From Solo Agent To Real Estate Broker With 23 Agents In 3 Years!!



alright what's up guys Jason worked up here and I'm here with Ashley Ashley thank you so much for joining me here today yeah so for those of you guys who have been following me for a while now you probably recognize Ashley you've probably seen her before because she actually got started with Arsenal way back in 2016 I think it was like the late summer fall of 2016 so it's been a number of years now yes yes yes I know since that video has gone out I would probably say like 200 people between email text singing hit me up on Facebook calling my office well I think I think that video on Facebook now has close to a million views if not I think it might have even already passed a million views so let's just for everyone watching right now that maybe didn't see that video let's jump back over and I'm just gonna show you guys that video hey everyone its Ashlee here in Memphis when to shoot a quick video for Jason and just tell you yes the program does work I've gotten a ton of messages asking it doesn't work it does work I made it add uploaded it on Facebook and the leaves started coming in and Arsenal has really helped me just keep track of all the leads that come in arsenal I love Arsenal because I'm to follow up feature if you are not using the follow up feature use it I promise it's awesome I have actually gotten probably close to at least 90 something leads so far I don't know if you can see my computer screen but I have about six pages 1 2 3 4 5 6 pages leads with people's names email and phone numbers so it definitely brings the leads in and I think one of the biggest things in our field is the follow-up so I definitely used Jason's follow-up I also use his appointment scheduler that he talks about in his videos if you have not watched the videos go watch the videos my appointments come straight to my phone I love them I recommend the system follow it's I use canva to create my ADD canv a canva looks like that kind of really simple program canva make the ad will just probably the video file the video upload the ad and do what Jason says okay I realize how bad my video quality was probably just the exported video on my side of things but well fast forward now three years I mean you said you've got 90 leads or something like that and all the videos it works what you actually made a post just a couple days ago maybe last week inside the Facebook group kind of given a new update and I know that this was going crazy tons of comments so just tell everyone what you say on that post what happens happen recently and kind of what's gone on over the last few years okay so last when I when I did that video I was a real estate agent of course so most people know I've been in real estate since 2006 so I've been in real estate for a while now I'm actually the principal broker Alec from here hello home we have about 23 agents so now on top of helping people buy and sell their home now I'm recruiting and training and motivating all the agents at the company so so cool yeah so that is changed since that video so yeah I did posts in the group because I still kind of I follow the group and I lie something some that is activist I could be in there but I've been I mean changing up my facebook ads a little bit and I sometimes I do engagement posts and just get traffic to my page and I get a lead generation post and Arsenal caked right on in I got alt likely she started coming to my email and so like I that's why I posted I said it still works after all these years all my email bundles kicked right on man he was emailing me how to get started and surprise me what didn't surprise me but you know everybody's like how do I get started and I was like oh my email photo kicked in like everything that it still it still works it's the works that's awesome that's awesome so so I know a lot of times agents are like they see someone that's successful just like you and they're like all right Ashley what does your ad look like what like how are you actually having success how are you actually generating leads and so I just wanted to kind of pick your brain and talk to you about that and I know you've done some cool stuff because like one thing for everyone watching one thing there's a she's done that I've absolutely loved if she's taken like the core templates of the ads that a lot of people have seen and stuff but she knows her mark like I don't know Memphis like she knows Memphis right so she knows that there are a lot of renters in her area and so she kind of tweaked her ABS a little bit to speak more to the renters and saying like hey look you're probably paying more in rent than you could if you like just bought a home and so I mean I remember that having that conversation a few years ago and that that's kind of like the one of the ways that you tweaked and target your ads so anyway talk a little bit more about your ad creation how you like come up with these ideas and you know get results like that so yes so I do to see if you can clearly telling them video how country I can but yes so Memphis is like I think about 49% renters we are a huge rental market investors love Memphis so I recognize this so in my ads a lot of times when the answer is running right now is I had like one of my friends who is happens to be like a single mom with two kids she's been renting for like seven years and she closed on her house so I have a picture like a boomerang of her holding sold signing her two kids are standing there in their new kitchen and I ran that adds an ad and of course I gave some details on her like single mom two kids renting seven years paying $1,100 a month bought her first house today you can do it too you know it's those ads that people can relate to and there later seven years you know I have that could be me you know so I have to keep it creative I know people love videos they hate just paragraphs on paragraphs you know they love videos they let me see somebody who looks like them maybe in their same situation and I cracked my eggs to that or here we have some loan programs to give you downpayment assistance so I'll post a picture one of my clients on the sole time and say she moved into our house with zero down you know worth it FedEx overnight you know it's kind of you have to know you're the market right so I know my market I know what people like and I could see when I post regularly if I get a lot of likes or a lot of comments or letting the shares I'm like okay this is what people like this is where I'm getting a lot of attention and attraction and then I'll just make it into an ad and that has worked for me totally has worked for me that's awesome yeah one thing I like is you're talking about knowing your market and that's I feel like there's kind of two fold of that it's knowing the people like the demographic like who are those equally renters then also you mentioned like knowing that like there's downpayment assistance that like is like every market is going to be a little bit different so what Pro they have to help the people so it's like knowing your market of the people know your market of the programs and then one thing that I love that you've done which a lot of people don't necessarily do is you took a little bit of extra time like yeah it takes it like a couple extra minutes to make a boomerang takes a couple minutes extra to go through and write out the story of like you know renting for seven years it takes a little bit more brainpower which not everyone wants to go through and do but obviously it's really paid off for you yeah it totally it definitely works people like a story people like people use people who they trust like I've learned that you know I'm not always like sale sale sale buy from me pick me pick me you know it you have to have that trust um I post consistently you know and I just it's just part of my marketing plan and you know like I use a variety of things like I don't only use Facebook ads I don't you know I use a variety of things to grow my business and it just takes time and consistency and effort for sure you got to put in some kind of effort you know just throwing up an ad and hoping somebody bites it's you got to put some time and effort into it and do it consistently oh yeah and like you said I mean I feel like there's a compounding effect like obviously it's great to start somewhere so it's great to get some Facebook Ads going but obviously if you're doing other things like even if you're marketing on Google or at doing SEO stuff or billboards or you're on buses like all that stuff's are compounding the fact where you're just super branding yourself which the great thing about Facebook is either you start with no money you're brand new solo agent you could throw a few bucks a day and get that exposure and like you're saying make a post on your Facebook page and test the engagement see if there's an even one even interacting before you even put money behind it which is kind of dangling that's what I do if people are always like actually I see you ever where I'm like I know they're like you're on Facebook I get something in the mail from you you know you're like that's that's the way and like I need you to see me everywhere yeah so yeah definitely tested see what kind of nation when you get before you put some money behind it for sure totally so do you have like an example of a Facebook ad that you can show everyone watching because I know we talked about the ads and sometimes on these interviews we talked about and it all gets them down in the comments can you just show us the ads oh let's check it out visual people if I can do this you know guys Jason is like you got it can you see my screen I can see your screen okay so Jason you to pay for your channel yeah you're the one who taught me how to like target and do all all the things you're the one behind that which Ashley is gonna be starting her YouTube channel here and so if you guys want to check out her YouTube channel out a link down in the description so here's one okay so I run multiple ads so here's one of me like at a property that I have for sale and I'm just talking about the property walking through it great way to start your portfolio then you can see you see like how many people it's reached how many plays it got like that that's an example of one it just depends on who I'm marketing to I have let's see the one that everybody loves is let's see if this works here it is here's one so like I said him a good friend of mine Horsham made a sign because her daughter's new house actually ran a video and it showed her daughter walking into the house and her reaction when getting her first home in that video I've got a time abuse like I had my phone was blowing up just showing a little reaction to our first house a new room but here's one and so you can see like you can see online I'm showing you I'm being transparent right here no this is awesome this is great stuff so you know well done girl woman powers so yeah just and it's just a quick boomerang you know and there's what I've said so this right here you are running because this one's not linking out to any really landing page or anything like that so this one you were saying you're running it as just a post for engagements right to get likes and comments on that post right right it's keep me top of mind like my direct messages are overflowing at the moment right now of just people who have seen this hey Ashley you know help me to you know even though they go here they still click on my page and send me a message tone oh so totally engaging I think let's see if I have any more they always people reacted to your video I don't know if it's the same video oh so I always run videos of me talking about the home buying process okay go ahead Jason oh no I would just say I was just saying okay that's great like so you're and this is another key thing that I think that a lot of people where they fail is they're always just going for the the kill they're always just going for a give me your contact information and give me this give me that where it's like I love videos like this and honestly this is why I started my youtube channel because most of my videos it's not really like I'm not saying buy this buy that opt-in here it's like it's just literally just pure value or at least that's my goal with it where it's like right here for your target market it looks like you're just giving value you're not really trying to go through and get them to opt-in or saying like hey message me to buy this or buy that or whatever exactly like I said you gotta built that trust before people use you so I was just waiting on my clients to pull up I was it the closing office we were about to close on a house and I was in the car and I just like hmm let me and it was a smooth process a really smooth transaction close in like three weeks and the people were super organized so I pumped on the video sitting in the parking lot and said hey the best way to go about is to get organized you know don't rush and all your paperwork together just offering a tip on how to make this process as smooth as possible and then you can see like the engagement how many people have reached you know so I'm just I run multiple ads if they don't get any engagement I'll stop my test you know I test my hands to see what works and this helps people come to spring-trap into my page they end up liking my page they'll go to my website they'll ask me questions so now I look like the expert in my market you know so they'll come to me when they have questions and in return they end up buying from me or if they know somebody looking for a house they'll say Ashley you seen Ashley in the video so that means not me saying pick me pick me but it's kind of like saying pick me without saying it you know because I mean she's offering the volume yeah so that's the best advice I'm probably give all my new agents have a lot of new agents you know you have just got to make yourself give out value you need to be the expert in the field especially new agents who don't have any clients like you don't have it kind of vouch for you or refer you know so you start offering value start offering knowledge to make people trust to you know so that's what I do that's what I do so once me let's say that I'm an agent and I'm watching this video right now and I'm like oh man well Ashley super good on camera she looks great on camera yeah but I'm like too shy like I don't want to get on video I don't want to do like what would would be some advice or tips of somebody's like maybe doesn't want to be in the limelight doesn't want to be on camera there's a little bit shy to be on video I know I get that all the time I don't want to know what I'm actually I don't like the camera and I get it like I used to number wanna go live I totally get that the main thing I'll say is you know really like just do it just get out there and the more you do it the better it gets like let me say that and so for YouTube a lot of times I think YouTube might be better because you don't really have anybody watching you you just talk to the camera you don't have to worry about you know people watching you basically at that moment because I'm go live like all the time so I can see when people like come into the live and I'm like oh no it's like two people now it's 20 people in here you know so that can be like going live I need it that's scary so maybe start with video or maybe do like a short video or talk about something that you know really will so maybe you know if you to house maybe at an open house just walk through the house or just practice like I shoot videos like five and ten times until I get the one so I'm taking a selfie like ten Sobeys before I get there right so you know practice and it's like like honestly and Jason this is me being transparent like yeah lot of times I don't want to do videos or I'm a little scared to post something but I just remember my why like I have a daughter who is six like and if I don't work she won't eat so it's kind okay actually it over remember you're why most people who are doing videos are nervous like you are yeah but just just get outside your comfort zone that's where the magic happens no I'm totally with you cuz like I most people don't really know this cuz like you know have a youtube channel and I do videos all the time now but like I'm super introverted and I remember a couple years ago I was like scared to death to shoot the videos but I was like well there's no one following me anyway so might as well reshoot the video so you go back my videos are super crafty towards the beginning and even talking like you're talking about doing lives like when I do lies I'll do lies inside of our groups and like even just like people that know like as soon as I see that number tick up like there's one person on two people on three people on I like I can't look at that number because like just gets in my head so like I mean that I i 100% agree with you you just got it you got to do it you got a practice and even still like as you go through and do it more and more like even after you've done it for a while there's still like you still get that little like yeah nervousness in your head like self-conscious or whatever and so you just got to do it just do it like it's just one of those things just I don't know you just have to do it now I'm with you like as soon it's it's like live my little red button start my okay I just have to turn it on and now people are like Ashley why are you not nervous or how are you not nervous I'm like I'm still nervous I just do it nervous like I still do it nervous oh man so what else what else do you want to share what other feedback or yeah some tricks that you want to share it look so you know it's legit I want to make sure you hear Jason dump Amy videos but this is like what my email looks like when I posted in Facebook and said hey you know it still works my funnel still works so these aren't my emails that have come through on the lead generation and it's just I don't make my lead generation capture too long I just really ask for their email first name and phone number yeah because I think if it's that too many it's not do it mostly you know so in after they do this they go into my funnel and I think I have about five or six emails that they get maybe every day or maybe every other day that just tells them how to get started with buying a house how they can reach me offering some advice or some tips sharing loan programs even if I have a house that maybe just hit the market I'll put that in the funnel so hey check out this house it's coming soon and it hits all my clients you know a lot of times they might not be interested in the house but they'll say I don't really want that area but I am interested in this area can you send me some houses in this area I'm like yes of course I can you know just to get that engagement that dialogue that communication going so it works but that takes time like I had to sit down and think about my email funnels the order I put them in what I wanted them to say yeah you know so it take it does take time but it was easy you just but you just do it you know the thing the thing we're like I like whenever I'm working on a project or something like that and you know putting together an email funnel or anything like this yeah like I I get more motivated if I know it can be leveraged out so what I mean by that like if I had a go spend four hours write an email follow-up and it's just looking for one person it's a little bit but if it's like hey this is good like every single person the next hundred or thousands or tens of thousands of people that come through this funnel are gonna see the same thing it's like man that for hours super leveraged exactly exactly I like because honestly I think the most agents are like this thing if I can have you almost converted by the time I directly talk to you the better like if I've already kind of weeded you out like okay you're thinking about fine thing about buying a year from now okay we really don't have to you know have a sit-down face-to-face conversation because you're not trying to bang for another year or two totally oh it kind of helps me weed out and filter who's ready right now okay your lease is up at the end of the month okay yeah we need to get a face-to-face sit-down gameplan those house hunting you know so it does some of the extra legwork for you if you get if you take the time and instead your buns up we're sure well any any last tips or advice that you want to share with anyone that before we wrap up here um just it takes time it's not overnight I know a lot of people new agents get in the business seeing other agents thinking you know they're gonna be rich overnight and it happens overnight it doesn't even though a lot of times I only posted good a lot of people think that's all it is no I still have deals perla part I still have you know I missed some clients but it takes time you got to be consistent you got to be disciplined I am a hundred percent full time agent um and I'm a mom and I still have to be disciplined like I work at a nine-to-five like it's just it is what it is so um no stay consistent I hope every I'm here if you have any questions subscribe to my youtube channel that's right go check out her you teach and you've got a couple of digital courses right they kind of break down exactly what you do and what you do on social media to tell us a little bit more about that yes so I'm came out with to ebooks basically one of them is for new agents because I know when you get started maybe you don't have a huge budget or you don't know where to market to so I made like a my top ten budget-friendly marketing ideas so you can grab it there I made that super easy it's not open houses not co crawling it's not door knocking for the record I never door not like that was just not something I like to do so I can find things that work for me in my personality so I'll put them all in the e-book you can grab it creative ways and I made a workbook for agents who hate to post on social media that's what I always did I don't know what supposed I don't know how to post so I made a workbook I even put like a Content calendar in there so it tells you what to post for 30 days awesome oh yeah just go grab it give me your feedback tell me if you like it you know I know there's a need so when there's a need I still try to help where I can as a campy hard or discouraging get into the business and not knowing anybody or what to do so you know yeah so Ashley Pickens calm and I'll add all the URLs down below this video so if you guys want to check that out Channel she's just getting started so make sure you subscribe so you can check out all the latest of somebody that is actually putting this into action like we were saying three years ago she was a solo agent now she had she's a broker you have 23 agents right 23 on your team 23 agents a lot of them are super node just to the test so everything I got teach them I try to share it with other people so kind of get leads how to market how to time manage so you know yeah that's what I'm doing now 23 agents and we are growing we just got a new office so we're growing yes I love it well actually thank you so much for taking some time and sharing with us and being super transparent showing us the ads and like telling us exactly what you're doing and same thing guys like go check out her channel because she's just as transparent over there she's gonna keep making video showing you guys exactly what she's doing so if you want to see what success looks like in real estate go check out her channel see what she's doing see how you can model what she's doing and implement into your business and really be able to grow your business in next three years maybe you could be a broker with 23 agents on your team I know god is good let me just say that so yeah and I'm here if anybody wants to reach out ask me any questions I'm always available clearly you all everybody already knows that because you're a much okay awesome well actually thank you so much again for joining us and appreciate you spending the time of course of course against Arsenal it still works after all these years it still works

Real Estate Investor with Ryan Wright



hello everybody and thanks for joining us today on our show I'm really excited you could be here so today we're gonna be talking about how you can invest in real estate but we're gonna be actually talking to some of the specializes in getting them money to do this and talk about the ins and outs everything you need to know so with this is Ryan right now he's actually the CEO of do hard money.com almost 19 years ago Ryan started investing in real estate he soon saw that it was very difficult as many of you know to get funding quickly on the properties much less from the reputable and reliable sources so having come from a real estate investing background he sought to provide a way for others to grow their real estate investing business but offering short term loans with no money down and no monthly payments the solution was do hard money a private hard money company that offers short term funding for real estate investors we're gonna be talking about this and many other different ways that you can get financing for this purpose of real estate investing today so hey Ryan thanks for coming on man I'm excited you could be here yeah thanks for having me I'm really excited to be with you here ty yeah it's gonna be awesome man you you we have a lot of real estate investors that follow the show and this is the number one question for every single one of them is how do I get money and you know sometimes we have guys that come on and they talk about these ways around the process that seem a little bit more complicated yours it's pretty direct so Todd you know what's get started I mean how does somebody even get started let's say there's somebody that's paying attention and wanting to get started with real estate investing from your experience what's one of the best things to do what's one of the best places to start well I mean it really everybody's different so you've got to start with some education and understand what type of strategy you're going after because there's lots of ways to invest in real estate and depend upon your strategy or what you're trying to accomplish you know a lot of people want to start with wholesaling a deal where they find a property get it under contract and then flip it to somebody else that's going to purchase that contract or take over that contract for them because it's there's not a lot of cash to get started but if you're gonna do that you've got to figure out how the end buyer that the end guy that's gonna be the rehabber is gonna get money as well so you've got a money problem there some people want to fix them flip buy it fix it up and sell it but then they've got a money problem there some people are looking to get into rentals and so how do we get financing for that some people are looking to commercial all those things are different animals so I think it starts with I did buying a strategy I'm getting some education know which which direction to go and following a proven path so do you find how does somebody know the right strategy you just named a bunch from experience most people don't know those and they don't know like the difference between them yeah I think it's really like I say it's the education right so the understanding you should know what different strategies are out there and which one makes sense for you so some of them are going to be higher higher risk some of them you may have to sign on alone some of them you may not have to sign on below and some of them you may have to manage a rehab crew some of them you may have to with all of them you're gonna have to understand property values what's a property worth you're gonna have to understand when there's an opportunity when there's not I tell people every day you can walk right by a great opportunity and not even recognize it because you don't understand it that's where the education so training some software some tools are gonna be really helpful for anybody it's looking to get started the software out there right now is absolutely amazing if I would have had it when I started almost 20 years ago I would have been so much further ahead because the technology's just increasing so I think it really starts with understanding the differences the different investment strategies I think it then at that point you've got to pick the strategy that works for you works for your financial situation it works for your lifestyle it works for you know your job whatever whatever family commitments you have and then from there do everything possible to make that strategy work and then and then as you get more experience you start kind of working up a level of different different different investment options so do you think there's like a checklist of things in your head that people should do after that I mean step one figure out the right strategy there's a lot of them and then of course based on the strategy you choose that's going to determine what next steps are but there's still a lot of steps in the process that are pretty similar for all strategies so what kind of steps can somebody expect to take in the process yeah absolutely unluckily it's not just in my head I actually have written it down I've got videos and and everything else so yeah I think as step one really becomes define which investment strategy you're going to be using when it comes to real estate step two from there is to put a blueprint together which is basically where where am I at and where do I go and what is the bridge to get me there so we have what's called a next eel blueprint where we sit down and we can put together based on personal circumstances what's it's gonna take to get you either your first wholesale or your first to rehab fix and flip or your first rental property so we we have a software we've developed it was just you don't need the software it makes it easier but you can do it yourself a saying what are the next steps that I have to do and then we just reverse engineer it's you know I'm here I want to get there what's gonna happen you're gonna make this many offers you've got to make this many phone calls if you want to do postcards so then it becomes putting a marketing plan together so the first thing is develop a strategy what are you gonna go with what do you want to do and once you've developed a strategy then you've got to develop the tactical plan of where am I at where do I want to go and what do I have to do so how many phone calls do I need to make how many posts art cinema am I going to make am I gonna need some marketing capital to do that that's where like a business line of credit could be helpful for you so hey I'm gonna put some marketing dollars I'm gonna symposia on doors so I'm gonna put more sweat equity so it's putting a plan together and knowing what those conversion rates knowing that hey I'm gonna have to send out a couple thousand postcards to get enough phone calls for me to do a deal or I'm gonna have to knock on so many doors or I'm gonna put out so my bandit signs or whatever the case is so it's developing a technical plan tactical plan and then working that plan weekly to make sure in the end of your 90 day period or six month period whatever you identified if you actually end up with what you want it makes sense well what do people where do people mess this up along the line like weird are the mistakes that you see people mostly make well I think the first mistake really comes down to step one not getting that education or not knowing which plan they want to follow what they what their strategy is they try and do everything well oh I found a commercial property oh I found a rental property oh I found a hole so that all I found everything it really comes down to it's really hard to do everything until you know till you've done everything if that makes sense so you really want to be doing the correct strategy that's gonna work for you and the specifics that you have and what you want to accomplish so knowing and identifying and not trying to do everything that makes sense so people try to take on too much too many strategies too many things to do in the strategies and they're trying to like come in and like do everything in each strategy yeah I mean just because we have a saying just because it's a deal doesn't mean it's a good deal for you so deals are better or you can see more opportunities the more experience you have so identifying that strategy and I don't care if you wanna start with wholesaling there you want to start with rentals you want to start with fixin flip I don't really care where you want to start the easiest is probably wholesaling and then the next easiest is fix and flip and then rentals and you know working your way up the the ascension ladder there but knowing what you want to do and doing the correct things to execute that the second mistake I see a lot of people making is just a lack of commitment you know they watch HGTV they love you know seeing the fix and flip shows but they forget about all the work that's required to be successful with that you know within 19 minutes someone's found a property fix it up sold it made a whole bunch of money and it's it's done in over in 19 minutes and nobody realizes hey it's gonna take months to find a good deal many months to find a good deal and most the effort is finding that great deal do you think that it's makes sense for people to go at this alone do you recommend that they bring a partner in work with a partner what's your thoughts on that it really depends on what they're looking for I mean partners an overused term so you know there's different types of partners there's you know like a mentor partner somebody that's hey I'm gonna guide you you like a Yoda here's how to go do this deal it can make a lot of sense to have something that has some extras some knowledge the other type of partnerships you could look into as a partnership if somebody's gonna bring additional capital where they're gonna be like a credit partner and they're gonna bring capital be a part of that and you may need someone like that to accomplish the goals you're looking to do to do you may not if you start with the different strategies so you've got that or if you you know utilize like a business business credit you may not need somebody like that as well which is good for you because you can end up with more money in your pocket in some situation so it really depends on what your deficiencies are what you're lacking to get to the end goal that you want based upon the strategy that you've developed and the blueprint that you put together to get you to that first step right amazing tip so far and I think people get stuck because they get the information they they just don't take action what are some positive habits you think that you've been able to develop or you see can help people stay on the right track to succeed in this space yeah I think it's constant action so it's being very clear about the strategy bearing being very clear about the tactics and then breaking it down to a weekly plan so doing what you need to do every single week to have the success that you're looking for so it's it's actually not overly complicated we know you to get a deal you've got to send so many postcards or knock on so many doors or do so many things regardless of what type of deal you're going after these are the activities that are necessary so then you've got to decide which activities I'm gonna do and make a commitment weekly to make sure you accomplish those things every single week now you may get lucky and find that deal in the first few weeks or it may take you three or four months or six months to find that deal depending upon how we've done your plan if you're gonna knock on door so it's gonna take you a lot longer than if you send 10,000 postcards in day one that's just how it is the good news about that is if you spread it out it gives you time to develop your skills a brand new person if we say hey they want to do a fix and flip deal and we sent out 10,000 postcards and they take all the phone calls they botch every single or those phone calls if they're getting a few phone calls a week they get a practice and hey okay I learned something great well next week when you send the other batch of postcards you can apply your learning and make sure when it comes down to it it's really a sales and marketing job you've got to say hey I've got my strategy I've got my tactics and at that point it's how do I have interpersonal relationship how do I talk to people the best real estate investors are the best problem solvers the issue here isn't how can I go get a great deal and you know make a whole bunch of money the issue here is how can I solve someone's problems so much in a way that they're willing to let go of equity in their property that they know I'll be making because I solve so many problems for them it's more than worth it that's really what it comes down to so many people are like hey I want to make a bunch of money fix I'm flipping well then what you got to do is solve the bigger problems the biggest problems you solve pay the most money to you and the person walks away really really happy that's awesome man and I appreciate the fact that you have a lot of training on this stuff – I want to talk about where everybody can get that but let's talk about the main topic at hand I mean you know there's a lot of different strategies here because people don't have cash they try to get into this space a lot of the places they go they're not able to get the monies you know real estate investing is considered high risk with most lenders and so they find these creative ways or follow these gurus are doing these creative ways lease option or go and you know find a property that somebody's not able to sell on an expired MLS listing and then they come in they negotiate for owner financing thought about it so and it all comes around the fact they can't get money what are some of the best ways you found to get capital for the purpose of real estate investing um you know the idea is the the thought of true hard money lenders has kind of gone away so when I started in this business I didn't start as a banker I started actually as an investor and so do hard money was built on the foundation of what do the real estate investors need so true hard money is lending based upon the asset not based upon the individual so it's the hard assets not the soft assets and that's where a lot of people have gotten away from so most hard money lenders that are out there or private money lenders they're out there are really traditional underwriting a deal they want to see experience they want to see lots of money down they want to see great credit scores a true hard money lender does not care about those things a true hard money lender is saying is there enough equity in the property we are going to look at the property scrutinize the property really heavily we're going to make sure we have a great project plan and construction and we're gonna scrutinize that project plan and in the end if there's equity and money to be made there we're gonna do the deal regardless of the credit regardless of the background regardless the experience regardless of the money down and so I think what's happened is the industry's shifted a lot as you've seen hedge funds and people bring money into the table those guys are operating they want to recapitalize their money so they're calling selves a hard money lender or a fix and flip lender or that type of stuff but the reality is they're only going after people that have experience that have money down and have great credit and most real estate investors especially those that are starting that's not the case so we go after and we work with people that are looking to get started that don't have the best credit that don't have the money down that are looking for a way to get into the game and the way that happens is with a true hard money lender okay so a lot of things you mentioned there let's talk about a lot of these things you know true hard money you mentioned looks at the asset not the person and I think that's the problem is that I define this as they're always looking at cash flow credit or collateral when you want a business loan but in your world you know there be you've got a person that's buying and you got the real estate so in that case are you saying the credit you experienced none of those things matter if there's a deal to be done maybe somebody could buy the property right put them into it and then sell it for a profit if that makes sense the money side of that then their credit these other factors don't matter at all or really don't matter doesn't matter it all with a few exceptions and let me give them to you one is you've got to have a background check so if you're a criminal or you've got you know a whole bunch of duis or drug possession that types up that's gonna be a problem so there's a background check right there is gonna be a background check now with that they're looking for history you know if you had a blimp you know ten years ago or something that's not an issue but if we're seeing a whole bunch of track records last week you've had the last five weeks of duis that's an issue but really felonies is what we're looking for on that so we want to make sure we're not working with a criminal so that's that's one thing you're going to be looking for a true hard money lender is gonna say hey I want to make sure I'm not working I'm somebody that's not a criminal next thing that we're gonna be looking at is you can't be in a bankruptcy you can't be in the middle of foreclosure you can't have you know judgments against you you can't have charge offs you know that types of collections over a certain amount are gonna be an issue barring those things you know the you're not a criminal and you don't have judgments collections middle of a bankruptcy in the middle of a foreclosure yes credit does not matter that's awesome and I'm thinking about this because it just in so many cases that you know that's not the case is the property well let me ask you this I mean aren't you really concerned about the experience parked in let's see because let's say we're dealing spread it which shows somebody doesn't typically pay the bill um aren't you then worried about their experience some kind of track history that they've done this before yeah so a true hard money lender is not so a pseudo hard money or you know a hedge fund or that type of stuff is because that's how they manage the risk so a true hard money lender is going to manage their risk by the asset of the property so they're really gonna scrutinize your value so you know you may be able to get an appraisal for two hundred thousand but the reality is is that that value may be 175 just somebody's really scrutinizing that value so a true hard money lender is gonna scrutinize the value that's number one the next thing that's true hard money lender is going to do is they're gonna scrutinize the construction plan they are gonna talk to the general contractor they're gonna go line item by line item they're gonna make sure that project plan is solid and all the money set aside to do that plan in the escrow account so for example if you're playing doing the rehab for $50,000 that $50,000 is gonna be held in the escrow account of a true hard money lender and they're gonna do distributions on that as work is performed but before the job actually starts or before the loan happens that's going to be scrutinized heavily with a project manager it's gonna be working with a contractor and the borrower to make sure that everything's thought of line-by-line it's it's a ten page document to make sure everything is done very it's very very similar to a commercial project a commercial deal where it's like line item by line item by line item it's not like back in the napkin I'll do the whole project for 50 thousand so they're looking at that and then the other thing that we're doing is a true hard money lender is we're setting up a individual entity every single time alone is actually happening which gives us some additional security plus it gives some security of the for the borrower as well usually happens in most hard money deals as time as the enemy so if we in a situation where we have to take a property back and we have taxes and insurance and vacancy because the property is left vacant and so the water pipes freeze and all that type stuff in the event we end up taking a loss we go after the individual they're signing is a personal guarantee on that so if we can shorten that time frame frame so if something gets into trouble and we can take a property back faster then there's less costs and less risk to us and less that we have to pass on so we use what's called a special-purpose entity so those three things are what a true hard money lender is looking at if you have those things we don't care about experience we don't care about money down keep in mind lots of times we can do deals with little to no money down but lots of times you've got to have some cash that's where we really love like a business line of credit or some business credit where you can say hey I can bring in some money because there's always gonna be some incidentals or there something happens or the contractor goes over or there the pipes need something so there's always gonna be an opportunity where and there's there's more money that's needed okay so with a project plan are you guys looking at that to rule people out like you asked him for a project plan at the beginning and they send you the napkin yeah yeah we're not disqualifying someone because of that we are helping them through the process okay like oh we got a back in the napkin deal no we're and we're actually educating for that we look at ourselves as an education helping somebody through the process we want to make it happen we're not trying to turn a deal down we're trying to make deals happen our kind of our motto is how can make the deal happen that's really our motto so we actually have a plan that we put together it's a template we send to people before the property even gets valued that says get with your contract or fill this out so they come and say here's here's everything we're planning to do the property will say wonderful here's the step by step a line item by line Adam fill that out get us prices then you'll actually meet with our project manager and your contractor and you will go through the project plan we'll make sure we'll make adjustments if necessary now does it sometimes deals don't work because the project plan yes but it's not a disqualification it's because they forgot oh there's $5,000 more that we didn't think about and then either the borrower's gonna have to come up with more capital that $5,000 to cover that if it can't fit within the loan amounts because we've got a certain loan to value that we can get into and we can't exceed that but the borrower can bring some additional capital with the caveat we want to make sure we can see how the borrower's gonna make money if we don't see how the borrower's gonna make money we can't do that deal we have to make sure it's a win-win-win for everybody we're just not gonna loan shark or do a deal hoping that a default will occur that's not the model for us we want to make sure everybody succeeds or has the potential to succeed that's really the big things for us yeah which is interesting the reason I ask these questions is because you know this is how normally it is right I mean normally they want to see tons of experience or a few properties normally they want to see 650 plus credit scores normally somebody's coming in to $30,000 to put in escrow account I work with a lot of real estate hard money that typically is what somebody is up against so you guys are talking about a whole 180 different approach you're coming in and helping people understand the process you're educating them on how this entire process works you're giving them the capital they need regardless of the credit so you're arming them with everything needed to be successful so it sounds like it all comes out of the asset so let's talk about the asset what are you guys looking at there right what do you if it all comes down to that everybody's still listening for the catch yeah and so what is it with the property what are they you looking for that are deals that you consider doing on that property yeah great question great question so the number one thing that we're looking for is we want to be under the FHA limits for the area so if you go to Google and say what are the FHA limits loan limits in Cincinnati Ohio or wherever you live it'll tell you what that is typically that's going to be under a half a million typically it's going to be under $250,000 in most areas so we want to be the median we want to be under FHA loan limits and in the median is where we prefer to be so if the median for your area is $150,000 that's really where we want to be right is $150,000 in that area now will we go higher than that yes as long as it's under the FHA loan limits why because most deals are purchased by buyers getting an FHA loan once they're fixed and flipped so eighty ninety percent of the buyers out there are getting an FHA loan they don't have to put 20% down they can put three percent down they can get the seller to pay the closing costs those types of things so you want to be sub FHA that's like the secret sauce here is you want to be under that FHA limit and you want to be at the median price range for the area once the property's fixed up that will give you the number one chance and number one success of getting the property sold sold quickly and sold for the highest amount because you're dealing with somebody that can get an FHA loan so that's a number one thing is making sure you're in that sub FHA number two we want to make sure that there's at least 30 percent equity so the purchase the rehab the closing costs and the payments all of those we want to have included and not to exceed 70 percent of the after repaired value if you can't do that which lots of times you can't that excess is gonna have to come to the table and that's where some money may be needed if you can't if you're purchased to rehab your closing costs and five months where the payments can fit under 70 percent of the after repaired value then we can do that deal with little to no money down that's a really hard deal to do it happens we fund them every single month but lots of times there's some additional cash that's needed and that cash may come into play because you overvalued the property or you underestimated the rehab that's really the two caveats that we see all the time so by house median price I could sell for looks likes a hundred grand FHA limits median price at home right around that so what you guys are gonna do is you're gonna finance no more than seventy seventy thousand yep so he says yeah and and there could be deductions if it's on a busy street if there's a you know if there's crime in the area you know those types of things so we're gonna look for there there could be some deductions to maybe 65 and maybe 60 so we've got a few deductions we've got a computer system to ask you the questions is it by railroad tracks is it you know high-crime is it this and if so it'll make that deduction before you actually proceed forward okay so you're the first thing you really do is look let's get an idea of value of the property and I do these weird finger quotation marks because it's not really value based on I'm wondering appraised and thinks which is just an opinion of one person looking at comparable sales well you're really looking at is look what's really happening what's this thing really gonna sell for based on the area that it's in what's going on FHA loan the median and the price sales price what's something really gonna sell for okay sells for a hundred men you know we're not gonna exceed 70 percent of that which is seventy which means you need to come in with a prop project plan that has you buying the property and doing all of the work in it for well under the seventy thousand that's needed and if they come in with a project plan the property adds up everything makes sense that's a deal you guys yeah absolutely and if it's just if it's just the construction and the purchase you still have closing costs you still have payments and you still have title fees so if you can fit those thing under the seventy percent then we can fund that as well if you can't then you'd have to come to cash for the rest of that so yeah that's that's really where is that and and let's talk about values just for a minute the the big thing that people make mistakes on values is they choose the most expensive house in the neighborhood and say that's what mines gonna sell for we do not do that we look at active properties properties on the market we look at sold properties we look at them within a one-mile radius and we look at the least expensive home and we work our way down or work our way up once we find three homes that are in the same condition our homes gonna be in starting with the least expensive those three are our comps we do that for actives and we do it for sold so we do it for both sides and then we look at those and then we make a determination of value we do not start with the highest priced home we start with the least expensive home we work our way down until we find them that are gonna be in light condition for what the property is going to be like and those are our comparables interesting okay so it really does come down to the property it's just the key for this is that you really have to find a good deal on the property like I just have to go out you've got to find a property faculty that you know you could rehab you got to know your numbers and that's why I think this makes so much sense because somebody can't even do what you're describing unless they have a pretty good idea of how to put together a project plan or you've helped them with that education where they even know what to buy and you're in your equation it comes down to going out to finding the really good deal the property that has the equity for them to be able to do it and if you can't find under the seventy percent no worries you just need to put a little bit of your own cash into problem we get there and is that sound about right yeah absolutely yeah so if you want to put more risk in if you've got a deal where it doesn't make sense you can bring if it's a deal where there it exceeds that seventy percent say it's eighty thousand in your example then you'd have to come up with ten thousand dollars because I can give you a seventy thousand so you'd come into the table of ten thousand dollars great as long as we can see your have the potential make a profit we're willing to do that deal still you're just not going to be able to get you know everything covered you're gonna have to come up with some cash you know some business business credit makes some sense all right so do you guys do some things credit financing credit lines well we do you guys do anything outside of that and the reason I ask is because I don't hear people often mention business credit this many times as you have but most people aren't familiar with it and obviously being in the industry you are I'm sure you are but so tell me a little bit more about that do you guys deal with credit lines business credit and anything outside of what you're describing yeah so we don't do anything with business lines of credit or business credit or anything else like that in-house our company but we have customers that do so we have customers that say hey I'm gonna get a line of credit or I'm gonna get some business credit so I have some access to some capital for some excess rehab or I'm gonna have some excess money maybe you know I need some cash like you transfer maybe I need something so they're they're getting some of that money as some reserve money or if they need some money to help put the deal together but we're not doing anything that's and that's not what we offer or anything that we offer but we definitely encourage people to look into doing a business credit because it's helpful what we find and you probably experience this as well but the worst worst thing that happens to most people trying to get started as they run out of money and so if they have enough cash to keep them going they typically can do well in a deal but if they run out of money for payments or the contract goes longer or there's cost overruns from the contractor and they can't finish those few things that's really where the disaster happens because if we've given a loan and you run out of money not because the project plan was on track but it needed something more we can't give you more money it's not like oh yeah let's give you more money it doesn't work like that the loans there the property is done it's secured it's tied up like we can't just cut you more money so you've got to figure out some of those things now hopefully that doesn't happen but occasionally it does well you're describing the major problem in business I mean the most of them fail because they run out of capital and they needed it they didn't have enough there so get more than you need to have it ready and I like what you said about business credit cuz you can get the $30,000 Home Depot and Lowe's and Labor Ready and all that stuff that you need to be able to do that so with that then how do the drawers look you describe the process because some people still think that there's gonna give you a loan you're not giving them a loan you're giving the loans from my experience and mortgages that's like a construction or perm loan it's done in drawers and then the money is released in stages based on the accomplishment of things in the stages I think that's again yeah it's exactly right so yeah and we're just not cutting you a check and saying hey here's $50,000 have a nice day enjoy Cancun it doesn't work like that because you've got to realize because we're lending on the after repaired value of the property part of our security is the money sitting in escrow to make sure that property turns into it if we were lending on the assessed value of the property that would be a different story but we're lending on the after repaired value so our security is also the money sitting in escrow which will make that property into what it's supposed to become so that money is setting in a rehab escrow account the work has to be done to the property in stages you determine what those stages are we send out an inspector and then we pay the contract we have to get a lien release and then we pay the contractor directly on that so we can do multiple draws each draw there's a cost to have an inspection and that type of stuff so it just depends most people work out with their contractor they show them the money sitting there we can validate the money's there that's the biggest concern most contractors have is is this legit am I gonna get my money at the end of the day when I do the work we can show them that the money sitting in escrow they go out and do work it has to be permanently installed the line item has to be a hundred percent complete so we break everything by line item if the line items not done if they say hey I put the doors on well if the knobs were part of the door you're not going to get paid on that until the knobs are on there now if you separate the knobs and put them somewhere else we'll just pay on the doors but all that line Adam has to be a hundred percent complete no leaky faucets no nothing when it's 100 percent complete we do an inspection if it's complete we send you a hundred percent of that money for that line item you can get drawers a multiple line items you know we're getting light out of them this one this one this one this one's great we're going to inspect 52 things all nope it's not done some people get confused with percentage of completion so they say well the job's 80% complete doesn't matter to us we do a line item by item that we've already all established before the project happened and that line items either 100% done or zero done it's 100 percent done we can give you a draw on that send the money out we do an ACH deposit we just have to get a a lien release and money gets dropped in the contractors account really slick process okay so to go back to what we talked about before and I appreciate that ranks that makes perfect sense on hey break it down how does somebody find a property with the equity I mean what are you finding your guys do or what are you doing to train your your guys and gals that are out there investing on how to find these properties yeah that's great now then let's just be clear with finding properties with equity that not only just benefits that's benefiting us from a risk perspective but it's benefiting you from not having to bring cash to the table and a higher profit margin when you actually do sell the property so if you get a deal we have good deals we have really good deals and really really good deals you know the really really good deals we can finance everything the good deals you have to bring some money to the table maybe we finance your purchase and half your rehab maybe you finance your purchase but none of your rehab and you come with the rehab a closing cost so I mean in any way you look at this we've got a great solution where we can get more money to somebody which is really what we're trying to do but when it comes to finding property so it's really off market properties the days of getting on the MLS and just saying I'll take that property is over the days of saying I'll hire an agent to go find me a great deal those days are over in most marketplaces across the country the way to find properties is going direct to this seller and you want to be going to people that aren't currently for sale you want to be going for people who have the propensity of needing to sell so there's two things we're looking for we're looking for equity and we're looking for motivation so we have a software called investors edge software and what it does is it tells us an idea which is a banks way of saying what the property's worth and it also tells us what's owed on the property so I can reverse engineer their loan and I can say right now they should all around seventy thousand on the house and we think the property is worth around two hundred fifty thousand on the house those are rough numbers but that gives us an idea I can then cross-reference that to someone that's in bankruptcy or somebody's going through a divorce or somebody that's a nun or occupied or an out-of-state owner or is going through a tenant dispute and I can build a list in zip codes that have those two things under a certain price amount I can then take that and I can then do postcards to them I can do I can skip trace and send them emails I can send them text messages I can call them so all those things are theirs now I'm working a very targeted list of people that have equity which is the first key and have motivation by something else that's happening in their lives and then I can target those people specifically and I can go help solve their real estate problem because they have a real estate problem that's gonna be happening and I want to be there to help them solve it that's awesome I mean is went through everything we've looked at multiple different ways to invest steps to do so a bunch of different options what to look for mistakes anything I've left out Ryan that maybe I should have asked that I haven't had a chance to ask that the listeners and Watchers that are interested in investing in real estate and looking to get the money to do so should know well yeah I think we've really nailed all of it the biggest mistakes are you know how to find a great deal you know that's always the problem and then valuing that deal and then making sure you have the right project plan and then making sure that construction gets done on time and on budget and then getting the property resold that we've talked about you know making sure we're finding off market properties so we're not just thinking of an agents gonna go find nothing against agents I'm one myself but that's not that's not the way you're gonna find these great deals and then we've talked about the difference between true hard money lenders and and other people out there there are fix and flip lenders where they want the great credit and experience and those types of things the main thing I want to make sure everybody understands is if you want to do a deal and you're willing to go find the great deal money is waiting for you it really is you've got to go out there and put the the blood sweat and tears into finding it and the first one's always the hardest the second one becomes easier and then it becomes easier and the first one's always the most expensive you know and the end and then it becomes easier but if you're willing to do that the American Dream is alive there's money there to help you do not listen to the pseudo hard money lenders that's call themselves hard money lenders but want your your you know your kids birth certificates and your blood samples and you know they want to do a full audit of your tax returns and bank statements like those things don't matter to a true hard money lender it's awesome Brian where can everybody go to learn more you talked about education you talked about videos you talked about training where can everybody go to learn more and about getting money from you guys to invest and then also just about the entire investment process yeah absolutely so I've written a book you can find on Amazon Barnes & Noble borders all that type of stuff it's called how to get more money that you can ever handle a real estate investors guide to funding deals so that really can walk you through the process so it's like 19 bucks on Amazon or whatever but you can get it for free for your listener so if you want to go to do hard money.com backslash business – credit – podcast and so you know we've got it for your listeners there and you can download a free copy of that and read through that I think it'll help you tremendously on these principles that we've been talking about today Ryan thanks for coming on man it's been a pleasure having you yeah absolutely thanks for having me I mean I I'm really excited because when we get off the call I'm gonna get you with our our senior finance officer because like I said we work with a lot of hard money it's not what you're describing it's got all this other criteria so to find a real hard money lender that really looks at just the asset is it valuable to us cuz we have so many clients are interested so again man really thanks for coming on it's been the timeless my pleasure all right so everybody adieu hard-money com forward slash business – credit – podcast go ahead and go there I mean it's a twenty dollar book that maps out everything what much more than we've had a chance to talk about today so make sure you grab that book also make sure that it's on the show resources page I can tell you we work with every legitimate business funding option that's out there we have over a thousand lenders we work with we work with a lot of real estate investing hard hard money lenders it's not what he described here well Ryan described as something that quite honestly I've not found which somebody that really does hard money Lindy something that really looks at the deal and the property and says does this make sense if so will lid and then you don't matter your experience doesn't matter all these things that have been problems before don't matter if you can find the right property and if you can't find the right property well then there's all kinds of other real estate strategies that you could do where you're buying it from them or whatever else so to learn more about this go to do hard money dot-com forward slash business – credit – podcast to get more information about the process of real estate investing and they learn how to get true hard money that's based on the actual deal and the property thanks everybody have a great day