86 DEAN GRAZIOSI
a utility to that buyer. A utility they need and value to do more deals.
The Formula for Success As you review potential deals, run the numbers to see how good the deal actually looks. The more deals you evaluate and cal- culate, the faster and better you will become at making deals. I recommend that you practice running the numbers for every property you look at. Over time compare why some were better deals than others. There are a number of steps here, but they become very fast and easy to do. Also, some of the numbers remain pretty fixed, so when we’re not instructing, we can start by skipping the first four or so steps and just multiplying the value by 85% for step one. This is definitely a formula for success, since Matt is headed toward his 200 th deal, and he regularly cashes weekly income checks of $40,000 to $50,000 for individual deals and has tens of thousands more coming in as rental income from his long- term properties. He is buying, selling, and putting deals together at this fast pace in part because he has developed this formula and offer system to be efficient. It should only become time-consuming if there’s a deal--in other words, when it’s worth it. Matt is constantly bringing me deals as a wholesaler, too. He is so good at locating deals and marketing to have them come to him, that he can’t do it all, so he brings many to me. When he does, I know it’s going to be profitable, so I’m happy to pay him a $7,500 fee for each deal.
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