Franko & Chris Milan Share How They’re Getting $250,000+/mo Wholesaling Virtually in 4 States

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. So we have Franco and Chris Malone with OfferNow, more wholesalers killing it in the Phoenix market, and they're here to share how they've gotten to a quarter million consistently by wholesaling virtually in multiple markets. If this is your first time tuning in, I'm Steve Trang, broker and owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only MLS for off market wholesale properties. And I'm on a mission to create 100 millionaires, so if you wanna join us, please connect on Instagram.

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You guys ready?

Franco Milan: We're ready,

Steve: man. Ready.

Franco: Alright. Robert, say whenever you're ready.

Steve: So first question is what got you guys into real estate?

Franco: So we got in real estate. It was a while back. It was about six years ago. You know, we were trying to I I was I was flipping motorcycles. I flipped over 50 motorcycles.

I would buy them, fix them up, you know, do a little bit of fixing up to it and and list them on Craigslist. Selling to ASU kids, they would come and buy them, man. So that's kinda where the idea started. I was like, man, you could probably save capital and do the same thing with properties. Mhmm.

So I started looking into it, but, at the time, I didn't have the work permit. So I couldn't get my license or any of that stuff. I worked legally in The States. And, I was still working, doing a lot of side I built a lot of business before this, you know, mobile detailing business. We used to go detail cars, trailers, you know, semis, all this stuff.

We had our clients. When I got my license In Arizona. Yeah. In Arizona.

Chris Milan: So you

Steve: guys are detailing outdoors?

Franco: Outdoors in the sea.

Steve: Oh, man.

Franco: That sounds terrible. Going to sea. We had a client that I remember very clearly. We'll go every, every two every two weeks semis out in Litchfield, detail them, you know, a client. It will make, like, $300 in two hours.

So it was it was good money at the time. I was 15. 15. I think you were, like, 11, bro. Early.

Somewhere around every year. Yeah. So it was it was a lot of fun, but, you know, we did a lot of until I got my work permit. When I got my work permit, I signed up to become an EMT. Now I wanted to become an EMT, go into firefighting, and I went to working out and all that stuff.

So I was like, you know, firefighting sounds cool. They work out. But then when I signed up, I found out that I started doing my research, and I found out that when you get, your certificate, since I still didn't have my driver license, but I still had my work permit, you couldn't, you couldn't become a driver. So you couldn't get the job. So I immediately canceled, got my money, joined real estate.

Mhmm. And it was just, you know, from there on, never stopped.

Steve: So when was that?

Franco: That was about five years ago. Five years ago? 16 tries. I school, I tried it, failed 16 times, passed it on the seventeenth. State passed it on the fifth.

Steve: So Nice.

Franco: Never stopped, man. I didn't wanna I didn't wanna go back. You know?

Steve: I understand. Yeah. How about you? I

Chris: got myself into real estate. My brother got me into real estate, and, you know, I heard about other 18 year olds killing it. So then he introduced me to that. And one night, I was just sitting there thinking about it and what I was was gonna do. And the next morning, I just, you know, I didn't show up to the job anymore.

I just quit and I just started cold calling. Yeah. And that's that's how, he had mentioned to me about other people killing it my age. So I that's when I decided I needed to get into it.

Franco: I text sorry. I text him one time. I was like, hey, bro. There's this kid, 18 year old, making 2,000 a month. You know?

To that time, it's it's a lot of money for a young kid. Mhmm. He started looking into it. I started doing my research while I was I needed to pay my bills. I lived on my own, so I was doing real retail side, but the whole goal of getting into getting my real estate license with for the investing side.

So Yeah. That's how he came across. And from there, we just bounce ideas. We're, you know, trying to create something, and we just kept kept going at it.

Chris: So how old

Steve: were you?

Chris: I was, like, about to turn 18.

Franco: Okay.

Steve: And who was the inspiration when you're sick? These 18 year olds that are killing

Chris: it.

Franco: Hunter. It was Hunter. I text him. Hey, Hunter, man. Hunter is there's this kid I saw on social media.

He's doing a flip. He's 18 years old, and that's where he looked into it.

Steve: And look where he's at now.

Franco: Yeah. He's crushing it. He's crushing it. Smart guy. Smart guy.

Shout out

Steve: to you. Guy. Yeah. Yeah. Okay.

So you got in. You you got licensed. Yeah. But you didn't really need to to start wholesaling. I did.

So what was the purpose of getting a license?

Franco: That's I thought you needed to get your license. Okay.

Steve: So you thought you needed to get your license. You got your license, and you got in, and he's like, oh, I don't really need my license.

Franco: Exactly. So I still need to pay my bills, of course. So I that's why I was doing retail. Mhmm. I was doing sales.

I still do them, but I have a team that is all automated. I don't I don't touch it. But that's what I thought. I was like, you need your license. You know, you need it.

That way, you search properties on the MLS because I thought that was where you needed to find the properties. Mhmm. But when we started digging into it, you you don't need your license to flip and wholesale.

Steve: But you're still licensed. Still licensed. So I'm asking this question. I mean, obviously, I know you're licensed. We're licensed together as stunning homes.

But there are a lot of people that are questioning whether they should get their license

Franco: or not. So I think they just overthink it, because having a license, it still helps. But you just have to disclose that you have a license. Right. Have to disclose, and it has to be in the contract.

We had our contract removed by our attorney over probably five times, times, and it's you have to disclose and have it in writing too.

Chris: Right.

Franco: That way you don't get into any legal issues.

Steve: Absolutely.

Franco: Okay.

Steve: So let's talk about that trans or that transition. So you decide you're gonna get started wholesaling. Mhmm. Right? You you you weren't flipping houses.

You were flipping motorcycles, and then you started wholesaling. Mhmm. Right? You you

Chris: wholesaling

Franco: houses. Is that correct? Flipping houses.

Steve: So you started flipping houses? Yeah. Okay. So talk about that.

Franco: We got our first flip, was a property out in South Phoenix. We acquired it for how much was it? Like, 65, I think?

Chris: Yeah. Something like that.

Franco: 65. We got the property. It was me, Chris, my dad. We partnered up. We did all the fixing, flip.

That was our very first flip. But we were we were doing the work, our self search. We were bringing material. We were painting. We were there from 6AM up to, like, 7PM finishing tires.

So we started looking into it like, man, the whole goal before all the real estate had been it's always been freedom. We don't wanna be doing we wanna create a team, a system where you don't have to work and then go and and build other streams of revenue. So we saw that wasn't good. We still kept doing it because we were making 30,000, 40,000, sometimes 80,000 at times. But, with that school, we started.

We started flipping, and he found his first wholesale deal.

Steve: Okay. So how how did you how'd you find that?

Chris: I was calling off of Craigslist to for sale by owners. Yeah. It was trial and error, you know, asking the wrong questions.

Steve: What were some examples of wrong questions?

Chris: What kind of roof type, your bill, like, if it mattered, just, what else? Like, questions that the seller, you know, didn't it didn't really matter. And it made me sound like, you know, like, oh, damn. This guy really know what he's talking about and caused the seller to hang up on me. Yeah.

Steve: Okay. So you found your first deal on Craigslist. Yeah. Alright. So let's talk about that deal.

So you find it on Craigslist.

Franco: Mhmm.

Chris: What did you do? So I found it on Craigslist. I remember, he mentioned to me that that was a hot area.

Franco: Mhmm.

Chris: It was in Maryville.

Steve: The seller mentioned that to you.

Franco: Yeah.

Chris: Not that much. Frank Frank had told me because I I told him what are the high areas so I can call. So I was I put the ZIP codes on Craigslist, and I was just calling those ZIP codes.

Steve: Oh, smart.

Chris: Yeah. So then I found that one, and I looked at, you know, the average home sales price was $1.20, and they were asking, like, $60.60, like, 65, 75. So I call the homeowner, and I just tell him, you know, he wanted to sell already, but I was trying to negotiate him down. And I set up the appointment, to go get it, you know, signed. But I I had a review with them to check the comps, and it was a deal.

And then we met up, you know, we locked it up. And then, we sold it to an investor. He helped me this point out, and we sold it for 17 k and some change. Okay.

Steve: So your first wholesale deal. Yeah. 17. Yeah. That's not bad.

Franco: Not bad at all. He calls me up. He's like, hey. I found this deal. He sends me the address.

I'm like, bro, hold up. Let's renegotiate that deal. Mhmm. So I called the guys, like, because it's a little bit high based on what other people are are getting them for. Mhmm.

So I was like, I'm a try to, you know because the prices, it doesn't make we still gotta get it for a little bit lower. So we changed it up, and, I mean, we we got it for a little bit lower. And I called the guy, and I think he was asking for Ernest, wasn't he? We did end up putting earnest. We did put earnest for that one.

Yeah. And, we just put it out. We sold it. I remember when we closed on it, I went to go get the money from the bank. I put it in a backpack, you know, I thought 17,000 was a lot just to get, like, in a chunk.

He comes to the apartment, like, bro, here's here's the money. You know? I give him, like, straight cash, a $100,000 like that. We're happy. Yeah.

Because it was the first whole deal. I used to remember because I was looking through the window, like, where's he at? He's he's not here yet. He pulls in, and I give him the the the money when he

Steve: So you're just giving him Benjamins.

Franco: Yeah. Benjamin. Exactly. But it was funny because I still remember taking it out of the backpack, you know, because it was duffel bag. Hey.

Here's money, bro. Like, we made our first deal. Yeah. It was funny.

Steve: That's why we celebrate. Yeah. Yeah. Definitely. You're never gonna forget that.

Franco: Yeah. Never gonna forget that, man. That was our first deal from there. We just, you know Alright.

Steve: So what are some of your early struggles in your business? Because you don't like, some people hear these numbers, or we put these under titles, and this sounds a little click baity. Right? It sounds really attractive, and we do that on purpose to get the people in. But you can't just overnight do $2.50 a month.

So let's talk about some of your early struggles. Yeah.

Chris: So our early struggles would probably be we were going in person to sign the contracts Mhmm.

Franco: And,

Chris: you know, setting up appointments to look at all these deals consistently. And, definitely having to do the day in to day task. And, you know, when you're out of the office, you don't have you're not calling, which you're not, you know, talking to sellers, but that took up time of going in person and doing the appointments.

Steve: So you guys when you guys are running, not a solo operation, but basically you two.

Chris: Yeah. Yeah.

Steve: So you guys weren't able to cold call because you guys are going to appointments.

Franco: Exactly. We were doing one thing. The other thing was frozen. Mhmm. So that was the struggle right there.

We're just like, man, when we're doing the fix and flips, do you remember when we're doing the fix and flips? Yeah. We're frustrated because we're at the fix and flips, and nobody was on the phones. We were calling these deals to to try to look for new deals. Sometimes we would take turns.

Sometimes he would look and and I would be at the fix and flip. Sometimes he would be at the fix and flip, bringing material, and, I would be looking out there. So Yeah. That was the struggles. Just not having a team to be able to to acquire more.

Steve: So trying to do everything yourself, you

Chris: couldn't Yeah.

Steve: Give everything the attention it required.

Franco: Yeah. Exactly.

Steve: So what'd you guys do to

Franco: We hired, our first hire was an acquisition. Like, we need somebody on the phone. That way, we're still out there. Then we hired a second acquisition, and I was still doing dispo. We hired we we I was still doing the dispo enough until we had three acquisitions.

Mhmm. Then that's where we let it go and hired a TC. Now we have a bunch of VAs, and, we have a whole team running it.

Steve: Okay. So when was this transition? Like, when you guys started wholesaling, how long did you guys start wholesaling from flipping? When was that transition?

Franco: How long did we start wholesaling from flipping? How long

Steve: ago was that? You guys made the transition? Okay. We're gonna start flip wholesaling more than flipping.

Franco: That was, what was it? Two years ago?

Chris: Yeah. Two

Franco: years About two years ago.

Steve: So you guys made that decision, and then you guys found that you guys were kinda losing time. Mhmm. So you guys started hiring. How long did that take till you guys made that decision to hire?

Franco: It took us it didn't take us much. It was, like, probably three months because we saw the frustration like this. We we gotta hire. If we would if we would go back, we would hire right away because but first, you gotta find out. You know, you got you gotta know each position before you hire someone and be able to tell them something, how to how to do the the the role.

Otherwise, they won't understand. You're you'll be pivoting a lot, trying to change up things a lot. So you have to experience that to be able to tell them, and so you can believe it, and they believe it too.

Steve: You gotta master it first before you can

Chris: get it.

Franco: Master it first.

Steve: Yeah. Okay. So you guys started delegating, but you guys were still going to the appointments. Because you were talking about, like, that was one of your early frustrations going to the appointments. Yeah.

So when did that stop? When did you stop physically going to the appointments?

Chris: We try to change up our script on doing it more, just little techniques of telling it, like, DocuSign, big corporates use this. So it's, you know, kind of like because it's just that those like psychologists you know that helps give it credibility for them to sign over the phone. Yeah. And just you know saying like oh yeah we have a company and we're located here here and so we have office and just stuff like that to avoid that, of going in person and doing appointment. Right.

Steve: Yeah. So how long ago were you guys did you guys expand to other market? Like, when did you guys go to your second market?

Franco: We were trying about a year and two months ago, year and three months, somewhere around there, and that's when we hired our mentor. And that's where, like, you know, we were already we're trying to do it backwards. Mhmm. We thought we needed an office, agents, etcetera, etcetera. And that's when we hired, our our mentor, Vargas.

Mhmm. Rafael Vargas, and that's where we're like we saw how it was you know, how to get it done. We believed it. We came back, applied, and we've been, we've been going at it since then.

Steve: So fifteen months ago, you guys decided to go virtual? Yeah. Okay. So what was your biz what did your business look like

Franco: before

Steve: you guys decided to go virtual?

Franco: It was just local. Local. It was me, Chris, Naomi, Brian. They were acquisition. I was still disputing properties out.

And, we're still letting them go to the appointments, but sometimes they were not confident enough. Mhmm. And it comes back to training because you gotta train your guys how to run comps and how to and sales as well. So sales is very important. The script following the script.

And we we switch up their mindset as far as, like, guys, these are just we focus on properties are I tell the guys this is exactly what I tell the guys. They're just little boxes. We're focusing on areas where they're all the same. They're not custom homes, so don't be scared of shooting an offer in person I I mean, over the phone. Don't be scared of, locking it up over the phone.

At the end of the day, they're just boxes. That's why we have a contingency in the contract. If the property is not what they said, we back out. Yeah. So, we it just it sounds big because it's always the biggest asset, someone's gonna buy.

So Right. But you gotta switch up their mindset, make them believe in so they can lock it up over the phone.

Steve: Yeah. Well, so I stopped by your guys' office

Franco: Yeah. When you

Steve: guys are doing sales training. So when you talk about sales training, you're not like, you know, you're not just throwing it out there. Like, you guys are doing it. Like, how committed are you guys to your sales training?

Franco: Every single

Chris: day. Yeah. Yeah. Yeah. Monday through Friday every morning before they hit the phones.

Yeah.

Franco: Just mindset. Because it's it's all mindset. Like, going over the same same thing repetitive or and, something I tell the guys, what do the Lakers do before playing a game? They warm up. They just don't go in there and just start playing ball.

Just say it's no difference. Lakers. Yeah. Suns. The

Steve: the Suns. They're not

Franco: doing that bad. Yeah.

Steve: I guess they're

Franco: not doing that good.

Steve: So Okay. That's fair. So, obviously, we have a lot of peers

Franco: Mhmm.

Steve: In our in our market. Right? We got our friends, competition in in Phoenix. How are you guys different than all our all our friends?

Chris: Yeah. I think, the reason we're different is because we try to, we make offers on homes the at the offer where we're able to close on it Mhmm. Just in case, you know, for any type of reason the seller needs to move out, you know, title's clear, and they need to move out two weeks or a week before. So we make offers where we know we're gonna close on them. And, you know, Frank just yesterday, we sent wires out to, to about three properties, four properties we close on.

Franco: Yeah.

Steve: Yeah.

Chris: So, yeah, we make offers that, you know, we help we wanna provide a smooth and simple process for the home seller Mhmm. To know that they're getting taken care of, and we're gonna close on these properties at all causes, you know, to solve their solution. Because at the end of the day, that's who we are. We're trying to provide a worry free solution to them and not just lock up something, you know, not be able to close on it and and definitely just, you know, get bad reviews.

Steve: Yeah. So

Franco: That's sorry to interrupt. But that's something that a lot of guys don't understand in this industry. This is customer service. Mhmm. You listen to Jay Bezos.

He focused on customer service, customer service, Jay Bezos.

Steve: Oh, definitely.

Franco: I have our friend Josh too. Would Josh know? He tells, I'll go on and beyond to satisfy my customer because if they get start giving you bad reviews, you're not gonna go far. So you gotta see it. A lot of people see it as a get rich quick scheme.

It's not like that. You gotta see it as, as long term. You know? You're building a company because eventually, there's there's a lot of companies coming up, you know, and you gotta you gotta be different. So you got ever since day one, our name's been it's been meant to be different.

Oh, for now. We we came up with that name a year fifteen months ago, somewhere around there. Ever since that, it was like, yeah. We we can't be, like, local, like, investments, acquisitions, or some some something like that. You know?

We gotta think outside the box.

Steve: Yeah. I like that OfferNow. It's fair. Sounds very much like, like, offer fast.

Franco: Thank you.

Chris: So Yeah. Offer fast. We got a

Franco: billion dollar company. You know what I'm telling you?

Chris: We're both

Steve: a billion dollar company. Exactly. So I so one of the other things I noticed in your office when you guys are talking, you know, about, you know, some of the situations

Franco: Mhmm.

Steve: And talking about how you're servicing the homeowner. So one of the things that stuck out was, like, you guys are paying for moving. You guys are giving them money before close. Like, talk about some of the things that you guys are offering to separate your offer from some of the other offers.

Franco: We do the offer now experience. My brother put it together, offer now experience. We offer two movers a truck, provide them you know, there's a lot of other people that don't don't they they don't have the time, the energy to move. So we provide that, and we our transaction coordinator helps them find apartments too, gives them the option. Hey.

We found this place. It fits your criteria, and it sees if it if it works for them. If we need to make a payment, that first payment for them, we make it, we help them move to to get this deal close successfully.

Steve: Yeah.

Franco: Because we're all busy, you know. We go to work. Last thing we want to do is come home and and start moving and and dealing with all that stuff. So that's why our company is very valuable, and we provide that service, that smooth transaction where, you don't have to have people going in and out, dealing with repairs, renegotiating, all that stuff that's involved. So it's it's that's what we're gonna offer.

That's what it's gonna be.

Steve: Alright. So, just a quick, you know, tangent. So right now, you guys are talking we're talking about a lot of wholesaling. And, again, you guys are licensed. Are you turning these into listing opportunities at all?

Franco: We are. We're working we're definitely we already have our system in it in place. We work, but now that we we keep this because it's one step at a time a time. You gotta work strategically. Mhmm.

Can't just jump into everything. But, yes, we're listing these properties.

Steve: Alright. And, again, that's an emphasize emphasis for some of you guys that are, you know, debating whether they get licensed or not. It's just a lost opportunity

Franco: Exactly.

Chris: If you're

Steve: not licensed. You can't offer that other solution. Are you guys flipping at all?

Franco: We're getting back into it. We're working on, structuring again, and that's now we're missing out on the flips. Yeah. But we're focusing on the right ZIP codes that make sense. Any 6 figure checks.

Yeah. So

Steve: okay. And what does your organization look like today?

Chris: We have about, 20 quote callers. We have, four acquisitions. One disposition and another guy that JV specialist, but he also helps out the disposition side and also our TC, and she's transitioning to our, branch manager that handles all the operations. Mhmm. And, we have, the about six, four or five VAs that help with the marketing and deploying the properties.

Yeah. And, I think that's that's it.

Steve: So the 20 cold callers

Franco: Mhmm.

Steve: Where are

Chris: they? They're virtually. They're about 10 of them are in, The Philippines, and another 10 are in Mexico.

Franco: Okay.

Steve: Yeah. Any reason why you guys split them up fifty fifty?

Chris: We actually started with The Philippines once, and they've always been trained to bring distressed leads. So we decided to keep them because, you know, it brought in a lot of, great deals to the acquisitions team Mhmm. By the KPIs that we track. Yeah. So that's why we decided to keep them because they're quality.

But it did take some time, to find those, right ones.

Steve: So where do you guys pay your VAs or your cold calling VAs?

Chris: The cold calling VAs? They're the, Philippines ones are, they're about, like, $56 an hour. Mhmm. And then the Mexico ones are about, like, I wanna say, $8.07.

Franco: They're a little pricier. They charge us a little bit more.

Steve: Oh, yeah.

Franco: Our people charge us a little bit more.

Steve: You get the you get the the the the Mexican special.

Franco: They're really trained. They're, yeah, they're they're really trained. Their English is good. They're they're solid. I mean, we can go to Upwork and find people that charge, like, $3, $4, but you don't wanna go with that.

You don't

Steve: wanna do that. Yeah. You gotta you gotta pay for talent.

Chris: Yeah. You

Franco: gotta pay for talent. Exactly.

Steve: Okay. And then your acquisition guys, so they're they're hitting the leads that have been warmed up by the cold cold callers or I would imagine by some of your texting and whatever. What do you pay your guys for closing these, you know, warm leads versus cold calling themselves?

Franco: I'll let Chris answer that one.

Chris: The the acquisitions guys? Yeah. We pay them, they have base salary plus commission. Mhmm. 7% of the commission.

7%. Yeah.

Steve: Okay. And then do you guys actually, I already know the answer to this, but do you guys do anything special on your your disposition side that sets you guys apart versus, you know, the average person that's trying to dispel themselves?

Franco: I would say building relationships is really crucial. You can't just shoot out a a property address, text. I receive texts all the time. Ask me, do I know these guys? I don't.

Yeah. Companies come up every month, new companies. And I really never received a call from them, and they just, hey. I see that you you this and this. And it just again, it it comes it it's relationships, building relationships.

Steve: But what I liked, when I was in your office was you got your VA's creating flyers, and you guys are basically harassing all the realtors in the area.

Franco: Something like that. Yeah. Reaching out to the correct ones. Yeah. The correct ones.

The one the guys who do cash transactions on Yeah. Investments.

Steve: But I thought that was great. Right? Like, you got a property. It's like this guy's bought he's got a buyer in his database somewhere. He's a producer.

Yeah. Send him these flyers. So, like, I don't see a lot of wholesalers sending me flyers of properties that are off market that are I'll say any kind of quality. Right? You get we all get our the Mailchimp constant contact emails.

Franco: Yeah. Why? Because it's the laziest thing to do. Yeah. Blast text.

Blast emails. Like, he's, you know, oh, someone's gonna buy it. I just shot it out. Right. Gotta go on and beyond.

Steve: But I love the fact that you guys are are are creating the flyers, emailing to them, and then calling to let them know Yeah. That there's a property available.

Chris: Yeah. And And the ones that say they, you know, they don't want a property, we tell them you're saying no to money. Exactly. They don't wanna make no money.

Franco: You know why you're gonna make no money.

Steve: Alright. So let's see. There was a question here earlier.

Franco: Read the questions, guys. Bring the questions.

Steve: Edwin Wong wants to know what are your top three lead lists to hit?

Chris: What are

Steve: your three favorite lists?

Chris: Vacant out of state owners, tax defaults, and high equity, absentee.

Steve: Yeah. Yeah. So talking about the tax defaults, because you guys are in multiple states. Yeah. Is the tax defaults good here for you guys in Arizona, or is that really more, like, on a national level?

Chris: Yeah. It would be like it it definitely works different in, all the cities. Mhmm. But, yeah, it just it just varies. But those are the top three off of my head.

Yep. Yeah. But just to keep track, they're all different. They perform different in each city. Right.

Yeah. So I'm just

Franco: sticking to the list too because, we're all hitting the same list. Yeah. We already It's it's all follow-up. Up. Yeah.

It's it's all on the follow-up.

Chris: Yeah. It's

Franco: all on the follow-up and training the guys.

Steve: Right. Definitely. No. That makes a lot of sense. So, one of the questions here is let's see.

Who is it? Chris Allen wants to know what states are you guys working in?

Franco: We're in, Arizona, Texas, Georgia. We're in Nevada. We're also touching base. We're we're we're in different those are our four strongest markets right now, but we're in other ones as well. But those are the ones where we're actually doing deals.

Steve: Okay. And Chris Allen wants to know, did you invest in a course to start wholesaling as a workhorse? You talked about the mentor. So how much was the mentors from Ryan?

Franco: Oh, it was just expensive. That's all I'm gonna leave it there. It was pricey. Yeah. It was pricey.

Steve: Okay. So if you guys wanna find out, you guys gotta go strike the Rafael.

Franco: Yeah. And we'll contact us as well too. We can help you guys out too. You know, let's network. Shoot us.

Contact us on social media. Chris what's your hashtag?

Chris: Chris Milan.

Franco: Chris Milan underscore? Yeah. Yeah.

Steve: So Okay. So, we talked about how you guys are finding your deals, pulling data. Do you guys have a favor for pulling data?

Franco: Yes. We do IDI. We do TLO. We do tracers. Just trace straight from the source.

Steve: No. And then as far as KPIs, what are some of the KPIs you guys are are important to you? You know, your business is a little bit different since you guys are in multiple markets.

Franco: Mhmm. What are

Steve: some of the KPIs that are important to you guys?

Chris: Some of the ones, that we have, the operations keep track of is definitely, talk time and how many leads it takes them to get a contract. And, the other one is, like, what what ZIP code is performing

Franco: Mhmm.

Chris: Better in each, you know, city and constantly hitting that one, since we're, like you said, we're in that in a few cities. And another one is how fast the deal sold. Yeah. Yeah.

Steve: So talk about talk time. Talk time. Why are you guys tracking talk time?

Franco: It's, the more the more you call, the the the do you know? The more you you call, the luckier you get. That's true. The more leads you touch, the more

Steve: So but that's dial time. Yeah. Right. So you're saying talk time. You talking about talk time or dial time?

Chris: Yeah. Talk time.

Franco: Talk time. We're actually talk time.

Steve: Yeah. So what is it about talk time? You're trying to have as long conversations as possible?

Chris: That lets us know, it should take an hour like, to present an offer, it should take no longer than eight minutes. If they go down the the process, you know, and just go straight line. Yeah. So definitely it lets us know how how many offers they presented and that you know how many offers they did a day to the week. And we average it out by how much talk time they did in the whole week to the day.

So that's why we tracked that. And then Gotcha. Lets us know, you know, if they're doing only thirty minutes of talk time, then let's know they weren't on the phone. You

Steve: know? Right. Okay. So Sam Velasquez wants to know, what are some of the important tools and factors for your business when you consider opening in a new market?

Franco: Having the data, having get buying the data and, start working on your buyers list. Yeah. Networking, you know,

Steve: to to guys building a buyers list

Chris: remotely?

Franco: We do it multiple ways. The real estate agent side, going to one mile, two mile radius within where we get the deal. We, network in Facebook groups. We do Craigslist. We do, Zillow.

We're bringing buyers from the MLS as well.

Steve: Yeah. Gotcha.

Franco: And our VAs do all that stuff. They input in Podio Act in in our in our mailing system.

Steve: So Adrian Arguetta wants to know, where did you find these cold callers?

Chris: We found them.

Franco: Oh, no. My brother found them.

Chris: Yeah. We, we hired them off of, so there's different companies out there, but some of them just started off off of Upwork, and you just use referrals for the ones that are performing.

Franco: Mhmm.

Chris: And then, there was, the one in The Philippines that get managed by a lady that's, like, familiar with, like she actually keeps track of all that, their, how the the questions they're asking on the phone. Mhmm. So listening to their conversations and making sure the leads are qualified. So, she actually helped me hire the Philippine ones, and then the ones in Mexico were actually, we they reached out to us, and they we were you know, we like what we've seen, so we hired them, and they had the calls call center in place. Gotcha.

Yeah.

Steve: And then, so there was a question here. Ricky Morgan wants to know, how are you how do you accurately calculate your offer virtually if you're not seeing the houses?

Chris: So the way we calculate is because we have MLS access to each of these cities that we're in.

Franco: Mhmm.

Chris: And the great thing about the other cities we're in, the only one that I see is different, the one in Phoenix and Tucson and San Antonio. But the ones like in Dallas, and Austin, Houston, Atlanta, Georgia, they all use the matrix even in, Las Vegas. And when the good thing about that is that you can go back to 400, a year back, and you see twos. And the good thing about those twos is that it lets you know that the property was bought and resold within the last, twelve months. So you kinda see what the cash purchase was at and what the investor ended up closing at or what he's trying to push it out at.

So you kinda get an idea what ARV they're what, percentage they're buying at.

Franco: Mhmm.

Chris: And that lets you know right off the bat if it's a good deal. Let's say this homeowner wants 60 and 2,100 square foot, then you see in, that property, you see a two that the property is, you know, 2,100 square foot. And they bought it for 80 k, and it was completely, you know, gutted. And you already know it's a deal if that property is in that same condition

Franco: Mhmm.

Chris: And they want 60 k, or if it's in better condition, they want 60 k. Yeah. So that's basically how we tell our guys because it differentiates in being in different markets, how how much they're buying on dollar. So we just tell them to look at the cash sales. Awesome.

Steve: And then Edwin Wong wants to know, what is your net profit margin per month as a percentage?

Franco: We keep about 40%.

Steve: 40% net? Yeah.

Chris: Okay.

Steve: And then Joy Vision wants to know, do you have any other mentors before Rafael? We've had quite

Franco: a few in different departments, not not just real estate. We've had, you know, Cole Hatter. Which other one did we get? We've had a couple more. You know?

We also always are and I would say maybe our best, best mentor's books. We've consumed I went to San Diego. I listened to an audiobook on the way over there and then to another one on my way back. So we're always learning. He's always shoot me videos and new stuff, and I was like, we listen to it.

We bounce ideas. Last night, I got back from San Diego. He guy called me, like, hey. Did you listen to that book that that I sent you? Yeah.

This this idea. So we're always, always, always learning. So the books are the biggest mentors.

Steve: Yeah. And I know that's true because I've seen you. Actually, I had gone to, Orange County, and I had taken a picture of me listening to an audiobook. And you're actually messaging me like, dude, I'm listening to that same audiobook right now. Yep.

Yep. Yeah. Alright. So let's see what else is there. I'm probably butchering this name, but I'm guessing Dej Dajon Mendoza wants to know if you're starting again from nothing, how would you approach business how would you approach building your

Franco: business? If you were starting from nothing, how would you approach Mhmm.

Steve: Building your business right now.

Franco: To where you're at. Mhmm. Have to reinvest. Don't, don't buy dumb stuff. Reinvest back into the business.

Mhmm. But if

Steve: you were starting with nothing right now? We. Yeah. Let's say, you know, offer now is gonna shut down for whatever reason. You know?

And it's just you two on your own again without

Franco: Well, restart it. Well, we get because, easily, we already know any other business. Hired a mentor. Hired a mentor. Yeah.

We'll hire a mentor to to shortcut the learning process. Yeah. So we'll go into a different industry. If we couldn't get back into real estate, we'll just go into another diff which that's what we're already working. Not because it's gonna get shut off, but we're working on a ton of more more, streams of income.

Steve: Gotcha. Makes sense. Louie Shapiro wants to know, when it comes to the closing table, somebody finds out how much you're profiting and they wanna cancel, what do you do? Has that happened to you guys? Or someone wants to cancel at the end because because of the assignment fee?

Chris: Not not that I can, like, remember. Like Yeah. It's not consistent. Rarely. But we just have you know, our TC closes them.

She persuades them to close.

Steve: Yeah. That shouldn't be happening. So

Franco: It it shouldn't happen. That's why you set your expectations since the beginning. Yeah. Hey, seller. We're an investment company.

We make profit. We either buy it to rehab it. We buy it to to, to keep it as a rental or we sell it, you know, make an assignment fee. Yeah. That shouldn't happen.

You gotta be you gotta be transparent. I know a lot of people, you know, are kinda like trying to, hey, I'm a buy. I'm a buy. You have to be transparent with what you're doing. That way, you don't run into these surprises.

Steve: Yeah. I think that's the big thing, is making sure they know that you're making a profit off of this. Yeah. So I'll go back to some of the other questions. Sorry.

Franco: At the end of the day, it's not I mean, you're a business. You're in here to make money, so I don't know why, you know, you gotta you gotta be be upfront. I know you're scared of saying it.

Steve: Corey Lewis wants to know, do you guys listen to any other wholesale podcast besides disruptors, obviously?

Franco: Real estate disruptors.

Steve: Okay. So we talked about markets you guys are in. So monthly market, how much are you guys spending a month in marketing?

Chris: So we use data

Steve: and skip tracing and all that other stuff.

Chris: Around $40. $40?

Steve: Yeah. Okay. And what are you guys spending total, like, overhead for everything?

Franco: Close to a 100,000. 100,000? Mhmm. Close to it?

Chris: Man. Close to it. It's a

Steve: lot of money.

Chris: You gotta you gotta play you gotta go big to play a game.

Steve: Yeah. Hell, you for sure you gotta pay to play. Right? Yeah. I think that was the lot of the was it was it the pick?

You can't win if you don't play.

Chris: Yeah. Exactly, man.

Steve: So what are some of the most valuable resources? Like, things that people need to go check out, they need to learn about tools, whatever.

Franco: I would say what do you say? I would say data. You have to data is more.

Steve: It's key.

Franco: That's that's the thing you need. Everything else, you can learn it. You can watch YouTube channel. I mean, yeah, you just learn data is the thing you need to be able to get these deals.

Steve: Yeah. So is there any particular data source that you guys prefer? I mean, we already talked about skip tracing data, but as far as, like, lists or whatever, is there a particular list source you guys like?

Chris: There's a lot of different ones, but then it comes back to you analyzing the market you're in, and you wanna become profitable right away. So you wanna definitely get all the ZIP codes in that county or city you're going into and study that ZIP code. Obviously, starting off, you don't wanna go into the hyper competitive ZIP codes because you'll get burned out, especially if you're a newbie and you're not really good on the phone. So you wanna check the sweet spot depending, you know, where days on the market, but it's still still selling. You don't wanna go where stuff is selling right off, you know, the shelf, and there's, like, little to no listings.

Yeah. So you definitely wanna check the ZIP codes and break it down and then get all your high equity zip all your high equity list off of those ZIP codes.

Franco: You don't wanna spray and spray. You gotta be strategical.

Chris: Yeah. Yeah.

Steve: Okay. And then Jeff Under wants to know, how many leads do you need to close on one deal? And before we answer that, you try to how do you guys define a lead?

Chris: Lead is somebody that wants to sell their property at a price where we're able to sell it to an investor.

Steve: Okay. So someone that's raised their hand says, yes. I'm willing to sell my house at a discounted price. Yeah.

Franco: Correct.

Steve: As a lead. Yeah. Okay. Alright. So how many of those do you need to close a deal?

Chris: Like, those are more qualified, so I would say probably around 20 to

Steve: 30. 20 to 30 of those, you need to close one?

Chris: Yeah. Because if it's, like now if it's, like, the ones that, that's too much. I would say, yeah. For the ones that aren't qualified, that just leads coming in, I would say probably, like, 40 to 50, it varies. But, yeah, it'd probably be less.

I have to, like, my operations would give you that answer for sure.

Steve: Okay. Yeah. And then how many guys how many houses are you guys wholesaling a month right now? This is all from Jeff Underwood.

Franco: We're about, we're close to the 20. We're acquiring 24. You know, in a perfect world, we would sell all 24 to 20 that we acquire. Mhmm. You know, in the contracts, we have some that have have liens.

There's one that we put a memorandum four years ago. So but about close to 20. Yeah. But, yeah, we always always like those get us, the ones where you have liens, there's good spreads, and they're like, man. This one we have right now, 40, that it's, it's going to you know, we have to wait on it.

Steve: Yeah. Yeah. So 20 properties a month. Mhmm. And what are you guys', average assignment fee?

What's your targeted assignment fee?

Franco: Fee? Target, we tell the guys 16 k, but the thing that does help us as well too, we're able to get a lot of it comes back to training the guys. Our profits are a little bit higher. Mhmm. We're close twenties, thirties.

Yeah. So

Steve: So 20 plus.

Franco: Yeah. Twenties. But on average, I tell the guys, hey. This is what you need a seller for 16. You know?

Steve: Gotcha. Yeah. So Okay. So Jonathan Tennyson wants to know, do you guys have boots on the ground in every city that you're in?

Franco: Yeah. We do. Yeah. Not guys. We network with guys, so it's we do have boots on the ground.

Yeah. So we have agents that we work with.

Steve: So there's a realtor in every market that you guys are in.

Franco: Yeah. Mhmm. Okay. Shout out to Nicks, Nixon.

Steve: Mauricio. Dallas, Texas. Yeah. Mauricio, I don't really understand your question. So if you could just please rewrite that.

And then Corey Lewis wants to know, what would you guys do with the market? Or how long do you think before the market turns?

Franco: I would say probably, eighteen months. Nineteen and eighteen, nineteen months. That's what we've got.

Steve: Yeah. We

Franco: still got a lot of time.

Steve: Still plenty of

Franco: time. Plenty

Steve: of time to make

Franco: a lot of sales. So

Steve: and then Tyree West wants to know what are you gonna do with the market downturns?

Franco: We'll capitalize.

Chris: We'll capitalize on buying assets that are in the locations that make sense. And, you know, we get private money to take down these properties and especially, you know, in the right areas, definitely. So I would say land is definitely in, like, commercial buildings. Yeah.

Franco: Businesses as well. There's a lot there'll be a lot of opportunity.

Steve: Oh, yeah. For sure. Yeah. Yeah. And then wants to know, where do you guys get your vacant list from?

Chris: One of them is, app.reww, the, Kent Clothier. Mhmm. And then also, there's a lease stacker that you can upload your list, and it verifies it through the US post office that it that it's been verified vacant. So you can stack your list, your tax defaults, pre foreclosure list, and you look at all the ones.

Steve: You guys like the REWW list?

Franco: It works. Yeah.

Steve: Does it? It works for us. Yeah. We use it. We was like, man.

Franco: You guys are on a follow-up.

Steve: It could be all on the follow-up. You're a 100% right. We did it. We didn't like it. Her music sounds good.

Ask, should it wholesale have a target number for their assignment fee?

Franco: They should. Yeah. I think they should. That way you know what you need to what you need to acquire for and and sell it for. Otherwise, you're just getting anything, and and that's where you start pissing.

Don't piss off seller for us, guys. Don't piss off sellers for us. Yeah. Because when we call them, then they say that so and so offered so much. Yeah.

Chris: Yeah. They have a target goal. Definitely, we have one guy, Brian Lopez. He's always, going over and trying to get the call him the whale hunter because he's always getting the big, big spreads.

Steve: Yeah.

Chris: Yeah. He's always motivated to get the big spreads.

Franco: Who? Brian? Yeah. That's our guy. He's a key guy right there.

Key player. Yeah. Young guy too.

Steve: And I'll add to this. The you should definitely have a target. I mean, for us, it's 15. And the thing is, like, after we our target is 15. But after if it you know, after we tie it up, we can't move it, or we're only gonna make three k, then we only make three k.

Yeah. The target is 15. It's not that we won't close if it's less than 15. We'll still close. Or or either we'll assign it for less or only making three k, or sometimes we'll just take it down ourselves because we made a commitment to the seller.

Chris: Definitely. Exactly. Reputation is key.

Steve: Absolutely. Yeah. How long does it take for your Anthony Garcia wants to know how long does it take for your acquisition team to run comps and lock up the deal?

Franco: It's right there and there. And what is if less than it's five minutes less.

Chris: Yeah.

Franco: It's just they have we've trained them by, like, before they hit the sales floor, they need to have the screens ready. All the MLS is open on one side and podium on one side. That way, they just sold.

Steve: So let's talk about that transition. Right? So you get your cold callers overseas or down south, and they've got a seller that says, yes. I'm thinking about selling my house for cash. I gotta transition to the acquisition team.

What does that process look like?

Chris: So it gets, put into a web form on Podio. Mhmm. And then definitely has, marked as, you know, warm, hot lead depending on how much they want and if they wanna get called. And it's then they get that's when they go, they go a new one touched, and then the acquisition are able to see and lock up the deals Mhmm. On Podio and categorize them.

And we have somebody definitely, go through the leads and check that they're qualified.

Steve: So how quickly from when the, the VA says this is a real lead

Franco: Mhmm.

Steve: Until the acquisition person knows? Is it, like, immediate? Is it instantaneous?

Chris: Well, they're constantly getting leads, but definitely, yeah, they they're, getting fed the the hottest ones and getting tasked on those just in case they need to be called. But, yes, it can be instantaneous if they need a call or something because we have properties where the owners is under contract and they're not closing, so they decide to, definitely go Depends what

Franco: time the lead comes into and the guys, let's say, comes in at the end of the day, it'd be the following day or if they're on a computer. Sometimes they prepare their leads the day before. Most of the time they prepare them the day before and they come in and know which ones to call right away.

Steve: Gotcha. And then so we talked a lot about the list. We talked about the skip tracing. So let's talk about the, the preferred method of communication. So, I mean, obviously, cold calling is really hot right now.

Texting is pretty popular. RBM is pretty popular. What are you guys doing? What's most effective for you guys?

Franco: I will it's always gonna be cold calling. It's never gonna be that's why you can't never how do you say, you know, or whatever the word is? This industry, there's always has to be someone con talking to to someone on the other line. Yeah. You know?

People have emotions. They they have attachments to these houses. There's there's always constantly that you're gonna have to they're they're gonna need help. Yeah. Yeah.

So To some extent.

Steve: So cold calling is still your guys' number one. Yeah. So the 20 cold callers cold calling all the time versus Lee Sherpa or whatever.

Franco: Correct.

Chris: Yeah.

Steve: Okay. And then Miguel wants to know how many leads are you guys generating on a daily basis?

Chris: Daily basis, it it it's, different every day, but I would say, it could go 60 up to a 100. Wow.

Steve: That's a lot.

Chris: Yeah. It just depends, you know, how many RVMs and SMS we're sending. Yeah. Yeah.

Steve: Okay. And then what is your guys' why? What is your motivation? What's pushing you? Because you guys you guys could stop right now.

You guys in four markets. You guys could stop. Why go to the sixth market? Why go to the eighth market?

Franco: Yeah. Sure. Well, it was it's it's freedom. At the end of the day, it's freedom. Mhmm.

And, helping those around you, family. You know, freedom of family.

Steve: Mhmm.

Franco: Family. Yeah. Freedom of family. And as you start growing, you start thinking more. It's like, okay.

Well, you know what? On my team, I want I want him to make 10,000 a month every month. Mhmm. You You know? Because you you see them working hard, and it's it's our team, freedom, family.

Steve: Gotcha. Anything else you wanna add to that?

Chris: Yeah. I pretty much said it.

Franco: Stop pissing off our sellers.

Steve: And, what what is your guys' biggest struggle right now?

Franco: Time. We need more time to be able to finish more in the day. Yeah. Finish more audiobooks, look into research more businesses. It's time to our show.

Steve: Have you guys done anything about that? Have you guys done any training for that?

Franco: For time?

Steve: Yeah. Time management, that kind of stuff.

Franco: Because I It's just there's not enough time in the day to to finish, like, all this stuff. Last night, I got it. I'm I'm not I'm not even lying. I got back from San Diego. I was I was thirty minutes away from finishing the book, the the book called Tell My Expert Secrets.

So I'd at least I put it in I put my headphones, and and I started listening. I fell asleep. But, you know, because I wanted to finish it.

Chris: Yeah. So On 25205.

Franco: 2.

Chris: 2. Yeah.

Franco: Yeah. He taught me about that. I was like, no. This is too fast. This is too fast.

And the more you listen to it, the more the more you grasp on it.

Steve: Yeah. Yeah. Yeah. No. Definitely.

You gotta you gotta listen to it at double speed at least.

Franco: Got

Steve: to. What is, I'll ask both of you guys each. What is your superpower? I'll start with you.

Chris: I don't over analyze it. I just get to it and figure it out later. So if I you just need to tell me that like, hold on. You just need to tell me that I need to get a seller on the contract when we're able to sell it to an investor, and he still makes money. Mhmm.

And I just didn't overanalyze it and just started calling.

Steve: Just start doing it. Yeah. Action taking. Yeah. Okay.

How about you?

Franco: Vision and being genuine, charismatic, networking, connecting people. So that's that's very key too.

Steve: Got it. And, guys, you know, again, this is a live show. So if you guys have questions, be sure to answer it.

Franco: Bring your questions, guys. Hit us up on social media too. Official Franco Milan with the k and Chris Milan underscore underscore.

Steve: Yeah. You changed your your your name. I was trying to tag you this.

Franco: How to go official. You know?

Steve: I couldn't find I couldn't find millennial entrepreneur.

Franco: Millennial entrepreneur. He he's he's like, bro, that name's wack. You need to change it.

Steve: I was like, I've been

Franco: an entrepreneur. I'm not only you know, we've always been looking into multiple business and all that stuff. Yeah.

Steve: Alright. So what's the greatest lesson that you've learned?

Franco: Having a team not jumping into the shiny Syndrome object. Not because I see, okay. You know, I see this person making this much. I'm a go invest 10,000 because that's exactly what I did. I went he did it too.

I invested $8,000 into postcards when I started.

Steve: He did what? He made how much? How did he do it?

Chris: Or let's

Franco: do it. Exactly. Exactly. I I invested 8,000 postcards, like, when a very first first year in wholesaling. Yeah.

All the calls start coming in. Uh-huh. I started seeing the phone ring, ring, ring, ring. I got overwhelmed. I was like, yeah.

Steve: Not answering.

Franco: I didn't get a single deal. He did the same thing.

Steve: Yeah.

Franco: If we do the same thing. So Yeah. Having a team so where I'm trying to go, having a team before you do that stuff. Being patient. Being patient.

Yeah. Yeah.

Steve: That's a lot coming from you. Yeah. Alright. How about you?

Chris: The most valuable lesson

Steve: Mhmm.

Chris: I would have to say, yeah, scaling up and having the processes and, you know, SOPs to be able to handle the growth Mhmm. And, you know, having the right key people in place so then you can add more marketing and definitely keep expanding.

Steve: So going on SOPs, who's in charge of SOPs in your operation? Yeah. Oh, you wanna elaborate what SOP is?

Chris: Yeah. Standard operating procedures Yeah. And book to help to scaling up Mhmm. Rockefeller Habits. We actually meet up on Sundays with, she's RTC, but she also helping out with the operate operations.

Mhmm.

Franco: She's our branch manager slash Yeah. So

Chris: Yeah. So, yeah, she she's actually helped us out a lot, and we definitely go over

Steve: them too. Okay. But is she the one that's creating them? You're creating them?

Chris: Who is making it?

Franco: We all talk about it, and then, she puts it into place. Yeah. We'd be like, hey. We need this because this even you need to have those procedures from the time that the questions you ask the people you interview Mhmm. Until how you fire them.

You know? You need to have all that stuff to cut to to not spend a lot of time into that and trying to figure it out. That way, it's just this how it is. Okay.

Steve: Constantly reinventing the wheel.

Franco: Yeah. Exactly.

Steve: Yeah. Okay. Let's see what some of the questions we got. So oh, we got a lot more questions now. Okay.

So, how's the Tucson market for you guys as far as wholesaling? That's from Louie Shapiro.

Franco: Oh, Shapiro. It's pretty good. Yeah. We've we've sold what was it? The multi units out there?

Chris: Yeah. We sold yeah. We've got an it's definitely good. It's another you know, it has the right population. You just gotta be hitting the right areas.

Steve: Yeah. Yes. Definitely good. Dan Aprieto, another stunning agent.

Franco: He's good.

Chris: He

Steve: wants to know, do you guys close that condo you guys got for 40 with a 200 ARV?

Franco: We're in the process right now. Process. It's we're getting activity.

Steve: Yeah. Yeah. Well, I hope you guys get an activity. There should be no price in

Chris: this case. Can I I think he was yeah? He was there when our acquisition was locked up.

Steve: Locking it up. Yeah.

Franco: They assigned I told you they assigned some this week, and I I just got back in town yesterday. I need to check what what we assigned and all that stuff. So Yeah. Might already be assigned.

Steve: Yep. That's a big one. Yeah. How much trust do you give the person that determines your MAOs?

Franco: How much trust Are

Steve: you giving the person that that determines your maximum allowable offer?

Franco: We, we have you have to trust them. You have to detach. Otherwise, you're always attached to the business. Mhmm. You have to train them, tell them where they need to get it at, and, be able to be hands off.

Otherwise, you're always gonna be attached to it, and you're never gonna grow and go see what else is out there. Okay, guys. We need, you know, a little tweaking pivoting here on this side so we can just wrap it up, you know. So you have to. They want So we give them all the trust.

The guys, they know if they they we give them all the trust.

Chris: You wanna create leaders in the organization, not, you know, minions. 100%.

Steve: Yeah. Yeah. Operation full of leaders.

Franco: Yeah. If they mess up, it's actually I feel at fault because we didn't train them anymore. So Right. If okay, this guy, you know, he locked them up to us. It's not their fault.

It's my fault because I we didn't we didn't train them.

Steve: It was a training issue. Yeah. First time's a training issue.

Franco: Yeah.

Steve: Third time, it's a hiring issue.

Franco: Exactly.

Steve: So what dialing system are you guys using,

Chris: for cold calling? That's from Edwin Wong. PhoneBurner and ZenCall.

Steve: You guys like ZenCall?

Franco: Yeah.

Chris: It's pretty good. It gets the job done.

Steve: Yeah. Yeah. We've gone back and forth.

Franco: Yeah. Which do you like best?

Steve: We've gone back to Mojo. Mojo? Yeah. We didn't it's not that we love Mojo. It's just that's the one where it's easier for guys to do follow-up and Yeah.

Follow-up is king.

Franco: Yeah. Yeah. Oh, yeah. And, Collie, it takes a little bit to learn. You know?

Phone brushes

Chris: the same way.

Franco: Yeah. Perfect.

Steve: So Alex Jacobs wants to know how many RVMs and SMS are you sending monthly?

Chris: We're spending probably around, I wanna say about $10.15 grand together, RM and SMS.

Steve: Okay.

Franco: Do you

Steve: know how many RVMs and SMS that turns out to?

Chris: Not I can yeah. Not from the top of my head. It just yeah.

Steve: Okay. What are you guys using for SMS? What are you guys using for RVM?

Chris: We have a system in house that we use.

Steve: Gotcha. Yeah. Charles Moon wants to know, can you talk about the culture in your office and how you keep your people motivated to produce and stay?

Franco: In culture, you have to have your core values. It goes back to learn the scaling up and something we learned from our mentor too. But it goes, core values, those are very key. And, how do we how what was the question again?

Steve: How do you keep them motivated to produce and stay?

Franco: Commission hitting the target goals, incentives, quarterly goals, and cents quarterly incentives as well. So We flew out Brian to Miami, paid for his boot camp, Grant Cardone boot camp. Mhmm. Flew him out there. Everything paid.

So he hit the goals. He surpassed the goals. So we flew him out there.

Steve: Awesome. Ready for a pop quiz? Yeah. What are your core values?

Franco: Core values. When a labyrinth How

Steve: are you looking at him? Pop quiz for you.

Franco: And, no, integrity, respect. What's this other one?

Chris: What's it called? Servant, servanthood. Mhmm. Leadership. Yeah.

That's right.

Steve: Yep. Alright.

Chris: And we added more to this thing. Yeah. Our two year branch manager, she added more to it.

Franco: I'm telling you, we're we're we're being really hands off now, and, we're they're running it now. They're running it. Yeah. Just, come check it out too if you guys you guys wanna learn our core values. Come check it out.

We'll we'll talk about it.

Chris: No. Yeah. He came. It's yeah. It's cool.

Yeah.

Steve: It's it's awesome. You guys have it set up. It's it's displayed. Everyone can see it when you walk in.

Chris: Yeah.

Steve: Alright. The core value is there for everyone to see it. It's not it's not a secret. Yeah. So I like that a lot.

Just gotta be careful with your neighbor. Just

Franco: He's gone. Is he gone?

Steve: Yeah. He's gone. Oh, that poor guy. He was so nice except for when he was screaming. Yeah.

Chris: That guy's

Franco: nice. He does really well too. Yeah. He's gone, though.

Steve: Man, that was nuts when I was there. Yeah.

Franco: You guys crazy.

Steve: Okay. So let's see what else. There was another question here. Rashad Stevenson wants to know what percentage

Chris: of your business is PPC and Internet marketing? So we're just transitioning into that. We weren't ramping it up because we were in the process of, buying the domain. Mhmm. Because we had a domain without a e, and and that's now we're gonna we're building our website, and it should be done here soon.

Steve: Domain without an e Yeah. For off right now. Yeah.

Franco: Yeah. We actually now acquired the the original one. We're going to negotiations with it. But you

Steve: guys have already locked it up.

Chris: Yeah. Yeah.

Franco: It's not locked up.

Steve: Man, that's a big one. Yeah. That must have been a price.

Franco: Dollar company. Anyone who wants to write us a check, let us know, guys.

Steve: That must have been expensive. See, who what was I negotiating with? I think was it OfferNow that I was negotiating with? It was somebody. It was a domain.

Yeah. I know what it was. It was, sellmyhousefast.com. I think that's what it was. Really?

Yeah. Sellmyhousefast.com. And she wanted, like like, 50 k. I was like Woah. It's like, I wanna buy it, but I don't have 50 the cages.

They're out there.

Chris: The domain.

Franco: Yeah. So that's something you guys if you guys thinking to host and make sure your name actually, it's it's it's it's Will Brown Inn, and it's it's not a local name, if that makes sense. Right? Yeah. You're thinking national, not just your typical acquisitions or investments or I buy houses, something like that.

Steve: Right. Absolutely. Yeah. Okay. So, any favorite, best, or most interesting failures do you guys wanna share?

Franco: Mine. Yeah. I we have tons, man. That's how we learned. That's why he learned.

But, top of my head, the most interesting, the postcards one, I think I think I already, like, you know, I spent 8,000. Didn't have the team. Call started coming in. Another one, fix and flips. I was doing four or five flips at a time, and it was just like because I acquired, financing, hard money lender that would do 5% down.

Got excited. 5% down, 5% down. It started had all this overhead. It was I was like, man.

Steve: Yeah. Those are finish

Franco: it fast.

Steve: Those hard money guys, Yeah. They will collect every time.

Chris: They do.

Franco: Yeah. They do.

Steve: Yeah. They're gonna be okay if the deal doesn't go okay. Yeah. Yeah. Alright.

So is there any book, more than any other book, that you guys have gifted?

Chris: How to win, friends and influence people and thinking and grow rich.

Franco: Yep. And MJ DeMarco, Cracking the Cold and Milliner, Cracking Coming to Milliner, something like that. That's where the name off and off came up, and it's just like you you where you you paints are very clear. If you open up a restaurant, you're only gonna get local money. If you work on a business that you can do national, you're gonna get national money.

You're gonna you're gonna get rich.

Steve: Right.

Franco: So, really expanding your mind.

Steve: Gotcha. Makes sense. Alright. So I want you guys to think about something you wanna leave audience the listeners

Chris: with while

Steve: I make a few quick announcements.

Franco: Okay.

Steve: So, guys, friendly reminder again. Max, Jimenez, and I were doing our two day workshop where we're gonna be going over our entire business, and that's gonna be on September. We're limiting access to select people. So to see if you qualify to come to our workshop in Phoenix, please go to disruptors.com. And then I will be speaking in Houston for Whole Scaling Live.

Go to wholescalinglive.com and put in r e d for 25% off. Also be in Biloxi, Mississippi on October for our, for Real Estate Roundup Live. If you wanna check that out, go to bitly, bit.ly/rerlive. And then we've got I'll be finishing the year in New Orleans with Chris Rude in December, for, Skillathon two thousand nineteen. And next week, we've got Dominic Felix flying in from Jacksonville, Florida, and the legendary Sean Terry.

He had he couldn't make it last week, so we moved we moved him to Thursday next week. So with that being said, last thoughts starting with you.

Franco: Think big, and then, try to, plug yourself from the business as soon as possible so you can think of other source of income. And, I think that's that's about it.

Chris: Yeah. Yeah. So definitely, this is not a get rich quick scheme. You definitely gotta put in the work, and you gotta, not just go in thinking, you know, I'm just trying to make a check. You gotta provide a solution to the seller in order for him to wanna do business with you.

Because if you go in with just you're trying to, get money just to go blow it, you gotta come in that you're providing a service to the seller, and they would've get your first deal. If not, you're just gonna be, you know, running around.

Franco: Stop getting on the ground too much.

Steve: What's that?

Franco: Stop getting on the ground too much. Oh. And think of running your business. Yeah.

Steve: Running the business. Yeah.

Franco: Yeah.

Steve: Yeah. I know. I like that a lot. Right? Put in the the homeowner first.

Yeah. Yep. Alright. So if someone wants to get a hold of you, how do they do that?

Chris: Instagram at Chris Milan.

Franco: Man, official Franco Milan or just Franco Milan with a k. Look us up, guys. Let's network. Let's connect in all the cities where we mentioned we're in.

Steve: Let's go through the cities again real quick.

Franco: So states, we're in Arizona, Texas, Nevada, and, Georgia.

Steve: I know about the cities.

Franco: All the cities. Houston, Dallas, Phoenix, Tucson. What is it? Las Vegas, Atlanta.

Steve: Perfect. Awesome. Alright. Thank you, guys. Thank you

Franco: for having us.

Chris: Yeah.

Franco: Stop pissing off our sales force.

Steve: For watching.