From Door-Knocking to 6-Figure Wholesaling Profits

Steve Trang: Everybody. Thank you for joining us for today's episode of real estate disruptors. So we've got Nathan Payne and Corey Royston with investor, thrive, and offer on homes, and they flew in from Salt Lake, Utah to talk about how they went from door knocking to 6 figures in profits. If this is your first time tuning in, I'm Steve Trang, sales trainer. Every month, we help hundreds of people buy more houses at deeper margins.

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And I got to announce we got closers lab coming tomorrow, 10AM in this office. So it's 10:00, Pacific. My partner, Max Amentis, is gonna be doing live calls. He'll close your deals. He's gotta submit them a deal that maxcashoffers.com.

And it's a live show, so please ask your questions for Nathan and Corey to answer. Alright. So first question is, what got you guys into real estate? Very quick.

Nathan Payne: Do you wanna start with that, Corey?

Corey Royston: So what got us into real estate, I my dad did it for a little bit. He started wholesaling when I was in college, like, seven, eight years ago. So he did some wholesaling. I wanted to learn how to do it. I did it in college a little bit.

I did some lease options while I was still in school. Like, my last year of school, I did five lease options. And then I I I stopped, went and got a sales job, moved to Salt Lake. We met in college. That's where we met.

Yeah. I was doing it. He thought it was lame while I was doing it.

Nathan: I was doing real estate was good, but, man, he was doing it as, like, a side thing

Corey: in college.

Nathan: And I was like, man, come on. You ain't doing it. You ain't doing what it takes. Because I did door to door sales in in college. I I mean, like, I started off as, like, a lowly, you know, door knocker right after.

We started both our missions for our churches. So right after missions, we were already ingrained, like, the knocking. Right?

Steve: Like, we

Nathan: knocked a lot of doors for while we were on our missions for a church. So after that, got in the door door. I was selling Dish Network. I did that for, like, four or five years and grew, like, a sales team.

Steve: We do sell Dish Network door to door satellite TV. That's a lucrative business.

Nathan: It is.

Steve: I've heard there's really good money in that business.

Nathan: It is. You build teams. You get override. So I was doing that. And as I was doing that, I was trying to convince him.

I was like, why would you do it when you're

Corey: trying to

Nathan: lease option properties? And come come with me. Let's sell some sell some, some

Corey: dish network,

Nathan: door to door. And he was looking at me like, come on. You don't know. You know? So after I graduated, I was doing door to door, but I didn't wanna move around because it's like you it's very seasonal.

You gotta go to somewhere in the summer and sell with the team. So I reached out to him

Steve: and say,

Nathan: hey. You still doing that real estate thing? Let let's try that. So he got me interested in real estate because his dad did, and he was doing college. But now I I was kinda done with the door.

I was like, let's let's do it. Let's start driving.

Steve: So your dad was doing this.

Corey: Yeah.

Steve: Where was he where was he doing that at?

Corey: So I'm a I grew up in Missouri. I'm originally from there. Oh, part

Steve: of Missouri?

Corey: Just outside of Saint Louis.

Steve: Just outside of Saint Louis.

Corey: So

Steve: And so he was already doing it, and he was doing it successfully. Ish. Ish. It was working. He was

Corey: yeah. He was doing deals. He so he started out doing flips.

Steve: Okay.

Corey: And so he was doing flips. He's a doctor, and he so he did flips on the side and I would help him with flips. And then he was really interested in wholesaling because, you know, it's really appealing, especially if you, you know, are just hearing about it. So he got into wholesaling, and he was yeah. He did some houses

Nathan: but Eventually, when we started doing it, we would ask him questions. Like, we found out he was didn't know, like, as much as

Corey: Well, I knew he didn't know a ton because he had he didn't do, like, he didn't do a ton of deals, but he'd he'd done, like I mean, they did, like, a handful a month.

Steve: Yeah. But he made supplement his income. He was a doctor, so he was Yeah. Doing alright.

Nathan: Right. Yeah.

Corey: Yeah. He was fine.

Nathan: And I think, he he had it run with, like, like I think in Saint Louis, that market, it was a lot easier to find properties.

Corey: But Yeah.

Nathan: Buyers for them was, difficult. And Yeah.

Corey: And the

Nathan: wholesaling in Utah when we first started. Finding properties for us was a little bit more difficult,

Corey: but Really hard. Not a problem.

Steve: Where are you? So BYU?

Corey: Where do you have to go? BYU Idaho.

Nathan: BYU Idaho. It's like the sister school. We we we didn't actually get into BYU. That one was a little bit more prestigious, so we went to BYU Idaho.

Steve: Okay. So but you were still wholesaling at this or you were wholesaling

Corey: on the

Steve: side in school?

Corey: In my last so my dad started getting into it, like, a year and a half before I was done. Mhmm. And so I started learning it. And then he, I moved back out of school after like in between semesters, moved back out and I started doing it with one of my other friends, one of our other friends. And, yeah, the last year or so college.

So this is like 2015, 2016.

Steve: Did you graduate college? Yeah. With a degree in what?

Corey: Business marketing.

Steve: Okay. Did you find out

Corey: It hasn't helped me with wholesaling marketing, but No.

Steve: Not at all?

Corey: Not much. So To be honest.

Steve: So you're in you're doing real estate in college. How is that did you have any plans to finish, like No. Your degree and then, like, go apply that or, like, you were just, like, kind of going through the motions to finish your degree?

Corey: So I guess, like, my thought process then was, like, this seems like it's gonna be a good career path. Right? And that's why I didn't ever go out and knock doors. It's like, I know I'm not gonna do that forever, but this real estate thing seems like something I could do for, you know, for a long time. Yeah.

So I I started doing that. I plan to finish college. Like, you know, my dad put a bunch of money into it. I put some of my own money after he stopped paying for it. So I put money into it and I was like, I might as well finish.

There's a year left. So we would spend probably like ten to twenty hours a week calling for sale by owners, pitching them on lease options, trying to lock up deals. And, yeah, we did five deals and

Steve: Well, the reason why I'm I'm hitting on this point because I think there are people that, you know, people that listen to our show, right, they're in different, different stages

Corey: of life.

Steve: Yeah. Right. And the ones I'm I'm I'm thinking about right now are the ones that are either, they they graduated college or they're in the middle of college and the they're they're thinking, like, should I

Corey: Should I finish my degree? Yeah.

Steve: Right. Should I finish my degree? Or should I just go on to college? Or after they finish college, I got this degree in business marketing. Right?

I got this degree in business marketing. Should I do this for a while? For real estate, they kinda have this dance. Right? So Yeah.

It seems like your calculation was simple.

Corey: Yeah. So I actually left college, and I went and got a sales job outside of real estate, just at like a tech company there. Yeah. Doing sales. And so

Nathan: Real estate, but you had to like get

Corey: Yeah. Like I felt like happened

Nathan: to me.

Corey: I felt like I needed more Yeah. I'd just gotten married at the time, so I wanted some stable income. But after like nine months of that, I was like, I can't. It was just it sucked working for other people. It sucked.

Yeah.

Nathan: Yeah. I

Corey: always knew I wanted to do my own thing. Right? Yeah. Like, be my own business like, be a business owner, be my own boss type thing. So

Steve: And then yourself, so you're already hustling in college selling Dish. Was it Dish Direct?

Nathan: Did we first was Dish Direct, but I worked for a company that did both. Yeah. Then we just went straight to Dish Network.

Steve: Got it.

Nathan: I did that. Yeah.

Steve: And then when you finished your degree? Yeah.

Nathan: I finished my degree and kinda had that hustlers mentality in college. Like, I started a I love have you ever had elote? Like, Mexican corn in a cup? You ever had that?

Steve: Probably.

Corey: So I started in Mexican It's delicious.

Nathan: I started at corn. Like, they would sell Mexican corn in a cup. And in in Rexburg, I don't know where we went

Corey: to school.

Nathan: Summer. For summer, sold corn out of a shack.

Corey: Mhmm.

Nathan: And then I I started at the last year of college, I did, I always wanted to own, like, a a chill zone, a place where people would be able to hang out. So I started. I I leased a place in down downtown of our where we went to school, and I opened up. It's it was called Skidze, and it was a music venue where people could come in and listen to local bands playing the weekend. Mhmm.

Corey: I

Nathan: always I love cereal. So I I I started cereal cereal bar in the music venue where people could buy bowls of cereal. So, anyway, I was always trying something. Did it make money? No.

Steve: And we Plus it was shiny object syndrome.

Corey: Yeah. It was great, though.

Steve: Well, I mean,

Corey: I'm not real bad.

Steve: Right, man? It's because it's it's just the reality of who we are.

Nathan: It was fun.

Steve: And, like, I didn't even know, like, cereal bars existed. I was in Vegas in October, and we're just walking around. I was like, they just sell cereal.

Corey: Yeah. Honestly, though, Nate Nate's was the first one I had ever seen.

Nathan: And it it was pretty good because, like, the favorite thing I did we did there was, we had, like, ice cream from, like, the local dairy, and we would make ice cream milkshakes where we would, like

Corey: Cereal milkshakes.

Nathan: Cereal yeah. Sorry. Cereal milkshakes where we would, like, put take Reese's Puffs, you know, blend it up in the the vanilla ice cream. It was good.

Steve: Yeah. That's what they did over here. It's like Yeah. I wanted to try it. I was like, this was really Maybe they

Corey: copied Skizzies.

Steve: Like sugar and sugar and sugar.

Nathan: Yeah. It was it was good, but the I was always trying something. And So not probably not the best out of it.

Steve: So you didn't go get a job with your degree. You just went and hustled for yourself.

Nathan: Yep. My degree was in business management and entrepreneurship as that business.

Corey: While he was in school, though, too.

Nathan: Yeah. That was last year of college.

Steve: So then when you graduate college, what do you do next?

Nathan: So graduated from college, still doing door to door, sold sold skizzies. Right? Like, sold the stuff in there. And then met my wife, and then we're like, what were we gonna do for work? I had saved up some money from door to door, still doing it, and then trans transitioned to Sprint because Sprint cell phones, like, you that also sold that in our company.

So I was selling Sprint. And, you know, I was just door to door. Yeah.

Steve: I didn't know anyone sold Sprint door to door.

Nathan: Yeah. It was it's pretty lucrative. I mean, you sell five lines, like, a $150 a line. You know, you'd be making some good money, and I would sell, like, maybe fifteen, ten, 15 lines, sometimes a day. Yeah.

So that was nice. But, you know, we were, working at home and doing door to door is kind of difficult because you gotta, like, motivate yourself. Okay. I gotta go knock on my neighbor's door. So usually, you have to go to, like, a different market.

So you just go there, you grind for three months, and you're good for the year. But I was kinda tired of doing that, and I wanted to stay in a local place. So I reached out to Corey. I said, Corey, your dad does wholesaling. Let's or real estate.

Let's do that. And we I kinda pitched him on it because I was like, like, hey. We're I'm making good money on Sprint. Let's do that. Let's start a a door knocking team here and do the the real estate side to like, on the side.

And then, eventually, like, our heart wasn't in the door to door, so we would set we we had three recruits that would go sell door to door for us.

Corey: Yeah.

Nathan: And they'd be like, why aren't you guys going to knock? And we'd be like, because we're gonna do some real estate. You guys go do it. We're your managers. And then eventually, they caught wind of that, and they're like, we don't wanna go knock if you guys aren't knocking.

So we just shut that thing down and went all in on real estate.

Steve: There's an interesting lesson there. Right? Like because you think that if I pay you to go door knock, you will go door knock. That's not how it works.

Nathan: That's not how

Corey: it works. That's I think the the thing with them too is they weren't having much success at it. Yeah. And because they weren't saying that, then they were, like, started blaming blaming us.

Nathan: Door door to door, it can be a a big learning curve. I mean, you gotta meet the person, break down barriers, you know, like, overcome objections just right right at the start. And, you know, if you don't have that thick skin, then sometimes people don't wanna go through the

Steve: film. I'm gonna take a wild leap of faith here and guess you guys are Mormons.

Nathan: You nailed it.

Steve: Alright. So what we've noticed is that, you know, selling religion door to door.

Nathan: Bro, that's the hardest sale out there.

Corey: If you

Nathan: can talk to someone about Jesus and, like, we we love Jesus, but, you know, peep people just don't wanna really talk about it. Even if they believe in it, they're like, hey. I don't know what you believe. Like, it's not. So we we did that for two years, and he he was in Uruguay.

He still he did it in Uruguay. I did in Portland, Oregon. So

Steve: So, how much did that translate into wholesale? Into wholesale?

Nathan: For me, it's work ethic. Like, I mean, for two years, we had a strict schedule where we wake up at 06:30 every day, go out, proselyte or prospect. Right? And, that's just kinda taught you after, like, the two years that you can do anything because you're you're you did it for two years. Right.

Corey: And you're kinda you're kinda out there on your own, so you gotta, like, you gotta take all the initiative to do stuff. So you gotta figure out, like, you plan your days, you plan out what you're gonna do with your time.

Nathan: KPIs.

Corey: Like, they give you a schedule. Yeah. But you really, like it's up to you to, like, plan what you're gonna do with your time. And so learning how to, like, take initiative and, like, take action, figure out what you're gonna do to accomplish your goals. You know, those were big things that I took away, at least.

Steve: Anything as far as sales that translated well?

Nathan: Talking to people. Talking to people. Like, after my mission, a no did not, like, shake me. Right? It it doesn't bother you because you hear no thousand times a day.

So that's what translated I always like talking to people. Right? I always I felt like I was decent in communication. But, yeah, the mission, like, taught us,

Corey: you know Yeah. I learned how to connect with people, like, seeing people from their points of view.

Nathan: To listen because they're really big

Corey: Like, empathy.

Nathan: Listen empathy, listening. And that's that's something huge because, you know, most sales training, they teach you, like, you kinda wanna convince people, like, you you on the mission. And even further sales training like you teach, it's it's all about, you know, listening and looking how you can help people, you know, win win situations, stuff like that.

Steve: Okay. So let's talk about how you guys found your very first deal.

Nathan: Oh, man. Cold calling. That Donald was our first deal. Right?

Corey: Cold calling on a expired listings list.

Nathan: Just hammering that thing.

Corey: And With Mojo.

Steve: What year was this?

Corey: 2018. 2018.

Steve: 2018. Okay. So you're going on Mojo Yep. And you're calling expired listings. How are those conversations going?

Nathan: Not well.

Corey: Honestly, I don't even remember anyone besides that. I remember Donald.

Nathan: I remember you know, I would never cold call at this point. It was always be face to face. So I remember getting a little flustered sometimes when people would get upset with you. I would I would get, you know, a little heated and everyone in the so what what had happened is me and Corey were we had the the single cell phone our first, like, two months, and we were just calling maybe 10 people a day. I think when we were Honestly,

Corey: that wasn't even two months. It was, like, a couple weeks. A couple weeks. Gonna work.

Nathan: Yeah. And we thought, you know, okay. Let me call some super sub owners, and that was enough action. But, obviously, as we go further, like, dude, we weren't doing anything.

Steve: Yeah.

Nathan: And then we we networked with a broker in our in Salt Lake City that, you know, we're just trying to find someone that we could team up with or use their workspace. So we networked with a broker, and he said, hey. Come use my office. Any deals that you get from cold calling on my dialer, if they don't wanna sell for cash, let me list them. So that was kinda how he was gonna help us.

So at that point, we didn't even know what Mojo was. We didn't know anything about dialers or lists. But he's just he put us in there. He just sat us down, and we we would call all day. And that's that's how, essentially, we got the

Corey: our free

Steve: sale. So first guy, expired listing. Mhmm. Why did he agree to sell to you guys?

Nathan: It was a good story, I meant, but I think because we were persistent.

Corey: Yeah. We were

Steve: So the only reason I'm asking

Corey: is right

Steve: and this could be a limiting belief as because, you know, I get the realtor background and Mhmm. I had I had my VAs, like, cold call expires and FSBOs and Mhmm. Cancel listings. Right? Yeah.

And in my experience on the realtor side is that if you couldn't sell your house, usually, it's one of two things. Either you're an incredibly difficult person

Corey: Right. Or

Steve: your realtor was just absolutely awful. One of those two things.

Nathan: I think it's a difficult person thing. So we were very ambitious, and we went over to this guy's house maybe five, ten times before he signed. Like so what had happened is he had listed his house with an agent. The agent didn't take good pictures, and, the house didn't sell for what he wanted. Ended up Corey called him.

He was actually in preforeclosure, but he was from

Corey: where was he from? Croatia.

Nathan: Croatia. And he was he was, like, just buying his time till he lost the house. Yeah.

Corey: He hadn't made payments for, like, ten months. Yeah.

Nathan: So he's just buying his time till he lost the house and was gonna move back to Croatia. So we knock on the door after dish the initial conversation where he conversation where he said he was interested. We would go there, knock on the door, and he'd be sleeping, like, 03:00 in the afternoon. It'd be like, Donald, wake up, man. We're here to talk to you about the house.

This happened about five or 10 times where he'd wake up, we'd sit down, we'd chat, and finally, we, were able to lock down.

Steve: I mean, he basically just gave up.

Nathan: He gave up. And and it was our persistence

Steve: that That's awesome, though.

Nathan: Because because, I mean, how many times do I knock on someone's door now? I mean, it doesn't really happen.

Steve: But, I mean, that's what it takes, right, for your first deal. Like, a lot of people are watching and, the some people get lucky and they close it in the first month. But more often than not, like, most people try for six months and then they give up. Yeah. Right?

So this is At first,

Corey: we did a lot of that kind of stuff.

Nathan: Yeah. What's

Corey: that? Like, knocking on doors, like, just being persistent.

Nathan: Staking people out, waiting for them to come home. Like, he's not answering my call. I know he's gonna sell. Let's just wait. Yeah.

For him.

Steve: So you say it was an interesting situation. So what was interesting about that about about your first deal?

Nathan: Well, I think it's the process of how we got the buyer, like and, so first of all, like, getting him under contract took, like, many touches of going to the house. Finally, signing

Corey: And we locked him up too high.

Nathan: We locked him up one eighty five, and that was too high at the time. It's crazy because the house is worth half 1,000,000 now. But so $1.85, and, what had happened is, you know, we're too high, and we were so scared that if we if he was at the house when buyers came through that someone would blow the deal for us. So we would go there, and we'd say, hey, Donald. Can you go to the dog park for, like, an hour?

And he's like, okay. So he'd leave, and then we'd send, like, 4 2 or three buyers through as many as we could. They'd walk through, and they'd be like, this ain't a deal. And we're like, it it's a deal. And, this happened two or three times where he we were just so scared someone was sealed, so he'd be at the dog park.

Corey: So that

Nathan: was interesting too because right now, we're we don't ask sellers, hey. Can you can you leave for, like, an hour? Yeah. Bring your dogs. Like, we'll let

Steve: you know and do that.

Nathan: We're just transparent about it. Right? Hey. We're gonna have some of our, we we even tell people we we're gonna wholesale or say, hey. You know, we might buy this.

Sometimes we might buy this. We might flip it. We might, sell to one of our business partners by bringing business partners. So we're gonna have them walk through, during due diligence period to see who we wanna work with. So So

Steve: you locked up too high?

Nathan: Yeah. So we locked it up too high. We went back to them. Didn't we tell them we locked, like, we locked it

Corey: up too high? I think so. I think I mean, I think at that point, we had a buyer at $1.80. Right?

Nathan: Yeah. So we're like, look. Look. We we were very transparent with him. Like, look, dude.

Like, we're we're trying to work with our business partners who's gonna help us buy this property. Like, he he wants it at 1, you know, I think we told him, like, $1.75 so we could get it $1.75, and then we made we made 5 k. Mhmm. So, like, he he will only move if we do buy at $1.75. So, eventually, he was like, okay.

Fine. Let's go. Yeah. And then, you know, we snuck. It.

We we we put our fee in there. And that buyer took us, you know, obviously, it was a better deal. But, you know, when you're so young or and new to the game, your buyers list is can be so weak that you

Steve: skinny and they can spell fear.

Corey: They know they know they can take advantage of you.

Nathan: Yeah. Because we had another deal, like, right after that that was amazing deal. And we were trying to make, like, 30 or I think we're trying to make a 100,000 on it with that buyer, and he was like, you guys haven't paid your dues. I ain't buying this. But it was such a good deal, but he was not He

Corey: just wanted it less. He was gonna buy it. He just wanted us to make less.

Nathan: Yeah. So having a good buyers list or network is so important when you're new because you're you're gonna get taken.

Steve: Yeah.

Nathan: That's why they need to reach out to you on your dispo team because if

Steve: if

Nathan: Right. Like, I'm telling you, if you got a deal and you're about to make 20, reach out to your your team to see what you really can make, and and that's what I would gauge if I'm new. Yeah. Well, I

Steve: appreciate that. But you guys do the same thing too. Right? Everybody

Nathan: everybody does the same thing. Right?

Steve: So then what were some of the struggles? Like, you guys are now doing deals. You guys are on Mojo, which is was a big tool for a while. Yeah. No longer competitive.

For whatever reason, they refused to get with the times. Mhmm. So you guys are using Mojo, and you were getting deals. What were some of your first major obstacles in your journey?

Nathan: I think scaling, growing. Because as soon as we made that a couple checks, we tried to hire a team. And at this point, we're with the broker. Right? Mhmm.

And the broker we're we were, like, low on money, you know, with ups and downs. So we're we're, like he's, like I think we went to him and we said, hey. You know, you wanna help us with money and, like, you you obviously wanna get into this too. So we split the business thirty thirty thirty with them. Everyone gets a third.

And, he at that time, like, we started hiring cold callers. We started hiring our buddies for $15 an hour Wow. To call. We didn't know. And You

Steve: guys were very nice.

Corey: What's what, like, the company out of Costa Rica was paying their cold callers?

Nathan: Oh, that was sellers.

Corey: I don't

Nathan: know if you've heard of them.

Corey: So they're paying

Nathan: we were paying 20 for them at that time.

Corey: Really?

Nathan: Yeah. $20 and I think it was 20 or 15 if you got a discount. So we're like, 15 is good. So we hire buddies. They called.

You know how it is. They didn't work that hard even though we tried to get them. And, yeah, it didn't work out. So that's that's that was kind of an issue.

Steve: Brought in a third partner, and then you took the money from the from the proceeds from the other sales, and then you hired your friends. How many friends did you hire? Hire?

Nathan: I think there were two that we hired.

Steve: Two at $15 an hour.

Nathan: Yeah.

Steve: And because that was a very quick jump.

Nathan: Yep.

Steve: And that didn't work well.

Nathan: We our issue has been paying for speed. We we want speed. We want we want it quick. We wanna grow fast

Corey: Mhmm.

Nathan: Which can be kind of an issue as you try to grow too

Corey: fast.

Steve: Thing and a bad thing.

Nathan: Yeah.

Steve: Yeah. So what happened? What was the what was the outcome? I guess the first one was the outcome of hiring your friends at $15 an hour.

Nathan: I don't think

Corey: they didn't deal from us. Get any deals?

Nathan: No. And we we spent all our money.

Steve: How long did you keep them?

Nathan: That's five months.

Steve: Alright.

Corey: And they

Nathan: were part time, by the way. They were four hours a day.

Steve: And then I don't even

Corey: know if it was that long ago.

Steve: Guys still friends?

Nathan: Of course. Alright. We never burned the bridge.

Steve: Well, and then what's the consequence of bringing a third partner?

Nathan: We've split.

Steve: How soon after the partnership?

Nathan: After the we after the cold calling guys got fired. So so what had happened?

Corey: Agreed to the partnership. So we agreed to the partnership, and then he put in some money because we had spent our money

Steve: Mhmm.

Corey: In other marketing. Well, actually so after the 5 k deal, it took, like, another five months to get our second deal. It didn't so we got our first deal in, like, June, and we didn't get another deal until, like, October. And so it took a while to get our next deal. And we had run out that 5 k.

We had run out of money. And so this broker started putting money into it. He started sending out mailers. He started paying for flyers. He was already paying for a

Steve: month ago.

Corey: Yeah. He was investing.

Nathan: He wanted he wanted to get into it.

Corey: It wasn't a ton of money, but, I mean, he put, like, you know, 5 to 10 k in it. And we got some deals from it. So

Nathan: I think what had originally what had ended up happening while we split with the brokers just because, he was running a brokerage. Right? And we were doing, we felt like All the work. All the work. And he was getting paid when those deals started coming in.

So we were like, you know, we just don't see because

Corey: after after his initial first investment, like, then we got some deals and then we reinvested that money. And so we felt like 33% was a lot for Yeah. You know, five k of

Nathan: And and then when we ran out eventually ran out of money with the cold calling, we we split with him. And it was funny. He was like he's like, why are you guys leaving? You know? I I bring experience to this team.

Like, you guys don't have experience. And I was like, bro, with your experience, why didn't you tell us not to hire people at $15 an hour? And this is what he said. He said, I needed you guys to learn. And I'm like, how I can

Steve: see that from his perspective.

Corey: But then what's the point of his experience?

Nathan: What's the point of your experience if you want me to learn from that? So it was it was funny. I mean, I can see I mean, we we haven't talked to him since. I've reached out and apologized, you know, because you don't want any bad blood or anything. Right.

Corey: So I

Nathan: I was like, hey. I'm sorry things happen that way. He never responded. It's pretty he he should be happy, though, because we got him a deal that I think he he made probably a $150,000 plus on it On a flip. On a flip.

It was a great deal.

Steve: Yeah. That sounds like a wonderful deal. So you guys didn't split that deal with him? That was his deal?

Corey: So we he technically bought it from us.

Nathan: Yeah. He paid us out. And we're I remember the town. I was like, hey. We'll flip it with you.

And he's like, no. No. No. I got this, guys. Let me just pay you.

And I was

Corey: like They paid

Steve: you guys the assignment fee?

Nathan: Yeah. I paid us the assignment fee and kept the deal and flipped it, which

Corey: But she paid us to get it. I mean, we made 42 k off the assignment.

Steve: Yeah. So it was a win win.

Nathan: It was a very good deal.

Steve: Yeah. Okay. So then what happened after that? So we we scaled. It didn't quite go the right way.

Parted it up, didn't quite go the right way. What happened after that?

Nathan: Well, I think the issue we had in the beginning was, like, not being consistent with whatever marketing channel we did. We did a lot of door knocking. We would do do flyering. We'd do cold calling. We did mail Texting.

Texting. But in the beginning, it was just like we never found that that that thing where it was consistently where we consistently get Yeah.

Corey: We'd spend money on mailers and not get

Nathan: Yeah. 8 k.

Corey: A single call. Right?

Nathan: Yeah. You spend 8 k. You wouldn't get a deal, and you'd be like at that time when it's I mean, 8 k is a lot still. Right? But you spend that when you're brand new.

Yeah. I mean

Steve: AK is a lot of money when you're starting.

Nathan: When you're new and you don't got get a deal from mailers, you you're almost, like, devastated. So, I mean, if I could go back, I would done a lot more networking and and, you know, trying to get deals through, you know, my relationships, which you can get deals that way.

Steve: Absolutely. So but what what what happened so you you you tried all these different marketing things, didn't work, and then the UI's up. I was like, oh, let's just go hard on one marketing thing or did you make some other blenders along the way? No.

Nathan: We make we're making blenders for

Corey: months. Blenders.

Nathan: So right after we left from the partnership with the broker, we reached out to another buyer that we were cool with. And we're like, hey. You know, we're kinda out of marketing money. Would you be willing to invest $2,000 in us in flyers, and we'll go hand them out. And any listings that we get from it, you can have.

And he was like, you ain't getting a deal with two k, but I'll I'll give it I'll give you a shot. So he went to his office, worked there, made cold calls, and then we would hand out flyers. And after Did we get

Corey: our own mojo by then?

Nathan: Yeah. We had our own mojo at that time. And me and him were just grinding. And, eventually, he he's like, guys, I'm I'm gonna move in my office, and you guys can take a hike.

Steve: That didn't work either.

Nathan: It didn't work either. And then we can't we went back to working at our houses, and then we discovered texting. And that's that's That

Steve: was a game changer.

Corey: That was

Nathan: a game changer. Yeah. Yeah.

Steve: Okay. So what was your business like right before texting? What was your business after texting?

Corey: No deals before texting

Nathan: for a while. Consistent deals.

Corey: Yeah. Yeah. Like, no deals, like, no. We had been a couple months at least.

Steve: Yeah. It was dry.

Corey: What was dry? Dry dry spell there for a little bit. And then we started texting, and then we got, like, five, six deals right in a row.

Nathan: They were nice, big. And we paid

Corey: we paid

Nathan: them back. We're like, thank you for believing in us. Here's the two k. And he was like, oh, you guys really you did it. You brought you bring me money back.

We're still cool with them. But, yeah. So we got into texting. This is the part of our journey where we weren't good at buyers still. We were just good at acquisitions and acquiring properties.

So we reached out to, a, a wholesaling company in our in Utah, and these guys disbowed all our deals for, like, a year Mhmm. And for, like, a 70 thirty split. They were just just we're feeding them. We're like, hey, guys.

Corey: We were making more from them than we would have, like Just doing our own Right. Buyers. Buyers. So it was like a

Nathan: no brainer at the time. Doing that. Hired acquisition guy. Got an office. Things are rolling.

And then I think we got to a point where, like, man, we're giving away a lot of money. We can get buyers. And I asked I think I reached out to them and asked them to lower their split, and then they were like, no. So I then I found out someone in the network that had their buyers list and had been building

Corey: Mhmm.

Nathan: Their buyers. So I bought that from them for 5 k, and then we were selling deals at that time. Our deals.

Corey: Yeah. The list was huge for us.

Nathan: It was, like, the biggest deal.

Steve: So that's thing was a big milestone. Mhmm.

Corey: Yeah. And the

Steve: next big milestone was having your own buyers list.

Corey: Yeah. Yeah. Having your own buyers list went we made so much more money. Honestly, it blew me away that it was, like, so easy to sell deals with the list.

Steve: Yeah. So that's just a quick plug for Investor Lift just in case you guys are wondering the importance of the buyers list.

Nathan: It is huge because, like, when you got that three or four buyers that you've met on Facebook, they're gonna take you to town.

Steve: Well, not just taking it to town. It's it's the same thing you have a contractor. If you only have one contractor and you get the same bid from him every time, his price just gradually

Corey: Yeah.

Steve: Increases. Yeah.

Corey: And the buyer's price gradually gets lower.

Steve: Yeah. So you have to have multiple buyers. You don't If you get

Corey: as many buyers to show up to a showing as possible, you're gonna get a good you're gonna get a good price. Yeah.

Steve: Well, that's pretty interesting. Two or three. Yeah. It's like Brandon's, Brandon Simmons' go to move. Yeah.

Nathan: Get everybody. Just people that are not even looking at the house. So just people to show up.

Corey: Right? Have

Nathan: people walking through.

Steve: I've got a text from them. Hey. You wanna check out this house? Or what? Just come on over.

Nathan: Just come on over,

Corey: Brandon. Please help me.

Nathan: There'll be some Subway subs. There'll be some sliders there.

Steve: So alright. So the next big milestone that was getting you on buyers list. So you bought it from another investor?

Nathan: Yeah. 5 k.

Steve: 5 k. And I think that's something. Right? Like, if you guys wanted to get a buyers list, I think five k, that's when best for the charges. But you can always collaborate.

Right? I think, list swapping is something that, a lot of newer wholesalers do as well. So, I mean, there's creative ways to build a buyers list, and here's I'm talking about the importance of the buyers list. Yeah.

Nathan: I mean, at that point, we knew the importance of it. And since then, we've just been growing, building, building, building it up. Right?

Steve: So who's building the buyers list for you?

Nathan: I think everybody in the company is always, like, trying to network. But You guys

Steve: don't have, like, a designated, like, dispo guy or dispo, like, or designated, like, relationship person?

Nathan: We have We do. Yeah. We do.

Corey: So now We do. Now we we do nationwide. Mhmm. So, yeah, I mean, he builds the list when he we have deals in an area. Right?

So he builds that list there, but, we don't build in Utah much anymore.

Steve: Yeah. And we don't have because, like, you know, for us, what we found is, you know, we got a guy on our team. He's a rock star right over cash.

Corey: Mhmm.

Steve: And And I like that, guys. He's awesome. He's just, like, he just you just naturally wanna be friends with him. Right? He calls you up.

He talks to you. Yeah. And, like, yeah. Yeah. Put me on your list.

Right? So go ahead.

Nathan: When I met Ryan for the first time, I'm like, I like this guy. Yeah. Yeah. He's got that about him.

Steve: Yeah. He's just super charismatic, and you wanna work with him.

Corey: Yeah.

Steve: Yeah. Yeah. So alright. So, what is your business how did your business look after you built your buyers? Because you were saying, like, your profits per deal went way up?

Nathan: Yeah. I think

Corey: Profits per deal went up. Just the ability to sell more deals, like, that we couldn't sell before. So Yeah. More deals, more profit per deal.

Steve: And then is this the time when you guys started joint venturing?

Nathan: No. Not yet. We didn't we didn't know how to do that yet.

Steve: So what was the next part of your journey?

Nathan: Yeah. I mean, our our journey has been like this, but I'll I'll explain. So we went down. So we, we had hired acquisition guy at this time, Herman. Right?

And then what happened is deals for some reason just started becoming more difficult to get at that time.

Corey: Yeah. Right?

Nathan: And this is kinda when we went nationwide with

Corey: This is right right before COVID.

Nathan: This is right before COVID for texting wasn't hitting as much. I think that's when the regulation started to get tweaking a little bit, and maybe we weren't didn't have the knowledge to That's

Steve: really all we were doing at that time. Started with the texting. You had to you had to constantly change your texting.

Nathan: Yeah. Yeah. Exactly. We had VAs running it, and they didn't have that experience. So we were like, man, these aren't hitting as much.

So things weren't going that well for us, and then COVID hit. In our office, we were a month to month. So when COVID hit, we we all just went virtual. We all went home. And we were like, it was just a struggle to get deals, like, at that time in Utah because, I mean, I think when you're specifically in a major metro and if you're not good at marketing or have that network, it can be difficult unless you're spending those marketing dollars or or, you know, you're putting out a lot of effort.

So we saw a podcast, your podcast. It was it was his podcast with

Steve: Yeah.

Corey: With Nick.

Nathan: Nick. Do you remember Nick Perry? Yeah. Yep. And he was talking about how he was crushing it with nationwide pay per click.

Corey: Mhmm. And

Nathan: we were like, that's the answer. So I reached out to Nick Perry.

Corey: It felt like it felt like a a a revelation. Yeah. Like, it appears strange right there.

Steve: I mean, he's the only one I know that's done it well. Right? I'm not saying others haven't, but, like, he's the only one I know for sure. Like

Corey: Yeah.

Steve: Like, because that was how he made his mark. Right?

Nathan: A 100%. So I reached out to him. I hit him up in the DMs the DMs in Facebook, and I said, bro, teach me, please. So he was gracious enough to, like, get on some Zoom calls. He would charge us, like he's like, I don't have coaching.

Just pay this an hour for every hour. And we would pay him for an hour of his time. He showed us how to run the PPC, and, you know, we tried to we did the nationwide PPC. And, I think our fir yeah. You wanna kinda Yeah.

Corey: We've been doing that for almost two years now. Mhmm. And, yeah, the first month was

Nathan: The greatest and the worst. Crazy. Right?

Corey: Like for us. We're getting leads, and we're locked we probably locked up, like, 40 to 50 deals the first month.

Nathan: We were stoked. I I remember the first week go ahead.

Corey: And we're just like, oh, my gosh. This is gonna be insane. Right?

Nathan: Yeah. We're all buddies. So we went to Corey's house, like, after the first week where we locked up a ton of deals and we're, like, we're all, like, hooting and hollering and, like, so excited. We're like, dude, we're gonna make so much money. This is great.

Like, three weeks down the line, we you know?

Corey: Yeah. We sold, like, two of the deals. Yeah. Because Yeah. We're locked up.

Canceled, like, 30 plus contracts.

Nathan: We're locking up deals in the middle of, like, Upstate New York where no one lives and, like, random places, and we could did not know how to dispo. So then we're like, Nick

Corey: because Utah was, like, probably similar to here, very hard to get a deal, easy to sell a deal. Oh, yeah. And so we had been in that mindset for, like, two and a half years, two years. Gosh, dude. And then so it's like, oh, these are so it's so easy.

Nathan: We felt so good and our wives were like they're probably looking at us like, you guys you guys know what you're talking about.

Corey: But Well

Steve: and I've heard the similar story with other people trying to go nationwide, and I I'll share it for ourselves. You know, when we went to Albuquerque, I think the first month there, we locked up, like, eight contracts.

Nathan: Yeah.

Steve: And then, like, no one wants to buy. It's weird.

Nathan: Well, it's interesting because in, like, Salt Lake City, you get a deal, like, 85%. You think that's legit. So you go to Peoria, Illinois, and you get it at 50%. You're like, this is a deal. Alright.

And they're like, bro, we buy, like, 20% here. Yeah. For real. You know? Or we don't even want it.

You know? That's on the train tracks or you know? So but we we reached out to Nick. We said, Nick, how are you doing this? How are you disbowing these deals?

And he's like so he sold us his buyers list, which had, you know, thank thank that was nice of him to do, for a lot of money at the time. So because we thought it would solve the issue. Yeah. But that's an art as well. It's dispelling is an art.

So we thought having the because the five k list had solved their problems before, we said, you know, this this giant list is gonna solve our problems. Not really. It didn't really solve our problems. It helped, but it's disability's an art. And still, if you got a crappy property in the middle of nowhere, I don't care how good your list is.

No. It's gonna be hard to move it.

Steve: Right.

Nathan: So that's kind of the issue we had.

Steve: So there are multiple lessons there. I haven't heard any successes, but you guys so you've been doing it for two years now, so there has to be some success. There has to be Oh, yeah. Something on the other

Nathan: side of the rainbow. Oh, yeah.

Corey: There's definitely success in the beginning. Yeah. At that point, we I mean, we had done a

Nathan: bunch of deals. Yeah. There were

Corey: deals in there, but We had done, I don't know, 25, 30 deals in the two years. Mhmm. I don't know. Something like that. Right?

Nathan: Yeah. I mean, I think we just focus so much on, like, not, like, the not the lessons learned, but, like, how we're not

Corey: improve.

Nathan: Where to improve. Like, we're always beating each other up because you know how it is, social media, you see these guys just crushing and you're like, well, you know, we're getting rocked, you know, like things happen, like it's hard. But no, no, we've, you know, after after, we did the nationwide thing, I'll just continue with the journey if you want and where where things picked up. So after the nationwide thing and and trying to figure out the disfowing and Nick Perry thing, we were, like, in in in debt, bro. We're, like, we're in trouble.

Like, we were we we I think we're, like, forty, fifty k in debt just from that, all the PPC ad spend. Right?

Corey: It's probably, like, a year. Right?

Nathan: Yeah. And we reached out to Brandon Simmons and Sean Terrys because we had heard that Sean Terry had figured out, like, how to to make the PPC model work. Mhmm. He he was teaching his mastermind. So at that time, we reached out, and Brandon Simmons, was, like, kinda, I think, coaching and helping out with, Sean Terry.

So we're like, Brandon, like, we we're not idiots. Like, we can do this, but, like, we're we're in trouble. And he's like, you guys should JV. And I'm like, okay. Tell me more about that.

And then it just clicked to me that that

Corey: about it, but

Nathan: We knew about it, but not that much. Like Yeah. It clicked to me that that's what we had done our first year. Right? Mhmm.

So then I I got on Facebook mark marketplace, Messenger. I just lit everybody up. So who's got a deal? I'll help you move it. We got we got Nick Perry's buyers list.

We'll we'll move anything. And that's kinda how we dug ourself out of the hole. Now we built relationships. We we our disbowing is legit. You know, we've we've found other key partnerships.

Like, we do a lot of deals through Homelight. I don't know. I mean, everybody knows about them. And we've just increased other marketing channels. So because of, like, JVing, this this is how JVing saved, I I I believe, our company is because sometimes there's up and down months, with wholesaling when you do pay is it paid marketing?

Sometimes they'll hit big. So you need to let, you know, other things to kinda supplement. Yes. That's kinda like what had helped us.

Steve: Oh, and JV is the most profitable model. You might not make as much, but there's very little cost.

Corey: Spend much either.

Steve: Yeah. And then A lot cheaper than PPC. Yeah.

Nathan: And what what I learned from going with Sean Terry and Brandon was the power of, like, he talks about the go giver. Right? Giving back. Like and I I didn't I always kinda looked at you, people in the space, like, other investors as, like, competition. And I never, like, looked at them as, like, a way to make money.

I was like, I'm not trying to talk to you, give you any information. It was kinda like, yeah. I I didn't want I didn't think that was a good avenue. But then, you know, they showed me. It's like, hey, man.

You can you can help each other grow. So start networking. One of the deals we did from being in the mastermind with Sean Terry is we made 50,000 on a deal, that we're gonna make zero because it was like a

Corey: it was

Nathan: a million dollar property in Colorado. It was a really weird situation. The tenant was like a bodybuilder, had tats everywhere and, like, diamonds in his cheeks. And the the, oh, the landlord was selling it.

Corey: Scared of him.

Nathan: Was so scared of him, and nobody wanted the property. But someone in our mastermind was like, I'll take it on. And

Corey: we couldn't get into it to show it, like, tons of problems.

Nathan: So having that relationship got the deal done because the guy that we sold to ended up going, knocked on the door, and the guy's like, yeah. I'll leave. I just didn't like the the the landlord. So, that taught me relationships, get deals sold. Right?

And networking and working with people and helping people succeed is going to help you in this business other than looking at competition. So from that point, you know, joining that mastermind, things have just gone way better.

Steve: So just a quick tangent here. You know, you're talking about the bodybuilder. So I was, you know, doing this by myself a long time.

Corey: And I

Steve: remember I went to this appointment where the guy's house was, like, 02:40, and I was like, I'll offer you $1.80. And, like, he's a bodybuilder. Like, he's, like, way bigger than me

Corey: Yeah.

Steve: And muscular. And he says, no. You're paying $2.45. I was like

Corey: like, you

Steve: know what? Let me think about it.

Corey: Let me

Nathan: get back to you.

Steve: I'll get back to you. I was like, man, if this guy's like a salesman, like, I am gonna be completely defenseless. Right? Like, there's not very many guys where that I'll I'll I'll look and it's like, man, I'm in trouble. But that guy.

Yeah. I mean, he could have been roided out or whatever. I have no idea. But I was like, you

Nathan: know Did you pay the $2.40?

Corey: I

Steve: have no questions.

Corey: No. It's

Steve: like, I'll get back to you, you know, like, Monday. Oh, good. Could be a yes or a no.

Nathan: That's hilarious.

Corey: Call him back.

Steve: I called him back. He's like, yeah. I saw $1.80.

Nathan: But over

Steve: the phone, I was a lot braver.

Corey: Of course.

Nathan: Yeah. Always. In text, he he he's even braver. Right? Yeah.

That's awesome.

Steve: So, I wanna talk about you know, you called, Nick and you called Brandon. So first,

Corey: just, you

Steve: know, we're comparing notes here. What was Nick charging at that time for per hour? Because I charged, an hourly rate.

Nathan: He was charging $500 an hour.

Steve: I mean, that's a really nice guy. Okay. Good. I'm gonna keep I'm gonna leave my number alone. Yeah.

We

Nathan: thought that was a lot because we we talked to him a lot. You know? I'm by heat.

Steve: So the other question is, like, a lot of people are reluctant. Apparently or especially, it kinda sounded like you are had some scarcity mindset. Right?

Corey: So a

Steve: lot of people are reluctant to reach out to an expert or someone else that's having success and paying them. So was there any reluctance?

Nathan: No. Not at all.

Steve: And then, what what gave you the the comfort to to reach out to these to him, to Brandon, to Sean?

Nathan: So I'm I'm never reluctant to reach out to anybody, because I'm not asking them to give me something for free ever. Like, I'm never like, hey, Nick. Will you teach me just because I'm a cool guy and I'll work really hard for you? Yeah. No.

I'm I'm gonna say, dude, Nick, I'll I'll pay you for your time. I know your your time is valuable. Like, I'm willing to

Corey: Yeah. If we felt that it was valuable, we were more than willing to pay.

Steve: But you weren't offering to buy him coffee?

Nathan: No. Not coffee. Maybe a little,

Corey: Hot chocolate?

Nathan: Hot chocolate. Yeah. But yeah. So that's when we reach out when I reach out to people, I feel like I can benefit them by giving them like, paying for their time or giving back. Like, I wouldn't reach out to someone if I don't feel like I had any value to to give to them.

So never reluctant to reach out because I'm willing to to do do whatever it takes. And if they're like, look, man. I'm super busy. I don't have any time for you. I get it.

Yeah. Yeah.

Corey: So you

Steve: guys just had your biggest month ever? Yeah. Yeah. 200 plus.

Corey: Mhmm.

Steve: If you could break that down for the audience, what does that 200 k look like? How many deals?

Nathan: So it's $9.09 deals. Mhmm. I think it's two two wholetales, and, I think the rest were wholesale deals. So Okay. Nationwide.

Steve: Nationwide. Yep. Seller direct? Joint venture?

Nathan: I think one of them was a JV, a small one. Oh, yeah. One of them was a memorandum of contract that we had released, because the seller went around to present, and we they paid us to get out

Steve: Negotiate it.

Nathan: And negotiate. And then the rest were, whole JV memorandum contract, and then, two, wholetails, and then the rest were, of the nine were

Corey: Direct to seller.

Nathan: Direct to seller.

Steve: So was that all PPC or texting? You were to break down the lead sources or panels.

Corey: Couple cold calling, couple home light.

Nathan: Texting?

Corey: I don't think so. Cold calling home light. We just restarted. So we stopped PPC.

Nathan: Yeah. We stopped it because it got it got a little out of hand with the areas, and our ad spend got a little crazy. So We

Corey: had messed up our campaign so bad that it was like Yeah. There was no going coming back.

Nathan: We're not like the

Corey: Then we started over Yeah. Just barely. So we we restarted it.

Nathan: Yeah. I mean, marketing is is always an ongoing thing. I think ebbs and flows.

Steve: Gotta go with a marketing degree.

Corey: I wish it helped. I really wish it helped.

Nathan: This guy's marketing degree.

Corey: My marketing degree has not helped me at all.

Nathan: I think yeah. No.

Steve: Alright. So I wanna jump into the questions from the audience before we do that. Guys, our sales training is next week. If you guys wanna check it out, we literally train hundreds of people per month. If you guys wanna get in, figure out why so many people are buying sales training from us, go to disruptors.com/salesdisruptors.

And let's go ahead and jump into the questions over here. So from Facebook, this is Lane. With the many entrepreneurs you've spoken to, do you think there's a book on self development that you should absolutely read first that was shared between them? So I guess for each one of you guys, which is, like, your number one self development book?

Nathan: You know what? This book I love this book, and, it's called The Slight Edge. It just talks about doing small, simple things daily consistently that Is that

Steve: Brian Tracy?

Nathan: I think so.

Corey: No. Which is it?

Nathan: Honestly, I can't remember the author.

Corey: Remember his name. It's not Brian Tracy.

Nathan: There's a lot of books that are like it. Right? The one thing, all that stuff. It it talks about, you know, the the small simple things that you don't see giant results from immediately that make the difference. And I think that's something I've learned as an entrepreneur is, like, you know, developing a healthy mindset mentality, making offers consistently, you know, marketing it's like, you know, you gotta do it consist consistently or, you know, you're not gonna see the results.

And that's Yeah. I think as noobs in the beginning, you know, we we go hard cold calling for an eight hours one day and be like but then we couldn't do it again. The next day, we're we're spent for a week. So that's the it's all about the consistency.

Steve: Yeah. And I think just to that point, the the fine edge, you know, I think that one thing I've noticed, as, as an observer is we have to do so much in our operations now to get the deals that we get. And I think it's so hard. Today as a solopreneur, I'm not trying to be discouraging. Just

Nathan: Yeah, bro.

Steve: The reality is, like, we there are so many levers in places where your system can break, whether, like, you know, the lead came in, and for whatever reason that day, the call rail

Nathan: didn't work. Or the zap.

Steve: Or the zap didn't work. The APIs are falling apart. Or, like Or

Corey: your lead manager didn't call it.

Steve: Lead manager didn't call it. Salesforce broke today. Yeah. Someone's calling us. There's so many things.

If you talk about the slight edge, like, we are really, like, I wouldn't say doing at a high level, but we're consciously fixing these things. Like, I can't imagine as a solopreneur today, you know, all those things.

Nathan: You definitely have to leverage. I meant, me and Corey, we got here, like, 09:00 today. We've met with some, like, Jesse Burrell, some of these guys. And these these guys we've learned from you and and, people like this is they leverage talent. You know?

They they have the right who's. They that's how they get this done is they they hire the right people. Yeah. And it's amazing to see, like, what they can get done.

Steve: It's really important.

Nathan: Yeah. What about you?

Steve: How about your your number one personal development book?

Corey: I would say The Slight Edge, but I'll give a different one since Nate gave that one. I'd probably say The Seven Habits.

Steve: Yeah.

Corey: I really like Okay. The seven habits. Just kinda mastering yourself, you know, in the first three habits and then learning how to be, you know, exist in win win relationships and create value in relationships and, you know, synergizing and all that stuff. I think, you know, learning how to, yeah, master yourself and then also how to, yeah, create great relationships.

Nathan: Yep. Think and Grow Rich. I don't wanna go too deep in other books, but Think and Grow Rich is great too with mindset. I love that.

Steve: Yeah. I mean, it's I think it's

Corey: one

Steve: of one of the best books. And,

Corey: a lot

Steve: of people really struggle with that book.

Nathan: Struggle to read it?

Corey: You you

Steve: With that particular book.

Nathan: Really?

Steve: Not reading books, but that particular book, that that's the one that most people, like, they read it and they're like, they they can't get through it.

Nathan: It. Mine looks amazing.

Steve: Yeah. So Lane's asking how that list in our blog. So, Lane, if you, we'll definitely put that list up. I know that we we compiled it. We need to update it.

So if, let's see. I think Mon is listening to this. So if you guys send me a reminder, I will definitely post that, list on our blog. Raylan White is asking, if you were to start over from scratch today, would you cold call or text? Text?

Corey: Neither.

Nathan: Yeah, man. I mean, to be honest, if I started myself over again, I would become, like, the the guy who flips this is my opinion. I'd be the guy who flips in Utah. I'd I'd I'd call the real estate agents. I would do all organic marketing and be known as the the go to guy.

Like, hey. I'm buying everything. Mhmm. Because as being a wholesaler, you're marketing to sellers. Like, I'll buy your house.

But in to the network, you're you're like a wholesaler. You're like the middle guy. I wanna be I would be known as the the guy that gets the deals done. I'll flip them

Corey: Mhmm.

Nathan: If, you know, if the the numbers work. And wholesaling is kinda like, like an extra strategy. Yeah. So I would I'd call all real estate agents in my market. I'd look for off market deals.

I'd say bring me anything. I'd be looking at people's deals, other wholesalers' deals. I'd be like these hedge funds that have underwriters that are literally just looking Yeah. At deals. That that's what I would do to to learn.

Steve: So let me ask you this. And, you know, if you're if you're starting brand new, someone's listening to this. Right? Like, wholesaling is easier to start. Not necessarily easier to do Mhmm.

But easier to start. It's like, there's not as many, you don't need capital.

Corey: There's no risk. Right?

Steve: Yeah. There's less risk. Right? Whereas flipping, like, if you've never done a flip before, like, how do you get the loans and this and that? So what would you do what would you tell someone who's starting brand new as a flip with zero real estate experience?

Nathan: Well, maybe I need to rephrase that. I would be I guess my marketing or, like, I'd be known I'd try to be, like, the guy that flips, but I would still look at it as, like, I'm going to move the deals with the best extra strategy.

Corey: Got it. Now if

Nathan: now if it's, like, if it is the best to flip it, I would get partners involved. Like, I'd reach out to you or reach out to someone and be like, hey. I have this amazing deal. I'd like to flip. Would you like to go in on me or hard money?

Mhmm. You have private money? And then most likely, we're gonna just buy the deal from them.

Steve: Yeah. So and then, James Cook is what's Homelite?

Nathan: What's Homelite?

Corey: Like a lead gen source. They run commercials. They run online advertisement, and they sell leads to realtors and investors.

Nathan: Yeah. And you can, if you qualify, they'll give you leads in for you to buy. Right? You're not supposed to wholesale them. You're supposed to buy them.

So we we use them as to buy. We've done some flips from home life, but sometimes, you know, we wholesale them.

Steve: Yep. And Peyton Burks, since you guys are nationwide, what is your criteria for getting into a new market?

Nathan: What's the criteria?

Corey: If a lease comes in from that market?

Nathan: No. I think Well,

Corey: when you're doing PPC, right, like, you're in enough states to make the leads cost effective. Right? So you want to so, basically, you mean you can't control where the lead comes in at. So

Nathan: But but we have specific states that we don't target, like North Dakota, West Virginia, South Dakota.

Corey: So Illinois.

Nathan: For him, to answer his question the way I I would answer is, just has to have enough, like, major metros, like, I guess, interest, like, in where people would wanna

Corey: You wanna you wanna target where people will buy deals.

Nathan: Mhmm.

Corey: So you don't buy deals in West Virginia from our experience. Really? Not They

Nathan: probably do, but not

Corey: do. But we've tried to sell 10 or 15 there and have not been able to sell any.

Steve: And Dakota, I've never heard anything about Dakota. So North and South Dakota, not the funnest to

Nathan: Well, I mean, if you run a pay per click campaign

Corey: Mhmm.

Nathan: And for the statewide in Southern North Dakota, you're gonna get a lot of stuff outside of, like, the the major cities there. So it's just gonna be a waste of your funds.

Steve: Has your PPC campaigns always been more, regional versus localized?

Corey: No. So when we first did it, we used

Nathan: Salt Lake City?

Corey: Yeah. What was that for me? Adwords nerds? Adwords nerds Mhmm. To do our PPC.

And we did it just in Salt Lake, and we got some deals from that. Yeah. Then it got really

Nathan: expensive. Getting, like, $400 a click.

Steve: My understanding is that Salt Lake is the most competitive market. See? Alright. In case you guys didn't know

Corey: I feel like I mean, I didn't know that, but I

Steve: Yeah. If

Corey: if Cody

Steve: offline there. Yep. We got Jason Lewis there. Andy McFarland. Andy McFarland.

Matt Oviatt. Like

Nathan: Yeah. These guys, they made a play. That's

Steve: You got some massive hitters

Corey: Mhmm.

Steve: In the Salt Lake area. And Klay. Right? Like Clay and Brian. Yeah.

You got some massive players up there. And the Salt Lake's not big.

Corey: It's not huge.

Nathan: There's some yeah.

Steve: You you're here. You see how big Phoenix is.

Corey: Yeah. I think, like, the four there's four major counties, and I think it's, like, a little over a million p maybe 2,000,000 people.

Nathan: Yeah. Yeah. So, definitely, PPC is so that's that's originally why another reason why we went nationwide, right, is because we were doing the pay per click. We were doing the texting, and it was, like, getting expensive to get deals there. And Sean Terry's had the same experience.

That's why he kinda went nationwide. He's Mhmm.

Corey: He said

Nathan: to get deals in, what's like, here in Phoenix, it was getting more expensive. So he he was It's his fault.

Steve: It's his fault. It's expensive. Because he

Nathan: taught everybody how

Steve: to do it. He taught everyone how to do it. Right? Because, he was doing it, and I was doing it. And then, apparently, he was telling everybody else about it.

So Yep. What my my $12 a lead quickly became $400 a lead. So That's crazy. So it's a 100% his fault if you're paying attention, Sean Terry. Let's see.

Nathan: Ain't that ain't that the truth. Right?

Steve: So you're talking about your mission in Investor Thrive. We haven't really jumped into it. What What is your

Nathan: mission? My mission

Steve: At Investor Thrive.

Nathan: Oh, my mission at Investor Thrive, not my mission that I serve?

Corey: Mm-mm.

Nathan: My mission at Investor Thrive is I wanna help I like real estate. I love real estate. But I I wanna help people in their personal lives more. That's, like, what I'm really interested in is, like, when I dive into these self help books, like, mindset, I believe that there's, like, a process and a system just like there is in wholesaling for getting leads. I believe there's a process and a system for getting your mind right.

And I kinda think where everyone in my opinion, everyone is so focused on real estate and getting leads and getting deals that they neglect, like, how important it is to wake up early consistently at the right time. You know, have a I call it's called theater of the mind. If you've read the book Psycho Cybernetics, it talks about, like, going to a place in your mind, where you, like, relive wins so you feel like a winner every day. Like, those are things that I write in my journal every day, like, wins that I have or, you know, things I'm grateful for. I do affirmations.

And I just feel like, like, mentally, I'm I'm pretty solid. But that's something I wanna I want to kinda do as a mission of investor thrive is not only help people succeed in their real estate businesses, but in their personal lives. Because at the end of everything, real estate's great. If you own a 100,000 for, like, rentals, that's great. But if your your, personal life, your your relationship with your family, God, or religion, if you if you're into that, that's like in my opinion, that's more important.

That's why we're here. We're here in this life to, you know, develop relationships, help people, you know, grow

Corey: Yeah.

Nathan: Give back. So that that's the mission. It's a big mission.

Steve: Anything you wanna add to that?

Corey: Yeah. I mean, just create an impact in people's lives. Right? Help them to make the progress that they want, get to where they want, and, you know, not obviously do it for them, but be a, you know, just a a help, you know, an aid along the way.

Steve: Yeah. I mean, I think what you're talking about is so important, you know, because we're we're very tactical here. We try to be inspirational on this show.

Corey: You know, the

Steve: first half, you're inspirational. Yeah. And second half show, you get really tactical. Right? And it's a combination of inspiration and tactics.

But we don't really talk as much about mindset. Right? So the I'm hoping the inspiration kinda helps people get through the mindset challenges, you know, the things that the garbage, the noise that's inside their heads.

Nathan: Yeah.

Steve: But I think, like, the mindset if the mindset's right, everything else works. Yeah. Or everything else clicks. But and you were talking about kinda like the mission. Like, that helped you when you're on the mission.

It's like you had and it's like a routine, but you knew what you had to do every day. Day.

Nathan: 100%. Like, so when you wake up and you don't wanna make those dials or you don't want to go to work because your tummy hurts

Corey: Mhmm.

Nathan: Your mind is right. You're like, hey. I'm not and it's a slight edge. Right? It's like, if I don't do this today, like, I'm behind.

I'm not so, I talk to a lot of because I am coaching a little bit, and I talk to a lot of people who their their, their mind's not right. It's like, if you wanna do this business, this is just like any other business. This is a grind.

Corey: You know,

Nathan: you in order to get your foot in the door, you gotta work hard. So that that 10 dials you made or that 20 dials, that's not gonna get it done. You need 50 to a 100 dials a day. You need to talk to 50 leads. Out of that, you can get a contract.

So the mindset set is something everyone talks about because I talk to a lot of people too and they're like I'm like, what's the one thing you could tell us people? And they say mindset. But my thing is let's let's actually give people a process and, like, a system, like, a schedule. Let's let's develop a schedule for every individual, a routine so you can actually get your mind mind right. That that's what I want.

Steve: I remember, you know, going to, Sean Terry's, you know, freedom event.

Corey: Mhmm.

Steve: And, like, the first day was mindset, mindset, mindset. I remember Patrick Precourt, someone I respect a lot. You know? I got to know personally, more recently.

Corey: And

Steve: you saw my mindset. And me, right, I'm at this event. I was like, let's get over this nonsense. Like, let's hit the tactics. Right?

Nathan: Exactly.

Steve: And for me, personally, you know, mindset's not a much of a challenge for me, so I don't care about that stuff. Like, just give me the good stuff. Let me figure it out. Let me go apply. Right?

Like, why don't we spend more time on tactics and strategies? Yeah. But I've since learned, like, 90 plus percentage of people need to fix the mindset before we can even discuss tax strategies because tax strategies are relevant. We don't have the right mindset.

Nathan: Exactly what I find too. I mean, everybody when you bring up mindset, you just you gotta work hard. You gotta change your mindset. Everyone just turns their brain off. They're like, yeah, dude.

I've heard that on a 100 motivational videos. Mhmm. And that's

Steve: but that's Take massive action.

Nathan: Yeah. Take yeah. That doesn't really help anyone to be like, hey. You need to believe in yourself. That doesn't like, when no.

No offense to anybody who plays motivational videos, but when I hear them, I roll my eyes too. I'm like, this this isn't this isn't doing anything for me. I I don't need to hear about the guy who couldn't breathe underwater. That's a good one. Right?

But he's like, oh, if you wanna fight as hard as you can breathe

Steve: It's inspirational.

Nathan: It's inspirational. But for me, I'm like

Corey: It only lasts thirty seconds. So Yeah.

Steve: Well, it's like a shower. Like, you need it every single day.

Nathan: Yeah. So, like, you go to these big events, and they're great. You meet with great people. But, you know, three days after, you're like, I can't remember what anyone said, but I felt great. But now I'm I'm kinda dying on the motivation.

My thing is, like, keep that going. Like, do those daily act routines and those activities that that slight edge

Corey: We wanna give Motivated. We wanna give people tactics to be able to do the things that they don't wanna do but they should do that day. Right?

Steve: Yeah. So let's talk about, I mean, if if this is the mission. Right? And, again, this is a challenge that I have Mhmm. As someone that's trying to help people.

I mean, truthfully, I'm in my own coaching program. I I pay somebody else

Nathan: Yeah.

Steve: Who I just saw earlier is is is coming in, which is awesome, for one of our episodes. But I'm paying somebody else, right, on mindset and and coaching everything else. And I share with him, like, hey. My biggest frustration as a business owner, as a leader, is there are people I just can't I just cannot get through.

Nathan: Yeah.

Steve: Right? Like, they say they want it. I want it for them, but I want it for them more than they want it for themselves. Right. And I'm stuck.

I can't fix this problem.

Nathan: I hear you, man.

Steve: So do you have a solution here?

Nathan: My solution for that would be, like, you present the the formula. Right? You like, for example, I had an acquisition guy, and I presented him my my daily routine that I kinda wanna give to people. But you you can give it to him, and you can follow-up. Be like, hey.

Did you make your life plan? That's one of the things I've done. It's okay. Like, I have a vision of what I want to accomplish in this life. So I can give that to you.

But if you don't wanna sit down for thirty minutes and think about what you want to write out, I can't make you do that. Mhmm. So, for people that say they want it, maybe you could call them out and be like, hey, man. Like, this is the formula. Like, this is the the the outline to how you can achieve your goals.

But if you don't even wanna fill this out or stay consistent for a week of, you know, writing down what you're grateful for, how are you gonna achieve it? I mean, what did they say? A plan not written is only a a a wish or something?

Steve: Yeah. It well, yeah, it's a a a was it a

Nathan: Goal not written is only a wish or

Steve: Yeah. A plan or something something without a plan is just a dream. A goal without a plan is just a dream.

Nathan: Yeah. And that's the kind of same thing I feel like with people, their their lives, they they just and I love my pops. My pops is great, but I think, you know, sometimes, like, back in the day, people just they just did they just went through it. And that's okay. Like, that that's what they want.

Like, they go to job. But, like, for me

Corey: just different priorities. Right?

Nathan: Different priorities, and that's totally cool. But if you wanna achieve if we wanna make three

Corey: wanna grow a business. Right?

Nathan: Yeah. If we wanna get $3,000,000 this year, it's not gonna happen from saying it on this podcast. It's gonna happen from us going to breakdown, how many leads we need, like, reverse engineering. It's the same thing with your life. You you wanna you want 10 rentals?

We'll go get you gotta get qualified for a mortgage.

Steve: Yeah. You tell me, like, putting on the poster board and looking at every day is not gonna help.

Nathan: No, man. You gotta take action. Daily action. So that's the mission. I'm I don't know if you can tell I'm stoked about it because I I love it.

I love doing that thing that stuff daily because that's that's what makes it happen.

Steve: Well, I mean, that's the reason why, like, you know, on our podcast, I say consistent action. I never say, like, massive action because, like, massive action is it's it it someone's gotta, like, hype themselves up and and jump into this and

Corey: failing strategy.

Steve: I love massive action. I'm that guy. I take massive action all the time. Problem is

Nathan: Not everybody shakes.

Steve: Taking too many massive actions. Right? It frustrates everyone that works, with me. But most people, like, they hear massive action. It's like, oh, that's too big or that's not for me.

And then they get discouraged before they even start. Right. That's why I'm always preaching consistent action. Like, we can all be consistent.

Corey: Yeah. Yeah. Because the person who makes five offers a day every day and never quits doing that is gonna get more deals than someone who makes, you know, 20 offers in one day Mhmm. And then takes a week long break.

Nathan: Right. And that's kind of And

Steve: it's rusty when Monday comes back around.

Nathan: Yeah. Yeah. And that's kind of the issue I feel like with, a lot of the wholesaling, like, acquisition reps that you hire. Like, they'll they'll go hard, and then they'll get a check, and they'll relax, or they won't go as hard. It's like, no.

Give me that VA. Give me that that virtual assistant. Maybe that's, that it will be consistently on that phone on time every day just working. Mhmm. That's that's how they're they're built.

You know, they're built to do that.

Steve: That's more it's more reliable, so then you kinda and we actually had this, with our own, team many, many years ago was that we had these guys, you know, and they were responsible for this many dials a week. We've changed it right now. It's per day. But for a while, it was per week. And on Monday, it's like, hey.

What happened last week? Okay. Okay. Tuesday. Hey.

Are you gonna hit the phones? Now I'm making it up on Thursday and Friday. Hey. On Wednesday, hey. Like, where where are we?

I was like, I will hit it this weekend. No one.

Corey: No one does. Or if

Steve: they hit it on the weekend, they hit it once ever.

Nathan: Yeah, bro.

Steve: And it never is never consistent.

Nathan: Real quick, I wanna say this. So I learned consistency through door knocking too because I my last two years of knocking doors, I never zeroed out, which means you never go out on the doors from, like, eleven to nine and not get a sale. Mhmm. And that was because I never stopped knocking doors. Like, I would knock on doors, someone didn't answer.

I keep going. If I made a sale, I keep going like, I keep going door to door. Never took a break. I'd have, like, a granola bar, but I'd be

Corey: Keep walking.

Nathan: And the thing is, like, how did I do that? Like, that's pretty impressive, I guess, in the door door space to never not sell a door door for every day you went out. It's because the consistent door knocking is apply to anything you want. You wanna be a boss at anything lifting weights? Yeah.

You lift those weights daily, baby.

Corey: So I showed I showed the during our quarterly planning for this coming quarter well, for the quarter we're now, I showed our acquisitions guys, like, what we would have made if we would have if they would have each just made, like, eight offers a day. And we would have, like, made, like, a little over a million in the quarter. Mhmm. You know, instead we made, like, right under 300 k. Yeah.

So, like, it's just that little that little stuff. Like, we could have made a million based off, like, how many offers we made that quarter, how many got accepted, how many we sold, we would have made a million dollars just with, like because it's just people more offers a day.

Nathan: And and I think when you go back to, like, how do do you do that, I mean, I think that's that's the hardest thing ever. How do you keep people consistent? I think that's why people are successful and other people aren't is that they master the consistency and the that.

Steve: Yeah. It's tough. So, Peyton, on YouTube, how deep are you trying to get your deals?

Nathan: Deep is the abyss.

Corey: So we

Steve: start do you do you do you cater per market? Or

Nathan: Every every market's different. Like, for example, Saint Louis is going to be, like, 60 we we don't do the sixty, seventy, 80%. We have a deal calculator. Mhmm. I'm sure most, like, most people do.

And you gotta basically know what kind of spreads people are trying to make in those markets. So for example, in Salt Lake City, Utah, a flipper is trying to make 10% 10 to 12% of the ARV after its flipping profit. Right? So, you know, they're they're not trying to make that in in Saint Louis. Right?

They probably wanna make further for dealing with that, they're probably trying to make more money on this on flipping. So we we kinda understand that Midwest, they're not trying to, you know, buy it that you know, they're trying to buy deeper discounts so that, you know, it's not I

Corey: mean, you just gotta start low. Like, if you want deeply discounted properties, you gotta start your first offer. And you're the range you give them, you gotta start low. Like, our guys, our acquisition guys will do this all the time. They're like they think that the seller is only gonna accept this amount.

So they start where we're gonna make, like, 15 to 20 k. But if you want big deals, like, you have to start way lower than that. Yeah. And when you get someone that says yes to that first offer, that first, like, range you give them, that's how you're gonna get big deals.

Steve: Josh wants to know, coming off your biggest month, 200 k, how much do you guys spend in marketing for that month?

Corey: Like, right around 30 k.

Steve: 30 k. And then Peyton, I you guys mentioned you guys, do offer coaching. Do you guys have coaches yourselves?

Nathan: We all Yeah. We will always

Corey: We've done a lot of coaching.

Nathan: The the thing that I like about coaching and helping people out is, like, I'm not just I practice what I preach. Co coaching is awesome. Like, it helps a ton. We've we paid for a ton of coaching.

Corey: Yeah. We spent over a 100 k on coaching.

Nathan: Like, either you're gonna we're gonna be in higher level masterminds as we grow go. And you're in Collective Genius. Right? Corey Boatwright? I'm gonna try and get in that, man.

Yeah. Maybe you might not let me in yet, but I'll get in there one day. But that's what I'm saying. Like, you you you wanna level up because that's that's again, that's what I think purpose life is is constant progression.

Corey: We're

Nathan: here to always be learning. So, to answer his question, yeah, we we got coaches.

Corey: I mean, you gotta get around people with common goals. Right?

Steve: Absolutely. So and then Alberto on YouTube. What and I think this is a mindset question. Right? So, what is the incentive to homeowner to sell to a middleman like a wholesaler versus directly selling to a flipper or listing with an agent?

Nathan: What what what is the benefit?

Steve: Mhmm. Why would they go with a wholesaler versus a flipper or an agent?

Nathan: Well, you know, this is the process. Our my sales process is I I present options. Right? So I'm never, like I I kinda feel like I the benefit is I'm going to present them the options they have avail available to them. So, that is the benefit of working with me is, like, I'm not trying to push wholesaling or, like, a certain strategy on anyone.

It's like, hey. You know you can list this. You know you can flip this. You know, I you can sell it to me and it can be done. Which one's best for you?

And I can guide you through that way or may maybe we can get the listing, you know, if we refer it. So I think the benefit is, as you become an expert, you can give them that information to help them make the best decision possible.

Steve: Yeah. And so I think, Alberto, again, I think there's a a mindset question or a belief. Right? Is that why would they do it? And then reality is if you're a resource for them, you're helping them out of a bad spot.

They want you they want the person that's gonna help them out of a bad spot. They're not necessarily looking for a specific type of person.

Corey: Yeah.

Steve: The very nice of Brandon. Right? Brandon Simmons. Loves the red shirt. Only a master in sales can move from a black shirt to a red shirt.

Appreciate that.

Corey: You gotta give me

Nathan: a shirt like that, brother.

Steve: Wow. I gotta talk to the team.

Corey: Yeah.

Steve: So, Peyton, do you have a script for acquisitions? You know, when you when you're calling, do you have something that you use or Corey I guess and and the hassle you guys have worn, who's done more acquisitions? Who's done more dispositions?

Nathan: So I've done more acquisitions. So

Corey: for Virtual acquisition guys?

Nathan: Acquisition guys in Columbia Mhmm. The expatriate. So they have specific scripts. Right? They but, like, for me, because I've done so much sales training, like, Frank and Covey, all this stuff, door to door, like, I, I do have a script, but I more look at, like I present them their options and see what's best fit for them.

But in order to teach them, that that's that's high level stuff. Right? So, yes, script. As you get better, I think it's you get you gotta, like, learn more tricks.

Steve: Yeah. So what is your general script or or flow or maybe the beginning of your your conversation? Are you talking to a seller?

Corey: Because you

Steve: guys are doing this virtually as well, right, nationwide.

Corey: Yeah. Yeah. So, I mean, introduction, you know, this is Corey with Offering Homes. Got your info from blah blah blah, you know, introduction. Then we set the stage about the call, like, how long it's gonna take, kinda what we're expecting at the end of the call.

Mhmm. And then, you know, gather info about the house, gather info about their situation, motivation, any expectations they have as far as the sale of their home, timeline, condition, asking price. Yeah. And then we take and then we, you know, we're like, hey. Well, let's we're gonna take this underwriting.

It's something we wanna make an offer on. We're gonna go to underwriting, and put together an offer. And then we call back with a pre offer, pre closing call range is what we call it, where we give them and that's where, like, like, I say, like, let's start. And this is the job of the underwriter, which I underwrite a lot of stuff. And then I have another guy who does a lot of underwriting.

Mhmm. We start them off, because well, this is recent because we just switched to kind of virtual acquisitions, or I guess, VA acquisitions. We just started so we have them give a a pretty low first range. Because if we want a big deal, like, which we want big deals Mhmm. We gotta give a low range.

So we give a pretty low range and we see if they're in that range, in that ballpark. And then we come back and we make put together a final offer and, email it to them, get on the phone, and present it

Steve: to him. Got it.

Corey: And we kinda go with negotiations. We kinda use the underwriter to go back and forth Right. To, you know, negotiate price.

Steve: Yeah. This this guy in in in back part

Corey: of our office. Underwriter.

Nathan: Yeah. And that process is is great. But I also think, like, it depends on the seller. Right? Some sellers, if you do that process and you just throw a number, they're not gonna make that decision.

But so I've I've dealt with a lot of, I guess, opportunities or deals that we've closed where I've gotten on a Zoom call. I've shared my screen. I've I've showed them their options and, like, what why I'm offering what I am and their net. I I I go deeper into it, and that helps too. Mhmm.

Corey: So I think a hard process to scale.

Nathan: It is a hard process to scale. But I think, like, if if one guy in your company like, if you're giving virtual acquisitions, like, majority of the cold call leads or texting leads, but you have, like, a specialist that can, like, go in and and get bigger deals, I I think that'd be good. And whichever one I think They won't

Corey: even necessarily mean they're bigger deals. Usually, the bigger deals are the easiest deals, the easiest sellers.

Nathan: That's true. Sometimes.

Steve: It really is. It's the skinniest deals or the hardest work.

Nathan: Oh my gosh.

Corey: Nate specializes in skinny deals.

Nathan: I'm a skinny deal guy.

Corey: He squeezes people.

Steve: So because you guys have a background in door knocking and built a door knocking team Yeah. Do you guys use that at all in your business?

Nathan: When we first started, we hired, like, a squad of flyer guys because we found out that knocking every individual door is, we thought, a waste of time. So we did we did do the fliering. But, you know, we just found out that it's not that scalable. It's it's difficult because, you know, to get those guys motivated and make sure they're knocking, you're not out with them. Mhmm.

I think We've never really

Corey: continued to

Nathan: try to do it. Door to door, like, selling silver.

Corey: For someone to, like, go on commission, knock doors, and maybe not get a deal for, like, three months. Yeah. Yeah. Like, it's a hard sale to The conversion to get people to do. The cash conversion cycle is too long.

Right?

Steve: Right.

Corey: So door knocking is you have to pay them. Mhmm.

Nathan: I see. And the reason why door knocking works in other industries, like, let's DISH, Sprint, like, you can sell those things that day

Corey: Mhmm.

Nathan: And and get money coming in. Right? Yeah.

Steve: The cash conversion cycle. Exactly. Yeah. Yeah. I mean, if I can get commission next week for something I sold today, great.

But if I talk to you and I book an appointment and there's, like, a sixteen month sale

Nathan: You're gonna be fired. Well, that was our our our second deal was a door knock, which we made 18,000 on when we were first started. Took five months to get done. She had to find a place to go. We had to get the two U Haul trucks and move all her stuff out because she was a hoarder.

Steve: Yeah. Cash convert conversion cycle is a killer.

Nathan: Yeah.

Steve: But I think it's a great point, though, right, for people to think about door knocking. Brandon, again, follow-up question. What percentage of deals are coming from joint venture versus your own marketing?

Nathan: I'd say, like, 15%. Like Yeah.

Corey: Not like to 20.

Nathan: Yeah. 15 to 20 right now. And, you know, as I I grow, investors dive, hopefully, I can help more people. But, yeah, it's it's nothing like like, it's not like 50% or anything.

Steve: Yep. And then the the last question we got here from Tim, is what percentage, are are you starting what what percentage are you starting offers at? Because you're saying, you know, you wanna start low. 50% or lower.

Corey: Yeah. 50 or lower. And then, obviously, that's a little bit adjusted depending on the market.

Steve: Right.

Nathan: Yeah. Like, you were in Salt Lake City, Utah, someone's house worth half 1,000,000, you offer them two fifty. Like, you're probably not gonna get get that done. So you gotta be tactical.

Corey: Yeah. Yeah. We still try to give, like, you know, a fairly low range where we can make a a decent fee if we get it accepted. But, it accepted. But, you know, obviously, we're willing to go up higher.

So

Steve: Alright. And then so, follow-up questions is what is your guys' biggest struggle today?

Corey: I think marketing. Consistent marketing.

Nathan: Like, we haven't found that channel

Corey: where we're like, if I put in x, dependable marketing strategy.

Nathan: Yeah. And mine is,

Corey: I'm

Nathan: sure you have the same one. It's like death by a thousand paper cuts. Like, as an entrepreneur, you think every everything seems urgent. Right? And you're like, oh, you know, let me get to this or, you know, this just popped up.

I think, like like, putting all that aside and really looking at, like, hey. This can wait. Like, someone just like, for example, someone called me and we're chatting. Like, that's they can wait. Right?

But for us, like, it's like, well, let me look at this text, mate. I got this notification. Knowing what is worth your time and and time blocking, that's that's been hard.

Steve: It is hard. So a challenge for you, because this was something I've been doing for a few years now. It's game changer for me.

Corey: Because my

Steve: phone doesn't have to disturb 247. Mhmm. Right? Like, my mom calls me, like, go on the voice mail. It's not personal.

I'll call her back later.

Nathan: Yeah.

Steve: Right? Like, when I happen to check my phone, I see, oh, I I got a voice mail. I'll call back on my own time versus

Nathan: So so what do you do? You put everything to voice mail?

Steve: Everything goes to voice mail

Nathan: except not disturb.

Steve: Do not disturb. Everything goes to voice mail except for my wife and the guy that runs the team. Right? That's it. Two people.

Everyone else

Corey: goes to voice mail.

Nathan: You have the setting. Do

Steve: you have the

Nathan: do you have an iPhone?

Corey: I have

Steve: an iPhone, so now it's just silent. So when I have the Android, everything was to not disturb. Now I just haven't like, it just doesn't ring. Like, I my phone never makes a sound. Yeah.

Because that that is

Corey: crazy.

Nathan: Like, if I had all the I do I do, the there's different modes, like, focus mode, do not disturb Yeah. Like you're saying. If that thing was not turned on, I don't know how people function. Like, that's crazy.

Steve: I have no idea.

Corey: Honestly, I don't I don't have an issue. Like, not looking at notification, it just doesn't And

Nathan: when they're ringing, just let them go?

Corey: Well, it is on vibrate. So Yeah.

Steve: Yeah. So I I don't I don't have vibrate and, like, actually got into got really upset with my daughter. Right? Because she set her notification to be, like, a ringtone on her iPad. Oh, no.

And I was like, what are you doing? Like, you wanna have it make a buzz or whatever? Fine. But you cannot have a ringtone for a notification. She's like, why not?

And I was like, just change

Nathan: it now. I will lose

Corey: my leg.

Steve: You laid you put that foot down

Corey: right there. So starting with Corey, what is your superpower? My superpower. That's a good question. What do you think, man?

Nathan: What is Corey's superpower? I mean, I think Corey is he's been gifted with the ability to not be shook, if that makes sense. Like, this man does not get rocked easily.

Steve: Like I can see that.

Nathan: Like, if I was to push him right now, like, in getting a confrontation, he would he'd probably still be cool. You know? Yeah. So that's what we're gonna do.

Corey: Remaining calm.

Nathan: Remaining calm. I think that's been huge for our business. It's like, we've had highs, and we've had lows. And I'm like, Corey, like, I I get I'm getting the reaction. Like, I'm feeling it, and he's like, we're gonna be alright.

Yeah. Having that has been been nice.

Steve: I see a lot of similarities here as far as the emotional range.

Corey: Yeah. Yeah.

Nathan: That's I think that's a superpower.

Steve: It is absolutely a superpower. Right? It's something because if you got a partnership, someone's definitely gotta be The Rock. High or low, someone still needs to be The Rock.

Nathan: The Rock right

Steve: there.

Nathan: Yeah. The Royce and Rock.

Steve: What about you?

Nathan: I think my superpower is I wanna say, like, caring. Like, I'm like, I'm a super caring guy. But I I I I really want to, like, I want the best for everybody. You know? Like, that that I don't know if that's a superpower.

That might be a weakness, but I really like, the

Steve: I think a lot of superpowers are weaknesses.

Nathan: Yeah. Well, that's I think I'm looking for that win win. Mhmm. I really I really want to. Like, if if it's not gonna benefit you, like, I don't know if I feel that good about it.

Right. Yeah.

Steve: And last question before we wrap up is what is the greatest lesson you have

Nathan: learned? Greatest lesson I've learned. You know, from being around such high level people, like yourself and being in the space, I I I the greatest lesson I've learned from everybody is, if you surround your peep yourself with the right people, you can grow to their, you can get there.

Corey: Mhmm.

Nathan: Like, because, you know, I saw your podcast, you know, two years ago, and I was like, that's amazing. You know?

Steve: Yeah.

Nathan: And I started surrounding myself with people like you and and in this industry, and I realized, like, these are awesome guys, but they're they're human. They're they just are taking the right actions.

Steve: Right.

Nathan: So that I've learned that if you wanna be like somebody, surround yourself with people like that.

Steve: Yeah. You know, there's we we hear about other people we wanna reach to and and, you know, catch up to whatever. And we have in their head, like, you know, we gotta connect with them. We gotta associate with them. In reality, the the wonders of audio books or or books and podcasts like this is that we can see inside their heads without even getting to know them, you know Right.

Naturally or not naturally, but, like, you know, in in in real life connection. Right? You can hear how other people think. So, like, I love hearing stories about Elon Musk or, you know, adversity these other people have faced because, like, you you you can hear how they overcame challenges as inspirational Yeah. Versus, like, you know, most of the people we went to high school or or school with.

Nathan: Yeah. I agree.

Steve: Yeah. Yeah. Corey?

Corey: The question was the bit the most important thing I've learned.

Steve: Mhmm. Greatest lesson you learned.

Corey: I would say don't try to do everything yourself. Like bring in the right people. Like having the right person that you bring like a a task or a role to is, like, can save you so much time and effort and pain and heartache and all the bad emotions. Right?

Steve: Yeah. Like Speaking from personal experience,

Nathan: for sure.

Corey: Yeah. Getting the right shoe.

Steve: Which experience was the one that really drove that in for you?

Nathan: Too many.

Corey: I don't know where to start. I guess, like and I still haven't done it with marketing. Like, I'm not a good marketer, and I still struggle to market. I don't like it, and I'm not good at it. Don't ask me why I chose it for

Steve: I thought you did get a refund from your from your university.

Corey: I guess I just had to

Nathan: choose How

Corey: much is that? Right?

Nathan: That 8 k that 8 k degree. It's very inexpensive over there. It's like 0. 1,800 a semester.

Steve: Wow. Yeah. It's That's So That's really reasonable. Yeah. It is very cheap.

Nathan: This space is a

Corey: it's a lot more in

Nathan: our college. We got it.

Steve: College is nice. Alright. So That's

Corey: what I'd say.

Steve: I want you guys to think about the the, last message you wanna leave the listeners with while I make a couple quick announcements. Guys, if you have value today, please like, subscribe, share, comment. It helps us with the algorithms, which helps us reach more people, which helps us create more millionaires. Right? So I'm asking you I'm pleading with you guys here.

Please hit the like button. And then we do have our sales master class next week, disruptors.com/salesdisruptors. And then, our media team, they're the popular demand. I'm not even affiliated with this or associated with this. Like, they're the ones doing all of it.

They're we got associate media starter pack.

Nathan: If you

Steve: guys are interested in seeing what we do, how they're able to make me look good because I'm not doing this, if you wanna learn how how they're

Corey: doing it, we have that as well.

Steve: And we got Ryan Zolin coming back next week, to update him, update all of us on his journey. A lot has happened in the last year since he's been on the show. So go to next week to hear about him, agent investor, and, there's a big, big announcement that you guys wanna hear next week. So last thoughts. Who wants to go

Nathan: first? Subscribe. You better do it.

Corey: I'll go. So my last thing would be take consistent action. Like, especially if you're new, like go out there, work hard, make offers, like learn how to make offers. You don't get deals. Nothing happens till you make an offer.

So go make offers.

Steve: Straight to the point.

Corey: Yeah.

Steve: Like, it's like, the Bill Belichick thing. And I think that that might be the personality thing. Right? Just do your job.

Nathan: That's how it is. You know? He he cuts it straight. So was it one more time? What was it?

Steve: Last last

Corey: one I

Steve: leave the listeners with.

Nathan: My message would be like that I know this might be cheesy, but, like, you you want me to should I look at the camera or right here? Mhmm. You can do it. Like, you got what it takes. If you put in the consistent action, action, you can make it in this business or anything you want in this life.

That's that's what I really gotta say to you guys. Anybody can do this. I'm no different. Corey's no different. Like, we've met a lot of the top producers.

They're guys, and they work hard, but you're you're no different. So start your journey today, talked about that on this podcast. Failing is it it sucks, but it's great. Like, we've learned a ton. So don't be afraid of failing because that's how you learn.

And, you know, I look at all the failures I have and I'm it's all good. So get take action.

Steve: Build your way here.

Nathan: Failed my way here.

Steve: If someone wants to get ahold of you, how how would they do that?

Nathan: I have, my YouTube channel, Investor Thriver. If you just type in Nathan Payne, you can reach me through that. Facebook, I have the Wholesaling Real Estate Mastermind Facebook group. You can hit me on Facebook. Poppy Payne is my Instagram.

I know that's a lot, but, just hit me up on any of the social media channels. I'll hit you up.

Corey: Corey? Same. Just Corey Royce. I'm on Instagram. Corey Royce, I'm on Facebook.

You know, you can get to me through the investor thrive stuff too. So

Steve: Awesome. Perfect. I'll shake your hands later. Thank you.

Corey: It's been

Steve: Thank you guys for watching. See you all next week.

Nathan: Been an honor.

Corey: See you guys. Shout out to Steve train. Jump on the Steve train. We real estate disrupt us.