hey guys shawn boogie surplus funds riches.net this is our free training webinar the reason we're doing this i feel obligated to tell you why we are doing this otherwise you're not going to watch the entire video because you're going to think it's clickbait or i'm going to leave something out that's important for you to know no this is complete training and i'll tell you why we're actually giving this away for free first of all we make our money partnering up with folks to get our program our members in a recent week we teed up a million dollars in surplus deals and 500 000 in flips just so you guys know we keep that going and because we added more staff got even better with the tech we keep that going we're going to pay out 7.75 million to partners over the next year our value obviously is far more than just the education on how to do it on your own we are betting that folks will partner with us not just buy a system we're not doing a hit and run here guys we're not going to sell you a system and go good luck to you apache on the bottom let you go 30 percent of our buyers started with someone else first and over 25 of the partners that work with us even after they've worked surplus funds on their own they're still working with us guys that tells us again that the value of what we provide is not just education but the partnership and i'm going to show you exactly how to do this on your own so you'll understand the value of that as well our dear friend also and past real estate partner troy recently had a massive heart attack um he was actually doing a film promo for his band had a massive heart attack and it just reminded us we have only so many minutes and we want to push the expansion of the company right now and we want to leave a legacy secondly we're going to go through an overview really quickly here of what's on the training again to remind you hey take the time pull out a notebook pull out a pen take the time to watch this because i'm going to give you the keys to the kingdom everything you need to succeed is going to be in this video lastly we'll go through the entire training again and show you everything we're doing so let's go through the overview first so you understand all that you're getting in this trading real quick guys visit surplusfundsriches.net when you get an opportunity click the products tab and you can also once you get to the products you have to sign in with your name and email that's so that we don't get spammed by competitors that was happening before they were hitting our website a thousand times a minute uh to to bring it down so by doing that sign in that got rid of that click the products tab put your info in you can read the insider's guide at the bottom of the page on the products page you can also call me i'll be giving you my personal cell phone uh number during this training you'll be able to call me between nine and nine am and one pm eastern time monday through friday so here's what you're getting guys in this training uh teach you how to get mortgage and tax overage lists getting them online whether or not you should buy them the pros and cons with that requesting them if you need to from counties if they don't have online lists it's not hard to do also our one and done method that's going to be really important you understand how to do that and then difficult or different areas to work that's going to be important researching the lists guys once you get a list you need to research the debt and the ownership of the property at the time of the sale because sometimes the name on the list is not the owner also because if there was additional debt that debt is entitled to the overage not the owner this is designed for you to understand who to to go after and not waste your time these other guys i know are telling you that the debts kicked out at the foreclosure the only debt excuse me kicked out on the foreclosure is there for closing entity debt however the other debt even though it's no longer against the property has a priority claim to the overage so you need to know was there a second mortgage was there a heloc loan was there you know anything like that that could somehow keep you from collecting the funds otherwise you're just going to waste your time i'm also going to touch on incomplete lists how to go around or rather figure out lists where you only have a parcel id number deceased owners will talk about that how you don't have to open up probate in a lot of instances and quick claim deeds and the impact those have on your research skip tracing we're going to tell you who to use and why give you some insider tips with that contacting we're talking about mailings calls texts whether or not you use social media virtual assistants any of that and how to incorporate a takeaway close into your contact with these people negotiation we're going to talk about disbelief and mistrust how some people in the industry have a problem with that we don't because of the way we do this so we'll talk about that the contracts i'm actually going to get into what the contracts are the content and the structure of those contracts and the legality and how this gets us around any finder caps you can make i have people that work with me just because they can make more money doing part of the work partnering up with us then they can make on their own as a standard finder because of the system we put into place um hiring notaries and attorneys the speed that's involved why that's important and why it's important to do a title recheck prior to having the attorney and yes we always use attorneys and think that if you don't uh use attorneys in this business you're wasting time energy money and just not doing it right so let's continue to go through all right guys so we work both mortgage and tax overages um there's a couple of different ways to get less they're not hard online i'm going to give an example right now of actually how easy it is to find a list and just give you an example this is real time i'm recording this the 16th of march 2022 and i don't know by the way how long i'm gonna have this up this free training excuse me i'm betting it's gonna it's gonna result in us continue to expand if it doesn't i'll pull it down you know i mean it's that easy but so real examples of a search okay so what i plugged in on google was over bids list you can also ch uh check out surplus funds list mortgage overage list tax sale overage list tax deed overage list excess funds excess proceeds there are a number of different names for surplus funds or overages overbids is just one of them i plugged this in to give you guys an example of what's out there this is a very small county very small county and you can see even on this very small county we've got a 19 000 16 thousand thirteen thousand and eighty seven hundred dollar one tiny little county for tax overages this is where it gets interesting larger county we've got both the foreclosure sales surplus which is the mortgage overages i'm gonna see if i can get in a little closer so as you can see another small county some small ones here ten thousand then a hundred and nine thousand eighty three hundred twenty seven thousand twenty five twenty five one fourteen fifteen thirty five six hundred fifty two thousand fifty nine thousand seventy seven thousand and guys right now is the time to get into this because the more the the market is so hot that the overages are getting higher and higher and higher by the day thirty three thousand fifty five thousand a hundred twenty four thousand three hundred fifty three thousand i skipped that one forty four hundred thirty eight eighty seven okay two million just off of one recent list so there's and that's just one county there are over 3 000 counties in the united states right that was mortgage against small county and that was still what we got these are tax in that small county now we can scroll through amount of surplus one of the points eighteen 000 one of the points i want to make here guys as we're scrolling through this is you saw a lot of folks just work tax overs these are mortgage overages and i mean these are tax here but the previous list i gave you was mortgage overages and you saw how many high dollar ones that were on that too 93 000 okay 62 minus somebody made a claim on 10 of that okay 100 uh hold on 41 000. sixty one hundred fifty three hundred you can see there's a lot of smaller ones too but twelve thousand oops twenty five thousand eighty eight hundred oops 35 37 16. by the way guys let me make a quick point here i love this particular list because you know they're updating it obviously but look there was a claim on 6300 who made that claim i know a lot of you guys are out there going wait a minute let's all do the owner why would they only claim that right right maybe it was one-third of them one of three owners or maybe it was somebody that was a creditor you've got to check that i'm going to show you how to do that's not hard thirteen thousand ten thousand twenty three thousand forty two thousand so that was a real search guys online it was just using one search term on google and i only showed you the first couple of results off of that page so obviously i mean there's 3000 plus counties guys it's ridiculous we do not have a saturation issue in our business never have it's not an issue uh as far as buying lists there's pros and cons with that the obvious con is if you can buy it so can somebody else we would prefer to teach you how to fish and get your own list in addition to finding them online and buying them you can also request them that can be one of the most productive ways to do it and i'll touch on that in a second but if you are going to buy guys i recommend taxsaleresults.com i think the guy does a great job and those are great lists to use if you're willing to compete with other people as far as requesting it guys whoever held the sale is the person you're going to want to talk to either an email or phone whatever if you need to request it get in touch with whoever held held the sale if it was a department if it was the county clerk whoever hold that held that particular tax or mortgage foreclosure sale they're the ones that are going to be able to tell you where the list is um not hard to do you're literally saying i'm looking for and i would list the different terms over bids okay surplus funds excess proceeds tax sale averages mortgage sale over just whatever you want to ask for put that in an email or have a conversation on phone with them asking for their particular list a lot of times they'll just email it to you sometimes they'll request you send a self-addressed envelope with the check and they can return that money to you uh rather that list to you fairly quickly a lot of times they'll email it sometimes they'll again use your self-addressed stamped envelope to return that and remember this is going to come up later whenever there's a barrier whenever there's something you need to do that some people would be afraid to do that's opportunity because other people aren't going to do it so requesting a list really does pay off and just so you know i've said this before i know i sound like a smart aleck when i say it but there's no other way to get this across guys it's the court's job to give you the information if they ask you why you're asking you're telling the truth i'm doing research and the bottom line is there's not a black helicopter flying over the court waiting for somebody to call them and ask this question so they can come and arrest you okay it's silly get over your fear and you'll do you'll get listed nobody else is working all right so let's talk about the one and done method with that too so sometimes you'll be calling counties and don't work your just your area that's stupid work wherever you can get a list online you do this all online from home so um sometimes you'll call an accounting will say they don't know what you're talking about and you can't get anywhere with it they don't have an online list and you move to another county you call maybe three or five counties all of a sudden one of them gets you a list the one and done method is once you get that list you can contact those other counties and go hey listen i i need to show you what list i was asking about can i email this to you they'll say sure you email it and then they'll go okay yeah we've got that last we know what we're talking about now and they'll get it to you that's the one and done method once you get a list from one county in one state you're golden to get lists for that entire state so worst areas i'm going to say difficult areas right we work if somebody wants to partner up with us and we'll do all the heavy lifting there all of it anyway somebody wants to partner up with us the worst areas that we found or the difficult areas philadelphia is really difficult the sheriff got arrested years ago a previous year for embezzling funds from surplus funds sending the money offshore he was asked to resign i don't even think he had to pay the money back which was millions but anyway they started the dart program defendant asset recovery team in philadelphia uh it takes over a year to get money out of that court they just drag tail um colorado oregon and washington state we do not work just because they're a pain in the butt dc district of columbia washington dc is very difficult to work because they're just dirty same thing with cook illinois cook county chicago illinois very difficult to work arizona is harder to work simply because whenever you do a search online for some of these uh for online lists uh arizona for certain search terms comes up on the first page and everyone's working especially maricopa county we actually put a list to maricopa county uh a link to that on our website because we knew it was worthless to try to really work and it's really difficult to put deals together out there so other areas are a little different or difficult virginia is a commonwealth state so is pennsylvania virginia is a commonwealth state so in virginia the counties are given a lot more leeway or latitude on how they handle lists what they call them and all that so getting a list from one county doesn't necessarily mean the one and done method doesn't work there because you're going to have to explain to the next county how you what you're doing however there's a hell of a lot of money in virginia excuse my french california is difficult to work because most counties only hold once a year tax sales um those tax overages you have to wait a year for your claim to be looked at even though you can submit it right away they have to wait for the one year redemption period in california to be up in order to claim surplus so there's a one-year delay built into being able to get the money one year delay from the date of the sale actually technically from the date they record that the the deed on that okay the other issue with california same thing with texas which is next on the list is mortgage overage lists are going to be impossible to get you get tax tax overs no problem mortgage overage is going to be a little more difficult to get because they allow the foreclosing attorney called the trustee for the bank they allow them to actually do uh the surplus funds they give the surplus funds out i'm sorry to claimants so those guys just don't give a list out because it's too much liability they wait for a certain time period and then send it off to the state so you can't get mortgage overage lists in california or texas and yes i'm just as surprised as you are that california and texas have something in common um let's see new york we've just had difficulty our guys had difficulty getting accurate lists in the past um georgia they require that you pay a fee in order to access the registry of deeds or online land records department which you're going to need to do to research debt now as a result people don't pay the 25 a month which is cheap guys just put the latte down for chrysler georgia is easy to do you just have to pay that in order to research the it gets you access to all counties across the state michigan in the past they have kept tax sale overages mortgage overages we can work but michigan tax sale overages in the past that kept them said it was used for community redevelopment there was a recent court case that overturned that so we're going to start seeing uh tax overages coming in from michigan tennessee uh the only time you run into an issue in tennessee is occasionally you're going to see that they're going to ask that you have a tennessee driver's license to get the list not all the counties are tough on that but some of them are number one mistakes that newbies make you try to work just your local area stop it it's online from home there's no difference online there's maybe one millionth of a second difference in your researching a state across the country from you versus your local state and maybe your local state's a little more difficult to get a list so work wherever you get a list don't be silly about that um some of you guys are mortgage overages are trying to backward engineer it you're figuring that everything that is a mortgage foreclosure creates an overage um so you're looking at opening bid versus the sale amount thinking that's an overage nope a lot of mortgage companies have begun actually opening the bid or setting the opening bid for less money that's what's owed just to get the interest because they know it'll bid it up and go over what's owed and they'll be fine and get their money back so don't assume that an opening bid is the amount that was owed to that bank and get a list of actual foreclosure overages or tax sale overages don't try to backward engineer it okay there are some ways to do that we're probably coming out with something uh in the future to show you how to do that in certain states um but right now i'm telling you it's usually a waste of time you also have to check the age of the list and verify that the funds are there because if it's an old list you're chasing money that may have been claimed either by the individual or another asset recovery person so researching lists guys you have to research the ownership and the debt as it stood the day of the sale the reason for that is whatever is foreclosing that debt was taken care of in the foreclosure but if there was a second mortgage or a heloc loan equity line loan or there was um a bondsman's d bill bondsman's deed there was some other debt against the person or the property prior to the sale that debt has a priority claim to the overage i know you've been told by people online that you simply have to get the name off the list call them make a deal and go make a claim no absolutely not if there was additional debt that is entitled to the overage not the person i know also what you're going to argue with me about you're going to say that debt was kicked out against the property it absolutely was that debt no longer stands against the property it's still debt that's why mortgage companies and creditors can get default judgments against people it's still debt against the person which means it has a priority claim to the overage so you have to do research okay so let's do something really quick i'm going to show you guys what that looks like researching debt and ownership it is not hard and i'm going to actually take you through that real quick the reason i'm the the method i'm going to use here is i'm going to show you for instance let's say that you got uh that it was my name sean boujee s-h-a-w-n b-u-i-g let's say you got that name on a list and you wanted that's all you had you had the maybe you had the address maybe you didn't but you do have an overage amount what the heck where would you go where would you start how do you research ownership and debt it's not hard and we'll teach you it will take you through that really in depth step by step in the program but i'm going to actually show that to you right now so the first step is to just google the county i make i what i did with this one was mecklenburg county tax assessor okay guys one of the things is you can follow behind me in this training or watch it again and do it and see yourself it's not hard to do so i'm going to go to the county assessor's office sometimes you can use a gis polaris search you can also just do a tax bill look up which is usually the best way to go see if i can get this in frame so i'm just going to go ahead and search by owner name because i had that on this list let's say that's me you can see where they showed the ownership transfer at one point and then they also show a current bill has a street address right if you didn't have that now you got it has the legal description okay well and just so you know l m usually mean lot and map in north carolina but it's fairly easy this is a shortened legal description that's going to be important because if i owed more than one property you'll be able to check the legal description which never changes uh on each deed or deed of trust to make sure it's the right one the other thing you can do with the system those you guys that are trying to backward engineer you've got a list that only has a parcel id number on it you can see that they gave that here so if you had this parcel id and you jumped into the search and this is true of pretty much all counties and you put that parcel id in it's going to pop up not only for me when i owned it but it's also going to show when the last person owned it when that bill was okay so we've got the ownership transfer this is it was in 2020 so we already know we have the shortened um legal description we have the date when they when i first bought it and normally at this point you'd see another transfer if you were looking for a property that got foreclosed on you would see another transfer to another individual however i didn't get foreclosed on so that's where we are we can take that information and go to the register of deeds also called the land records department for that particular county okay this is for mecklenburg county i'm going to click here to acknowledge it the disclaimer real estate i'm going to search the entire index and i'm going to put in my name this is where you're going to see something interesting so if somebody's owned a property for a long period of time they may have had multiple deeds of trust or mortgages against the property there may have been a lot of things going on this is me not necessarily that property and i used to do a lot of work with past clients as a realtor where i took power of attorney and then a pre-deed for instance power of attorney in order to foreclose or indeed to foreclose i'm not foreclosed i'm sorry to close on a property either i listed or i sold the buyer forward they were out of town or they couldn't make it i had power fraternity for them and i did that a lot okay but you can see also another way to go through this besides the fact that i'm not looking for powers of attorney you can see lot numbers don't match it was lot 27 map 27 so these do not apply see how easy that is to to filter through all this stuff none of that applies now if i go to the next page again you'll see this is regarding something else you've got acreage and it was regarding my client on that so you'd know not even look at that but what do we have here so right here we have a deed and guess what that name tammy carlson matches the name of the person owned the property prior to getting this so this has got to be the deed on the property so immediately we know when it sold to me okay which is important you need to know how you know when i took took ownership so this is what a deed looks like guys general warranty pretty straightforward tells you when it closed where it's recorded all of that is very easy to read okay you can also see lot 27 still well placed we've got a match they'll also usually have an addendum like this where it says lot 27 map 27 page that's your legal description okay they usually use an attachment for that so now we know when i bought it now what about debt well that's just as easy what we see next or rather same day is this again we have a d this is called a deed of trust let me move this a little bit called a deed of trust on the property okay which in is the north carolina oops which in north carolina is what they call a mortgage and you can see everything you want about it how much i bought it for what the terms of the deal are the fact that it's security instrument um total amount again total amount borrowed you've got property address mentioned okay all of that and you can read it if you want the boilerplate guys they don't change from one deal to the next and this one's long it's a because it's a mortgage it will also have [Music] there's a plan unit development writer because i'm in an hoa but here you go so this shows you again they always use legal descriptions so i know i have the right property now if i had gone into foreclosure you and let's say it was a tax sale and you saw this debt if it was not satisfied or terminated and they show you that if it's satisfied or terminated online in their registered dean's department if it was not satisfied or terminated then i would know there was additional debt against the property do you see how easy this is now if this was the foreclosing entity obviously this would no longer apply because they've been paid out of the foreclosure so guys i just wanted to give you a really good understanding of how easy it is to read through all this information okay now again i talked about how the ownership the name on the list might not have been the owner at the time of the sale whoever the last deed holder was the last owner with the recorded deed on that property they are entitled to the surplus okay they're the ones entitled to the surplus unless there's additional debt against the property which is entitled now if it's a 50 000 overage and there's excuse me a 20 000 heloc loan equity line loan that hasn't been satisfied well we can still go after 30 000 right because we can at the time we petition to get the money we can have them set aside that 20 grand for the heloc loan payoff where they can get it at the time that we that we do this and we can go forward what you guys have been told online is if there's other debt it was kicked out by the foreclosure it doesn't count against anything no it doesn't count against the house but it does count against surplus funds so you have to use do that research guys the name if they quit claim to somebody else that's important because you need to know that the new owner is entitled to it not the person that's necessarily on the list you got are you starting to understand why the research is important um again the debt you guys are making the assumption that the debt goes away or no longer has a claim that's not true incomplete lists we kind of touched on that guys if you only have a partial id number you can still search the tax assessor's office to find the owner's last name and and usually they have historical records in there you saw that you can also use it to find the legal description or at least a truncated or shortened or abbreviated version of that that you can use to make sure you're looking at debt that actually applied against the property because a mortgage against 123 street does not apply on an overage created from east parabellum street do you follow me so you've got to know that that's important not hard to do again okay deceased owners this is important because we're an aging population you guys are going to run into this when you're doing your research here's the deal if the deed said joint tenants with rights of survivorship or tenants with rights of survivorship and there's two people or more on there if one of those people died before the foreclosure all of their interest in that deed transferred to the other surviving owner so you can go just through them as long as you have a copy of the death certificate not hard to get usually through the owner you're talking to the survivor the other one is if it says their name comma married or comma husband and wife it is assumed to be a joint tenant with rights to survivorship t which means that again you don't have to open probate the ownership of the property and therefore the surplus transferred at the time of death to the surviving spouse or surviving person on that deed as long as it says joint tenants with rights survivorship tenants with rights to survivorship or it says married or um husband and wife or husband and husband these days right as long as it says one of those things and the death the the person that died died before the foreclosure all of their interest transferred to the uh surviving person at that point and now they're entitled to all the surplus this is stuff nobody else is telling you but it's very important because we're an aging population and you're going to run into this a lot i mean a lot quick claim deeds well i'm sorry what if it's owned by a company let's do that you can check the secretary of state for the state even if this the company isn't incorporated in that state in order to transact or sell and buy property they had to be a foreign corporation as they call it registered in that state therefore they're on the secretary's secretary of state's website that shows the officers you can contact them make a deal with whoever it is that's can has the right to sign for this type of thing and they'll tell you that and they'll sign to that effect too and they will you'll be able to work with businesses as well quick claim deeds all that really means guys if somebody quit claimed a property to somebody else they just moved ownership it has nothing to do with that so if that's the case if the last owner was by quick claim deed you need to check the owner before that their debt to make sure there was an additional debt in place because the debt can be there already so quick claim deeds should be a little red flag for you where you got to check the previous owner when you're checking the registered deeds department or the land records department to make sure that they didn't have that against the property that wasn't satisfied otherwise that debt also counts it's important to know bail bondsman's needs you're going to run across these occasionally you just have to make sure that those have been canceled or you can call and see if they should have canceled them they will cancel them right away unless the person skipped out all bail bondsman deed is is the company that's the way for them to get collateral in order to pay for bond for the person so that they don't skip deeds of ownership versus deeds of trust i hope you've gotten an idea that needs a trust also called mortgages there's a difference guys they are completely separate you can transfer the ownership to the property without doing anything to the debt and that's important to understand the number one mistakes you guys are going to make is you think debt doesn't count or you think that if you go to a court hearing trying to get the money out for the ex-owner and there was additional debt and that creditor doesn't show up you think that creditor can still get the money because the creditor simply did not show up that is not true you've been told a lie let's go to the next okay so skip tracing now you've researched the debt and the ownership of the property right so now what you need to do is find them find these people so you can try to call them call them mail them can touch them and put the deal together so this is about who to use and why the top systems in my opinion out there are idi idi data tlo micro built and white pages premium now tlo has really gotten tight on who they'll accept usually you have to be a private investigator or an attorney these days to get a tlo account so unless you're one of those you're probably not going to be able to get that idi data is fantastic they're really good at finding the claimant their possible phone number and address great to work that's always our first go-to microbuilt m-i-c-r-o-b-i-l-t.com call them they are the beauty with those guys is they're not as good as idi getting you the claimant information however they're fantastic at finding possible relatives or associates that's a big deal that's a big deal okay so if you call them microbuilt.com is where you'll go m-i-c-r-o-b-i-l-t there's no u in it okay call them the phone numbers online talk to randy mosteller tell him that you were referred by sean bougie or greater good company and he will waive the 200 startup fee and they have very reasonable uh subscription services for that white pages premium is really good if it's a recent sale particularly in tax because a lot of times the people aren't out of the property yet and you can do a reverse lookup by their address i've been amazed with how accurate white pages premium and i never would have said that before how accurate they are with their reverse lookup by the address now the timing and importance of repolls so at the foreclosure usually within a couple of weeks they're out of the house okay as a result of that excuse me you've got a re-poll skip tracing at a certain point so it's important that you guys set up to where if you can't get in touch with them you're going to re-pull it a little bit later i'm going to get into that with contacting them you're going to re-pull it you're going to use a rotation schedule and trying to get in touch with these people now why and how do you contact possible relatives and associates you're going to send the same letter and i'll touch on the letter here too letter or postcard and make it say the same thing when you do using a script to get in touch with these people but you're also going to especially if you have your very lean data on the claimant themselves send out a letter or postcard to their possible relatives or associates addressed to them first of all they might be living with them now secondly that person will call you tell hey they're not here but here's where they are that's extremely important same thing can be done with phone numbers for those guys the return mail this is a big deal if you get return mail make sure you look at the bottom of that returned mail look at it carefully because if there was a forwarding order on there and it expired it will tell you 40 forwarding order expired and then give you the address where that where we used to go that's a lot of information that's great information a lot of people don't know how to do that number one mistake you guys make is you use cheap or free systems and uh you get what you pay for and skip tracing guys that's important to understand so contacting folks this is going to be a big deal this is where a lot of people using others at least this is what i get calls about they're using a different service and there's being told hey i don't um they don't believe me there's mistrust i don't have any credibility how the heck do i get past that and there's a number of reasons for that guys um and i'm going to touch on all this so mailing effectively you need to tell them where the money is you tell them it was it's uh court held funds that the money was created from the foreclosure i usually have my my crew write in the address so that they understand we know what we're talking about it's not just some mailing said to everybody on that we use postcards primarily right in the address the dollar amount we tell them where it is it doesn't matter and i'll tell you why that doesn't matter later but trying to do this by going hey i know where there's money you're owed and i'm not telling you where it's at click they're gone right that's why you're getting the distrust distrust and all that and you don't have any credibility at all with that so you need to tell them where what created the money how much it is and then information on yourself you've been doing this for x amount of years or you're with rightful ownerproject.org which is a great cheap way to get online credibility by the way um we run that just because we knew bbb cost so much we're bbb we have an a plus rating thousands of inquiries zero complaints that should tell you something um but it's important you understand our bio company with that is greater good company you can you can certainly look that up so the type of mailing i prefer postcards because they have to look at it without throwing it away i also prefer that my crew actually hand writes the address name and address in there you always send it to the claimant even if you're actually or address it to the claimant even if you're actually sending it to one of their possible relatives or associates the rotation schedule that we set is we hit them really hard the first week a couple times the first week and then it's a two-week rotation from then on out up until about three months at three months we will re-pull to see if there's additional information different phone numbers or different addresses to send this out to we do a hell of a lot of mail excuse me a heck of a lot of mailings uh out to folks um and that tends to help because there's always an aunt may that's a that wants to be in everybody's business and they're a gatekeeper and they will call you and give the people's name and address to call texting and social media guys i'm not finding a lot of success with texting even though you think we would um social media never had success with that you always look like a scam approaching them virtual assistants i know there's a guy online that really pushes that and says that's the way to go i disagree i think if you're going to scale up you need to have in-house people working for you on your payroll virtual assistants in in my opinion are my experience in the past primarily those folks are from an area where their particular accent is generally interpreted as a telemarketer so that's a waste of time and by the way i think these guys one of the guys out there that does that tries to set you up or set you up with virtual assistants as part of his deal i believe that there's actually a kick back then for that so i don't know for sure i'm just putting that out there um so i just don't think i just don't think it's something that works guys um take away so at a certain point what we do right before we skip trace again what we will do is the the uh if you leave a message that's going to change the message is going to be hey trying to call you name your company i've been trying to call you you're not returning our calls at this point we're going to see if we can contact if there was a excuse me if there's a creditor or someone else we're going to double check to see maybe there's a different creditor we can go after that can claim this money instead of you appreciate your time have a great day you know and same thing with the letter very similar here's the money here's how much it is we've been trying to contact you you're not returning our call for whatever reason we understand that however we're going to see if maybe there's somebody else we can contact and work with them instead guys that's to take away clothes that and i know none of my competitors are pushing that i'm most of them most people don't have the guts to use it okay bottom line is it will quadruple your return calls using a takeaway close both on uh written and verbal communication in other words messages and what you mail to them it's extremely important to do that zig ziglar said it and he was right the fear of loss outweighs the desire for gain so it is extremely important for you to take it away at a certain point in order to get them to to take action um let's see uh number one mistakes you guys make in this particular section i'm making good time um rotation you have to set a rotation you have to be organized with this using a simple excel sheet would be fine and definitely guys don't be afraid to use the takeaway look if you bought a car ever in your life you know they used it on you oh you're not interested in it even though i've showed you this and this hey hey nice to meet you have a great day thanks for coming in that's what closes the deal that's when you go whoa you can't take that away from me okay big deal all right so negotiation again i know what you guys run into because you don't use the takeaway close and you try to hide where the money is i know you run into people within disbelief they don't trust you uh you don't have online credibility you're just you're not you're you're not going to put anything together well to get past it what we do hear me out this is the way i teach you how to do this and we will partner with you on this and incur all the costs if you become a member with us getting past that disbelief and mistrust let me tell you what i do i give them 10 of the gross amount held by the court upfront within a week or two after they sign my documents it's 100 000 they're going to check for 10 grand in two weeks no kidding good faith money non-refundable they get to keep it i send that to them i send the rest of whatever i agree to usually another 40 to 50 percent when we successfully get the money out i take full responsibility for the cost of the attorney and by the way if you're not using an attorney you are not professional you are going to lose to people like me and there's very few that use attorneys like us all the time you are not going to have credibility with the court and you're going to get hammered you're going to get hammered by the county they're going to take their time paying you and they're going to say oh by the way we don't pay for third parties so tell you what here's your check made out to the claimant since you have a power attorney for a man i know these guys teach you assignments and powers of attorney which only work in certain states and re that also puts a cap on what you can make dollar and percentage because we do upfront structured buyouts okay some money up front more later and we always use attorneys the money is sent to the attorney so they can use a trust account to cast a check and they have good faith money so we are participating in the retrieval not just being a contingent type person involved with that as a result we are legal in all states legal we also don't fall under any finder cabs and we have credibility not only with the claimant who by the way what do they need after a foreclosure money not only do we have that they sign a power of attorney to our attorney they're not going to screw an attorney or try to go around them right and in addition to that they sign our structured buyout agreement so the online credibility guys um i like bbb but it's very expensive we set up rightfulownerproject.org years ago to help you guys get online credibility you're welcome to join that you don't have to but it gives you a lot of online credibility starts you as an a rating i think it's 199 or 197 dollars for life i think we're about to go up on that um that's just phenomenal yes if you're doing it without us you're going to probably want to have a website you can get free websites hosting on a lot of different sites godaddy you can buy the actual domain name cheap it's not hard to set all that up guys they've gotten that point where it's super easy why you need to stop trying to talk him into it a lot of you guys that are watching this training tried this in the past with somebody else's training right 30 of the guys that come to me started with somebody else and failed come to me and now they're excited and they're actually able to work it why you need to stop trying to talk them into it is if you talk them into it you have to continuously talk them into it during the course of the process of the retrieval it's a pain in the butt you just don't want to do that you do the takeaway you're done and now they've come back and they're not gonna they're not gonna argue in the future plus they've signed a power of attorney to your attorney instead of to you so they're not gonna try to go around you um and they've got upfront good faith money the way we do it advanced call techniques guys couple things you need to know i used to i actually ran a telemarketing company for years after college a couple of techniques you need to know first of all you want to change the way that you talk to these people when you're using your script you want to go up at the end of a sentence instead of swallowing your words you follow me so what you're going to do is you're going to go up in tone at the end of your sentence and then go on to the next sentence and then go up and down again see what i did you go up in tone they will not be able to interrupt you okay because they've been programmed socially to interrupt you when you swallow your words or when you're pumped right so you go up also you're using a yes voice you're not talking to them like hey um so what we're doing is no you're going hey so what we're doing and you're assuming they're going to say yes i know that sounds silly and ridiculous and like yoda is going to pop on the screen any second here right but no it's absolutely true anybody that's done any kind of telemarketing or online sales or or sales rather over the phone knows what i'm talking about i also always use the last name first and then i get familiar with the first name in other words hello i'm looking for uh john thomas is this hip great john what i'm doing see how i use their last name because that's respect from the get go and it double checks i got the right john uh then i use the first name as kind of a i'm getting a little more touchy feely with them that's important website options again guys um rightful ownerproject.org will give you a lot of credibility it's fairly reasonable i think we're going to go up to 299 if we haven't already but it's still that's for lifetime uh bbb is a great way to go but they start you out at a b rating and it takes forever i know i've got an a plus rating with zero complaints um our buyout company is greater good company you can look that up zero complaints thousands of inquiries a plus rating um the takeaway again when you're negotiating it's the same thing i learned this one by by being a broker while being a broker in north carolina selling a heck of a lot of real estate um you saw that from when i scrolled through all the powers of fraternity i had for all my buyers and sellers over the years um so the takeaway is huge you just if they're like well i don't want to do it for that or i don't hey i completely understand that i appreciate you taking time to talk to me today i'm going to send you a letter confirming the conversation just to give you my phone number if you change your mind give me a ring i just really appreciate the opportunity to talk to you and answer i i wish you the best and i hope you have a great day have a good day bye always say bye otherwise they'll say you hung up on them right and it's no issue at that point they're going to call you back you know why in their mind because you're using a good faith upfront payment in their mind they're thinking you know i can really use that 2 grand 5 grand 10 grand whatever it is i can really use that right about now and they're gonna start spending that money and the car is gonna break down and they're gonna realize you know what this guy has a vested interest he has money in it he's using an attorney he's on the hook for that they're gonna call you back and if somebody else calls him that's a fly-by-night guy out of his basement that you know is calling anyway if they get a call from somebody else that doesn't use an attorney that doesn't use a good faith payment they're not going to care so much about the difference on percentages whatever that particular difference is because they're going to realize hey this guy's actually spending money time and effort and knows what he's doing so you just don't run into that with us what if they're working with somebody else guys i don't poach anybody if they're working with somebody else we go hey sorry didn't mean to step on anybody's toes appreciate you being honest about that um we can't work with you if you decide not to work with them in the future you've got our number give us a call otherwise we appreciate the opportunity to talk to you have a great day well what about if they start asking questions you just go hey listen ask the person you're dealing with that question right well i'm thinking i asked them you signed an agreement with them go ask them we're not going to step on anybody's toes let me tell you something guys that builds a level of credibility you've never seen okay being upfront and honest and full disclosure pays off even if the people are not upfront and honest they understand what they're dealing with and you are upfront honest and you practice full disclosure number one mistake you guys are going to make is you lose control you have doubt in the process you don't you lose control because you're afraid to use the takeaway you go down rabbit hole searching for simple maybe this particular debt won't count or maybe this person is is the second cousin or i saw something where this person this john thomas died i wonder if it's the same don't look find the right person if you don't you can always come back to it later do not go down that rabbit hole you're wasting time also always use the takeaway and guys you always do that professionally and cordially you don't go all right fine whatever if you change mine call me have a great day now you go hey look i appreciate what you're saying i understand it i have no problem with that appreciate the time today have a great day bye i mean you just you take it away guys all right guys let's talk about the actual contracts how you structure them how you stay legal and how this gets you around any finder caps so first of all to structure a tight binding contract with you on the buyout what you're going to do is come up with and you can look this up for free online come up with a structured buyout agreement hey and this is what has to be in there their name their signature notarized okay the amount you're going to give them up front at what point i usually say within 10 business days that way i can get their contract back in the mail i hire a mobile notary and i send the mobile notary you can send it via via uh email send them a fedex label that they then use print out and use to send it back to you overnight that's what i do i don't play around i get it done so when i do it though the structured buyout agreement has to have occurred certain key things in it the amount you're going to pay them up front and when the amount you'll pay on the back end if for some reason there is a difference in what you believe is to be uh retrieved well then what at what point do you say i'm not paying you any more like for instance if you're going to pay up 2500 and you get five grand out and your attorney cost you 25 you're not going to pay him any more than that it'll also if there's more money that to be had the list was incorrect for some reason which happens more or less money what happens at that point how's that split up you cover all of that in your structured buyout agreement the one i have is about three pages long just so you guys understand the buyout makes it so that people are more than happy to sign whatever you put in front of them i do tell the mobile notary make sure you go over with them and i tell the owner i said listen read it when you get it read it okay i also give them uh actually my crew gives them my direct sell number uh and then tells me when the mobile nerd is going out and the mobile notary has my uh direct cell number so they can call me just in case the claimant has any questions i can i can answer those on the phone as well now the other thing that they're doing as an attorney which is a power of attorney to your attorney now to make this easy because i know a lot of you guys are like okay but what if what about if i'm working in tennessee and then i'm working on in georgia and then i'm working in north carolina and south carolina then i'm up in maine how the heck am i gonna do i have to have attorneys in place before i even do this absolutely not the key is to hire an attorney mostly most people that do this do this legal or it's one and done type method you get an attorney local uh to work and say look i'll work any local deals but what i also need you to do explain the whole process to them it's not hard to explain it to them usually real estate attorneys get it pretty darn quick um but once you get an attorney it doesn't even have to be local could be an attorney in another state but they're good to work with there's no problems tell them hey look i typically pay up to 10 sometimes a little more but up to 10 i pay my attorneys 10 gross um but i'll pay you the referring attorney three percent to find me an attorney or your paralegal to find attorney somewhere else just to do that and they usually go holy cow that's great my paralegal i will make a lot of money guys the average retrieval right now is forty thousand dollars talk about twelve hundred bucks for the attorney just have their paralegal find another attorney in another state to set you up with so your power of attorney goes always to the central attorney and they are allowed to hire the local attorney to make the deal work so once you get one attorney done you're done you don't have to hire any other attorneys um what to offer i kind of covered that i i kind of let them talk when we come down down to uh brass tax as far as what it's going to cost what they're going to charge me typically they'll tell me either a set fee or a certain amount per hour and i'll agree to that usually it's reasonable all things considered sometimes they want a percentage i'll cap them out of 10 percent if they want a percentage staying legal guys it's very important that you actually give at least 10 percent of gross upfront to them by the way if you partner with us we'll do that you partner with us with the national surplus all you got to do is research debt and ownership turn it into us we'll find them put the deal together hire the mobile notary and the attorney we'll give them 10 of the gross up front and we'll give you that's the national surplus eight percent of the gross when we successfully get the money out no brainer and it takes 15 minutes for you to do the research once you've done a couple of files the other one that we have is the premier 16 we give you 16 percent of the gross gross amount held by the court guys it's a lot of money um we'll give you sixteen percent of the gross but on that one in addition to researching debt and ownership you also have to find the people and just have a conversation you don't negotiate just have a conversation to make sure they're willing to speak with us if they are great pass it on to us we take it from there we negotiate the deal hire the mobile notary and the attorney we take it to court get the money out give the owner by the way 10 of the gross upfront our money good faith money hire the attorney and roll it on out now some of you guys out there that have been in business before you're asking me wow the 10 days why did you build in the 10 day 10 business days two weeks and and how do you protect yourself well during that 10 day period the attorney that's getting hired to retrieve the money is pulling title as it stood the day of the foreclosure so he's going to double check the work my researchers sent to me you can also double check your own work and also make sure there weren't any judgments because a lot of times online you can look up judgments you can only look up well there's a few states that are exceptional but you can only look up mortgages and and uh liens against the property so it's good that the attorney can double check to make sure there isn't an irs tax lien there isn't a credit card judgment whatever and that's why i built in the 10 business days or two weeks i'd rather pay 150 up front and find out that hey there is additional debt and i can't work the deal then pay the owner two five ten thousand dollars you know ten percent of the gross up front there and go oops i can't collect the money so that's why i built in that that time period there are no finder caps because we are participating in the retrieval that's a big deal okay in post-sale redemption states you need to know this california you've got to in california wait the year that hurts most of the states you claim the surplus even if there is a post-redemption tax sale post-redemption time period in other words the owner is allowed to come back and buy the property back after the tax sale foreclosure happened but even in those states whenever you claim the surplus that there's no effect because when you claim the surplus that eradicates their ability or erases their ability to go after actually redeeming the property so the number one mistakes you guys makes is you're using assignments or powers of attorney that's stupid because you're using the power of attorney to yourself okay the county in that case in most cases now is cutting a check made out to the claimant and sending it to you and going since you have a power of attorney you cash it you're not going to be able to cash a third-party check um assignments are illegal in a lot of states or that makes you a final which caps you at a dollar amount usually very lower percentage i know the other guys aren't counting this either and you're not using good faith money and that's that's the key guys to get them to sign at least that's what we found all right so i went into how to pay the attorneys right as far as finding them you can actually go to you can go online to the the bar for that state north carolina bar whatever state is bar association and they'll send you a referral for somebody to contact other types of attorneys that are great is real estate attorneys you can walk them through the process it's usually not difficult um you basically just tell them what they have to do some states require a motion others require that they only fill out paperwork for them because they're an attorney the county will send the check to the attorney in the claimant's name and the attorney can use their trust account to cash that check they can take what they're wrote send the rest off to you and you're done or some prefer they send the portion that's still due to the claimant off to them and the remainder to you after they take their money out not hard to do um choosing and finding mobile notaries guys i've been kind of avoiding the mobile notaries uh that are on these that are basically hired by these centralized sites literally a google of uh mobile notary that city and state where the people are will show you usually a ton of returns um typically you can spend anywhere from 75 to 200 i know that i've done deals in the panhandle in florida where there's like five mobile notaries because it's so population if there's no population density there so it's more expensive they have to drive you know half an hour whatever it's 200 bucks whatever i'll do that um speed does matter guys and getting them to sign um the beauty with the mobile notary is that they can meet them anywhere at their discretion at their convenience so they don't have to meet at a place you know at uh like a restaurant or whatever the mobile notary can meet wherever they want they can i should say they can work meat at a restaurant if they don't want the mobile nutrient going to their home that's not an issue um so title recheck guys the reason you need that again is there's certain things are going to pop up that might have a claim to that money that are not showing up on online searches so it's very important to have the attorney double check that um as far as requesting it through an attorney you need to say look i don't need certified title i need titles uh searched as instead the day before the foreclosure pretend like we are at the day before the foreclosure otherwise they're gonna do title for how it stands now and that doesn't have any that's for the new owner that has nothing to do with the owner that's due the money right because it's already been foreclosed on number one mistake you guys make um you don't give good direction to the notary right you don't go into it in detail i have them get two copies signed of everything and send those originals back to me and then drop a copy off with the owner i also have them take a picture of driver's license so that that's in the file for the attorney um and again i recheck have title rechecked prior to sending out the initial good faith money so guys if you're serious about this business and you want to work with the best which i think is us please consider we built our system from the ground up designed to work everywhere and get past any finder cap we don't have any issues with legality we never purchase somebody else's program which cannot be said for these other guys out there okay we i know that a lot of them bought my program they've either said so or intonated that they have um basically all they're doing is they're reselling information telling you how to do this sometimes they provide good support they don't partner with you and they use assignments or powerpoints attorney which are questionable methods these days guys that's old school and it just doesn't work our systems give the option of doing part of the work partnering with us national surplus you just researched debt and ownership send it in we do the rest and it does also teach you how to do it on completely on your own too the premier 16 program that one uh pays you 16 gross but you have to find the people and have a conversation double the work double the pay that's how we figure so we're working a lot different guys we make our money working with you with partners out there so we have a vested interest in making the deal work and we have a vested interest in making sure that you're successful it's very important and that's using our money our training our support you get an initial pdf usually the each program is 50 to 60 pages long you get that we recommend you read it twice once you've done reading it twice at least now you've got kind of it's a new skill set right so now you at least have the lingo down and you know if you do use our online support system through jeff that's my right hand man my business partner if you use that system you're going to be using the same terminology we're speaking the same language he gets back within one business day which phenomenal nobody else does that fast we also have live question and answer webinars you also have a link from that ebook to a resources page that has a number of things on it the independent contractor agreement is on there you can sign online that protects us both what you also have on there is uh exceptional video training additional video training on there you also have access to our active files list so you know what files have already been turned on turned in so as soon as you get a list the first thing you do is take the names from that list you search our list to make sure that they're not in there already and then you again we do not we do not have a saturation issue at all but it's nice that we're that transparent we update that list at least three four times a week so you know what you're dealing with and you're never gonna get oopsie we already had that file we've been working surplus funds guys longer than anybody else over 15 years and work tens of thousands of cases tens of thousands of cases so if you're ready to work and you want to get the right system ours is a third of the price of anybody else's it's 497 as of this date 497 for national surplus or 497 premier 16 either one um and you can get them bundled together 597 we're a third of the cost to everybody else because we make our money actually working with you and putting deals together we don't make our money just on hit and run education the 497 is enough to cover basically starting you up providing support doing the initial mailings on the files you turn in and all that that's all we're doing is defraying the cost i appreciate your time and i promise you my phone number you can call me 9 a.m to 1 p.m monday through friday eastern time at 704-791-9398 that's 704-791-9398 also guys that number is on the website surplusfundsriches.net go there you'll see contact information for me and uh you can click on products to see what we have i appreciate taking the time please let me know um you know if you get an opportunity and we do talk let me know if you have any questions uh or you like this video whatever just so you know guys i'm not going to partner with you if you haven't bought the program um i'm just not that's not fair to the people that pay for that um obviously there's additional training involved that goes a little more in depth uh like really difficult title how to untangle that and a lot of other information on there um but please don't call me go hey i've got a bunch of deals i want to partner with you i'm going to go great by the program and get back to me because i needed to afraid the cost of starting you up i'm also not your mentor um once you once you buy our program you have our mentorship uh via the support the online email support and our live question and answer webinars however i'm not here to answer your questions if you're not a member okay i appreciate taking the time have a great day