The Science of Flipping - Episode 36: Interview with Matt Andrews – How To Build A Virtual Wholesale Business | Real Estate Investing Podcast

Episode Date: May 23, 2014

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Welcome to the Science of Flipping Podcast. I'm your host, Justin Colby. Welcome, welcome everybody to the Science of Flipping Podcast. I am your host, Justin Colby. Here, excited about the guest we have on today. But before we get to our incredible guest, I wanted to give you a quick intro. If you've never been here before or listened to my podcast, I highly suggest you get over to thescienceofflipping.com, get the e-book for free on that website this is the fifteen most costly mistakes you can make as a real estate investor today trust me the economy is ever changing this is the ebook i wish i had

i know my guest matt wishes he had when he first started get over to the science of flipping dot com grab the free e-book. Trust me, you guys need this. Again, if this is your first time, I'm your host, Justin Colby. I'm the founder of thescienceofflipping.com as well as the Science of Flipping Academy. For those who have heard me before, want to know more about what we do, if you want to work closer with me and my team, feel free to give me an email at info at thescienceofflipping.com. That's info

at thescienceofflipping.com. And I'll have my personal assistant reach back out to you so we can jump on the phone to see how I can help you in your business today. But that's it guys. Enough with the formalities. podcast because this podcast is all about living a lifestyle by design, by creating the life that you want so that you can spend all your time with your friends, your family, your relatives, the things that you want to be doing. Like I mentioned time and time again when I was in Costa Rica last year, we bought a 3.1 million dollar piece of land to start developing. I'm leaving for a week to go to Mexico this Saturday. I have a lifestyle that people dream of, and this podcast is here for you guys

to get the systems and organization into your business that we have in ours. So you also can not only make wads and wads of money, but more importantly than that, live the life that you want to be living on vacation with your friends, with your family. And I know my guest today, Mr. Matt Andrews, is going to absolutely agree with me because this man just had a beautiful baby. And we'll talk all about that.

But let's welcome in my boy, Matt Andrews. How are you, bud? I'm doing good, man. Doing good. Thanks for having me, and love the energy, and I'm on board, man. Let's do it. Let's go to Mexico. Let's buy properties in Costa Rica.

I'm in. Let's do this. That's right. That's right. Well, thank you for coming on the podcast. I'm always, always appreciative of any guests, and I know you're incredibly busy. And like I said, you have a beautiful baby, and I know fatherhood is taking a ton of your time. But I wanted to have you on and talk a little bit about your business.

I know you have a very successful podcast, Real Estate Freedom, right, on iTunes, just like me. It's called Real Estate Freedom. And I know you also have a book, The Real Estate Investing Guide, that is on Amazon, just like me. And so I know you and I are kind of very similar in these realms. So tell me a little bit, tell my audience, I guess, a little bit more about you and what you do and maybe where they can even find you yeah yeah absolutely well again thanks for having me on man and definitely follow the great stuff you guys are doing with the science of flipping podcast and your new book so congratulations on all of that and uh really really good stuff and good quality information so i've learned from you too and i appreciate really good stuff and good quality information. So I've learned from you too.

And I appreciate you putting out good quality content that that's practical, that we can put in action. And that's, you know, in real estate is what it's all about. It's about what works right now. It's about what we can put into action right now. And so we can tell theories all day, but at the end of the day, we want to know what works right now. So I appreciate you for putting out good quality content and I'll definitely keep following your progress, man. It's good stuff. To give you just a little bit about me, I mean, really in a nutshell,

I started investing, you know, went to college, got out, started working for Corporate America, did the whole corporate fast track thing, you know like a dog at 21, 22 years old. Had a lot of success, but knew that that wasn't where I wanted to go. Saw people 15, 20 years down the road, and you've heard the story. It's not much different. Saw those people, didn't want to be there 15 or 20 years, started looking at entrepreneurial activities, led me to real estate. Bought a late night course at 2 o'clock in the morning when I was 22,

started listening to those CDs. I think it was the Carlton Sheets. Maybe some of you guys remember him. And then started buying, flipping, and selling properties and started doing that, mostly rehabbing and retailing in the early 2000s. And then when the foreclosure crisis, quote-unquote, hit in 2007, 2008, I really turned towards wholesaling and started a large business in Florida and in Michigan wholesaling bank-owned property, selling to other investors, international investors, that type of thing.

And then really kind of further develop that business to become a virtual wholesaling business so now you know you talked about living the dream early in the podcast and talked about going to mexico and doing projects in costa rica really being able to live and travel and not miss a meeting your business uh that's what lindsey my wife and i have done with real estate you know Now we're able to travel the world. We work with various charities that we really are pulled to work on and things that we really care about. And we're able to do that because of real estate and the amazing structure that real estate provides for us to be able to do things virtually. So in a nutshell, that's it from start to finish.

That's what I've done in real estate and that's what I'm all about. Yeah, that's incredible. And I know you live the lifestyle that I talk about and you truly do live it. I know you truly believe in the four-hour work week. What a great book that is. But you not only are an incredible real estate investor, but you also have charities you work with, and you're an incredible human being for what you do, and so talk a little bit more about your charities and what you do.

Wow, yeah, I appreciate that. I mean, we all have whatever drives our business. We have our financial goals, We have the things that we want to accomplish, the size we want to grow our business to. But eventually, we have to have some reason beyond that that really fuels us, something that is bigger than just making money and something that is really fulfilling, something that does something good for your soul. And for us, it's a couple different charities that we work with, and it's being able to travel and flip properties

while we're working with those charities that really make it all worthwhile. So, you know, two different organizations that we helped start and are helping grow right now. One is called Kushihana, which is in India, and a friend of ours started that, and we support at this point about 12 different independent children's homes there. And those are all children that are homes of sex trade workers and, you know, children in circumstances that in this country we can't even fathom.

We can't even believe what's going on there. And our dollar goes so far over there. So being able to raise money and bring some attention and some awareness to that stuff over there is awesome. And then we also have a Jamaican wheelchair charity where every year we take somewhere between 500 and 1,000 free wheelchairs down to Jamaica where there's a lot of diabetes-related issues and just a lot of needs, especially in the inner cities of Jamaica, for low-cost wheelchairs and the gift of mobility. So anyway, long story short on those two, that's what we like to do. That's what really fuels us. And we like flipping properties. We do like making money. I like putting deals together.

All that's fun to me, but really it's about traveling. And we do fun stuff too. It's not all just outreach and charity. I mean, we like traveling and enjoying the finer things in life. And we love international travel and getting to different countries. So all of that really plays into our real estate business as a motivation. And I know we all have our why and all have our motivation. And for us, that's it. And then, of course, like you mentioned before my my new baby daughter i just

got a brand new big why she's about two months old right now so um that's of course another why for me as well and you need that in real estate to succeed i know you're certainly you know at the level of success you're at justin you you're in touch with your why i know you are because anyone who's reached the level you have you've got something driving you right yep absolutely that's uh it for me and again the reason why this podcast even exists is my current why is you know i lost my mother at a young age and i realized uh how important family is and friends and you know that is more my why i don't have any children but it drives me to be able to take my beautiful girlfriend to mexico for this entire next week and to create a lifestyle that I can spend with her and friends the same. So absolutely, having knowing your why is important.

Yeah, it's all about living. It's about living life and doing it on your terms. And that's what I know real estate provides for you and for me and for anybody who's willing to really work and take advantage of systems that are out there. It's all about freedom. You know, if you just want to sit on your couch and read a book, that's great. If that's freedom to you, awesome. You don't have to travel and do all kinds of crazy things. You know, you don't have to have a lifestyle where you're on a boat all the time.

I mean, it's about what works for you and what freedom is to you. And that's what I love about real estate is that it provides that vehicle, and it's whatever we make it. Yeah, absolutely. And I got to say, to get a little bit more into your business, Matt, I want some of my listeners to understand you absolutely can build a business virtually. And if there's anyone out there thinking, how am I going to go invest in a different state than I live or a different city, even for that matter? Matt, why don't you talk a

little bit about your business and how you've been able to be the biggest virtual wholesaler in the nation. Talk a little bit more about how to do that, and then I'll get very specific about building your buyers list, finding your leads, how you make the right paperwork. Tell us a little bit more about how your business has been built as a virtual wholesaler. Yeah, absolutely. Well, just to back up for a second, let's talk about what is traditional wholesaler. What does it mean to be a wholesaler? And that's really basically, from a very general? And then you need to build some kind of a list that you're going to flip the property to somebody, some kind of cash buyer or investor that's going to buy that property. So those are the two pieces there.

And then you basically negotiate the deal and you close it. So that's general wholesaling. Usually, if you do it like I know Justin teaches this, how you can do deals with no money and with very little experience. That's actually possible. You have to be able to do it the right way, but that is very, very possible to do that. That's traditional wholesaling, to lock up a property on contract, flip that contract or assign that contract or do a simultaneous escrow type situation and be able to sell that to another investor and keep that spread in the middle.

So that's traditional wholesaling. What I wanted to figure out and actually what I, out of necessity, needed to figure out was how do I make that whole process happen without having to be physically present? So how can I be in India working with one of the children's homes but still make sure these properties are flipping and things are going right back home? Can I do that virtually? And the way I figured it out, I'll just tell you a quick story.

The way I figured it out was me and my wife, Lindsay, were in Europe and this has been a few years ago now. We were actually there seeing the – we were in france and germany and we were there watching a few days of the tour de france and i'm into cycling and i love that and i'd always wanted to see it so we're over there you know watching the tour de france and for those of you that don't know the tour de france is like imagine the super bowl went on for 25 days but moved every day right that's how big that's. That's how big the Tour de France is in France.

It's like this giant party that moves throughout France and Italy and Germany. It's pretty amazing. So anyway, and Spain a little bit too. We're there for the Tour de France. It's a crazy time.

My business to that point was good. It was a good wholesaling business going well back home, but I basically put it on hold because I felt like I couldn't do deals while I was gone and didn't have the proper team and outsourcing at the time. So I was there. We're watching the Tour de France. We're having a great time, and a couple of amazing deals hit my desk. I checked my email, and I saw a couple of amazing deals,

opportunities I just did not want to pass up. And you know, Justin, as an investor, especially when you're really starting to get it going and a couple of smoking hot deals hit your desk, you get excited, right? I mean, you get that feeling, and it's always like the first time again. You're like, yes. You kind of start salivating for these deals. And so I saw these deals come across my email. And I'm in, where was I at the time? I think I was in, man, I'm somewhere in southern France. Not a good place to try and get deals done. We'll put it that way.

And so I'm there and I'm like, man, I want to get these deals done, but I don't think I can get this done from here. I've never done this stuff remotely, and this is in the early days of, like, DocuSign. Now you do a lot more of that. It's become a lot easier. But this was, like, when DocuSign was just starting out. It was like I was using the DocuSign prototype at the time. And so I'm saying to Lindsay, I've got to figure out how to close these deals.

I'm just going to make it happen. And so I just basically went on a search for about two days online and on the phone with my title company and basically put it together. And long story short, two days later, I was able to close those deals. I flipped both of those properties, and I paid for the entire trip and probably two or three times over. Isn't that great? Just on those two deals. I didn't think I could do it at first, but I decided, you know what? I'm going to try and figure this out. A few different things happened. I

obviously figured out how to sign things electronically so I could do my contracts through DocuSign. I don't even think it was called DocuSign. It was something else. It's been a few years ago. So that was really the first piece was that program that I used. And then it was getting my title company to create a limited power of attorney document, which is a really simple document, but I'd never done that. I didn't know how to do that. Just a one-page document that allowed somebody else on my behalf in my market or in that market to go sign the closing documents for me, so I didn't have to be there. Just something real simple like that, but I just didn't know

how to do it at the time. I figured that piece out and then basically just communicated by email and did no phone calls, made sure my seller that I was getting the property from and my buyer who I was selling it to would just communicate by email and would know that I wouldn't be available by phone and basically just train them to know that because I was six or seven hours different in time zone there, so I just wasn't working to be having many conversations. And I just put it together and made it happen. And after I did that, it was messy and it was kind of ugly, but I got the deal done. And it instilled that belief in me that, hey, you know what? I did this, you know, I made this happen in two days. Obviously, I was kind of running around and freaking out while I was trying to do it, but I did it. So could I do this when I go back home?

So when we left, I think we flew out of Spain, came back to Florida, I said, you know what? I'm going to start doing deals. Even though I'm here in my home market of Tampa, I'm going to start pretending like I'm not here. I'm going to start pretending like I'm in Prague in the Czech Republic or visiting South Africa or here or there, and I'm going to see if I can run this virtually. So the reason I did it before was because I didn't have a choice. So I acted as though I didn't have a choice, even though I did.

And I got back home, and what I realized was that I actually closed deals faster, more efficiently, in less time, and in some cases even made more money because I automated the process and closed more deals. So that was my big aha moment was, you know, freaking out, you know, running around at the Tour de France trying to close deals, but just then realizing that I could do it. And since then, that's been my main focus is to continually enhance my abilities as

a virtual investor and continue to streamline that process, make it even better. But I've closed literally 100 deals since then from out of the country. And just a few months ago, a couple months ago, I was in India and did seven or eight deals while I was in India and probably only worked maybe an hour a day at most, but I was on the computer and some days not at all. So that's, to me, that's freedom and that's what it's all about and that's really how I got to the point that I was at, out of necessity and then um just got used to it and started to like that burrito yeah well listen dude maybe i need to become a virtual wholesaler i think you just said me on changing my business model completely yeah well i mean hey we we were talking before i know you're going to mexico

without missing a beat so you you obviously are a master of outsourcing and processing yourself. Absolutely. Absolutely. So, you know, I mean, my business revolves greatly on fix and flipping, and so there's a lot kind of to that, because not only do we have to buy the property, but then you have to rehab it and fund the rehab and all that kind of stuff. But you know, one of the things that I think would be great for my listeners to know is, you know, they ask me a lot of times, where's the best place to find

buyers? Well, you would have a great example of the fact that I can't, you know, you can't tell someone, oh, just go down to your local RIA and meet with your real estate agents and go to the title company, go down to the auction. Well, you're not even there. You might be wholesaling a deal in Georgia, for all I know, right? I mean, or Minnesota, for God's sakes. You don't know those. How do you build your buyer's list for those locations when you're virtually wholesaling the deal? Yeah, absolutely.

Well, we use a few different ways, obviously, but the way that I've used most recently that's been the most successful is just, you know, realizing there are no geographic boundaries, just like I can close a deal from anywhere. Well, I can build a buyer's list from anywhere, too. And that's basically using social media like Facebook and YouTube and LinkedIn in conjunction with how those rank on Google. And I'll explain that a little bit more in a minute, but how that ranks on Google and increases your visibility online so that you can bring in leads for cash buyers, investors that are

interested in your area, private lenders, you know, really whatever you're targeting. And so a lot of our business now and a lot of our cash buyer acquisition, even though we use three or four different methods regularly and with consistency, one of my biggest has been creating good content and training YouTube videos talking about the specific markets that I'm developing cash buyer lists for. So, you know, for instance, you know, Tampa, Florida, St. Petersburg, Florida, Orlando, Florida, those are a few markets that I target. If you were to type in on Google, Tampa real estate investment as a search term, you will see me pop up and I'm probably the first two or three slots above anybody else.

And the way I've ranked there is through Facebook and YouTube and LinkedIn sometimes ranking Facebook fan pages and videos and titling specific niche markets so that I show up online when people search. So it's almost kind of like, you know, I know a lot of investors have used bandit signs and I've certainly used a lot of bandit signs and street signs, you know, to attract buyers and to sell properties. It's almost like if you think about these as virtual bandit signs, you know, when you put up a YouTube video that's titled, you know, let's say your local market is Phoenix where you're at, Phoenix Real Estate Investment, Phoenix Real Estate Investing, Real Estate Investors,

Phoenix Wholesale Properties, Phoenix Fix and Slip Properties, just any kind of search term you can think of that someone would type in to find properties in that area or real estate investors in that area. That's what you would title your videos and your fan pages at. And there's, you know, there's a whole, you know, I have some trainings on that and I can, you know, tell you where to get some of that stuff and where you can

find me and find further stuff if you want to look into that. But there are very specific ways that we use those videos and rank those videos so that they create inbound leads on a regular basis. So for us, you know, to attract buyers from Australia is just as easy for us to attract buyers in the exact market where we're at. So if I want to sell Tampa properties, you know, it's not just Tampa people looking for Tampa properties or Orlando people looking for Orlando properties. It's people in Frankfurt, Germany looking for properties in Orlando. It's people in Sydney, Australia. And so where do you get those leads?

Well, those leads come online and come through search rankings. So that's just one way right there that we bring in leads. And I know very few investors are actually taking advantage of that, but it's super low cost. And it's something I teach a lot of our students is to use those free and almost free methods to generate some traffic, get some leads, close some deals, and then go into some of the more paid mediums like direct mail and other kind of media advertising and that type of thing. Right. Right. Okay.

So that makes a lot of sense. And I think I've mentioned this before on my podcast, but a lot of people don't understand the value of social media. In fact, I don't know if I've given just a straight podcast episode to social media, but maybe I should. But for everyone out there that's listening to what Matt's saying and what I've given just a straight podcast episode to social media, but maybe I should. But for everyone out there that's listening to what Matt's saying and what I've said previously, you need to be leveraging social media to the fullest.

And one of the greatest parts about YouTube is it's owned by Google. So when people go on Google and they look up a term, don't you think your video on YouTube, which is owned by Google, will rank higher than most? And the answer is absolutely. So great idea. I know all of my students and all of my listeners here can absolutely do this today.

It's free or very inexpensive depending upon how you're doing it. So to all my students out there, to all my listeners, make sure you wrote that down, rewind it, write it down, make sure you listen to it. Yeah, absolutely. And like you said, it's a good source of free or cheap leads. So really good for beginners especially because it's, you know, it is some grunt work and it's consistent work but um it can bring in leads for um you know literally pennies that's great yeah and then i know uh you know the number one question then once they know how to find those buyers or build that buyers list is going to be where do i find the home where do i find the salary what do i do how do you do it virtually you don't live there what do i say how do i get them on the phone how do i find the salaries? What do I do? How do you do it virtually? You don't live there. What do I say?

How do I get them on the phone? How do I get the contract? First and foremost, how do you find them? Where do you go to wholesale virtually? Sure, absolutely. Well, there's two different sources that you can do. Well, there's probably more, but two that we use a lot to create leads for distressed properties that we can then flip to those cash buyers that we built lists of. One is, and I know a lot of people, and I know you, Justin, have used this, and a lot of your students have too, direct mail.

If you work direct mail the right way, you can do that completely virtually. Now, it might require, you know, a combination of, you know, Google Voice number and or an answering service or maybe a very part-time employee or maybe it involves, you know, batching and you answering calls yourself, but in a very small time period, you know, you kind of dash those calls together and you really weed out the ones you don't want very well. So you're not making that many phone calls, whatever it is, there's a way to do that. So using direct mail in conjunction with some outsource techniques and some, some internet tools that we have can make that really easy to manage from afar. So I, you. So I run direct mail campaigns in three other states that I don't live in,

but I'm able to run those completely virtually with the right systems. It's not anything groundbreaking, Justin. It's simple stuff like Google Docs and Google Spreadsheets online that we track all that through and making sure all the calls get logged in through a Google Voice number, which automatically goes into a Google Doc. And, you know, just some simple automated type systems that really, once you decide what you want to do, are pretty easy to draw out. So that's one really good source is, you know, just using direct mail and then using

a really good funnel process to weed out the ones you don't want. The other one is, you one is more Internet-based, kind of more like what I talked about with how you find those cash buyers, and that's ranking the same way. A lot of times, what do we use bandit signs for? What do we put those things? What do they say? They say, we buy houses, right?

And everybody's used we buy houses and used that in newspaper ads and out on bandit signs. Well, you can do the exact same thing with the inexpensive social media tactics that I was talking about before. You can rank for, in fact, again, type in We Buy Houses Tampa or We Buy Tampa Houses. You're probably seeing the first one or two returns there. You know, We Buy Houses, I've got that a lot in some markets through Michigan and Indiana and Ohio and starting to do some more in Texas. You can rank for those terms, guys. Now, funny enough, the term We Buy Houses is actually copywritten.

I don't know if you – did you know that, Justin? Have you heard about that? I did not know that, actually. Yeah, that term. Yeah. Check into that. It's kind of funny. That term has actually been copy written for 20 or 30 years. Technically, anybody who says, who puts on any sign or any written material, we buy houses is technically in violation of a copyright, which is hilarious, but it's true. So when you make Facebook fan pages or when you put out videos trying to rank for something like that, make sure you put your local market's name inside of it because it's those three words in a row that's copywritten. So if you put, we buy Phoenix houses, then you're not in violation of that copyright. It's funny, but that's just the way it is. we buy Phoenix houses, then you're not in violation of that copyright.

It's funny, but that's just the way it is. So if you use that and title your videos, title your Facebook fan pages the same way, we buy Phoenix houses, we buy ugly Phoenix houses, we buy distressed properties, Phoenix, that type of thing, you will eventually rank, when you do it the right way, you'll eventually rank on Google for those terms. And it'll be just like a, you know, a sign out in the street bringing in leads from distressed sellers. So we treat that the same way. We have a lot of those ads out there which go into a Google voice number. And we have a process where every single person that calls gets a call back within 24 to 48 hours. We have a process where we can weed out the ones that are closest to what we're looking for

so we're not wasting a lot of time calling back dead leads. And then it's just a process from there on. But that's another way to generate those leads. And that one, again, is low, little to no cost, which is great for beginners as well. That is the way. I mean, again, maybe I need to get on here and do a complete social media podcast,

but you're exactly hitting the nail on the head. Now, what I would highly suggest and what I'm sure you see time and time again is there's a lot of people out there that don't necessarily have our marketing budgets. Because I sent, you know, this last month, we sent 24,000 mailers out. This coming month, we're going to send 30,000 mailers out. But that takes a substantial amount of money to do that. And so you would say your next best avenue is the social media, YouTube, Facebook, LinkedIn avenue to whether it be fine buyers,

fine sellers, regardless? I think so. Yeah. And that's what we teach a lot of our students is to start with those free methods and get a couple of deals using those methods. Now, I'm not going to sit here and tell you that apples you know, apples to apples, it's direct mail, because I think direct mail is great. You know exactly what the numbers are going to be, and it's a process you can count on. But this is the best, most reliable source for cheap or free leads. Absolutely. And there's no substitute for good networking either, obviously, but that's kind of a given with everything you're doing here. There's an aspect of networking involved.

But if you had to choose just one method or just one source of leads and you had zero marketing budget, I would definitely put up some YouTube videos and some Facebook fan pages, title them right, tag them right, and follow the process that you need to get those ranked onto Google. That would be the best possible bang for your buck. Yeah, absolutely. I completely agree.

Well, I know we're getting in here as far as time's concerned. What would you say is the easiest way to put the deal together once you find the seller? What is your pitch when you find that seller? When you're saying, hey, I don't live in your city, but I'm a buyer. What type of pitch are you saying? Are you talking about possibly buying rental property? Hey, I'm looking to buy some more rental property. I came across yours. Thank you for calling me back. I'm looking at buying this. What type of kind of pitch are you talking about?

Because I'm local where I invest. I'm in Phoenix. I buy and flip homes in Phoenix. I buy or I wholesale homes in Phoenix. What type of pitch do you go about doing when you're not local? Sure, absolutely. Yeah, when you can't drive there and sit down at the kitchen table with them, it's definitely a different kind of sale, no doubt. And there have been times where had I been there in that local market, I might have either

negotiated a better deal or might have recouped a deal I lost. There's no doubt about that, because there's really no substitute for talking face-to-face with somebody. The idea with the virtual wholesaling and buying these properties while not being there is that while you might get a better quality deal one for one, the hope is that you can wholesale virtually two or three properties for every one you would do

if you were walking through the process yourself. Right. So that's kind of where you make up ground there. But, you know, I've done both and had great success with both. So it's about what fits the lifestyle and what works. But, yeah, to answer your question, you know, I always take the tact of being extremely honest and extremely earnest. And I know we all do when we're dealing with distressed owners.

And I say, I try to be very upfront and I try to say, when we're dealing with distressed owners. And I say, I try to be very upfront and I try to say, look, here's the deal. I'm not in your market. I've bought and sold many houses in and around your neighborhood. I don't mess around. I buy all cash. I'm going to make you an offer now and the offer I'm going to make you is a good offer. I'm not going to change my mind.

I'm not going to go back. I'm not going to put extra clauses in. This is exactly what we're going to make you an offer now, and the offer I'm going to make you is a good offer. I'm not going to change my mind. I'm not going to go back. I'm not going to put extra clauses in. This is exactly what we're going to do. And then after I've explained how I work the process and I've kind of, you know, mirrored back to them a little bit and built some rapport, I then tell them now, look, there are a lot of people in this business, and a lot of them are great people like us. Some of them aren't. You might have some people that are just trying to waste your time.

And then I give them a couple of warning signs of people that maybe are, you know, really just trying to waste their time. They can flip at offers promising, you know, an amount that they won't get. And, you know, we've all had deals muddied up by an investor that didn't know what they were doing, that was offering way too much, that they were never going to close that amount, and it just made the deal harder. And, you know, you eventually get the deal, but it takes longer, and it was, you know, harder to get it done.

Right. I talk that up a little bit to those people, and I say, look, there are some people, and here are the things you want to look out for. You know, if somebody's going to buy your house, they need to put down a deposit. If they're not willing to put down a deposit deposit and they can't seem to put it together, even if they're the nicest person in the world, walk away from it. You know, and so, you know, a lot of times when I'm buying a property, if I know exactly what I'm going to pay for and I'm fine to put a deposit down,

I'll use that to kind of build that rapport. But it's really just being very honest and very earnest with them and say, you know, look, I've done a lot of business in your neighborhood. I've done some properties in this street and that street and this part of town, that part of town. Just making sure they know you're familiar and not just making some flippant offer. Because all they really want to know, and you know this from, you know, many distressed sellers you've dealt with, all they want to know is that you're going to do what you say you're going to do. And as long as they feel good about that, all of the things being equal, they're going to accept your deal. And so

that's, that's really what I try to get across. And if you're good, you can do that on the phone or you can always have someone on the ground too, to do that. You know, like I know you do for your rehabs when you're in Mexico, I know you've got people on the ground still working projects for you. And that's, you know, that's a a possibility too depending on where you're at in your business. Absolutely. Absolutely. Now, and lastly, just because we're coming up on a good amount of time here, what type of, when you come across these leads, it's now a full lead, you're throwing in,

how do you track or what database is a better question? Do you deal with your leads? Like we now are going to be using Podio. And I know that's the new key database that most people, most educators are now using. We've kind of developed it ourselves and what works best for our business. Before that, we used High Rise HQ. Before that, we used High Rise HQ. Before that, we used FreedomSoft. Before that, you know.

And I know Google even has one named Streak, I think it's called. What do you use for your business? You know, we've used a couple different things. We've used FreedomSoft in the past. I've used some other similar softwares. But what we're doing right now is actually, and it's not perfect, and as I hire new people, we're going to be changing this, so maybe I should get advice from you.

But we've used a combination of an app database with online Google databases. So they can basically integrate with one another, and I don't understand all that other than I know my information's all there and we're able to track that fairly easily but it's imperfect as we add new people into it it's good for the for the one designated um not really employee but who we outsource that piece to it works well with that person but it's not scalable right so i probably want you to look at something like what you're doing. So let me know. What was the one you mentioned? Podio?

Podio. Yeah, and it's kind of my partner's handling it because you basically have to set it up for yourself and what is best for yourself. I'd really suggest to go to maybe Elance or Odesk and just type in Podio and see how many people have experience using Podio. That's partly what we've done is my partner's doing half of it and then the person on Elian's

doing half of it because it's just easier and it's pretty inexpensive. I think he's, whatever, $4 an hour. Yeah, I'll definitely check it out because we're going to need something for sure. And that is crucial is having that follow-up process because you can generate all these leads and generate all kinds of deals. If you're not tracking the process and know where to spend the right time and the right money, you're spinning your wheels. So yeah, you've got to be able to track this and it's all in the follow-up for sure. Yeah, that's it. That's it. Well, listen, Matt, I know you're busy. You got a lot to do. I know I'm busy,

but I really can't emphasize enough. I truly appreciate you, your time, you coming on this podcast and just dropping some knowledge on these listeners, man. This has been incredible, incredible stuff. I appreciate it, man. It was definitely my pleasure to be here and nice to meet all of you guys. Absolutely, man, and look forward to having you on our podcast real soon too. And that will for sure happen. All right, guys, this was episode 36. Thank you again for being such loyal listeners. Thank you to Mr. Matt Andrews, the number one virtual wholesaler in the country,

absolutely crushing it. Again, if you need to get a hold of me, if you want to work closer with me, go ahead and email us at info at the science of flipping to get a hold of my personal assistant and we'll get right back with you to see how I personally or my team can help you in your business. That is it.

That's a wrap for episode 36, guys. We will see you when we see you. Peace.