Talking Cold Calling and Virtual Assistants with a …...that's your direct mail list, driving for dollars and absentee list, that's what their calling right now. Well, you've only

www.RealEstateInvestingMastery.com

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TalkingColdCallingandVirtualAssistantswithaStudentHostedby:JoeMcCall

Guests:GavinTimmsandTaylorJernigan

Joe: Welcome.ThisisTheRealEstateInvestingMasteryPodcast.

Joe: Welcome.ThisisTheRealEstateInvestingMasteryPodcast.We'rejustwhatwethoughtwe'ddo,GavinandIweretalking,wesaid,hey,let'sgetsomestudentsandlet'sturnsomecoachingcallsintolivepodcastsbecausewecankindofkilltwobirdswithonestone.NowwhywewanttokillbirdswithstonesIdon'tknow?Butlet'sdothisandwecanhelpTaylorandwecanhelpourpodcastandhopefullywhatwe'regoingtomaybegivesomeadvice,hopefullysomegoodadvicetoTaylor.Youguyscanlistentothisandapplyitinyourownbusiness.That'sthewholegoalofwhatwearetryingtodo.SofirstIwanttoinviteyoutowatchanewcasestudyvideothatGavinandIdidrecentlyandit'scalledhowwedidover$155,000inthelasttwomonthsdoingdealsvirtuallyinanothermarketwithnodirectmailworkingwithsomeofourcoachingclientsandit'sprettycool.

Joe: Ifyouwanttogetmoreinformationonthatcasestudy,gotoVirtualCaseStudy.comvirtualcasestudy.comtogetsomemoreinformationandtowatchthatvideoabout3045minuteslong.It'snotabigsalespitch.GavinandIjustbreakdownstepbystep.There'slikesevenoreightsteps.Gavin,Ithinkofhowtodothesedealsandwhatwe'redoing.Andthenifyou'reinterested,wewillgiveyouanopportunityattheendtoapplytomaybeworkwithus.We'vegotaworkshopcomingupinafewweekshereinStLouis.Wedothemalmostaboutonceamonthwherewetakeasmallgroupofpeople,just1012peoplerollupoursleevesandimplement,setupthesystems,dothemarketingandpartnerwithourclientsondeals,Ilovethisbusiness.Sowelcome,welcome,welcome.Wegotaspecialguest.HisnameisTaylorandhe'sgotalittlesmallpuppydogonhislap.

Taylor: Small,that'sawesome.Asmall60pounds.

Joe: 60poundshe'sabigolddog.Welikedogsonthisshow.IfsomeofyouhaveseenonmyFacebookpost,gotomyFacebookwallandlookatthepictureIpostedtheotherdayofourlittlepuppy.She'saboutthecutestpuppyyou'lleversee.

Taylor: Mywifemightarguethat.


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Joe: Everybodythinkstheirdogisthecutest.Butcool.SothisisTaylorandwesentoutamessagetheotherdaytoourstudentsandsaid,hey,whowouldliketobeonapodcast?We'regoingtodoafreecoachingcallwithyouguys,butwe'vegotto,sowe'vegotTaylor'spermissiontoputitoutthere.SoTaylor,wesentyousomequestions.I'mjustgoingtokindofreadthroughthisrightnow,okay.Andwewilldoour,we'lldoourbesttohelpyou,okay.

Joe: Whatareoneortwothingsyouwouldspecificallyliketoaccomplishonthiscall?Andyousaidhowtofullyautomateandgovirtualwithtexting,CraigslistandZillowsellersandlandlords,okay.Howtoautomatethatandgovirtualwithit.Whatkindofinvestingdoyoufocuson?It'swholesalingandleaseoptionsaswellasyoudosomeapartments.Cool.Youcurrentlydorealestatefulltime,isthatright?

Taylor: Yes.

Joe: Awesome.Andyou'reintheBatonRougeLouisianamarket,right?

Taylor: Yessir.

Joe: What'sthepropercorrectwaytosaythat,BatonRouge?

Taylor: BatonRouge.

Joe: Okay,Igotit.You'recurrentlyaverageaboutnineto$10,000amonthinwholesalefees.Isthatright?

Taylor: Yeah,I'mhavingacoupleofdifficultieswithlikehardmoneylenderswithsomeofmydealstryingtocloserightnow.

Joe: Okay.Butyouraverageprofitsforwholesalingat$9,000to$10,000grandamonth?

Taylor: Yeah,it'sbeenabout$9,000to$10,000grand.

Joe: Good.Youknow,therewasaguynow,hewasinLafayette,IbelievehisnameisChrisRude.Doesthatnameringabell?

Taylor: Yeahhe'smymentorforawholesaling.


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Joe: Coolguy,IlikeChrisalot.

Taylor: Ohyeah.

Joe: HegavemeanideaforoneofthebestbanditsignsI'veeverseenandhaveusedandit'sjustreallysimple.Itsaysa,webuyhousesregardlessofequity.Didhetalktoyouaboutthatyet?

Taylor: Ihavenotseenthatoneno.

Joe: Oh,it'safantasticbanditsign.Youshouldtestitanduseit.Everyoneelseouttherelistening,webuyhousesregardlessofequity,phonenumber,banditsigns,especiallyifyouknowhowtodoleaseoptionsthatwillgetalotmorecallsbecausethere'sstillalotofpeople,believeitornot,eventodayinthishotmarket,quoteunquote,whohaveverylittleequityintheirhouse.

Joe: Andthatjustkindofmakesyoustandout.Yourcurrentmonthlygoalsabouta$100,000grandamonth?That'sagoodgoaltohave.

Taylor: I'llgetthere.I'llgetthere.

Joe: Youwill.Whataresomeofthethingsthatyou'reholdingthatyoufeellikeareholdingyoubackfromreachingyourgoalsandyousayunorganized?Howmuchdoyoucurrentlyspendamonthonmarketing?About$3,000grand,isthatright?

Taylor: Yeah,becauseIgottwocoldcallersthatgoforme.

Joe: Okay,awesome.Andhowmanyoffersdoyoumakeaweekonaverageyousay?Honestlycan'tsaybecauseIdon'ttrackit.It'soneofthethingsyouneedtogetbetterat.Isthataboutright?

Taylor: Yeahthatis,spoton.

Joe: Cool.Let'stalkaboutthemarketingthatyou'redoingrightnow.Whatkindofmarketingareyoudoingwiththebudgetof$3,000amonth?

Taylor: Sothat'swithsendingmycallersabout5,000leadsorpeopletocallamonthandIskiptraceinIjustcutthatbudgetdownactually.Itwas$3,400toaround$3,000


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grandbecausemycallersareIgottwoofthemgoing30hoursaweek,7.50anhour.Andtheyarealsomanagedbysomebodyelsethat'sincludedinthe7.50.

Joe: IcanseeGavin,IcanseedollarsignsinGavinhead.Gavin'sgotsomeawesomethingstosharewithyou,butgoaheadfinishwhatyouweregoingtosay.

Taylor: Igotthemgoing.They'vebeengoingnowforthisweeknumbertwo.Andthey'vebeenaveragingaboutfourleadsadayandthat'sbetweeneitherwholesalingleadsorleaseoption.AndIbasicallyjusttoldthembecauseI'mgettingintoleaseoption,Itoldthemlikeifanyinterestinselling,justsendthemmywayandI'llworkitoutfromthere.I'llseeI'llputtheminwhateverbucketandhecutupmywire.Yeahandalsoalittlebitof,I'msendingoutsomemailingsforpreprobateandIworkedintherethescrapingsolutionsthatIpayforthemonthandI'mtextingthoseout.

Joe: WhatCRMareyouusing?

Taylor: REISimple.IwasPodioandthennowjustmovingallofthatintoREISimple.

Joe: WhatdoyouthinkofREISimple?

Taylor: It'samazing.I'mstilllearningit,butuh,Ilovethe,theSMSbroadcast,beingabletosendcontractsstraightfromthere,don'thavetouseDocusignanymore.BeingabletojustlikecustomizeitIloveit.

Joe: Areyousendingoutdirectmailyet?Likeareyousendingwhenyou'resendingoffers?

Taylor: ClickToMail?

Joe: YeahthroughClickToMail.

Taylor: Ihavenotjustsendingthemtheofferandthenfollowingupwiththem.

Joe: Okay,good.Youshouldthinkaboutthat.

Taylor: Oh,I'mgoingtodothat.Definitely


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Joe: It'ssuperimportant.I'vebeentalkingtomoreandmorestudentslatelyandpeopleoninterviewsandpodcastsandmasterminds.Andoneofthethingsthatyouneedtodotostandoutaboveyourcompetitionistosendoffersinthephysicalmail,right.Butokay,cool.Soyou'redoingsomecoldcalling,you'redoingsometexting,SMSbroadcaststoZillowandCraigslist.They'redoingalittlebitofdirectmailtoprobates,right?

Taylor: Thepreprobates,yes.

Joe: Preprobates,okay.Whoareyouskiptracingandcoldcallingrightnow?

Taylor: Whattypesofleads?

Joe: Yeah.Yeah.

Taylor: SoIdomydrivingfordollarsandvacantpropertiesandthat'smainlywholesaling.I'mtryingtotransitionintolikewhatlistIshouldpullforbestforleaseoptions.Ihaveone,it's,Iknowyousaidyoudon'twantanybodythat'sownedaproperty.Youwantthemtoatleastownitforayearand,andsoon.Andthenitdoesn'treallymatterfortheequity.SoI'mthinkingaboutpullingalistlikethatandthenletthemcallthataswell.

Joe: Butwho'sthiscoldcallingcompanydialing?Whatnumber?Howtheygetthosephonenumbershatthey'recalling?

Taylor: Oh,thephonenumbers.IuseLeadSherpawiththey're,theyhaveaskiptracesideonthere,it's.15centsperhit.

Joe: Whatlistdidyouskiptrace?

Taylor: Ohyeah.Mydrivingfordollarslistofvacantlist.

Joe: Andthat'sit?

Taylor: Andsomepreforeclosuresaswellaslikeabignonowneroccupiedorabsenteeowner.


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Joe: Ourfavoritelisttoskiptraceandtextandcallareabsenteeownerswithequity.Nowifyouknowhowtodoleaseoptions,evenbetterbecausenowjusttopullalltheabsenteeowners,regardlessofhowmuchequitythey'vehad,aslongasthey'veowneditforaboutayear,right.

Taylor: Allright.Yeah,that'llbeagreatlist.

Joe: That'llgiveyou,youknow,twotothreetimestheamountofleadstocall.Gavin,what,talkaboutcoldcallingandmaybehowwecanhelpTaylorwiththat.

Gavin: Absolutely.Just,aquickthingTaylor,yousaidthatyou'vegotthecallis$5,000leadseachandisthatwhatsosaid?

Taylor: Just$5,000amonthtothepool.

Gavin: Okay,okay.Soyougivehim$5,000.Sointhat$5,000rightnowispreprobate,nothat'syourdirectmaillist,drivingfordollarsandabsenteelist,that'swhattheircallingrightnow.Well,you'veonlybeendoingittwoweeks,right?

Taylor: Yes.SoIhaven'tputinthe$5,000yet,butthatwhatI'mbudgetingforastoputin$5,000amonth.SoIneedto,Iguess,getthelistthatIwanttodothe$5,000amonth.

Gavin: Okay.Wellonethingyouneedtobeawareofwhenyousay$5,000,whichisawesome,it'sagoodgoaltohave,butdon'tworrytoomuchabouthowmanyleadsthatyoucanget.It'sallabouthowmanydialstheirdoingthroughthemleadsandactuallyqualifying,right.Soyouneedtobecoldinthesamelistofmultipletimes.

Taylor: Ohyes,forsure.

Gavin: Atleast10,11,12,13toucheswiththesamelist.That'swhatwecandoituptoo.Doesthatmakesense?Andtheotherbigthingiswhattimedotheycalling,yourcoldcallers?

Taylor: Sothey'recallingatabout12:00timetoabout6:00.

Gavin: Okay.Andtheircallingatthesametime?


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Taylor: Everyday,yeah.MondaythroughFridaysiswhenthey'recalling.

Gavin: Buttheircallingatthesametime?Bothofthem....

Taylor: Yes.Bothofthemaregoingfrom12:00to6:00.

Gavin: Okay.SowhatIwouldpersonallyrecommend,okay,ishavingonestartat9:00anddoingthemorningshiftandtheafternoontoeveningshift.Solet'sjustsaytheirdoingfourhours,youdo9:00till1:00andthenyouwilldo4:00till7:00,3:00till7:00,forinstance.Doesthatmakesense?Andthenwhatyou'lldothatifyouhaveseparatelists,theywillworkthemlistsandthenyouwillrotatethelistsbetweentheVA's.

Taylor: That'ssmartsotheyarehittingboth.

Gavin: Exactly.Ondifferenttimes.Soyouraudienceisbeinghitatdifferenttimesdependingonshiftjobs,jobsbeen,youknow,theearlypeople,andthelatepeopleaftertheyhavefinishedwork.Becausewhatwedoiswhenwehearlistinthemorningandwemovethattotheafternoon,sometimesitcanreactlikeanewlist.

Taylor: That'strue.Ilikethat.

Gavin: Thatmakessense?Soyoucallin,it'sgreatthatyou'recallingnumberone,right?Butdoingitatthesametime,you'renotleveragingyourcallasbestasyoushouldbe.Doesthatmakesense?

Taylor: Yeah,thatmakesperfectsense.

Gavin: Youseewhatworksandwhattime.Theotherthingis...

Taylor: Ithinkalightbulbjustwentoff.

Gavin: Yes,thatwasagoldnuggetthereforyou.TheotherthingIwouldsayissixhoursisalotoftimeandagain,you'vegotsomeoneelserunningyourVAsoIdon'tneedtoknowwhothatisbecauseIdon'twanttoknockwhatthey'redoing.Becausethat'snotwhatI'mtryingtosay.Withsixhourswithoutabreakisintense.

Taylor: Wellyeah,theytakelike15minutebreakseverynowandthen.


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Joe: Okay.Okay,good.Becausewhatyou'llfindis,isthatnormallythefirstthreehoursisalwaysgoingtoperformbetterthanthelastthree,they'regoingtoburnout.Andyouonlyneedtotestityourself.Rightnowpeopleinthe,yeah,it'sbrutal.RightIdolike45minutes.

Taylor: Yeah.I'mnotafan.That'swhyIhireditoutassoonasIcould.Idon'tlikeit.

Gavin: Yeah,exactly.Sojustbecarefulofthatandmakesuretheotherthingisaswell,thatyou'reusingthesamecallers,Iguessyou'redoingthatright?You'reusingthesamepeopledoing,you'renotlike,youhaven'tgotrandompeoplecominginandyouhavethesametwopeoplethatyouknowwhotheyare,okay.

Taylor: Yes.

Gavin: Canyoulistentotheircalls?

Taylor: Ohyes.

Gavin: Okay.

Taylor: Theywerejuststartingoutandacoupleoftheircallswereprettycringy,buttheteamisworkingonthemandI'malsogivingthemtipsonwhatnottodo.

Gavin: Okay,good.Andthat'shuge,okay,thebiggestthingthatyoucando.Iknowthey'rebeingmanagedbysomeoneelse,butyouhavetocontrolthat,right.Youcanstillautomatethisbusinessandstillworkonthebusinessbecauseyoucontrollingthemaregoingtogetyouabetterqualityleadtowhereit'sactuallyagoodlead.Doesthatmakesense?Ratherthanjustsendingeverythingin,whichisgreatbecauseifyou'reonlygettingfouraday,areyougettingfourpershiftorfourbetween12ofthem?Between12hours.Betweentwoofthem,sorry.

Taylor: Fourperdaybetweenthetwoofthem.

Gavin: Yeah,okay.SoIfeelthat'slowpersonally,especiallyforanewlistIwouldnormallyliketosee,especiallyinamarketlikeyours,probablyaleadanhourforyourmarket,right.SoIfeelthatyoucangetthemnumbersup.Nowasthelistgetsolder,theywillstarttodrop.Somaybethat'stheabilityofthecallersandyou're


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alreadylisteningto,that'sgreat.Andyoudon'thavetolistentoahundredcalls,justgoandlistentoone.Andnormallyifthey'vegotonethatwaytheywillallfollowsuit,right?

Gavin: Whenyoulistentothatandit'sthenthewaythatyoudeliverit,talktothemlikethey'repartoftheteam.Whenyouareonthephone,tryandtalkwiththembeforeshiftandaftershift.How'sitgoing,dyouneedanything?AgreatquestionthatIliketoaskthem.Ifyoucouldchangeonething,whatwoulditbe?Givethemthevoicetocomeforward.Doesthatmakesense?Becausetheywon'ttellyou.There'llbescaredofyoubecausenormallythewaythattheyaretreated,it'ssticktotheirscript.Don'tcomeoffthescript,dothis,dothatandtheywanteverhearfromyou,right?That'showthenormallytreated.Wellwewanttotreatthemlikehumans,whichI'msureyouare,butalotofpeopledon'tletthemspeakandletthemmakemistakesandbehonest.

Gavin: Say,Hey,you'restruggling.Whatdoyouneed?Whatwouldyouchange?Andthey'llsay,wellIthinkwecoulddothis.Andsometimesitmightwouldbebetter.Itmightbethesamethinganditmightjustbeadifferentwayofdoingitanyway.You’relikeokayifyouwanttodoitlikethat,noproblem.Nowthey'vemadeadecisioninthebusiness,nowthey'reevengoingtoworkharderforyou.Doesthatmakesense?

Taylor: Ohyeah,yeahIlikethat.

Gavin: Okay,sotwothings.Oneisthecalltimesgottochangethat,right?Andagain,Idon'tneedtoknowwhoyourusing,buttellthemthat'swhatyouwanttodobecausethat'sthemainreason.

Taylor: Anditmakessensethewayyoudescribedit.

Joe: Areyoutextingthemfirstandthencoldcallingthemorareyoucoldcallingthemfirstandthenputtingthemonabroadcastcampaign,eitherwithREISimpleorleadSherpa?

Taylor: Sothey'rejustbeingcoldcalled.

Joe: Okay.


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Taylor: Sothosethatarebeingcoldcalledorjustbeingcoldcalled.AndthentheonesthatIscrapedthatitgetscrapedoffZillowandCraigslistjustgetblastedtexts.

Joe: Youshouldthinkaboutdoing,youknow,aftertheircoldcalledputthemintoatextcampaign.IthinkthebestthingtodomightbeputthemintoatextSMSbroadcastcampaign.YoucandothatwithleadSherpaorREISimple.Besureyoufilterouttheknownlitigatorslist,right.

Taylor: Ohyeah,Ido.

Joe: Butthensendatextcampaign.Anybodythathasn'tresponded,downloadthemputthemintothecoldcallingcampaign.Doesthatmakesense?

Taylor: Ohyeah,yeah.Ishouldstartdoingthat.That'spartoftheorganizationthing.

Joe: Sure,sure.Well,youknow,asyoustartgettingmoredeeperintoREISimple,it'sgoingtomakeitaloteasierforyou.TheimportantthingwithREISimpleistomakesureyou'reupdatingyourstatusesbecausethat'stheonlywayyoucanfilterouttheleadsthatneedtobetogoheretogothere.Doesthatmakesense?Youcan,ifyou,whenyouchangethestatusofwhentheyrespond,youcanthenpulloutorexportormaybeyou'vebeentoanewSMSbroadcasttotheonesthatneverrespondedtoyourfirsttext,right?

Joe: OryoucansendoutanSMSbroadcasttotheoneswhoyou'restillwaitingforaresponseoutthere.WhenI'msendingmytextcampaigns,Ialwaysliketoenditwithaquestionliketosaysomethinglikeyou'renotinterestedmaybeinother,isyourhousestillavailablewithaquestionmark?Infact,IwishIcouldremembertherewasacertaintextthatoneofmyfriendsalwayssendsoutandit'sreallyweird,it'slikeastatement.It'sastatement,buthephrasesitasaquestion,phrasesthestatementasaquestion.Itlooksweirdbutwhenyouseeityou'relikecompelledtorespondbecauseit'sasimplequestion.

Joe: It'slikeheansweredaquestion.That'sagoodwaytoinitiateorre-initiateanewconversationwiththeseller,right.Doesthatmakesense?I'mgoingtoaskyou,Taylor,you'remakingsomeoffers.Areyoutrackingthemrightnow?Likehowmanyaregoingout?


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Taylor: SorightnowinREISimple,I'vedonejustthreeintwoweeksforfourintwoweeks.

Joe: WhyhaveyounotbeenmakingmoreorareyoujustnottrackingityetinREISimple?

Taylor: Imightnotbetrackingit.I'mmakingthemoverthetextmessagesaswell.I'mjustnotsendingthemlikethe,Iguessthepaperworkonit.

Joe: Onethingwithtextingtoo,Ishouldaddinthesamewithyourcoldcallers,right?Youdon'twantthemtodotoomuchprescreeningassoonastheyraisetheirhand,getthatleadintoyourCRMREISimpleandthencallthemyourself,right?Trytoavoidonthebytexting,trytoavoidtoomuchconversationaboutthenumbers.Youjustwanttogivesomemotivation,scheduleatimetogetthemonthephoneandtalktothem.Makesense?Realimportantbecauseyouget,that'stheonlywayyoucanfindouttheirmotivation.Iftheyreallydohaveaproblem,trytogetthemonthephone.

Joe: Ifyoucallthemitgoestovoicemail,sendthematextback.Hey,justleftamessage.Iftheyhavesomeinterestinsellingthequestionsthatyoucantextthem.YouseetheonesthatLeadSherpagivesyou,right.Thosearegoodresponsestogetback.

Taylor: Well,I'mnotwithLeadSherpaontheirtextblastjusttheirskiptracing.

Joe: Okay.Allright,fine.Butliketrytogetthemonthephoneasquicklyaspossible.Doesthatmakesense?

Taylor: Yeah.

Joe: Howdoyoufeellikeyourphoneskillsarewithsellerswhenyou'retalkingtothemonthephone?

Taylor: They'refairlydecentwithextractinginformationandgettingtheirmotivation.

Joe: Doyouthinkyoucouldsendanoffertoeveryselleryoutalkto?

Taylor: IknowIprobablyshould.


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Joe: What'sstoppingyoufromdoingthat,doyouthink?

Taylor: Doingit.That'sit.That'swhat'sstoppingme.

Joe: Yeah.Okay.

Gavin: Thisisimportant.Sorryjusttoaddtothat.Becauseyouknowwhenyou'reobviouslynotscaredtospendmoney,right?Ifyou'respending$3,000amonth,that'sgood.Andthatshouldbe,inmyopinion,youshouldbeseeingalothigherinvestmentthat$9,000amonthreturn,okay.Youneedtobegettingthatuptoyouknow,more.Let'sjustsaymoreasforyourmarketaswell.NowifyouwereinlikeSanFranorsomewherelikethat,thenokay,probablynot.ButIfeelthemarketingnowthatyouhavegonetothatmoney,youwillgenerateovertimealotmorecontracts,okay.

Gavin: AndthisisthedifferenceIguessbetweendirectmailisthattheseleadscominginneedyouneedagoodsystemandagoodfollowup.Sothebiggestthingoforganization,you'vegottogetorganizedandlikeJoesaid,changingthestatustowhat'sgoingonbecausethat'stheonlywayyou'regoingtomakethisworkoveraperiodoftime.Becauseyou'veonlyhadfourleadsadayyou'retwoweeksin,youcouldprobablypieceeverythingtogetherrightnow.Butletsjumpforwardacoupleofmonths,right?Andyou'vegot400leadsnowandifyournotorganizedthisthing'sgoingtobemessedalloverandyou'restillgoingtobehoppingatonedealamonthandthinkingwhy,right?

Gavin: Andthereasonis,isthatyouhavetohavethestatusonpoint.Thebiggestthinginthereisthestatus.Ifyouruneverythingbystatus,youcan'tmissanything,right?Andthenwiththefollowupthatyou'llbedoingonamonthlybasis,onthedaily,dependingonhowhotorwarmorcoldtheleadis.Youwillstarttoconvert,youwillconvertleads.Iguaranteetheleadshavecomeinthisweek,overthreemonths,youwillconvertoneofthem,theywerealreadyinthedatabase.

Taylor: Andthat'sprobablywhyIneedtolearnREISimplebettertowhereIcandoallthatstuff.

Joe: Wellsometimesyouknow,wesayitalot,Taylor,likesometimesthebestautomationyoucangetasagoodvirtualassistant,right?YougottogetaVAto


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organizethatstuffforyouassoonaspossible.AndIforgetifyouevensaidthatornot.Doyouhaveavirtualassistant,likeanadminVArightnow?

Taylor: NolikeIreallydoneedone.

Joe: Well,Iwouldcarveout$500bucksamonthoutofthatmarketingbudgetandIwouldputthattoafulltimegeneraladminVAlikeIwouldrecommendVirtualStaffFinder.comandjusttellingyouwhatarealestateadminassistant.Theiraheadhuntingserviceyoupaythem$500bucks,they'llgofindthreeVA'sforyou.ThecoolthingaboutusingaheadhuntingserviceinthePhilippinesistheregoingtogiveyouafulltimededicatedVA,notsomebodyfromUpworkthat'sworkingforthreeorfourotherpeopledoingabunchofdifferentprojects.They'regoingtogiveyouafulltimeonededicatedVAwhojustwantstoworkforoneperson.Andsoithelpsifyoucangetrealestateexperience,butit'snotsuperimportant,it'snotrequired.SoyoucangetagoodgeneraladminVA,tellthemwhatyou'relookingfor.Theywillgiveyousomeandthenyoucaninterviewthem.Ifoneofthemdoesn'tworkout,they'llgiveyouthreemore.ButI'vehadrealgoodsuccesswiththem.

Joe: Iknowmyotherstudentshaveaswell.Don'tworryaboutthemhavingtounderstandorknowREISimple.Obviouslythey'renotgoingto,butlikeassoonasthey'rein,youcansendthemtotheREIMSimpletrainingvideos,right.Getthemfamiliarwithit,butyouneedtobesurethatyou'renotdoingthe$5anhouractivities.You'refocusingonthe$500anhouractivitiesbecauseyoualreadyknowhowtotalktosellers.Youjustneedtobetalkingtomoreofthem.AndgetaVAtodothemanualdataentrystuffthat'snotyourstrengthlike...

Taylor: That'sthepartofthatslowsmedownalot.

Joe: Stoptryingtofixyourweaknesses.Outsourcedtheminstead.IwishIcouldoutsourcemyexerciseanddie,right,butIcan't.That'stheonlythingyoucan'toutsource,okay.Butinbusiness,outsourceyourorganizingstufflikegetsomeone,getaVAtodothatforyouit'snotthathard.GettheVAtobetherealestateortheREISimpleexpertand,andthentheycanupdateandmanagethestatusforyou.Theycanmake,sendtheoffers.Theycandothefollowup.You'rejusttalkingtosellers,right.Andthenyou'resendingaVoxermessageoraWhatsappvoicemessagetotheVAaftereveryconversationyouhave.


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Joe: Maybeyou'reanotetaker,right?Soyou,youhaveablankleadsheetandyouwriteallyournotesontheleadsheet.Takeapictureofitwithyourphone,sendittotheVAandthentelltheVA,addthesenoteshereREISimplerecords,thecalls,right?HavetheVAlistentotherecordedcallandtelltheVAonthevoicememo,justtalktothesellermark.Thestatusisthis,remindmeinamonthtofollowupwiththem.Goaheadandsendthemanofferforcashorleaseoptionoffer.Sendthemtheleaseoptioncredibilitykit.Sendthemacashofferfor$50,000.Remindmeinthreeweekstocallhimback,etc.YouknowwhatI'msaying?

Taylor: Ineedthatinmylifesobad.ThatrightthereIfeeltheylike...

Joe: Dude,youknowhoweasyitistofindsomebodytodothat?

Taylor: Becausethat'swhatthatrightthereholdsmebacksomuch.

Joe: That'snotthathard...

Taylor: It'sneverbeenme.Ijustseesomuchfurtheraheadlikethanthatstuff.Idon'tknow.

Joe: Soyeah.Idon'tknowifthatwasyourgirlfriendoryourwifeoryoursisteroryourmom.

Taylor: Yep.Thatwasmywifebackthere.

Joe: Okay.

Taylor: Cameforthedog.Idon'tknowifyoucouldhearhim.

Joe: No,butlikeIdon'tknowifshecanhelpyoumaybeforalittlebit,butlikegetsomebodythatcandothis.Sofirstthingyou'lldo,hiresomebodythatsays,hey,yougottowork.Ithinkyou'reeasterntimezone.Yougottowork8:00to5:00Easterntimezone,righteveryday.Andyougivethemanorderofpriorities.Numberone,makessurethemarketinggoesout.Numbertwo,updatemyCRM,okay.Thennumberthree,sendtheoffersyouwantthemtosendoffersforyou,whichiskindofrelatedtotheupdatetheCRM.Numberfour,doallyourfollowupforyou.


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Joe: Sothat'stheonlythingistheyhavetodo.Makesurethemarketing'sgoingoutormake,youknow,likeifyouhaveto,wetalkedaboutascorecard,havethemupdatethescorecardeveryday,howmuchmarketingwentout,howmanycamein,howmanysellersyoutalkto,howmanyoffersyoumake?Sothatyouhaveareportyoucanrevieweveryweek.Yougottohavethenumbersthereinfrontofyou.SoI'vehearditsaid,andIsaythistopeopletoo,butlikeifyoudon'tknowyournumbers,youdonothavearealbusiness,right?You'vegottoknowyournumbersandifyou'rejustflounderingaround,you'regoingtostruggle.You'vegottoknowyournumbers,howmuchmarketingisgoingout,whatarewespendinginmarketing?What'souraveragecostperlead?What'souraveragerevenueperdealorprofitperdeal?What'souraverageprofitperleadsource?Likewhat'sthemostprofitablemarketingthatyou'redoing?

Taylor: YeahIneedallthat.

Joe: Ohyeah,that'sjust,yeah,that'shuge.SotheVAisgoingtomakesurethatmarketinggoesout,it'supdatingthescorecard,they'regoingtomakesurethey'reupdatingtheCRMforyou.That'sgoingtobelike75%oftheirjob.Thenthey'regoingtosendtheoffersforyouinemailandphysicalmailandthey'regoingtodoallyourfollowup.Sowhateverthatisforyou.Imean,everyleadneedstogetfollowedupwithatleastonceamonthfortherestofeternity.Likeforever.That'sajobthatshouldnevereverstop.

Taylor: Ifsomebodydoesn'tanswermyphonecall,liketheywerealeadthem.ThenIcallorsenditandtheydon'tanswermycall.Icallthemeverysingledayuntiltheyanswer.

Joe: Yeah,that'sgood.

Gavin: Yeah.Wejustclosedonelastmonthfromatwoyearfollowup.

Taylor: Ihadn'tbeeninthegamelongenough,butthattakessome...

Gavin: Yeah.Andit'snot,it'sjusthavingthesystemsandnothinggetsmissed.Twoyears,wedidavideolastweek,lastmonthonit.Imeanyoucouldseethedatesright,socan'tevenmakeitupbecauseatthetimeweuseinPodio,soitwoulddatestamp


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everythingfromwhentheleadcameintowhenitactuallyclosed.Soyougottobe,youknow,followingup.

Taylor: Yeah,thosearethebetter...

Joe: TaylorAllright.Areyougoingtodothis?AreyougoingtogetaVA?

Taylor: Ohyes.I'mgettingaVA

Joe: When,when?

Taylor: IneedtofigureoutawaytoshavesomeoffmybudgetorliketocutcoststowhereIcandothat.

Joe: Sotoday'sWednesday,canyoucommitpublically,thewholeentireuniverserightnow?Justkidding.Helloalllikeoneortwoofyou.Butlikeyou'regoingtocommittoeverybodyrightnowsaying,Hey,bynextWednesday,aweekfromnow,I'mgoingtoatleastcontactVirtualStaffFinderandgetthemtofindmethreeVA's.

Taylor: Yeah,surething.Yeah.

Joe: Okay.Andthentwoweeksafterthat.No,that'stoolong.I'mdoingbeingtooniceonit.

Gavin: I'dsaybytheweekendpersonally.

Taylor: I'llcontactthemassoonasIgetoffthis.

Joe: Good.Allright,good.That'sitcontactthem,sendthemthe$500bucks.They'llscheduleaninterviewwithyou,talktoyou,findoutwhatyou'relookingfor.Butlikeyouneedtogetthatballrollingwithinthenextweek.

Taylor: Yeah.Yeah.Iwilldefinitely.

Joe: You'rejustthrowingyourjustthrowingawaymoney.

Taylor: Yeah.AndIdon'twanttodothat.


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Joe: Yeah.Socool.Yeah.ImeananythingelseGavin?

Gavin: No.ImeantheVAthingyouneedsortyourcoldcallsout.You'vegottogetthat...

Taylor: I'mgoingtomessagetothemassoonaswegetoffhere.

Gavin: Yeahandyouneedspreadthat,youknow,IliketodofourhourspersonallyandIwould,youprobablycan't,becauseIknowwhatcontractyou'rein.Theprobablywantyoutodosix,butIwould,ifyoucanIwoulddothreeVA'satfourhoursapiece,IdoanextraVAandshortenthosehours.BecauseIthinkthere'llbemoreefficientandthey'llgetmoreleads.

Taylor: Yeah,theyjustactuallyaddedathirdaslikekindoflikearelief.Soit'safairlynewcompanybuttheyjusttextedmerightbeforeIgotonthiscalltotheirtrainingupthethirdasalikeareliefincaseIhavetogosomewhereorI'llevenaskhertohelpbecausetheseVA'sarecallingforotherpeopleaswell.

Gavin: Okay.Don'ttellmeanymore.

Taylor: Ithinktheyare.Yeah.

Joe: Soouradvicewhenwe'reworkingwithacoachingclient,wetellthemyouneedtohaveyourowndedicatedVAworkingjustforyou,notforanybodyelse.Andtheyshouldonlybedoingcoldcallingthreemaxfourhoursaday.Likebecausethere'sanefficiencycurve.Likeyoutrydoingityourself.LikeGavinmentionedearlier,likeafterthreehoursyourbrainstartsmelting.

Joe: Likethecellsinyourbrainstartfizzlingandsmoking,right.Solikethere'sapointwhereafterthatyoujustgottogetthemdoingsomethingelse.Oriftheyareworkingforyou,likemaybehavethemdodataentrystufforgoingtothecountywebsitetopullinglistsofprobatesandevictionsanddivorcesandtaxliensthatyoucanstartmaybemarketingtoo,right.Butlike,yeah,onlyletthemdothat.Solikethesooneryoucanget,Idon'twanttoknockanothercompanybecause,youknow,obviously...

Taylor: No,allofthisisgreatinformation.I’m,I'm,yeah...


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Gavin: Becauseyou'venotnamedthecompanyanddon't,Idon'twanttoknowwhotheyarebecausethenwecan'tbelikeattackingsomeone.

Joe: Yes.ButweliketohireourowndedicatedVA'stodothecoldcallingforusandweliketoFilipinoVA's.So,youknow,Gavin,whenwefoundourfirstFilipinoVAfor,IactuallytoldGavin,Isaid,weneedtohiresomebodylocalbecausesomebodyelsesaidthat.Hewaslike,eh,no,I'mgoingtotryFilipino,okay.Whatever.Butthenitworkedlike,soweputajobinUpwork,Ithink,butwespecificallysaidwe'relookingforsomebodywithmojosellsexperience.

Joe: Soweusedmojoandsowefoundsomebodywedidn'thavetotrainthemmuch.AndsotheneverytimeweneedanewVAforoneofourcoachingclients,wejustgouptoherandshegetfindsafriendorsomethinglikethat.NowIthinkwe'vegot40,45VA'sworkingforus.Buteachonehastheirowndedicatedclientthatthey'reworkingforit,right.Sothat'sreally,reallyimportant.Makesurethey'renotworkingforsomebodyelse.They'reworkingjustforyouandyou'regoingtosavealotofmoneyto,we'repaying,what'souraveragerightnow,Gavin?Isitfiveto$7anhourfortheVA?

Gavin: $5.00bucksanhour.Andifyougetsomeonethat'sreallygoodbecauseyou'llhavethecompanysay,well,they'vegotwork,they'vegottoearnmoney.That'swhywefarmthemouttoallthesepeoplebecausethat'showtheymakemoneyoverfulltime,right.Iunderstandthat.Butiftheyaregoodatwhattheydoandyougivethemsomebonuses,they'llstillmakemorethantheirfulltimeanyway.Anditgetsthemevenbetterandmorehungrytoperformintheallottedtime.Nowtheywouldworkmoreforme.Idon'twantthemtoworkmorebecauseIwantthemtobestrongforthehoursthattheyareatwork.BecauseI'mlikeifIsaideighthoursadayandthey'dalljumpforit,ofcourse.ButIjustknowonthebodyofcoldcallinofwhatI'vepersonallyseenthatit'sjusttoomuch.

Gavin: Soyou'vegottocontrolthatandIdon'tlike,youknow,Iknowtheyputareliefonein,that'sanotherpersonwellisitgoingtobeanotherrelief.Andbeforeyouknowit,you'vegotalltheseVA'sandyoudon'tknowanyofthemareandyoucan'thelptrainthatifthey'regoingtobeswappingoutandthemomentumiskeybecauseit'sjustlikeanythingelseaswell,youknow,foryou,whenyougetonacallandyouhaveagreatcall,youwanttogetonanothercallbecausethemomentumyou're


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takingovertothenextseller,Imeantheenergyisthere,theconfidenceisthere,youknow,you'renotgoingtocomeacrossarrogant.

Gavin: Yourjustgoingtobeconfidentandyou'rejustgoingtohititandthenagaingetanotherone.Thenyou'vegottogoagain.Andthenontheflipside,andthisgoesontheflip,whenit'sjustdoesn'tseemtobeworking,you'rejustnotinyourgroove.Youknowthemdays?

Taylor: YeahI'veexperiencedthat.

Gavin: Ineedtojustgoawayanddosomethingelseforlittlebitbecause,anddon'tforceit,right?Soit'salmostamentalityofwhenthingsaregoodyougottokeepgoinganddon'tslowandwhenthingsarenotgoing,that'swhenyoucankindoflikechillout,relaxforaminute,goanddosomething,comebackandtryandgoatitagain.

Joe: That'sgood.LetmegiveyouanotherpieceofadvicewhenitcomestovirtualassistantsandGavinisreallygoodatthis.Youneedtohaveregularcommunicationwiththem.Andespeciallyatthebeginningeveryday,firstthinginthemorning,maybeifyoucan't,attheendofthedayitcouldjustbeatextmessage,right?OraSlackorSkypemessage.Butyou'vegottohavethatregularcommunicationwiththem.Thatissomethingthat'sgottobeanonnegotiable,that'sgottobenumberonepriority.

Joe: BecausetheseVA'sonebig,thebiggestreasonIthinkwhyalotofinvestorsstrugglewithvirtualassistanceisthey'renottalkingtothemenough,right?They'rejustgivingthemsomeinstructionsandhopingorexpectingthemtounderstanditanddoitandnothaveanyproblemsanditjustdoesn'tworkthatway.Imeancanyouimagineworkinginanofficewithassistanceandnevertalkingtothem,neverseeingthemandjustexpectingthemtodotheirjob.

Joe: They'rerealpeople.LiketheyloveGavinbecausehe'salwaystalkingtothemandtheyfeelappreciated.Theyfeelunderstood,theyfeelheard.ButGavinislike,Ineedtoknowwhenthere'saroadblockwhat'sthebottleneck,what'sgoingon?Becausethey'renotgoingtocometoyoutypicallywithproblemsthatthey'rehaving.Ifsomething'snotworking,ifthey'renotgoingtocometoyouandtellyouthisstuff.Soyouhavetoconstantlybeaskingeverydayhow'sitgoing?Andyougottolookatthenumbers,looktoseehowmanyoutbounddialsdidtheymake,


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howmuchtimedidtheyspendonthephone,talktothemeverysingledayaftermaybeamonth.Youcantalktothemonceaweekmaybe.Butlikethatcommunicationissoimportant.Evenifyoutalktothemonceaweek,youshouldbetextingthemeveryday.

Taylor: Yeah,ImessagedthemonSkype.We'reinlikeagroupmessagebetweenmeandtheVA's.

Joe: Yeah,that'ssoimportantandyou'realreadydoingthisandthat'sgood.ButwhenyougotoUpworkandVirtualStaffFinderandyoufindyournewVA,yougottohavethatcommunicationanditcouldjustbeafewminutes,butfirstthinginthemorning,havethemsendyouattheendoftheday,maybetheirscorecard,givethemtheirownscorecard,makethemcomeupwithit.LikeIwanttoseewhatyoudidtodayputitintoaspreadsheetorsomethingformesoIcanlookatitandseewhatdidyoudoandhowmuchfollowupdidyoudo?Anddoesthatmakesense?

Taylor: Yeah.Yeah.I'mwithyoucompletelyonthat.

Joe: Soimportant.Soimportant.Cool.Andyeahtryandlistenyouknowweretalking,whenwecheckingwiththeVA,weknowwhenthey'regoingtostart,right?Soifthey'reonthe9:00till1:00Iknowthey'regoingtomessagemeat9:00o'clocksoit'snotlikeI'mtalkingwiththemandthetakingallthistimeoff,it'snot,IjustknowwhenIknowoneVAstartsat1:000andthenhemessagesmeanhourbefore.Idon'tknowwhyhedoesit,butIrelentless,knowhe'llmessagemeanhourbeforehestartsandthenhewillstartat10:00hedoesiteveryday.SoIalreadyknowthesequenceofwhattheydoandcommunicateandyou'lljustseeamassive,massivedifferenceovertime.

Joe: Taylor,whataresomeofyourbigtakeaways?Whatareyougoingtodo?

Taylor: GetaVAthat'sforsure.LikefirstthingI'mdoingandaswellasswitchingupthehour,goingtotalktothemaboutthehoursandthenmaybeevensubbinginthisandtalkingtothemaboutmycoldcallersaboutsaying,hey,Iwantthemtobestrictlymine.Idon'tknowifthat'dbeadealbreakerorifIcangetnewcoldcallersbecauseIamstillfreshin.IfIcangetnewonesthatarestrictlyminebecauseIdon'twantthemtobefatiguedonacallandgettingyelledatbecauseIknowthat,Imeanit,itbouncesoffmenowandlikegettingyelledat,butbeinginthatspiraled


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downwardwherejustback,backtoback.SoI'mgoingtogetthatswitchedupandstayincontactwiththem,withmyVA's.

Joe: OnethingI'llrecommendtoyou,youdon'thavetouseMojodials,Mojosellsforyouroutboundcalling.YoucanactuallyoutboundcoldcallinginsideofREISimple.AndI'vetalkedtoinvestorsthatareusingREISimpleorFreedomSoftfortheiroutboundcallsandtheypreferitbecauseofthequalityversusquantityargument.Theyclaimthatthequalityismuchbetter.Youcanleaveapersonalizedvoicemailforthatspecificseller.HeyJim,callingaboutyourhouseat123MainStreet.NotsureIhavetherightpersonornot,butifyou'reinterestedinselling,pleasegivemeacallback.

Joe: Goodrightthenwhileyou'reinthere,yousendthemaquicktext,Hey,I'mcallingaboutyourhouse.At123MainStreet.DoIhavetherightperson?Andthenyoucanupdatethestatus.Boom,gotothenextone.Soyou'renotgoingtogetasmanydonewithanautodialerorthreedialer,butthequalityisgoingtobealittlebetterbecauseyoucanleaveapersonalized,uniquemessage.Youcansendthematextmessage,maybe,youknow,setuparemindertocallthemagainthenextdayorwhatever.Butlikewhenyou,ifyoucandothatinsideofthere,evenifyouusetheseVA'swiththeotherservicethinkaboutthat.Cool.Allright.Anythingelse?

Gavin: NoIthinkyou'vegotit.Well,notformeanyway.Ithinkyou'vegoteverythingthatyouneed.Youknow,wealwaysliketoleavethecallwhereyou'renotgettingoverwhelmed.Youshouldonlyhaveeverone,twothingsthatyoufocusonbecausethat'sjusttherealityofyouactuallydoingit.Ifwegettobe10things,wecouldbesayingmorethingsright,butafewthingsthatyouneedisaVAforadminandthenyouneedtofocusonmovingandseparateandtheVA'sthatyou'vegotintodifferenttimezones,calltimes.

Joe: Youknow,it'sfunny,IrememberIcoachedChrisRudealittlebitalongtimeagoandwhenhewasafterhewas,hewaskindofalreadystarted.Hewasgettingoutof,Ithinkheownedabunchofoilchanges,carwashesorsomethinglikethat.

Taylor: Yeahhedid.

Joe: Gotacoolstoryandawasdoingtonsofdeals,butIremembergivinghimthesameadvice,getavirtualassistantsoonaspossible,cool.AllrightTaylor,goodtalkingto


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you.HeyeverybodyjustwantedletyouknowthatGavinandIdidacasestudyvideoshowinghowwedidover$155,000grandinthelasttwomonthsdoingexactlywhatwe'retalkingabouthere.Coldcalling,nodirectmailinavirtualmarketclosetoLouisianaandAlabama.Howwedidit,howwe'reworkingwithourclients.Andifyouwanttowatchthatvideoandgetmoreinformationaboutwhatwedo,gocheckitoutrightnowatVirtualStaffFinder.comVirtualStaffFinder,VirtualCaseStudy.com.

Gavin: Iwasagreeingwithyou.

Joe: VirtualCaseStudy,VirtualCaseStudy.comwatchthevideo.It'sabout3045minuteslong.You'regoingtogetalotofgoodstuffoutofitandtakesnotesandattheendwe'lltalkabouthowyoucouldmaybeworkwithus.Ifyou'reinterested,we'llsetup,yoursystemswe'llgiveyoutheVA'swilldothemarketingforyouandwe'llhelpyoupartnerwithyouonthedeals.YoucometoSaintLouis,youhaveatwodayimplementationworkshop.We'llgiveyouourbusinessinaboxandthenwehaveonceaquarterlocalmasterminds.Weallgettogetherandwehelpeachotherbuildourbusinessesstrongerandbetter.Socool.Lookingforwardtoseeingyouguyslater.Thankyouagain,Taylor.

Taylor: Thankya'll

Joe: We'llseeyouguys.Thankyou.ByeBye.

Documents

Talking Cold Calling and Virtual Assistants with a …...that's your direct mail list, driving for dollars and absentee list, that's what their calling right now. Well, you've only