Epic Real Estate Investing - Top 10 Wholesaling Mistakes that Left Money on the Table | Episode 188

Episode Date: January 4, 2016

On this first episode of the new year, Matt shares the top 10 mistakes his wholesale coaching clients made in 2015.  If you commit to focusing on the tasks that matter and learning from these mistakes, you can crush it in 2016!  Enjoy! ------- The free course is new and improved!  To access to the two fastest and easiest strategies to a paycheck in real estate, go to FreeRealEstateInvestingCourse.com or text “FreeCourse” to 55678. What interests you most? E>ducation P>roperties I>ncome C>oaching Learn more about your ad choices. Visit megaphone.fm/adchoices

This is Terrio Media. Podcasting from Terrio Studios in Glendale, California, it's time for Epic Real Estate Investing with Matt Terrio. Hello, and welcome. Welcome to Epic Real Estate Investing, the place where I show people how to escape the rat race using real estate. You just got to do one thing, do this one thing one time, and that thing is to shift your focus from making piles of money to making streams of money. If you've started this new year without a new year's resolution, perhaps that could be it. I give that one to you. Shift your focus from making piles of money to making streams of money, and you are on your way to financial freedom. It's not the most exciting path. You've heard me say that

before, and I'll keep saying it because it's not very exciting, but it is the fastest, and that right there is a promise. And once you get there, life then becomes exciting. So let's start that exciting life in this brand new year. How about that? So happy new year to you all. Welcome back. Hope your holiday break was a fantastic one if you took a holiday break. And if you weren't able to take a break, hopefully the time you did get with your family and you did get to reflect was all worth it and fantastic. Glad you're all here. I know you've got big dreams this year. You've got big ambitions, big aspirations to make 2016, just absolutely the best one ever. And I'm going to do everything that I can I'm going to provide you with anything that I can to help you to accomplish everything that

you've written down for yourself. And that is step one. If you haven't written down your goals for this year, they're just going to stay in that dream category. They're not officially a goal until you write them down. And you've got to write them down in a way that they're very specific. They're very measurable. And they've got to have a deadline.

That makes them an actual goal. That moves them from the dream category to the goal category. All righty. So write them down. and then let me know how us over here at Epic Real Estate can help you make those dreams, those goals, and actual reality. Okay, so let's begin with just a major announcement, which I think is very, very cool. My partners over at Epic Fast Funding, they just informed me that we funded more than $10 million

to this Epic community, you, in 2015, more than $10 million. I thought that was pretty awesome. I had no idea we'd gotten that high. and excuse me, if you didn't get your share of those funds, you didn't get your share of that 10 million, you can now go through their 60-second application with zero upfront fees. That's right. In 2016, there are zero fees until you are actually approved for at least $50,000 where you pay nothing. That's how confident they are.

That's the track record and the foundation that we've been able to lay this last year. So now they're just like, forget the upfront. We don't need the upfront fees. We're going to get you approved anyway. Right? So the average epic investor in 2015 was approved for just a hair over $90,000. So now you don't pay, you pay nothing until you are approved for at least $50,000. And the average epic community member got 90.

Most of them were I can't say most because the average was 90, but plenty in the 120, the $130, $140, $140,000 range. And it typically a zero percent interest for the first 12 to 18 months. You know, when you account for that and there's zero fees and the zero percent interest, it's the cheapest money currently in the market that I've found. It is the cheapest. So start your new year off right by going to epicfastfunding.com. Zero fees, nothing to lose.

Get your share of this year's $10 million. That would probably even more this year. And it's all just credit score based. So that's the one caveat. You have to have a decent credit score. I think it's $670, $680 and above that. and all you have to do is state your income and boom you are on your way yep stated income funding it is alive and well over at epicfastfunding.com all right so today's show let's start off the year

by looking back at the 10 most common mistakes made in 2015 and these are the 10 most common mistakes I noticed amongst my own coaching clients mistakes that actually cost them money and probably cost them a lot more than they really want to realize. So let's learn from the past and apply those lessons to the future. So we're going to go over the 10 mistakes wholesalers make and leave money on the table. Now, I have to admit, I didn't really know what wholesaling was for the first few years for my real estate investing career. I mean, it seems so commonplace now. I can't believe there was a time where I didn't know what it was, but I really didn't. And I was involved in real estate before I even really consider what I was doing or called myself a wholesaler. And I

certainly didn't know any people that were, you know, out there exclusively making their money from this one single practice. I mean, to me, from my mentor, I was taught to search for deals that I could buy and hold. That was the whole thing. Let's get the streams of income going. Let's get that passive income to exceed your monthly expenses. Let's get you out of the rat race. So that was the whole focus was searching for those deals that I could buy and hold and produce a passive income for myself to produce positive cash flow. And whatever didn't fit into that category, I just flip it to someone else as fast as I could. That's all.

You know, I'd buy a low, sell low, and move on looking for that next buy and hold property. That was my focus. That's just buy it low, sell it low, get it fast, put someone in your pocket and go look for the next deal that's going to put some cash flow into your pocket. And I came to realize that, you know, regardless of what your exit strategy is, you know, the acquisition strategy for everything is the same. It doesn't matter what you're going to do with the exit. The acquisition is the same, though.

You know, whether it's, you know, you're going to deal with multifamily or commercial or you're doing lease options or buy and hold, fix and flip, wholesaling. The first few steps of all of those strategies are identical, meaning one, you've got to generate the lead. Two, you've got to sort the lead. Three, you've got to secure that lead. You've got to get under contract. And four, you've got to analyze the deal. You've got to analyze the lead. You've got to conduct your due diligence.

And regardless of, you know, where you're headed, those steps, they don't change. And regardless of what you call yourself, those steps don't change. You must conduct those four steps before you can even decide what you're going to do with the property. You have to conduct those four steps to determine which exit strategy is going to pay you the most profit or which one of those exit strategy is going to get you to your goals the fastest. You've got to go and generate the lead. You've got to sort the lead. You've got to secure the lead.

Then you've got to analyze the lead. And then you can decide what you're going to do with it. And that's what the Epic Pro Academy is. primarily about it's a little bit of a misconception that it's a wholesaling academy it's not a wholesaling academy no that's not what it is it's a real estate investing academy and a complete one at that it's just that the exit strategy of wholesaling is very popular generally because it's the path of least resistance to a paycheck to the fastest it's the fastest path to a paycheck and it can be conducted regularly with little if any of your own money and

And so in the academy and in my coaching, I spend a lot of time and focus on those four steps, how to generate the lead, how to sort the lead to know whether it's a suspect or a prospect, how to put that deal under contract, and then how to go and analyze that lead. And, you know, because I spend so much time on those, the reason I do is it's if you get good at those four steps, if you get good at those four steps, you call the shots. You are in control. There are so many more buyers than there are deals. And if you get really good at finding the deals, you can write your own paycheck.

You can write your own future. And then inside the academy, then I can teach you how to go ahead and, you know, do the lease options or the, you know, the buy and hold or the fix and flip or the wholesale. You know, it's where the money is made is in those first four steps, finding the deal and buying it right. And then how you want to collect your money, then that's up to you. you whether it's the lease option to buy and hold a fix and flip or the wholesale but with these four steps being where the money is made finding the deal and buying it right understand that wholesaling is not going to make you wealthy though it might be the easiest strategy it might be the fastest strategy it might be the strategy that you can easily duplicate and once you get a couple deals under

your belt you go cool i got the hang of this now i now i can make money and this is really good money it's good chunks of money just understand it's not going to make you wealthy you may make a lot of money but two very important things that you must always consider or I would say there are truth that you never want to lose sight of is one it's not going to make you wealthy wholesaling isn't and two you are exchanging time for dollars meaning you will never get to stop you're on the left hand side of that cash flow quadrant you're in the self-employed side and I got to tell you that S quadrant, although the income potential is much greater than the employee quadrant, that E being the employee, it's probably the biggest trap.

It's where it's easiest to get stuck because you make a lot of money, but it takes a lot of your time and effort to do it. And so be careful of that, be considerate of that. Because if you, I mean, if you stop, the money stops. And there's nothing wrong with wholesaling. I'm not saying don't do that. I'm not by any means. I mean, I wholesale a dozen properties a month or so.

myself but but keep your eye on the big picture don't lose focus of tomorrow's money in exchange for just today's money and I'm gonna request that you no longer think of yourself as a wholesaler here you're no longer a wholesaler you are a real estate investor the investment part that I quadrant that's where the wealth comes in the investor part now you can wholesale the people the properties that don't fit your your your portfolio but you you're always an investor, you're always looking for the investment. The wholesaler, that's thinking really small. Real estate has so much more to offer than wholesaling. So use wholesaling to get your foot in the door if you have to, but investing, that's where it's at. All right? Now, with all

that said, the 10 mistakes I see wholesalers make where they leave money on the table really apply to all investors. And it's within the, you. first four steps. So let's move into 2016 with a new context of one, I am a real estate investor, and two, I'm going to learn from other people's mistakes as much as I've learned from my own, so that I have stopped leaving money on the table. Deal? All right. Let's get to those 10 mistakes that you're no longer going to make. We'll get to those in 30 seconds right after this. You've got the knowledge. Now get the funding. It's simple. It's easy. Go to Epic Favit. Fastfunding.com and get up to $150,000 in revolving credit lines for your real estate business.

Use your funds for property purchases, renovation expenses, marketing, and promotion, anything your business needs. Go to epicfastfunding.com, fill out their 60-second application, and receive your funds in as little as seven days. Epicfastfunding.com. When you combine wisdom and leverage, magic happens. Epicfastfunding.com. All right, mistake number one. not scheduling time for your money-making activities, specifically the money-making activities. This means, you know, going and taking your calendar and delegating hours, you know, specific hours of each week and committing specific time in your schedule to the money-making activities. And it's exactly what they sound like.

They are the activities that are directly tied to you making money. Like designing your new business logo, that's not a money-making-making-making. activity, getting just the right, you know, what would you call it, say, the right fax machine, I guess, or the right internet service in your office, you know, getting those t-shirts ready or getting your business cards ready, those aren't money-making activities. And if you're at a loss of what money-making activities are, go to daily success report.com. Go to daily success report.com and you can download the daily success report that we use inside of the Epic Pro Academy.

You don't have to opt in or anything. Just type in the domain, and I think it automatically downloads in your computer. And then just make multiple copies of those. And you'll hold one for each day of the week. And you'll just keep track of your points. And make sure that you hit a certain number of points on those specific activities. And this is especially important for those people that have full-time jobs, for those that have maybe more than one job. Maybe you've got two jobs or three jobs.

Or you've got family commitments. It's really for those people. It's for everybody. But specifically for those people. that don't think they have the time, you need this daily success report and you need to use it. You need to keep track of it and you need to use it on a daily basis. Because if you are focused, say two, maybe three hours, if you're really a hard charger, on just that daily success report and just those activities, two to three hours a day,

you would crush this business. If you are focused on just that report, if you don't, for two to three hours a day, you don't do anything unless it's on that report, you can crush this business. Okay? You'll find out how much time you'll really become clear to how much time you actually waste during the day. And when you think you don't have the time to get to everything, it's because you're doing all these other little things that aren't making you money.

So that's mistake number one. Number two, setting weekly goals around those activities and measuring your activities and correlation to your results and doing that weekly. You want to measure the results of last week and then figure out how to improve them next week. Now, we started doing that in this office. I haven't done it in a long time, but now I'm building a team nationally of wholesalers. And even inside the people that are here in the office, every single Monday, we have a meeting and we go over those numbers. And we measure the specific numbers that are tied to the results.

and each week after we try to, or each, each meeting we try to beat the number that we had the previous week. And then we've kind of dialed it in now so we know what number we have to hit to hit our income goal. So we reward everybody when they, when they hit their goal and then they get public shame when they don't. Because everybody can see that they didn't hit their goal. So there's a lot of, I guess that's where your results are really going to come from. because when people come to me and they say, Matt, this isn't working or this is not working like I thought it would or, you know, this is not for me. And my question is always, okay, so was it it that didn't work or was it that you didn't work?

And some people, most people go, yeah, I guess I didn't really try as hard as I could have. That's common. Most people do that. But then there's a small percentage like, no, I did everything I could. I said, great. show me your daily success report and they can't or they say hey everybody in my market is a short sale and i said really so how many people have you talked to in your market well i talked to nine people last week and all of them were short sales i'm just like nine people nine you got to talk to hundreds

before you could even closely determine that or you know i sent out that direct mail and everybody calls me and yells at me I said, really? How many calls did you receive? You know, 20 people? And I said, so all 20 yelled at you? Well, no, not all 20 yelled. It means like you've got to really get clear with yourself and set these goals so you really know what's happening.

This can be a very emotional business and reality can get away from you. But if you're keeping track and you're setting goals and you're meeting those goals or exceeding those goals or exceeding those goals on a weekly basis, you're going to get success. This will work for you. And it's going to work for you because you are working. Got it? All right. So that's number two.

Number three, relying solely on, you know, electronic type set it and forget it correspondence. For example, you know, blasting out trying to prospect your sellers with email or Craigslist or your buyers through text messages and voice broadcasts or even direct mail to some respects. If that you're relying solely on this passive form of prospecting, this passive form of selling, it's going to be a problem because this is a people business. And if you try to remove the people from it, particularly trying to remove yourself so you don't have to talk to people, you're going to fail. So you need to get on the phone with your buyers. You need to follow up with your sellers.

Hey, did you get the offer? Oh, okay, what about the offer? Was it too high or was it not enough or the, that, timeframe is not the right. Get on the phone and start talking to people. And you know why? Because most people don't. So, one, it's a person business.

It's a people business. And second, if you get on the phone and you start talking to people rather than just taking a text message that says, no, I don't want to sell or a response to your email saying, get lost, unsubscribe, it's going to be a really tough business. So don't forget that there are people involved. Every piece of real estate that you buy or sell is going to be from. to another person. Get on the phone with your buyers, follow up with your sellers, go to your RIA meetings, go and pitch your deals. It's people business, okay? There's great use for all of

that other stuff, the email, the text, the voice broadcasts, all that stuff, the direct mail. It all works. But if you're doing it to remove yourself away from it completely, you're going to have a problem. Okay? Still a people business. And if you're in contact person to person, belly to belly, meeting with your buyers and sellers, you're going to have a tremendous advantage in your business. Okay, so that's number three. Number four. We've talked about this before. Negotiating on the sellers and buyers behalf.

You know, deciding not to give an offer to a seller because you think they just won't accept it. Or you don't call your buyers and pitch a deal to them because you think they're not going to like it. If you're doing that, stop doing it. Stop negotiating on your sellers and buyers behalf. just because you think they're not going to accept your offer. And so because you think that they don't, you don't even give them one, so you don't even give them the opportunity

to make a decision for themselves. Just because you wouldn't accept that offer, doesn't mean that they wouldn't. Whatever's going on in their life is probably entirely, almost certainly, entirely different than what's going on in your life. They called you for a reason. They've got some sense of motivation.

They want to sell that property. And then with buyers, just don't blast it out. And, you know, hopefully, they'll go ahead and uh or excuse me i would say rather choose not to blast it out because you don't think anyone's going to like it or not to pick up the phone and call that by everybody because they don't think they're going to like it get on the phone let people make up their minds everybody's an adult in this game everybody's big boys big girls we all got our big big adult riches they're put on we can all

make decisions on our own so give people the opportunity to make those decisions don't make the decisions on their behalf got it so that's number four number five urgency you got to create urgency with your buyers and your sellers and here's what i mean um like with sellers if they call you if you can pick up the phone when they're calling you that's probably your greatest likelihood of getting a deal if you have to call them back you know you i don't have a measurement of what that is but i know just by my experience in doing this and the many people that i've coached is that your chance of success drops considerably and the longer you wait the faster and harder they drop. So with your sellers, when those calls come in, be, I mean, you got to get back to them.

You got to treat it like you're going out on that first date, you know, and you've got that new person in your life that, you know, you get, you get all excited when you just start thinking about them and you get that little, you know, pit in your stomach when you're around, when you're not around them for, for, when you've been separating for them for a while. And you know, their phone right, you're just like, I'm wondering if they're going to call. I wonder if they're going to call. I hope they call. And when they do call, you pick up the phone and you're so excited and relieved that they actually called. And then you schedule the date and then you do whatever you can to get over there. And you know, you brush your hair better. You brush your teeth and you take the shower,

you get your, you actually iron your clothes and you go out there because it's important to you. When you're dealing with your sellers, it has to be that type of important to you. And you have to be urgent about it. You got to be, oh my God, thank God they called. now I get to, now my light, my day, I can get on with my day. And you got to get back to them and you got to help them out with their issue. Because if you don't, someone else will. And with your buyers, you know, just don't, when they call and they ask about one of your deals, just don't give them the property address and have them, you know, just go drive by,

tell me what you think. No, instead, get a commitment from them. Get a commitment from them to call you back at a certain time. And even better, make that time a deadline. You know, something I like to say all the time is, hey, I've got some offers coming in, drive by, look at it. I'm probably going to pick one of these offers around 6 o'clock tonight. So call me back and let me know your thoughts. Because you know what?

The actually offer that I'm going to accept is a little bit less than I wanted to accept what I thought I was going to get for this deal. But just in the sense of expedient or in the interest of expediency, I'm going to go ahead. I'm probably going to accept this offer. So it would be really in your best interest to go drive by and submit your offer, your highest and best. do that to me by, give that to me by 6 o'clock tonight. And I don't know. You can very easily have a deal tonight. Create that sense of urgency.

Let them know there's other people looking at it because there's always other people looking at it. And as likely that you have received an offer that's not really the one that you want, you're going to make, you're going to make. Let them know that. And the reason I say that, that you might accept this lower offer. Because if you tell them that, hey, I got my asking price and you're asking price, is too much for them, they're not going to submit an offer at all.

But if you let them know that, hey, it's kind of like indirectly saying, I'm open to negotiating without saying, I'm open to negotiating, saying, hey, I'm going to accept this offer. I'm going to close this deal. I'm going to move on to my next one. But, you know, I'm a little disappointed that this isn't really what I wanted. So you might want to go ahead and give you your highest and best offer. So it says that they need to come in with as much as they can possibly give you if they want that deal. make sense.

So create urgency with your buyers. Create urgency with your sellers. You spend all this money, all this time, this effort, and this sweat, generating leads and generating your seller leads, generating your buyer leads. This has to be like that new date. This has to be, God, thank God they called. Now I can go crush this, right? Now I can get back to them and I can create this transaction.

So number six, failing to write a counteroffer. You know, whether you're dealing with you, your buyers or your sellers. If you don't get what you want, always counter. Never let the ball bounce twice in your court. You know, referring back to our mistake number three, don't do all of your negotiating via email and facts and text message, voicemail.

Don't do any of that. Get on the phone. If you're in a negotiation and the first attempt was unsuccessful, get on the phone to find out why, to find out where there is a happy medium. Get face-to-face if you have to. And find out what the real sticking points are. and you know if your last offer was no good and you offered 90,000 dollars to buy their house

and they won't go one penny under a hundred and they sent that to you said i won't go one penny under a hundred but 90 grand is your top dollar is counterback with 90 grand just send the same exact offer again or go and look at the terms go looking okay so this is a 30-day escrow what if i did it in 21 days. Or what if I got my inspections done in seven days instead of 14 days? There's all different things you can counter with. So don't let the price be the only sticking point. Okay.

Or if you want to go up to the $100,000, say, hey, great, give me 60 days because that's what the market is dictating it's going to take for me to get anywhere close to that price. You can go, you can negotiate all types of other things other than just the price. So if that price is not what you want, don't just not write a counter. offer and walk away. Got it? So that's number six. Number seven, and this kind of, you know, leads, these are kind of connected is walking away from a deal without a purchase agreement because your minimum deal standards weren't met. Just because a seller rejects your offer, that doesn't

mean you don't have a deal. You know, next time that happens where your offer gets rejected, try something like, hey, Mr. Seller, I understand how you might be coming up with your number, you know, but from my daily experience, I don't think the market. I don't think the market. I don't think the market is going to support it. And maybe I'm wrong. I mean, after I complete my due diligence, if everything you shared with me with me is me is supported by the market, then, you know, I, I can't you your price. If not, we can just, we'll explore other options, deal? So, you know, listen, the fact is that purchase agreements, they're not in stone. They can be changed at any time. As long as both the buyer and seller agree, I mean, it happens every single day.

As long as you set the seller's expectations correctly, it's best for you, to have your deal secured even if the deal is really narrow, if it's really thin. Market the property. Get feedback from buyers and report your findings to the seller and ask for concessions. If you keep coming back to the seller with evidence from the market as opposed to just your opinion on that initial phone call, sellers will change their mind. If you walk away without the contract, then you don't have a chance. Give yourself a chance.

And that leads me to mistake. number eight failing to ask for concessions mid-deal you know whether it's it's the the rehab that is it's more than you initially thought or there's new comps that came in after you were under contract and you found out that now the market is not supporting that price anymore or no offers are coming in from buyers or the offers are too low the ones that are coming in that's the market speaking to you that's the market telling you what the property is actually worth and up until you close that property understand this that property it's the seller's problem but after you close it's

your problem it's your responsibility so ask for concessions mid-deal for any reason i mean you are an investor it is your job to buy low to buy as low as you possibly can so you can sell high and so and sell as high as you can to make the maximum profit for yourself you're an investor if you don't like that then this isn't for you but you are an investor and that's the definition of what you do now be honest and deal fairly but if the market is telling you that you're paying too much don't just cancel the contract don't just walk away take your market information back to the seller and share it with them sellers are more reasonable than you think and back to the mistake number four we talked about don't negotiate on the seller's behalf if you think they're not going to take it that doesn't mean just

don't offer it to them you got to give them the opportunity to to make their own decisions. And what you'll find if, you know, you're in communication with the seller and you'll be, you're under contract, this is your deal. That seller has to talk to you now. And there's different things going on in their mind. They're planning their move and you're planning your purchase and you both are on an alignment to close at a certain time.

You're developing a relationship with each other. And this is a problem that you both have decided to work together to solve, to sell this property. Share the market information with them. They'll be more reasonable than than you could possibly imagine them in most cases, especially if they're already under contract with you. They've already committed to you. They've already agreed with you. So if there's some adjustments to need to be made, they might be uncomfortable. They might not like it. But if it's the market saying it and it's not just your opinion, then you're likely to get, not always, but you're likely to get that concession. So just make sure that you don't just walk away. Ask for

the concession before finally canceling the contract. Okay. That brings me to number nine is mistake number nine is inappropriately setting the seller's expectations. Okay. So be straight with the seller. Let the seller know that you are an investor and that it's your intent to buy their property. That's your intent. Let them know you're a professional too. Let them know that should you happen to find out mid-deal that their property isn't a good fit for your portfolio.

Don't worry about it. Let them know that you have a network of investors of whose portfolio it probably will fit either way mr. seller I'm going to see to it that you get your proceeds in the time promised in the contract and then if if something comes up that prevents me from keeping that promise I'll let you know immediately so as to avoid any unnecessary inconveniences that's setting the expectations appropriately that's being straight that's being honest that's dealing fairly people appreciate that and they like to do business with people like that and when you do it that way the emotions of your business are kept at bay

and it keeps you out of court too. So just be straight. And, you know, be clear with what you're going to deliver and do your best to deliver it. And if at any moment during that process, you find out, uh-oh, I'm not going to be able to deliver it, get back into communication with a seller and let them know and then come to them with a few different options,

a few different solutions. Okay? So communicate with a seller, set their expectations appropriately, and then do your best to perform. That's number nine. Last one, number 10. is letting your deal expire without asking for an extension. I guess all of these last four or five are very closely connected,

and it's where people let deals get away. You know, if something comes up and it's apparent that you won't be able to close the deal and the time promised, ask for an extension to get the job done. Propose that as one of your solutions. Don't just walk away. Don't leave money on the table. I mean, if you don't do everything you can to keep that contract under contract, under contract to keep that property yours somebody else will somebody else is going to come in

and you know what it's going to it's even going to be easier for that next person it's going to be easier because you made it easier you've already educated the seller and that next person is probably going to tell them tell that seller all the exact same things that you told the seller and they're going to hear from two different sources two different people to unrelated entities and they're like wow it it must be true. And that second person is going to get the deal. So don't walk away. Ask for an extension.

All righty? So if there were other mistakes that I saw last year, there were. There were plenty of other mistakes I saw last year. But I'd say those are the 10. Those are the top 10. If I were to offer an 11th mistake, I would say, you know, going out on this business, going after it on your own, find yourself a coach, find a mentor, find a community. And specifically find a coach, a mentor in a community.

that's really doing deals, right? Find those that are doing deals and then get involved with them. And that's key. Get close to the people that are really doing deals. I found this element to be such an impactful part of my business this last year. Not 2014-2015, it's been so impactful. I've talked a lot about my mastermind group. I've brought a lot of members from my mastermind group in here to talk.

And if I told you what they, some of the members, there's like 80 of them now. If I told you what some of those, like say the top 30% were doing in there, you all were just like, that's why I was, you wouldn't even believe it. And that's why I said in the beginning were wholesaling. If you think yourself as a wholesaler, you're thinking really, really small. Okay. And so I found that element of being surrounded with like-minded people and people that are not just like-minded, but they're taking action on their thoughts.

They're actually getting out there and doing it. It's had been such an impactful part of my business that I'm recreating it inside of the new Epic Pro Academy, me, which is almost done. And if you'd like to get an advance notice of that, go to epic earlybird.com. Go to epic earlybird.com and provide your email there. You'll be the first to know. And, you know, specifically what I've done is I took the last 12 months of experience with my one-on-one coaching clients and I placed the meat and potatoes inside of this little six-week

plan, 12 months of coaching all wrapped up into the six-week plan. And then I created a community and accountability environment around it. And the reason I did that is because what I found, You know, I say this all the time. This is a very simple business, and this is what I mean by that. Over the last year, I worked with 40 plus students and found that every single coaching call I had fell into one of six categories. That's how simple it is.

It's these six categories, regardless of where they were from or which market they were in or what their resources were or what their background experience, what they're in, their intelligence level was, it fell into one of these six categories. So I took those six categories. I put them in a proper sequence. And then I just went deep inside of those and got really detailed with those six categories and put them inside of this, this community, this system or this program called the follow-through crew.

And I called it that because I called it the follow-through crew because most people don't. So if you want the first word of when that will be available, go to epic earlybird. com. Epic earlybird. All righty. So yeah, that's it for today. I'll see you next week. I'm Matt Terrio, living the dream. You've been listening to Epic Real Estate Investing, the world's foremost authority on separating the facts from the BS in real estate investing education.

If you enjoyed this show, please take a minute to visit iTunes and share your thoughts. Thanks for listening. We'll see you next time here at Epic Real Estate Investing with Matt Terrio. If opening up your financial statement each month is about as exciting as watching paint dry, The Epic Wealth Fund may be the next investment opportunity for you. The Epic Wealth Fund invests in distressed real estate and shares the profits with its shareholders. If you're an accredited investor who has already enjoyed success elsewhere in their business or investing life, and you're seeking a broader exposure to real estate in your portfolio on a passive basis, the Epic Wealth Fund's executive summary is available for your review.

Go to EpicWealthfund.com to review the fund's executive summary. Epicwealthfund.com. Real estate investments involve a high degree of risk. Residential income and returns may vary and are not guaranteed. Past performance is no indication of future performance. Nothing herein shall be construed as investment, tax, legal, or accounting advice. This podcast is a part of the C-suite Radio Network. For more top business podcasts, visit c-sweetradio.com.