The Science of Flipping - How to Leverage Technology for Marketing Success | Esteban Andrade

Episode Date: March 15, 2024

In today's episode, Esteban Andrada dives into how his companies, Remote Latinos and Hesel Media, are shaking things up in the real estate world by smartly using tech and hiring talent from Latin America. They talk about getting ahead with online ads to snag deals and sell properties, and how tech isn't just making things smoother but also changing the game for finding leads and managing work. The convo also touches on the impressive potential of AI in the business, though it's quick to point out that robots aren't about to take over everything just yet. Plus, there's a lot of buzz about how working with folks from Latin America not only saves costs but also brings in people who are super eager and skilled. We wrap up chatting about the power of good management and why understanding different cultures can be your secret weapon in growing your business. The #1 training and coaching system to launch, grow, and scale your investing business! 𝐋𝐞𝐚𝐫𝐧𝐌𝐨𝐫𝐞: http://www.thescienceofflipping.com Turn cold real estate leads into engaged motivated sellers on auto-pilot using the power of A.I! 𝐋𝐞𝐚𝐫𝐧𝐌𝐨𝐫𝐞: https://www.rocketly.ai/ Have a question? Ask me anything at https://www.askjustin.ai/  𝐀𝐛𝐨𝐮𝐭𝐉𝐮𝐬𝐭𝐢𝐧: After graduating from UCLA in 2003 with an English degree, Justin went directly into business for himself. He has never had a W-2 job. In 2005 he got into real estate by co-founding a brokerage in the Northern California area. Quickly he realized that being a realtor was not for him. In 2007 he got into real estate investing full time. 16 years later, Justin has flipped well over 2600 properties, accumulated millions in rental properties, and is an active investor to this day. His success in real estate led him to start The Science Of Flipping podcast and education company, where he has coached and mentored over one thousand aspiring and active investors.  He is a nationally recognized speaker and is on a mission to educate as many people as possible on becoming a successful dynamic real estate investor.  𝑾𝒉𝒂𝒕𝒕𝒉𝒆𝑷𝒓𝒐𝒔𝑯𝒂𝒗𝒆𝑻𝒐𝑺𝒂𝒚𝑨𝒃𝒐𝒖𝒕𝑱𝒖𝒔𝒕𝒊𝒏:  “Justin is one of the best trainers in this space. He really gives everything to his tribe.” – Brent Daniels (TTP)  “Justin’s ability to connect with people and help them understand what he is teaching, is unparallelled” – Kent Clothier (REWW)  “We have been in the trenches flipping homes in Phoenix for over a decade, he is one of the best to do it.” – Sean Terry (Flip2Freedom)    Subscribe To Justin Colby: http://youtube.com/justincolbyView All My Videos: https://www.youtube.com/c/JustinColby     

All right, Science Flipping podcast listeners, as always, this episode is brought to you by Rocketly.ai. If you're looking for a seller lead generating system that has automation in AI bot and has sellers coming to you, then Rocketly.ai is your choice. Make sure you head over to the website, fill out an application and schedule a demo now to see the power of Rocketly.ai. What is up, Science Flipping family? You are back to another episode of the Science Flipping podcast. I have a very special guest here. He's a local Miamian. Mr. Esteban Andrade is here. What is up, brother?

Wow, man, I love the energy. Come on, let's go. It's a science flipping. This one's getting me fired up. You have done a very good job coming into the real estate investing space and building some incredible service companies. You are a part of many masterminds. You have connected really well with people and you offer services that I think everyone on this episode needs to understand the services themselves, but then how they can be utilized within the real estate investing space,

who would want them, why they would use them. These companies have made a massive difference for a lot of people in the space and in the masterminds that we're a part of. I know because I'm in the same masterminds. So let's talk first and foremost, your experience starting these companies. Why did you start companies like Remote Latinos or Hustle Media?

Why do all that? Dude, you know what, man? When I started in this space, I started wholesaling my way to door knocking, going to auctions and doing all this traditional things that people do in order to generate more opportunities of market deals. And I sometimes also would just do the drive for dollars in Detroit. There's a lot of opportunity there. So it's very visual. But then I realized, in quote unquote, I'm someone that wants to leverage myself. Let's call it I'm a lazy entrepreneur, but I'm not really lazy.

I think everyone's really. I mean, at the heart of it, if you don't have to work and have all the money you can afford, you don't want to work per se. But you are not lazy. I know that for sure. I'm not lazy. However, if I were to think of myself, like, if I can get five times the output by doing the same amount of input and just leverage something, right? Have some sort of lever where I put in this amount of effort and get five times what I want instead of driving and getting the only one or two things or going to auctions, getting one or two things or two outputs. How can I do that? And I started thinking about, hey, I know that technology is something that's always

going to evolve. It's here to stay. And also, people are not doing this. So it's a huge open market for me to take advantage of that. So in Detroit, my first ever case study was working with a cash buyer that needed houses. And me as a mindset of how do I solve his problem and be in between that problem and solution so I can make some money. Well, I started telling him, I can do this through Facebook ads. I can do this through Instagram ads.

I had taken a course that have given me all the instructions on how to do that for e-commerce and how to do that for gym owners, real estate agents. And that gave me the idea of like I can help this cash buyer find houses that are distressed from motivated sellers through Facebook advertising as well. So I, one time I posted this in a Facebook group and I got a lot of comments. Hey, I know how to generate motivated sellers. And I do that through social media, people that are going to come to you instead of you having to convince them that they need to sell their house. And they're already convinced who needs help. I'm to give seven-day trial so with him i set everything up and we

did a seven-day trial because i knew i was gonna work work something out with him and absell absell him down down the road sure this guy uh in his first uh in his first I believe it was six, seven months with me, he purchased 24 properties in Detroit just with $9,000 in ad spend. So he spent, so we all know in the KPI world of real estate, right, is it's cost per lead and then cost per deal. He spent a total of $9,000 total for ad spend. And he got 28 properties, he said that. 24 for ad spend. And he got 28 properties. He said that he bought all the properties.

24 properties that he bought or wholesale. He acquired. Wow. The model was for him to sell it to Argentinian investors, international investors. He will get the markup. And also he would do property management for them. Like sell a turnkey model.

So how much cost per deal was that? Spent $9,000 to $375 a deal. This is ad spend. Obviously, I definitely... Of course, and then you have an agency fee. Yeah, then I charged him, like, at that time, it was like maybe, I think I was doing it for $1,200 to $1,500 a month.

At that time. Which was good for me. Now, that was a long time ago, everybody. That was a long time ago. It's not $1,200 now. But even then, just you and I know know this but for the sake of the listener a true kpi right now if you're getting a deal for three to five thousand dollars per deal you're doing good you're you feel good about your marketing this guy was getting a deal for 375 dollars plus market. So he was, let's just round it up to, he was spending $500

per deal. I mean, that's insane. Yeah. Obviously Detroit, uh, has very cheap houses too. And like the lower, um, uh, Simon fees or just lower, you know, spread. You don't make as much. You don't make as much. You need to do a little bit more volume. But still, it was a good case study and a good concept for me to know that I can expand this to the entire U.S. and offer this as a solution. Yeah. But then I realized very, very quickly, dude, that first of all, we're not just an agency. We're not just lead gen. You don't come to us and just pay for the lead and we'll forget about you. Because

in business, there is several things in order for you to continuously grow and get more clients. Obviously, you get more clients, you get those clients to pay you more, and you get repeated customers from the same clients. So if I understand that, then what are the leverages, what are the things that I can pull in order to get them to pay more or get more out of the same client, get them to repeatedly pay me different times at different frequencies? Well, it comes down to what happens after the lead is generated, what happens during the entire process of the client itself so that all comes down from generating marketing for them but also closing that deal and learning how to get the most out of that one lead right so it we we started understanding very heavily uh one wholesalers not only have a lead generation problem they have a sales and systems problem, right? That's everything, marketing and sales.

Yeah, and so if I leave them by just sending them the lead, because I used to just send them a text message notification, do that, but then I started listening to my customers saying they're not picking up the phone or there's guys asking me for something erratic or something crazy about the house and I'm like how do I solve that problem and I started inserting different levers of technology and also people that I started to hire that eventually will

help them get a hold of leads, convert more, have different exit strategies. So making more money out of the same marketing, it's very important right now. Because if you only focus, for example, on specializing in only wholesaling, but you realize that people in online, when they type in Google I want to send my house cash for my house how do I sell without a realtor they have a motivation not necessarily a distressed property right and we capture motivation we capture pain points gaps in people but with the message that we have so it's how do we solve that problem? And we do that through proper sales

skills. So if you don't have a sales process, you don't have a sales framework, you're not able to truly find a gap of the people that you're talking to. You're not able to fully empathize of what's happening and understand fully what they need and where they need to be at. You're not going to be able to find solutions because you're going to be so focused on generating that need getting the discounted rate 60 50 60 70 percent yeah right and and you're not going to make money out of that lead yeah so now we turned um into how do we help our clients even more now we're partners so we're partnering up with them and some of them actually they also pay us in the back end after a lease generated and after the lease is closed. But we have been able to actually hire remote Latinos, train them into the entire process of how a business, a wholesaling business

works, what are the levers that they need to be able to pull, the skills they need to learn, all the different exit strategies that they need to have right now. Do they actually negotiate a deal with sellers at this point? Do you have that? No, we teach them how to do that or we help them. You teach the client how to do that? Correct. Got it. So you see, so it's not a total done for you service. Is it done for you with a little bit done with you?

Done for you as much as done for you up until it's kind of done with you to help them that is correct so that's what i was telling you this morning man i you know i walked in with my mind blowing up and i'm like i've been calling myself agency for a long time yeah but in people's mind an agency is just a service like how do we position ourselves to be something that we actually are which is something better more added value more of a partner right so we we realize that we help them with lead generation we help them with getting a hold of the leads manage those leads insert technology we help them with uh training them on the specific skill sets that they need. So I believe they need sales skills, right?

And they need to be able to just fully evolve as a business owner. And to evolve as a business owner, you need to leverage people, right? So this is something from the book, Almanac of Naval. Have you ever read it? I have not. So he talks about, in a portion of it, he's actually the founder of AngelList. He talks about four different levers and skills that entrepreneurs need to actually pull and use and amplify it. And that will literally build

multimillion dollar businesses. That one is capital, labor, technology or code, and media. So right now with this company that we have, which is Hustle Media, and now we have this community called Aria Entrepreneurs, we're pulling two of these levers right away. The media part, which we're making our clients go and do video and ultimately show themselves as this authority in the market that they can buy houses they're cash buyers they're wholesalers flippers and so that's that's one one lever that we're pulling and now we're using technology to distribute this message uh through facebook through google platforms like youtube uh google retargeting and PPC as well and also we're doing Tick Tock which is crazy that it works uh crazy that it works that is the newest fan I have a couple members that are doing really really well on Tick Tock yeah I do do you think there's any takeaway right now for someone on this episode right now Tick Tock ads work to find motivated sellers they do

it's crazy it's crazy it's it's because tiktok has became a place that now has seo which is also that means that people now go search for topics for things and tiktok has done such a great job of making people search for things for education for you know learning new things for uh entertainment that now it's more and more older people, people that are in our avatar space for motivated sellers are going to go there and spend some time in TikTok. So if you're able to make them, capture them when they're doing something or searching for something

and you say that you can buy their house, that there's an opportunity to work with a real estate investor, you're gonna capture them in the right moment. And it's also cheaper right now than any other one because it's not as saturated with a lot of advertisers. And also it's more of a newer thing, you know what I mean? So yeah, going back to the levers, man,

we help them become better business owners by doing things for them and also guiding them. So the first lever, I believe that I said was capital and labor. Yeah. So we know we need labor. In the U.S., no one really wants to work really, really hard. It's rare. That's why finding talent is such a high-level skill. That's right. It's such, you know, finding talent is such a high level skill. That's right. It's such a thing that you need to continuously do as a founder. Now we do that for

them. We find A players in Latin America. So now your wholesaling business that is bootstrap, you use your own money, or, you know, you start, you know, working for, you start working with free resources at first, can afford something like that. But not only that, it can also help you amplify, it can help you grow. We have hired leaders in our company from Latin America. And I'm so confident about that, dude, that I can tell you, you can fully replace your operations manager with a mexican operations manager and it will do laps around your american american hire obviously not it obviously not everyone but a hundred percent they're coming to work ethic they come in with the ability to learn and grasp everything they

study went to school are willing to do everything that it takes, have an amazing English. Some people speak even better than me. Now we're going to insert in this person and insert into the service. Now we became this full stack agency slash accelerator. So that's what we're doing. All right, everybody. Before we get back to the episode, let me give a big shout out to Roddy at The Rehab Depot for sponsoring this episode. Listen, everybody, if you want to work with the number one contractor across the country,

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And sign up for weekly classes live with him. This will be the greatest investment you could ever make if you want to rehab houses. So when do you think real estate investors should be hiring VAs? Like what phase? Like, do you believe like even when they're just getting started before they've gotten a deal, do you think they should be at a certain point? When should people be hiring VAs?

Depends on how leveraged. Honestly, a real estate investor should be hiring a VA based on how leveraged they want to be at the beginning and how much business acumen you have. Because if you see the biggest companies in the world, they always hire top down. They raise a lot of capital and they hire people that already know how to build teams, already know how to build entire departments. They grow really, really fast because they're leveraging.

And then these people are leveraging themselves too. And, you know, they grow really fast. But a bootstrap wholesaling company, usually it's not that way. But if you, for example, come in as a flipper and you have a lot of experience as a flipper, you potentially want to hire some sort of leader that can help you build, you know, business things, operational things that you could do that. But if you're a wholesaler, just, you know, started watching YouTube videos a few months ago and you're doing it, you know, cold calling or you're doing your driver for dollars, you may want to hire when you get at 70, 80% capacity of what

you can do in a day-to-day basis. Because at the end of the day, you have to learn how to clean the floors of your studio or of your place in order to know how everything works. Right. Right. So you have to learn how to talk to people. You have to learn how to call these people, generate the lead. You have to learn the grind because you're not,

you don't have the knowledge. You don't have the luxury. You need to do it all first before you go. A hundred percent. I'm a hundred percent with you. I don't think anyone should VA inexpensive or expensive. You shouldn't be hiring until you know how to do it because the challenge becomes, here's what I see the challenge when

people hire VA is not just your company, but any VA, they just assume once they are trained, you just let the VA do their thing. Yeah. That's crazy. And I think that's crazy. Even when VA companies will say, Hey, we have a manager to help you. You still have to stay on top of the manager to make sure that they're hitting their KPIs and that the calls are being measured, all those kind of things. Unfortunately, too many people in our space, they think once they hire, they're done. They can take the day off. They can go wherever. And they've scaled their company.

It's just not true. You still need management of it. One of the biggest things that people do wrong in wholesaling is that they don't really treat it like an actual business. You're coming to a business and you're not treating it like an actual business. So what does that mean? So when you implement systems in place, you start building a business. But when you want to grow, when you want to scale, you start hiring people. But in order to hire people, you have to grow, you, when you want to grow, you want to scale, you start hiring people. But in order to hire people, you have to have a system, a set of expectations for them to come in. Just imagine yourself, let's say you don't have experience in wholesaling, but you have experience

in other areas, industries, and you go and apply to work at a wholesale company. And the wholesale company comes in and says hi to you tells you welcome to the company this is what we do this is what you got to do and then after that doesn't talk to you by like one time a week or something like that thinking that you have experience thinking that you can you know build different things yourself you probably will try your best but how would you feel if you come in and there's only Dost? There is no role descriptions, description of your job. There is no playbook to follow. There's no daily training. There is no real North Star that will make me work hard. There is no way to follow

a leader because the leader is not leading. It's just thinking that I'm a service. That's right. Right? And so a lot of people lack leadership and that's part of it. You have to be given your team time to develop. And even when they're already developed,

you have to make sure that you inspect what the work is done, measure their KPIs, keep them accountable, keep training them, you know, always realign the North Star and do that every single day. And then at some point you're going to be leveraged good enough by hiring someone that will do that for you. But the very beginning, when you're hiring people, it doesn't matter if they're in Africa, Madagascar, I don't care if they're from India, I don't care if they're from here, I don't care if they're Canadian, you know, which they're really nice people, but they can't close as much. No, I'm kidding. I don't care where

they're from, they will need that. People think to scale a business, you hire and you exit, you don't have to work anymore. It's an epidemic in our space of real estate investing is whether it's VAs, whether it's in-house, you know, personnel that you hire in-house, people think you hire and you're out. And it's just not the case. And I see it time and time again with all the coaching students that I have is they'll go to a company like yours or a VA company and say, hey, I hired one or two VAs. You know, they're going to handle these things. And I say, OK, I hired one or two VAs. You know, they're gonna handle these things.

And I say, okay, well, how many calls a week are you gonna have with them? Well, we're gonna have a once a call week with them. And I'm like, once a week? So if you had an office and you had that same employee physically in your office, how many times would you meet with that employee? You only meet once a week?

Well, no. Well, how many times would you meet with them? Probably every day or at least every other. Well, then that's how often times did you meet with them probably every day or at least every other well then that's how often you need to meet with your vas because if you don't you're gonna let the ball fall through the cracks right and and people have this thing of hiring and trying to escape the grind and i get it but you there's no real scaling a business until your scale at the macro like really high we're talking about like vc companies and yeah um you know companies that are going and going for exits like that can scale and that's where you kind of get bought out of your role but until

that even the ceo has to manage the managers oh Oh, yeah. Right? And it doesn't remove you from work. Yeah. I think one of the things is that the way that education is coming into the space in the last five years, the biggest gurus at some point that were selling, their unique selling proposition was you're going to be able to make money, automate your business, and forget about it. Essentially, that was the message, right? You're going to be able to use wholesaling as a vehicle to start investing into real estate, and then you're going to become a real estate investor full-time in wholesaling. It's going to be an automated agency, or it's going to be an automated company.

It's going to just be there, right? And you don't have to worry about it. But that's because that unique selling proposition is just their marketing in order to get them into their program or in order to get them excited about this. And we need real business people, like people like you, for example. We need real business people that are going to tell them

how 100 percent um hard it is but obviously the rewards if you want to achieve the rewards of true financial freedom of true time freedom of true leverage of true impact impacting uh people then these are the things that need to be happening the day-to-day The day-to-day work, learning how to leverage yourself, learning the skills, putting in the grind for two to three years until you're able to fully hire a leadership team and then potentially still remove yourself. Like right now, we are at what? It's 1 p.m.? Yep. I don't have to worry about my clients.

I don't have to worry about closing deals. I don't have to worry about closing deals. I don't have to worry about certain things. I only talk with my leadership team and my executive assistant from Colombia and my leadership team from Latin America, U.S. I have a bunch of different people around the world. And I'm already leveraged, right? And the business is making money, and I'm able to now invest my time and money

into another company like Remote Latinos. And I'm going to continuously do that over and over. But the reward will come once you do the things. And I understand the things. And I want to say this. People need to model not people at the top. Yes, they need to model people at the top, but they need to model people that are at the top on their way up. So what they did to climb is what they need to model.

Right. Because people at the top are already at the top. Right. People at the top are already at the top. People at the top are already at the top. But the question I would actually say, and I'm very curious to your answer ai is a real thing yeah right service industry to my knowledge is going to get hit the hardest do you see that to be a big problem for you with all the ai in there and the communication now that can happen with bots

do you feel like your industry to some extent like is at risk as an agency or a hotel like as an agency as is you know so vas as a whole a lot of times in our space of real estate investing are used to communicate with sellers a lot of times now i actually advise my students use vas for the tasks and have my students handle all communication with sellers right and have the vas do the list pulling the scrubbing the skip tracing all of that because i believe most people shouldn't actually be having a va handle control of any type of negotiations etc now they can absolutely call a seller for data meaning you know why are you looking to, why are you looking to sell? When are you looking to sell? But they're not doing any type of analysis, nothing.

They're basically gathering data. Yeah. That is okay. Yeah. But even to that extent, do you feel like a lot of that is at risk with everything that's going on with the AI? I think it comes down to the, you know, four levers that I talked about too as well, because it's always going to happen. Right now we're in the era of content, the era of AI, the era of averaging yourself

through media and technology a lot. Like look at what's happening with AI. I feel like more and more the minutiae day-to-day simple tasks that we need to hire someone for that is going to disappear. We probably need to only hire one person to manage now these bots and AIs that do the day-to-day things at some point in our life, in our business career.

At some point, we're going to have to learn how to leverage that too. I still think, and I don't mean to totally interrupt you, there's still, in our space, there's got to be human be human interaction right bots can do the texting and do the emailing that can be bot driven but even the data gathering a homeowner is going to feel a lot more comfortable when they're talking to someone answering why are they selling when are they selling where are they moving to why are they selling now some of the general questions which is just gathering data and then can be handed over to more of an acquisition person can a bot do that they can i feel like it's gonna take so long to actually train a let's call it an android to actually understand empathy understand people needs or true constraints constraints or just that human side that it's more of

the emotional side rather than the analytical, logistical side, which is what you as a human have. So if a body is trained that way, it's because it has extraordinary abilities. And that could be, I think they call it general AI. There's a word towards that term. It's not only artificial intelligence. It's called general intelligence or something like that. They know how to understand humans.

But up to that point, it's going to be, I think, a few years. It could be closer than that. But it doesn't take away from the fact that, in my opinion, VAs should be best utilized to handle a lot of the tasks that have to be done by a human by the way yeah um and in so there's always going to be a marketplace for that 100 100 look if if we ever get out competed by ai vas we will also discussion yeah yeah we will also use ai vas to leverage the vas i have you seen the the ai va phone call 100 i just i just got my my business partner just sent me a recording of a guy that sounds like a texas guy yeah call calling a homeowner and having a full conversation

i've never heard him it. It was decent. There's still some sort of delay. Of course. The bot has enthusiasm. The bot can do different tonality and things like that, which is amazing. Dude, that's crazy. Someone can't change tonality based on the things that they're saying

or what they're responding to. But I feel like that's going to work in conjunction with humans. There's no way that human can, there's no way that AI or bot at this current time, at least in the next 10 years, is not going to work in conjunction with a human. I feel like it's going to increase the output of what a human can do and what we can do and potentially have to hire less people, but still hire top eight player talent rock star that it's going to understand how to leverage this lever. But there's no way that a human can just, sorry, an AI can just work by itself at this current moment. What is your client database mostly hiring for you, hiring your company for?

Right now, they're mostly hiring for appointment, specialist appointment setters, which are lead managers. Okay. So people that have the first conversations with the sellers,

they essentially represent the company by having a discovery call, intercall, or follow-ups, nurtures, and then passing on to the closers, which are usually our clients or their acquisition managers. And two high-demand roles right now are executive assistants. So not just admin, but executive assistants. So they have a lot of project management experience, and they can not only help you with the day-to-day. And people that are essentially like a mini operations manager.

And video editors. Yeah. You know, Ryan Pineda hired us for video editors. Nice. And just so we came in video editors. Adam Malouf also did. Actually, Tiffany High hired us for lead managers, social media specialists, and a few other. She's hired four roles so far.

That's great. Yeah. Well, that is why I love VAs. I mean, I'm a big believer of keeping operational costs down. I don't believe people should be getting big offices, hiring a bunch of employees. I just did an episode on entrepreneur DNA, just about, you know, the cost of running a 200 person team. It's a lot, right? But they were making somewhere between 30 to $40 million a year, which is a lot, but still you have such a high operational cost that you have to start to ask

yourself, where's kind of the bottom line number that is what i'm trying to make so having a company like yours a va company makes a lot of sense because you don't have to hire such expensive people or have a lot more people you can do it in a way that creates good peniles essentially is what i'm trying to say dude and what's crazy is that so we talked about this in another podcast but people come in here with the the the high intensity the the emotion of working for an u.s company for an american they're just giving them the opportunity to get paid in the u.s dollars they want to achieve more they want to show up they want to achieve more. They want to show up. They want to show that, let's say, I'm a Mexican. Even though I kind of moved to the U.S. for some reason or I got kicked out of the U.S.,

I still want to provide my value and show up as this Latin American professional that can help your business. And they're going to care. When you paint them the right uh north star and you give them the leadership that you they require you will see how they're gonna run laps laps around i agree yes i tend to agree right right now for example we so we're testing different things because i've been i'm latino myself and i work with Mexicans in Detroit because they're high-level engineers. One of them used to be my manager. And also work with different multicultural, just multiculturally savvy.

Let's say in Toronto, there's a lot of people from around the different world. And so I learned to live with people around the world the different world and so I learned to to live with people around the world and different cultures immigrants so I'm doing a test of how someone that is a leader or some sort of manager can do that role remotely let's say from Colombia from Mexico and I can just say I trust you I don't have to pay you eighty thousand a hundred thousand dollars but I can pay you thirty forty percent of that because you have the capabilities you can do it you have the capacity of doing it and you're gonna live like a queen or a king yeah and you're you're going to help me run this business. And also in testing, like, I'm going to hire you because you have the sales acumen.

You have the character traits to be a salesperson. And I'm testing right now hiring closers from Latin America to see how that goes. Yeah. Like, for example, there's a lot of people that used to live here in the U.S. that they got kicked out for some reason. You know, their residency got terminated. They got deported. Something happened.

They had to go back. It's sad to talk about these things, but they learned English. They learned the culture. And then they go back to the grind in Colombia, Latin America, and they're looking for this opportunity, right? Or even people that never came to the U.S., people that never had a chance to even get a visa to here, but they learn English by themselves,

they watch everything American-wise, they have american friends online or whenever americans visit the latin american countries and they are so culturally adapted to us and i'm like holy crap like you never went you never said that work ethic yeah and they have the work ethic i'm gonna give you the opportunity to do higher level things. Yeah. This is what I said to myself. It's working. Dude, one of our closers, he lives in Medellin, Colombia. He's closed so far this month.

I don't remember exactly what amount of revenue he generated, but he's generated around $45,000 in revenue. He's closed maybe about six to seven deals and he's just getting started as a closer. And like he was just an appointment setter before. You know what I mean? But he was so hungry

about wanting more commissions and closing more and giving more value. Be like, dude, alright, right i'm gonna put you to this training i'm gonna i want you to watch jeremy minor i want you to watch cole gordon i want you to watch jordan belford reed never split the difference yeah show me that i can trust you closing closing deals yeah dude so far is showing that it's working it's closing deals and as a matter of fact

he came from a I don't know do you know Nick Perry he came from Nick Perry ran ads in Columbia to hire closers he had a lot of people had to go through a lot of interviews and then something

happened with him he had to move back to Cancun. He had something in his heart. And so he had to give those applicants to others and give them to us because we help people get jobs. Of course. So he found that person is closing hundreds of thousands of dollars for us every quarter. For sure.

From Colombia and people are missing out on this opportunity and so you're about to add that to yes your rolodex of what you deliver 100 we've already done it yeah uh we don't want to like put it out there too much because uh in order to find a good closer uh you they have to obviously have this the character traits to to be a great sales individual like empathy and being able to work hard have conviction on your product the skills of selling uh being coachable and you can just find that in a human yeah doesn't matter where it is but the biggest part is the English needs to be impeccable. Or in a way that they can really relate to Americans that are surrounded by Latinos. Like you said it yourself, for example, Florida, Michigan, Arizona, Texas, California, parts of, when you say Michigan. I don't really ever think of Michigan

as having a lot of Latinos. Do you know that Detroit, because I lived in Detroit. Okay. It's so many Mexicans. I didn't know that. Dude, Detroit. I never would have thought that.

The automotive industry is highly dependable of Mexico. That makes a lot of sense. Assemble plants, manufacturing plants, engineers. Yeah. Dude, highly dependable of Mexico. That makes a lot of sense. Assemble plants, manufacturing plants, engineers. Yeah. Dude, highly dependable of Mexico.

I don't know if you know about the news, but Elon Musk literally is building a Tesla plant in Monterey, plus GM has one, Ford has one, all these people have in Monterey, Mexico, because they know

that they can get way more workers for work i get it also for cheaper but also high level of education high level skill yeah they you know that's that's how that's how it happened you know so i obviously you're here for a reason where where can people find you there's two companies we talked about one talks about generating motivated sellers hustle media where can they find that yeah so motivatedselleronline.com okay it's something you can type on google and you're going to find us uh we're a company called hustle media all right so we started with the hustle mentality and we realized you really need to build a real business becoming a real entrepreneur yeah our entrepreneur right so you're going to find a real business, become a real R.I. entrepreneur. Yeah. R.I. entrepreneur, right?

So you're going to find us in social media. My Instagram is at Estenik. And actually, we have a YouTube channel that I'm putting everything that I know about business for free. Everything that I know about growing a business, hiring team members. Where's that? It's your YouTube channel.

It's called Esteban Andrade, REI Marketing and Conversion. But it's also at Estenek. You can also find my channel. E-S-T-E-N-I-C-K. E-S-T-E-N-I-C-K. I like it. That's my first name and middle name. Love it.

And the other one is called Remote Latinos. That one is going to become a huge marketplace where you can find your Esteban, your Juan, your Maria, and all these people are A players. They're going to be qualified by our humans and also pre-qualified by our bots. And we're going to be putting it into a marketplace that's going to help you match.

It's kind of like a Tinder on steroids for workers in Latin America that want to match with businesses in the US. And we're going towards the real estate space. We're going to go deep. It's exciting. Make sure you get him on Instagram. Go to the websites and go to his youtube

check out both of those companies if you need seller leads and you need people working those leads esteban has them all i appreciate you coming on thanks brother right on dude all right y'all that's it for the episode see you on the next one peace