How many deals did you close last year? I had a lost count.

Let's do the math real quick. So you did about, I'm going to do 6 million. So you said you did about 5.9, but we'll round it up to six.

That's generous. Generous. There we go. Yeah, we don't.

We don't want to skimp you. So you did about 240 deals. Correct.

Yeah. Yeah. Okay.

So from your 240 deals that you did last year, do you know roughly, like, are you doing all straight wholesaling or are you doing like novations, flips and wholesale? All of the above. So the 50% is going to be wholesaling.

50%. Got it. Probably another 40% is going to be novations.

And then one out of 10, we'll keep as a rental or we'll flip it. So the very best of the properties we'll flip or we'll keep it. Got it.

Okay. And then for, that was last year, 6 million, right? How much are you going to do this year? This year will probably be a little bit less.

And the reason why is because I'm relocating my office from Austin to Scottsdale, Arizona. So we're going to finish at like 4.8 this year, which is fine for me because... I'm retooling my entire organization to double on the bottom line. I think a lot of people like to talk about the top line. Yes.

Like, how much money did you make this year? I don't care about top line revenue. Yeah.

How much money did you bring home to your family? Yeah, yeah, yeah, yeah. That's more important. Yeah. So currently we're all in our office in Austin.

We have, you know, a large inside sales team. The guys are on the phone. Yeah.

We're paying salaries, commissions. which is great, but we've, throughout the course of this year, have started experimenting with people from outside of the country to start doing acquisitions. Now, the crazy thing is, is these people that are outside of the country are outperforming my Americans. So we had an initial pilot of three people that we experimented to, you know, come in and do acquisitions for our company. Smoked it.

We got two girls in there right now. One of them's doing okay, but the other two girls... are outworking my americans putting up more money on the you know putting up more revenue so we're like let's roll this out more because it will reduce our overall labor cost by a fortune currently right now my labor cost is too high what would you say it is 39 to 41 percent fluctuates okay too much yeah i'm like how much do you think your labor cost is it's about too much yeah so by by um By retooling to a virtual culture, we're going to be able to reduce that labor cost down to like sub 15%. Now we're going to do, it's a hybrid though, because we're going to have all of my executives still in the office and we're going to be running our team remote on like a giant vibe board where you can see people two way and you can have virtual meetings and everybody's on camera all day.

So you have that virtual in-house culture. So you're thinking about going completely virtual team. Except for my executive.

So my stuff, it'll be. myself, my CEO, my COO, and then my sales director. And then we have our executive assistant.

So it would be five of us at the helm in-house leading a large virtual sales organization. So the goal for this podcast for me is to teach people how to build a seven-figure wholesale operation. Well, let's do it.

I want to dive deep in. Yeah. Yeah. So.

First, I want to stick to what we're talking about and then go operations, sales, and then marketing. Or we can do marketing first. Marketing is always first because if you can't generate leads, sales and operations don't mean anything. Yeah.

Okay. So we'll do marketing first. All right. So on the $6 million, what roughly was like net margin on that? On that?

32%. And that's about industry standard, right? I feel like most wholesale companies are usually between like 30 to 40 once they're scaled. Correct. Yeah.

And then you are like in the owner's box. So you're not even in the day to day. You said, right?

No, I've been out of the day to day for the last three years. So I promoted a CEO in January of 2021. And then I moved away from my offices in Austin. I moved on in January of 2021. after he got the promotion, that was my cue to get out of his way and let him run the company. And so I moved to Miami.

Since then, I've lived in Panama City, Panama. And now I live in Cancun, Mexico. Damn. And so I run my companies from outside of the country. And how old are you?

36. Damn, you're young, dude. Holy crap. Yeah.

And how long have you been in real estate? It's been it'll be 11 years in March. So okay, so you've been at it for a while. Dog years.

Yeah. That's funny. And then you just got married, so congrats. Thank you so much, man. I appreciate it.

What made you finally ready to pull the trigger? I mean, I've been ready to pull the trigger. The commitment was there, and we were here in Vegas. Yeah.

So this is a quick Vegas story for you guys. Yeah. And. My friend, very successful, shout out to Chris Lee, done multiple nine-figure exits, really stand-up guy.

He was like, why haven't you guys got married? I said, well, we got family from this part, you know, in Colombia. We've got family in, you know, the United States. Yeah. We've got a lot of things going on.

Logistically, it's difficult to try to pull this whole wedding together. Yeah. Like it was just driving. I was like, it's going to be a it's going to be a tough task.

Yeah. And he was like, well, I'm an ordained minister. Let's just do it now. Dang. And I was like, well.

it was kind of like God opened this path up and it's like, here's your, here's your opportunity. Like, um, so I just abided and I said, God, let's, uh, let's go ahead and make this happen. And we went and got a ring in the Caesars palace. Yeah. And then, uh, we went and got the marriage certificate downtown at the courthouse here in Vegas.

And we went over and got, uh, had our, uh, um, our marriage ceremony, uh, right outside of the Bellagio. There we go. Do you guys have kids yet?

So just rock and roll. Vegas style wedding. Yeah.

Yeah. We have a three month baby girl. Okay. Got it.

Okay. Are you guys going to have another one? Absolutely. Tonight? Are you doing it?

God willing. That's funny. But I actually got married very similar.

So I met my wife here in Vegas. I used to live here. She lived there. I met her at a club, started dating.

And I was just like, you know what? This is it. Like, I'd know I didn't even ask her to marry me. We were just talking about it. I was like, yeah, let's do it.

I went, I spent half of my savings on a ring and went to the courthouse and got married and that was it. Boom. Yeah. Yeah.

That's it. Never made. That's it. Yeah. So, um, okay.

So back to the wholesaling. So. Marketing. How did you start PPC?

So, when I originally got into wholesaling, I was doing bandit signs, direct mail, and I just realized, man, like this is really like inefficient. The leaflet is not consistent, you know, and I got online and I tried to do PPC, but I couldn't figure it out. Like it was really difficult for me. I didn't understand it.

And I found some guy online. This is 2014. by the way, there's no education out there. I found some obscure YouTube channel of this like guy in his basement, like doing PPC ads for real estate investing. So I binge watched all his content and I DM'd him and I said, Hey, I'm going to be in your city in next week, next Tuesday.

Yeah. And I was like, he was like, you're going to be in Danbury, Connecticut. I was like, I'm going to be in Danbury, Connecticut. And I was not going to be in Danbury, Connecticut.

And I was like, I got some money. money can i take i'm gonna pay you if i can take you out to lunch i'll pay you for your time He agreed. So there's a cold DM out to him, and he agreed to meet me for lunch as a paid lunch. So I got on a plane from Austin, Texas. I flew up to JFK Airport in the middle of the winter, snowing outside, rented a car, drove four hours into the mountains of Danbury, Connecticut, really rural town, met him at some tiny little Main Street town, and we ate at the only little pizza parlor there.

Anyways, we hit it off. I ended up creating a good relationship and got him to agree to do six Zoom calls with me after we left that meeting. And those six Zoom calls taught me the fundamental knowledge and structure of what I needed to know in terms of PPC.

And then I just took it and ran with it. And, you know, I've spent millions of dollars and made tens of millions of dollars with PPC. Okay, so let's tell like... the whole story and then hopefully people will learn how to run PPC themselves.

So first call with him, what were you trying to learn exactly? And then how did you go from starting marketing to making it profitable? Because I think people, they start the marketing and they rather quit or they'll leave it on for three months and then they're like, kind of broke even and then they quit or they never like... get to the scaling part.

They'll stay at like a five to $10,000 spend, but then they never go above that. Well, here's the thing. You need to be willing to commit to do marketing for the long haul. Yeah. Now you're going to get deals.

Like you should be tracking your KPIs. And the great thing with PPC is one out of, basically, if you're really good on the phones, probably one out of 10, you're going to get under contract. If you're not so good on the phones, like maybe you're you haven't had a sales job before, it's your first time, you're nervous, you don't really know, you're probably still going to be like one out of 30. Okay. So one out of every 10 to one out of every 30 are going to be a contract.

A contract. Correct. Okay.

Not closed. No, not closed. In terms of closing percentage, just divide that in half.

So account for a 50% close rate. Interesting for PPC. Yeah, for just...

new investors in general. Okay, got it. Right.

Okay. Just know you're going to screw up something half the time, and we still do to this day, so don't feel bad. And you can't help title issues, sellers backing out.

Yeah, probate, all that stuff. Probate, that's always going to be a factor that plays into it as well. Okay. So that's one thing. You've got to know the numbers on what you're getting into, because once you understand the numbers, then...

you can commit to the long long-term path of doing ppc yeah or any marketing channel yeah i think a lot of the fear is people don't understand the numbers they might have a bad streak of leads then they get discouraged or they start getting low on funds and then they turn it off yeah so what i did that um is going to go against probably the popular uh belief is i started doing real estate when i came to austin and i wanted this dream to be a successful real estate investor so bad. It was like Eric Thomas. I wanted it more than I wanted to breathe.

You know what I mean? But I had no money. I had five grand to my name. No job. I was burning through money so fast.

And so I had to go get a job. I got a sales job at Indeed.com. And I was at a low point in my life. Just broke, busted, disgusted. Had absolutely, you know.

And how old were you? 24. Okay. Yeah, I was broke, busted, disgusted, and just decided like, listen, I'm going to get this sales job and I'm going to do whatever they tell me to do and just crush it so I can take all this money and keep this dream alive of being a real estate investor. So I went in there and I was down to like my last 800 bucks in my account.

I was coming up on rent and I wasn't going to be able to make it. And I went from that point to rookie of the year, top gun of top of the leaderboard and indeed making. $250,000 a year. Damn.

And what did I do with that money? I just took all of it. So I had my nine to five at Indeed, and I took all that money and I put it into my real estate company.

So I used it to fund my marketing, my mentorships, my systems, my processes. And that's what allowed me to quickly, you know, fail forward and get out of my nine to five job and become a full-time real estate investor. since then, you know, I've gone on and continue to grow. Okay.

I want to talk about your story too, because you do have kind of like from what I've heard, a crazy story, but. To stick to the marketing before that, so you want to be about $50 to $60 a lead. Is that right? Are you willing to go higher?

Yeah. If you're just starting off, you want to have your lead cost sub $100. Okay. Okay.

Because it's very hard to be profitable if you're going to be over $100 a lead. But what if you're like in California, Las Vegas, Phoenix, Arizona, like you can't get a hundred dollars a lead anymore. I don't believe. No. Well, in statewide in California, you can.

Statewide. Yeah. Here's the thing with pay-per-click marketing is the more narrow you go, the higher your cost per click is going to be. Cost per click.

Correct. Cost per lead. In turn, the higher your cost per click is, the higher your cost per lead will be. Okay.

Right. So you want a hundred dollars or less cost per lead. Correct.

Correct. And then what do you want your cost per click to be? It's, that's irrelevant.

If your cost per click is under a hundred dollars, it's fine. But for search campaigns, like we're getting into the weeds now. I told you we go. Oh, we can get deep. Yeah.

Yeah. Yeah. I didn't know how like nerdy you wanted to get.

No, no, no. I'm a real estate investor. So I'm. I'm trying to learn and I want people to learn, you know, what it is. Yeah.

So for search campaigns, your typical conversion rate on a, on a good search campaign is going to be about 10%. Okay. So one out of every 10 clicks is a conversion.

Is a lead. Correct. Or is a conversion a contract or conversion is a lead? Okay, so every 10 clicks, one should turn into a lead.

Correct, for search campaigns. For search campaigns. Yes.

Okay. So you do the math on that. If your cost per click is over $10, your cost per lead is going to be over $100. Yeah. Correct?

Uh-huh. So you want to keep your cost per lead as low as possible. I mean, your cost per click as low as possible, so your cost per lead is as low as possible.

But how do you... Okay. let's say somebody starts a PPC campaign and their cost per click goes above $10.

How do they know what to do to lower that cost per click? You can put a max on it. You can put a max bid.

So the way we teach is anybody that's starting off, you set up your campaign on max clicks. It's a bidding strategy that you have. And you can specify how much you want to spend per day total.

and how much you're willing to pay per click. Oh, okay. So you could say I'm willing to spend up to whatever, $50 a day, and I'm not willing to spend more than $7 a click.

Got it. And so you put those constraints on it to where it's only going to spend up to $7 per click. But will you get crappier leads if you set a low cost per click? No, it's an auction-based system. So for instance, somebody types in, we buy houses.

Yes. Very popular search term. If I bid $10 and you bid $7, I'm going to show up more frequently. But there's so much traffic, you're still going to show up.

You're still going to get visibility, but I'm going to be on top of you or you're going to appear less. So you're not going to get as much impression share as I would bidding $10. Got it.

But it doesn't mean you're not going to get impression share. you're not going to get traffic. Yeah. So I tell people, don't worry about that. As long as you're getting impressions and clicks, you keep your cost per click low.

Like it's more beneficial for you to have a $7 cost per click and get traffic than me have a $10 cost per click and get a little bit more traffic. Got it. Right. So you don't have to force it to spend.

Does that make sense? Yeah. And then you said if you're doing a search campaign, is there different types of campaigns? Yes. So search is your typical campaign.

campaign where somebody will type in we buy houses yeah and then your website shows up and they click in so search is just key terms yeah that's your typical that's like the bread and butter basic google ads yeah um that everybody knows yeah the other campaign types that are really um effective are performance max campaigns and then youtube campaigns because google owns youtube yeah what is performance max i've never heard that performance max so google owns hundreds of thousands of sites okay and they have 1700 data points on every user so they know more about you than probably your spouse knows about yeah yeah yeah they got they're hearing this podcast the microphones yeah i know everything is that real about your yeah they know uh if you are a chrome user yes they know uh all your emails your search history yeah everything is over 1700 data points on you they they have microphone access to pick up on certain keywords words. No way. Yeah. I thought that was just like a myth. No, that's what these big advertisers do.

That's how they're able to be so powerful. Oh, I didn't know that. Yeah, because like if we were to sit here and I was to be like, we could just use a random term, right? Like we could just say like...

Titleist. Yeah, we could say shore microphone, shore microphone. I bet you we say that enough, we're going to start getting ads on our phone. for sure microphones. Oh, okay.

Got it. So that's a part of their strategy. They have a lot of different ways to aggregate data and they know what you're all about. So you can go into a Performance Max campaign and all you got to do is... specify you know who you want your ads to show up in front of so i could say i want my ads to be in front of homeowners that are moving soon really yes and google knows exactly how to put that in front of the correct people interesting yep so which one's better uh search youtube or what was the other one called performance max yeah performance max um in terms of lead quality um the highest intent is going to be from a search.

Because think about the path that they took. They literally went to google.com and like typed in, we buy houses. Yeah. You know, it's a different level of commitment than if they were just targeted by an ad. Yeah.

Right. But the performance max still, um, is a very high quality lead. You know, if they're moving soon, now they see an ad.

Yeah. That is for you. that, oh, I buy houses, get a free cash offer, and they click it, still very high intent.

Yeah. What do you think? Okay, so we know cost per lead, 100. Cost per click, you want to be less than 10. Is there any other KPIs more top of funnel that you should look at? No, I mean, you want to know your cost per lead. You want to know your really cost per click is everything is subsequent to cost per lead, right?

So if your cost per lead is good, you don't need to look at the other numbers. Yeah, but what if it is not good? If it is not good, then yes. You need to say, okay, why is my cost per lead not good?

Well, is my conversion rate less than 10% on my search campaign? Well, okay, it is less than 10%. Why is my, what does that mean?

Is your conversion rate less than 10% on your campaign? What does that mean? Does your, you know, like I told you earlier, one out of every 10 clicks should be a lead.

Oh, okay. So conversion means the same thing. So if you're getting 20 clicks, but no leads, then you know, you have a conversion problem.

Yes. Got it. Caveat to that, most new investors will be like, I got 20 clicks and I didn't get a lead yet.

Well, yeah, it's marketing. You might go 0 in 20 and then in the next 20 clicks you get four leads. Yeah, you know what I'm saying?

So you need to make sure you have enough statistical significance to make these kind of determinations. Got it. Okay, that makes sense. So what would you say is a fair amount of clicks before you need to make an adjustment? So the way that we teach all of our...

our staff is, or all of our mentees, is when you set up a new search campaign, if it goes 25 clicks and no conversions, just pause it. 25, oh, okay, so only 25. If there's no leads, then? Just pause it and then replace it with a new one. So everything's in kind of a test period.

So when you set them all up, you set up a bunch of tests, and you figure out if it's working, and if it's not working, just pause it. It's like fishing, right? Throw your line in the water. If you're not getting bites, then reel it back in and we'll go to another spot. Yeah.

Yeah. So how does someone know if it's a problem with the ad or their page, like the website? So free tool you can use is Google Page Speed Insights. You can put your website in there. It's going to tell you how fast your loading time is.

The biggest issue people have with their websites is it doesn't load fast enough. So if your website... doesn't load in less than three seconds, then you've lost the user.

And this day and age, people don't have the attention span to sit there and wait for a page to load. Yeah. Especially on mobile. Uh-huh. And 82% of your traffic comes from mobile.

Got it. So you've lost that user after three seconds. And it'll tell you how fast it takes your website to load.

It'll have a little wheel, and it's either going to be red, yellow, or green. If it's not green, then you know your website needs to be red. needs work or you need to get a new website. What do you think are the best places to build a website? Investor care.

It's like the biggest, most popular one. Do you think that's good enough? No, not for PPC.

I prefer using gold level media. Gold level. Okay.

That's like Carlos. Is that Carlos, right? No, it's Efren Portillo, but Carlos uses them too. Yeah.

We know those guys. They do good work. Or InvestorLift, their seller lead landing page also is really good. Super fast, good UI on mobile, good UI on desktop as well.

I forgot where we built our website on. It's on like... wordpress or yeah wordpress or the other one i forgot what it is yeah so you need to make sure that's the big common um issue i see with a lot of new people getting into ppc is they're um went and used some guy that they don't know just i'm gonna look i'm gonna look who it is but let's see what other kpis or things should people know in terms of marketing yeah yeah pre I then I want to get into acquisitions but I want to talk about pre-lead because I feel like that's where like a lot of people they'll say you need a cost per lead of this but then their cost for lead super high but they don't give anything else like okay well what the hell do I do if my cost per lead goes up to a thousand dollars most people just turn off their campaigns and they give up and then also I'm always curious like I've heard of the web website speed before but then in my head I'm like okay What about the copy on the actual page?

Copy is less important than the UI. Yes, the copy is important, but a couple other key tips is you need to make sure that you have your form above the form that people fill out and your phone number prominent on your website above the fold, which means as soon as the screen loads, you should be able to see that. That is extremely important. Also, you shouldn't have a bunch of buttons and links going anywhere else.

The main goal of your site is to drive leads. So if you have buttons going to different pages on your website or external links, it's called a leak. You're going to just lose leads. Yeah. Yeah.

Okay, before we get to acquisitions, do you have any other questions, D'Amico? Because D'Amico knows all this crap. So, I mean, I wanted to know because... Like, how can I show up in a competitive market like Vegas? Webflow.

Because, like, we're, I mean, you took a look at my campaign before and you said, yeah, you're definitely not even, like, competing because we weren't spending enough. But is there anything else that I could do? to kind of compete in this market, or would I just have to try out a new market?

Let me ask the question so people can hear it. And my website's on WordPress. Is that good or no?

Have you heard of WordPress? You've got to run it through. Yeah, I know WordPress.

Yeah. Of course, but I don't know where your hosting is. I don't know.

don't know who built your site. Yeah. I don't know what plugins they used on the WordPress, if it's fast, if it's slow, cause the plugins will slow it down or speed it up. So you need to check it on Google page speed insights.

Got it. Okay. Okay. So what D'Amico's question was, uh, was, you know, he's in a big market like Las Vegas. Um, he's running PBC, but like, he's like on the second or third page, he's not being seen enough.

So like, what do people do when that's happening? Um, yeah. So if you're in a competitive market and you're just running search campaigns, you're going to get outbid.

You're not going to be able to be competitive. You know, you got local competitors, you know, bidding $5,100 per click, per click. They don't care. So. Damn, you guys.

How are you going to stand out in a saturated, you know, environment like that? Well, one, stop doing search campaigns locally. I would switch to only doing.

YouTube, Performance Max, and Demand Gen campaigns. That's going to give you much cheaper traffic and allow you to get in front of people for way less. We'll send you this recording, D'Amico, so you can watch it later.

Don't try and take notes. So, okay, but if somebody does YouTube, are they going to have to sit here and make videos? No, I mean, you can get one made on Fiverr. You know, it's just a 30, 60-second ad.

ad you can make one yourself or you can get a video spokesperson to make one or you can do a little animated video yeah do you do you do youtube ads yeah do you speak in them no okay because the youtube ads that i believe i've seen of you i don't know if it's youtube or instagram is always like uh wholesalers for education yeah yeah yeah it's for education but for we're talking specifically for seller leads yeah like i probably am not the guy to get Yeah, the spokesperson for that, like I, if I were to get a spokesperson for that, I would probably want somebody a little bit more soft spoken, maybe a little older, you know, that can speak to our demographic. Oh, okay. You know, because our demographic is going to be.

you know skews female 45 plus typically you know um single females but can you even target gender on google no you don't want to and you can't you know you can't target get um you can't discriminate based on uh age yeah gender or uh race or zip code yeah for housing because it's a like a discriminatory practice yeah um any other tips before we get to acquisitions no i mean this is like if you guys um you know need more help yeah reach out to me on instagram but like this could get we could be here all day this is a long youtube video yeah yeah yeah you All right, so let's transition acquisitions. So when do you know if you have a marketing problem or an acquisition problem? Great question.

So if you have leads coming in, that's checkbox number one. And then when you have salespeople, they're always going to be blaming marketing. Marketing is going to be blaming sales, right?

So you have to diagnose who is telling the truth. So one way of doing it is you want to look at the salesperson. person's activity, their contact rate, which means how many people they're getting in contact with, how many conversations they're having that are over five minutes long.

If they're not having any conversations that are over five minutes long, it might be a marketing problem. Like, listen to those call recordings. If they're having conversations over five minutes long, it means they're having quality conversations with people, but they're just not closing. So then you want to look at how many offers did they send out?

Are they even putting an offer on these properties that they're having conversations on? Because if you're not putting out an offer, you're not not going to, you're not going to get the deal, right? If you don't ask the girl out on a date, you're not going on a date.

Yeah. You know? So those are all important things to look at. So you just start going down the box. Okay.

They are putting out offers, but these offers are not converting. Yeah. Why are these offers not converting? Boom. Let's listen to those recordings on the, you know, offer the ones that they submitted offers on and see what happened there.

And then you can easily start attributing it back to figure out what's wrong. Was it marketing or sales? Got it.

And then like, so In 2024, do you think wholesaling is still the best exit strategy or do you think it's novations or flipping? We're still ripping it with wholesale. But, you know, putting their property on the MLS is a great, great option. You're not going to have a better buyers list than the MLS. Yeah.

You know, that's the open market. People don't real estate. Like people don't understand real estate is a commodity. Just like, you know, corn, sugar. you know, salt.

Yeah. The best product, the best price on the open market is always going to go first. That's how it goes in real estate.

Got it. Okay. You can get it on the MLS, which is the open market. Then, um, the market will speak and tell you what you got. What kind of, how many salespeople do you have?

Nine or 10. Okay. What are the KPIs you want to see from your salespeople? Yeah. So biggest, most important thing for me is lead the contract.

Lead the contract. And average deal size. Okay. And then close rate. Okay.

Yep. So how many leads does it take you to get a contract? What is your average deal size on those? And out of the contracts, what percentage of them fall out?

Got it. So as long as I have those in line, I can easily grow and scale. If one of those numbers are off, then I need to go in and work on it. If your close rate is off, well, what are you doing? Are you locking these properties up too high?

Are you not setting proper expectations with the seller? Is your average deal size too low? What's the issue with that?

Are you scared to ask for more money? Like there's a, you know, you just start going down the line. Why is your lead to contract, you know, so high? If they don't get their lead to contract in line, you know, within a couple weeks, we dial their leads down and eventually they get cut off leads. Got it.

And what are those numbers? Like what do you want? your average deal size you said is about 25k correct and then what is it what do you want to see lead to contract 1 in 15 1 in 15 well 1 in 18 is like acceptable to us 1 in 15 is what you want to be yeah yeah and then what about close rate uh close rate we want to see at least 60 percent close 60 percent close right got it um to get those nine are those nine killers is there like three killers and newer people like How does that work with your sales team? Well, you know, we're always, of course, in any sales organization, you're going to have your top talent.

Yeah. Not every person is created equal, especially in the sales world. Performance-wise.

Yes, performance-wise. Rights, everyone. Correct.

So, yeah, that's just one thing. But you need to just, if you have somebody that's your bottom performers, you need to either train up or train out. Yeah.

One of the two. Big problem I see with a lot of people that are trying to scale companies is they hire nice guys. They're good people, but nice doesn't pay the bills. Yeah. If they're not hitting sales numbers and revenue targets, you've got to train them up or train them out quickly.

How quick? Like within a week or two. Yeah.

I'm talking for a new person. We hire slow, fire fast. We've all heard that, and that's so important.

So for us, we tell everybody when they get hired with us is you're on a six-week challenge right now. You've got six weeks to put up $60,000 in assigned revenue. If you do not hit that as a pass or fail grade, you're cut.

This is just like being drafted. This is professional sports. Yeah.

Yeah. You're drafted, but you haven't made the roster yet. So it shows what you can do.

And then of those nine, how many of those people are like those virtual people? Three. Three, okay.

Currently. But we're hiring eight more virtual people. What's the difference in pay versus like virtual versus like Americans? Americans, they need, where I'm in Austin, they need like a $4,000 a month salary, and then they need a commission.

So their RTE is right, you know. anywhere from 100 to 150 grand a year yeah um the guys that get in latin america they're ready to rock and roll for between six to seven dollars an hour and it's like one percent commission so so it's completely different correct yeah because yeah i think average industry standard i feel like for americans is like if you're doing high volume maybe eight percent low volume 15 to 25 percent and then a lot of people try to get away with paying like a three to 4k draw. No, you don't do that to people.

I mean, you're not going to retain top talent if you don't pay them. Yeah. Unless it depends if it's a smaller organization and you're getting good quality and you're paying out high percentage. Yeah. But then it's tough.

I mean, you can get great people for a low pay if you could sell the vision, but you know, the thing is top performers need, you know, they're going to demand a certain. and TRP. Yeah. So, okay, so let's go over the hiring process.

When you're hiring, are you going after, like, six-figure earners in different industries? Are you trying to recruit successful wholesalers to work for you? I want to see previous successful sales experience.

I don't care about if they have real estate experience or not, but I like to see some sort of inside sales or, you know, heavily commissioned sales experience. So... So at least one year of that, like full year of that in their background.

You know, I'm looking for people that have already made the salary that I'm going to pay. You're not trying to build people up, like start from scratch and work them up. Nah, man, you're not Tony Robbins.

Leave that to him, all right? That's funny. Yeah, find the people that are already there that, yeah, they need that to pay their bills. Like that's their set point.

like they're going to go after and make that happen no matter what. Got it. And how long have you, have you always been like that or did you? No, I used to be, you know, no, this guy's got a lot of potential.

Yeah. Yeah. I'd see the raw solid guy. Yeah.

Good at golf. Yeah, exactly. And yeah, nice guy.

Yeah. Yeah. You know, but I bring them in and then, uh, yeah, that they would walk all over my leads and, you know, here's the thing in this business. If you say I'm in. new guy and I fumble on a lead and you get that lead, you're an A player on the team.

If that lead would have went to you, it would have been a 50 K deal. Yeah. The cost of our, the cost of opportunity costs is really high in this business. So think about, you know, the amount of fun, if they're fumbling over the course of a few months, how many, how many fumbles happen in that few months? Yeah.

You can't have fumbles. Yeah. Yeah. Yeah. I think, um, um, with, so I have a COO for my flipping and wholesaling company.

and that was like one of the things where he was like, yeah, I think, long story short, we had an A player that was closing a deal a week. We had to bring someone else in because this guy started his own business. This guy comes in, doesn't close, doesn't close, doesn't close. And my CO was like, dude, I think the marketing got stuck. stale but i've already gone through this on the education side on wealthy investor where we're tripping on marketing we're like dude the marketing stopped and we're like oh shit it's a salesperson so i was kind of letting him figure it out for a little bit i'm like i was like i don't know maybe we'll see like you know keep messing with the marketing and all this crap and then finally i was just pissed i was like dude obviously it's him so now you get on the you get on the calls and let's see what happens and he got like three deals in one week and i was like but i wanted him to kind of go through it so he can kind of learn but um yeah i think people under they they don't understand that their biggest expense in their business is lost opportunities yeah and here's the deal is that one solid acquisition do you want to talk about how to become a seven figure yes okay one solid acquisitions in your business is worth seven figures that's it Drop, mic drop.

It's the end of the podcast. Cut it off now because that's all, that's all you need. One solid act like our top guy did 1.6 million last year. Damn. Yeah.

Right. Uh, we had another guy that did a 1.2. So damn. Yeah. That's, that's all you need is you need one rockstar acquisition to do it.

Here's the thing. If they're doing less than 750 K a year, they're cut because they're not hitting those lead to contract average deal size and close rate numbers. But is it because your leads are just so good? My leads are the same as anybody else's PPC leads.

Yeah, but are PPC leads the same as texting and cold calling? Hell no. Yeah, you guys got to stop doing that. It's 2024, 2025, whenever you're watching this.

It's, you know, it doesn't make sense. It's not a good way to scale a business. The unit economics from SMS and cold calling don't make sense. Yeah. Okay.

It takes you the sales cycle on a... SMS or cold calling lead is how long is the follow-up? It's 180 days sometimes.

Lead comes in and you can't get it under contract for 180 days. Who gives a shit that the cost per lead was a little bit less? It doesn't matter. You can't even get that lead under contract for six months and then it takes you another two months to close. You're eight months into the deal before you see a return on your capital.

The name of the game is reducing that cash conversion cycle as low as possible. How quickly can you get your money back from the time you put a dollar into your business? Yeah.

That's going to determine the rate of your growth and how fast you can actually reinvest and scale. What's the cash conversion cycle on PPC? So three days is the time frame that it takes a lead to go under contract.

And that's across my entire database of PPC leads, 57,000 leads. Damn, that's crazy. Right. So there's a lot of long-term follow-up and things like that in there as well.

What's your ROAS on your PPC campaigns? Six to seven. That's high.

That's, I feel like industry standard is three to 4%. Yeah. So why do you think yours is higher?

Because I guess I'll let you answer. I mean, ours is higher just because we're, you know, dialed in with the areas that we're marketing in. Our sales guys are really good with comping nationwide. You know, we're an experienced investor. So this is, you know.

Like I said, this is dog years, man. We've been doing the same thing over and over. Just experience. Yeah.

How long has your sales guys been with you? Like your big guys? We've got guys, well, Brandon's been with me nine years. I've got another guy that's been with me a little over five years. years i got another guy's right around five years so we have a we have a seasoned sales team yeah we have some you know guys to be with us two years yeah you know so they're um we got some right now we've got a seasoned team.

Yeah. Yeah. So what about like, what, how much do you spend a month on PPC?

Like between 55 to $70,000 a month. That's not a lot to, so you're only, you're spending $50,000 and then you brought in $6 million last year. Yeah. Last year we've spent a little bit more right now. I'm focused on transitioning.

We're moving completely relocating offices right now. Yeah. And so, uh, I've reduced down to that just because I clipped a couple sales guys.

Yeah. Which I don't care. I'm rebuilding it.

Yeah. We're going into the holidays. I got a lot of transition to do.

So we'll scale back up in Q1 again. Yeah, and I got to say that part again. So you're spending $50,000 a month and you made $6 million last year. Correct. That's crazy.

Yeah. I had to say that for the highlight. But so I want to try.

transition to then I feel like anything else on acquisitions before we get to operations and then I can let you go party in Vegas. Now let's keep it moving. Yeah. So, um, operations, right? How did you, I guess, briefly go over like the beginning of your wholesale career and then how did you scale?

Yeah. The beginning of my wholesale career, it was just me. I was the janitor.

I was the CEO and everything in between. That's funny. I had to do everything. Yeah. Yeah.

That's the thing when you're getting started is like, you have to be a great marketer. You got to be great on the phones and talk to sellers. You have to.

Be great on the phone and talk to buyers and do operations and do title. It's a lot. It's not for the faint of heart. Yeah.

You know, so. That's why 97% of all new businesses fail is if you, you don't have the tenacity and the fortitude to like put in those hours and, you know, push past those early days, you can never get that initial liftoff. Yeah. Right. It's just failure to launch.

Uh huh. So you got to be ready mindset wise to like say, listen, I'm going to commit to, to mastery and making this work because nobody's going to believe in your dream before, um, you get some success. So you got to show a track record. of like, yeah, I can get some deals.

So what you guys need to focus on is, you know, you're asking me how to get a business off the ground. Yeah, how did you get your business off the ground? How did you go from like solopreneur hustling to seven-figure owner?

Yeah, I worked every freaking day. I didn't take a vacation for three years straight. I went to work at Indeed 9 to 5, and I cheated the clock there and, you know, worked half on Indeed and I worked half on real estate. And then I went.

went home and I worked on real estate as soon as I got home until midnight, one o'clock in the morning. And I got up at, you know, five 36 o'clock and did it again. And then all day on the weekends, I was out running appointments or taking calls or whatever and doing the operations.

And that's what it takes. That's the level of, you know, commitment you need to have to a, to a business. I quit having a business. It's kind of like having a baby like when you have a baby like in the beginning they need a ton of attention you can't take your eyes off them for a second yeah it's a 24-7 job yeah right then they get a little bit older now they sleep through the night and then they're older now they can watch themselves for a little while yeah now they're older and they got you know they're more skilled and then next thing you know like they're off at college like my baby's off at college now and i go back and they're like yeah what are you doing here dad like yeah good to see you like We're going out to lunch and then that's it.

So it's like growing a baby. But in the beginning, it's a lot of work. So I want you guys to know that this is not like just some like side hustle that you're going to run up like 50 G's real quick. And then, I mean, you can, but it's not it's not like that.

I built a real business. Yeah. How long did it take you to quit your job and go all in?

Two years, but I would have done it sooner. But I had a catastrophic failure in the middle of that. So I dated a girl.

in Austin, Texas. And I dated her for like eight months. And, um, she was, uh, she was working at Oracle and Oracle did a bunch of layoffs and she was looking for another job. And I was like, well, just help me on the phones while I'm, while you're looking for another job. Cause I'm, I'm crushing it at Indeed.

I'm crushing it in real estate. I'm doing at this time, I'm doing like three to four deals a month. Yeah.

You know, I've got a high rise in downtown Austin. We're popping on Instagram. This was year one, by the way.

Yeah. I was ripping it. This was year two. I was ripping it.

And, you know, she started taking calls and whatnot. And about, she moved in because she was at my house all the time anyways. I was like, just stay here.

About three months, I realized, man, this girl's nuts. I can't. I can't do this.

It took three months. Yeah, she's three months in my house. house she's smoking weed in there i was like she's drinking in the middle of the day i was like i gotta get her out of here so i said hey listen um you know i knew it was gonna be tough to get her out so i i went to wells fargo and i grabbed 12 grand i said hey listen i know you're uh right now kind of working for the company helping me out but yeah it's not working out but i got i got you uh money so you can go get like first and last month's rent and get something else yeah um i gotta go go on a trip i'll be back in a couple days just have everything out no problem yeah well i get back from my uh trip and um next thing you know she's uh she's just she ends up serving me with divorce papers okay so i'm at my office at indeed and they're like hey you've been served with fucking divorce papers like Dude, I just met this girl 11 months ago.

What are you talking about? I've never been married in my life. Dang.

This is my first marriage I got married to yesterday. Yeah. And so in the state of Texas, the rule is, is if they live with you, if they have any bank account access, or like anything that you are technically married.

That's so dumb. There's no statute of limitations on that. That's retarded.

So instead of her moving out, she went and... served me with that to be able to take all my money. And she tried to take my business as well, and my house, and my cars. So I had to get a lawyer, family law attorney involved to fight it because her lawyer put me in a position where I couldn't go back to my own property. Like she had, it was crazy.

Long story short. Through that situation, I lost, I had $180,000 liquid in my account at that time. Fighting, it was the most unfair thing I've been through in my life, so I was fighting it, like, you know, to the best of my ability. Torched my account all the way down to $10,000. Oh, my God.

Lost my high-rise apartment. She got to keep it, awarded it from the judge. Took my vehicles, like, took all my possessions, everything.

I just bought brand-new pottery barn furniture, everything, gone. Had to rebuild it from... brand new that sucks so that kept me in my job longer but because i don't give up i just said i'm gonna keep fighting and like you know what the deal was is like it sucked going through it losing all your shit but i was like well you know what's gonna what's going to make this better, make more money.

Here's the thing. When you got a skillset, the glass is always refillable. So we, even when I was going through that challenge university, guess what else I was doing?

Banging the phones. Hey, Mr. Seller. you know making cash offers on house locking up deals and i was putting contracts on the board i was putting points on the board at indeed and so i was able to make enough money that i built it back up got my uh another high rise apartment.

I got another brand new vehicle. I got more awards at Indeed and ended up being able to leave there a couple quarters after that. But it set me back. Yeah. Yeah.

So don't think that in life every Everything is going to be fair and things are going to go your way. Unfair situations like that are going to happen. Come out of left field. You might have partners. If you have partners, you know, that might dissolve.

You're going to have, you know, life happens. But what who are you when life happens is going to be the the testament to how successful you're going to be. Yeah.

Didn't you go through something else? I don't know. All kinds of shit. Wasn't there something like in the beginning of. of your career or something like that?

I was talking to Tiffany High. You know, Tiffany High, right? Yeah.

Yeah. And I think you spoke at one of her workshops or something like that. And then I don't know if you told your story. Yeah, like a crazy story or something like that. Yeah, I mean, I grew up, you know, lower income.

My parents were divorced. I lived on the couch at my in a one bedroom apartment in a 1961 apartment complex that was in the hood that, you know, we had cock. cockroaches.

We didn't have, um, you know, didn't have much. My dad could go to the grocery store once every two weeks. And when food was run out, then it was like, Hey, we got to wait till we get paid again.

So I started working at an early age and was, that was basically like the catalyst to why I always wanted to be an entrepreneur because I saw the, the pain of not having enough. It used to piss me off a lot. Like when I was a kid. My friends would be like, hey, you want to go to the movies?

No, absolutely not. That's out of the question. It's always hand-me-downs from Walmart.

All my friends got new cars when they were teenagers. I didn't get none of that. And I just think to myself, dude, when I grow up, I'm never going to have this problem. Never going to be poor.

It was just a driver inside of me that I never want to have to hit the price tag on something. I always want to be able to do what I want to do, when I want to do it. for as long as I want to do it with the people I want to do it with.

Nobody can tell me any different. So I was like, you know, just that same journey that a lot of guys go through is like, you know, they struggled in the beginning. They had no value. Nobody listened to their ideas. Black sheep of their family.

That was me. Misunderstood. You know, kicked out of high school. Put in the LD classes.

Label learning disabled. All that. You know, and then, you know, I've... As an adolescent, I went through all kinds of crazy stuff, you know.

I had to raise myself because my dad didn't really take care of me. I got myself in a lot of trouble. You know, you see this right here.

This is when I got off house arrest when I was 18 years old. I got this to commemorate me getting off house arrest. house arrest because i was on house arrest a lot so i had all kinds of stuff i had to go through you know just going through life so didn't you get shot or something like that no no okay no maybe i'm thinking of someone i had i had one of my uh i knew somebody very close I shot her, shot herself in the head and I witnessed it.

And that was pretty brutal. Yeah. Yeah.

Yeah. Something like that. I was in my house.

So that was, that sucked a lot, you know, and she lived, but it was still a traumatic event. Dang. Yeah.

So, you know, life is, uh, gonna throw you a lot of shit, but you can control it. Like, here's the thing. I'm gonna tell you the number one rule to success is like through my twenties, I dated crazy girls.

girls okay i dated the strippers the redheads all of it i spent five years with girls i shouldn't have split a cigarette with you know what i'm saying and that is a huge thing for you guys that are out there listening to this right now maybe you're in your 20s do not worry about dating because you're not at the caliber yet to be acceptable to the kind of woman that you deserve your stock value is still rising don't let these girls attach on to you when your stock is here and it's going here, dial in, focus on your business and watch three to five years from now, you continue to put that work in and the caliber of females and people that you attract into your life is going to be completely different. Your circle is going to be completely different. So you're better off just focused on building yourself up.

And before you start bringing, you know, craziness into your life. What about like, okay, last thing personally, like, how did you, I went through a lot of stuff like you, right? I was like high school dropout, grew up with a single mom, all this stuff, addicted to drugs, those fricking gang crap, all that stuff.

Right. And I feel like I didn't learn a lot about like personal development. And then even when I started making money, I didn't even learn about that.

I just learned how to hustle and like work hard. You know what I'm saying? And then once I had a family and kids, then I was like, Oh.

oh shoot, I have like angered issues here. I have a little depression here. And luckily, like when I found Christ, that is what cured everything. And you know, I'm still working through it all.

I still have like, sometimes I'll like snap, but before it was like public. Now I'm just like mentally, I'm like, oh my God, I'm so pissed. I gotta like get away.

But Christ, like Jesus fixed it. How did you get through all that stuff? All that trauma? My family had no personal development.

I mean, I love my family. I have a great relationship with my family. I talk to my mom and my dad almost every day.

But, you know, I wasn't taught any of that. And, you know, going through my adolescence being, you know, in and out of juvenile detention, always getting in trouble, hanging out with the wrong crowd. And I realized, like, I don't want this to be my life.

And I had nobody to turn to. This was like 2003, 2004. There was no YouTube. There was no nothing.

And. And so the only way I knew how to, like, try to become better in the little shitty town that I lived in was, like, I can go to the gym and build myself up. And then I went to the public library, and I got, I would get a personal development CD. So, like, Tony Robbins'Awaken the Giant Within. I listened to that on my, like, portable CD player when I was walking around because I didn't have a driver's license.

I'd walk around town. Oh, damn. Go to the gym.

And, you know, I'd be riding my bike listening to that. And then, you know, Zig Ziglar, like all these old school guys that you would find at, like, the public library personal development section. Yeah. That was me. I was binging that stuff.

Because that's all I had access to. And that really started to change and open and condition my mind to, you know, seek personal development and, you know, this road to becoming 1% better every day. So I have this tattooed on here.

This means always, you know, continue to get 1%. percent better every single day and that's a constant reminder but i think that is um you know what ended up getting me out of the dark hole that i was in was you know those personal development cds and then eventually it became like youtube and i still do i i'm here in vegas right now at a conference and i've i've spent over a million dollars on my own education damn yeah on my own personal development high school dropout and i spent over a million dollars on my own education Right, because it's so important. The more knowledge you have, the more power you have.

How has faith played a role in your life? Big time. The same thing.

I didn't grow up in a household of faith. And so back in that time, when I was 15, I went to a Baptist church. I was like, you know... the only like white kid in the Baptist church.

I grew up at a black Baptist church too. Yeah. Yeah. And choir step team.

Yeah. It was a small one, but that was like the, and my family didn't go with me. I used to go there by myself. You know, I went there, didn't know anybody and just walked in one day because I needed that spiritual guidance. And, you know, God has opened up all the doors in my life.

Okay, so we could sit here and talk about all the X's and O's of real estate and how to build this, you know, multi seven figure company. But it was by the grace of God that I'm sitting here telling the story, you know, while you guys are watching it right now. He's been able to open up supernatural doors that I can't.

All along the way. I should have been dead or in jail the path that I was going. God delivered me from that. I can tell you, God is number one in my life.

Anytime I get God number two or put him out of priority, my life starts to turn to chaos. I always am constantly praying throughout the day. I practice gratitude and continue to just...

deepen my bond and relationship with God all day, every day. And what does that tactically look like to put him first? What does that like?

Tactically? Yeah. In any decision that I make, the only person I listen to is God.

Say I'm a CEO. CEO, I don't listen to anybody except for God. You could come into my life and give me a good idea right now, but you're not ever telling me to do anything. If you tell me something.

I'm going to do, I'm going to check with the CEO above first. If he, if it's right, if it's right with God, it's good in my heart, then we're going to, you know, we're going to run it. But you always have to have that small, quiet voice. You've got to quiet your mind and your breathing, and you've got to ask God for what you want.

I'm a big believer in praying boldly. Like aloud? No, not loud. Being bold in your ask for God.

You can't out-ask God. So everything that I have right now, the beautiful life in Mexico and millions of dollars, all that, I ask for all that from God. And I'm asked now even bigger from God.

And God gives it to you. The path just happened. to be real estate and he guided me through this crooked path and um now here we are so you have to one you know communicate with god every day i start and end each day with god so when i wake up in the morning first thing i do thank god for another day to go out you know i'm healthy i got my functions everything i can go out and accomplish my dreams today and thank them for all the other things, your family, your friends, to have fresh air, your freedom, you're not in jail, just everything, big and small.

Before you get on your phone, you better do that. Before your feet hit the floor. Then the first app that I open on my phone every morning is the Bible app, and I sit there and I reflect on at least two to three verses from the Bible and really try to take in the message of what God's having me read right now. Then, from that point, I pray throughout the day. So I usually say I pray there, I pray at each meal.

And I pray bold. I say at the end of each of my prayers, I always say, God, please bless me beyond my most wildest imagination. Because I know God's plan is better than my plan.

So that was good. Yeah. So I'm not naive to say, say like, yeah, I asked for good health and wealth and all that. But I say, God bless me. beyond my most wildest imagination because I know he will.

And I've been praying that for a long time, and he has. How do you lead your wife and kids as a Christian? I just am authentic and principled in everything I do. The same thing I just told you. We do all this together, so I incorporate.

Spirituality into everything because the family unit is God, husband, wife, kids. So everything is under the umbrella of God. then the man is the head of the household it's our job to provide and protect it's the um you know woman's job to be able to um love nurture and you gotta if you if you one of you or both of you are outside of the umbrella of God, it's not going to be in alignment.

You're not going to have harmonious living. You're not going to have peace. And your life's going to turn into chaos.

because I've done it so many times. I'm no angel, by the way. I'm sitting up here preaching. I'm just telling you from my entrepreneurial experience how the spiritual laws of success are. And when you're leading a family, you want to be Christ-centered in everything you do.

So we pray at every meal. We talk about God all day, every day. Any decision we make.

how is God involved in this decision? So we're involving him in all of our decisions and our daily conversations and our prayers, and we're trying to get closer to him every day. We go to church.

So those are all things that we're doing to become closer with him because the closer you are with him, the easier life gets. The further away you are from God, the more chaotic it is. Okay, last question.

What's your favorite Bible verse? Favorite? Favorite Bible verse?

I would say... And you can look it up too, I know I just put you on the spot. Yeah, you put me on the spot.

It's tattooed on my arm, but I don't know it by heart, I'm trying to remember it. Alright, while you look it up, I'll freaking read mine for the listeners, dude. So it's Philippians 4, 6. Have you read Philippians before? Of course. I don't mind.

I'm pulling it up. I'll read... This, but so for people that don't know, Paul wrote this and he wrote this while he was in jail.

So it goes, rejoice in the Lord always. I will say it again. Rejoice.

Let your gentleness be evident to all. The Lord is near. Do not be anxious about anything, but in every situation by prayer and petition with Thanksgiving, present your request to God.

And the peace of God, which transcends all understanding, will guard your hearts and your minds in Christ Jesus. Love that. Yeah, that's my go-to. All right, here's mine.

The path of lazy people is overgrown with briars. The diligent walk down a smooth road. Ooh. So what are you? Are you diligent in all your work or are you lazy?

Because you can try for things to be easy now and it's going to be hard. You're going to live a hard life or vice versa. You can do the hard things now and have a great life.

What book and verse or chapter was that? that that is uh proverbs 15 19 yeah yeah people don't know there's some hitters in the bible there's some they drop bars people don't know they're like i don't want to read the bible i'm like bro there's some freaking fire in the bible there's a reason why it's popular but um all right so in the description of the video we're going to put your instagram and everything but for people listening on apple and spotify if they want to find you where do they go you Just reach out to me. It's my name, Nick Perry, REI. So you can find me across the social platforms on Nick Perry, REI. Instagram is the one I'm most active on.

So if you need anything, shoot me a DM, reach out to me. You do coaching too, right? Yeah. So, um, our, uh, Coaching and Education, 7figurecartel.com.

We've got over 650 real estate investing students all doing deals. Super proud of all of our students and their success rate. There we go.

Yeah. And if you guys go and sign up for his stuff from this podcast, let him know. All right?

Yes. Thank you guys so much for listening to the Wealthy Investor Podcast. We'll see you on the next episode. Peace.

Peace.

Transcript for:Nationwide Wholesaling Strategies with Nick Perry

Transcript for:
Nationwide Wholesaling Strategies with Nick Perry