DEAL FLOW D I G E S T OCT/NOV/DEC. 2019
THE COLLECTIVE GENIUS - THE ELITE INVESTOR’S BOARD OF DIRECTORS
WHILE REDUCING YOUR ‘DIRECT-TO-SELLER’ MARKETING BY 66% HOW TO DOUBLE YOUR DEAL FLOW
WHO GOT ‘ROLODEX’D’? Pg. 3 Find the deal, and the money will follow, as the old saying goes.
HOT SEAT CHAMP
HIRE ‘A-PLAYERS’ Pg. 6 When it comes to hiring new blood, there’s a big mistake that ...
WHAT’S INSIDE
Pg. 5 There are more than 100 different presentations shared across six ...
Deal FlowDIGEST 2
STYLE NO. 1: ROGUE MARKETING
This means that you need two things.
At our recent Collective Genius event, Phil Green, one of the owners of GG Homes, shared a presentation with our members that blew them away. He shared how you can leverage Realtors by building relationships with agents so they give you repeat deals consistently and predictably.
STEP NO. 1 : MOTIVATED ACQUISITION TEAM
As Phil shared in his detailed process, you have the ability to buy highly targeted contact lists through data brokers. Once you have your data, you can send email or SMS blasts to this data broker to introduce yourself and start establishing a relationship. (Make sure to check your state laws regarding these marketing methods.) However, the trap that most people get caught in is being too upfront with their emails and SMS. Phil recommends leading with value first to establish trust and reputation. This could be an article, a blog post, or some form of value that offers the Realtor a better understanding of your take on a relevant subject. Phil also shared a unique, ringless voicemail blast where you can leave a voicemail on the cell phones of all your prospects, building trust with the prospect. Interestingly, they tested a man’s voice against a woman’s voice to see which had the larger response, and a woman’s voice was the winner by a large margin. STYLE NO. 2: BRANDING MARKETING Phil went into thorough detail and shared a whole range of strategies to build brand, trust, and incentive with Realtors. He spoke about using promotions and value-adds to win over Realtors. He gave away MacBook Airs, built incredible tailored campaigns dependent on the Realtor, used Facebook’s advertising platform to target Realtors with videos, hosted in-person events with complimentary food and drink, and sent individualized, handwritten letters. It made Phil’s business impossible to ignore, and it established a highly profitable relationship.
Your team has to be highly energetic and easy to work with so the Realtor’s experience is seamless and beneficial for all parties. After dealing with your team, the Realtor should be confident that you’re going to follow through. This means that your team needs to be “on it.” They need to be able to weed through texts, emails, and voicemails to ensure deals are not missed and opportunities aren’t squandered. If the Realtor gets any sniff that you’re another time-waster, then you’re not going to be added to their Rolodex. STEP NO. 2 : FAST DEAL ANALYSIS The main initiative and goal here is to get back to Realtors and give them a response quickly and efficiently because if you don’t respond, they’ll find somebody else who will. But What if You’re aWholesaler? If you’re a wholesaler, the main concern Realtors will have is that the deal will fall out. They will have already dealt with plenty of people who don’t stick to their word and get the deal done. A straightforward way to always deliver is to simply joint venture (JV) with people in different markets, so you can help each other get a deal done. Agents are looking for a one-stop shop to help with that, and you can do a little leg work for them. They also want you to stick to the prices you state, so be careful with what you’re offering them. It’s very easy to increase your price but very difficult to decrease your initial offering. Agents will hold you to what you say. How to Build Relationships With Realtors (The Marketing) When it comes to marketing, there are two types. We have “rogue” style and “brand” marketing; I’ll share an overview of both.
The benefit of having these relationships means you’re able to:
Gain access to off-market deals
Get a much higher ROI while putting in less effort
Generate repeat business effortlessly
In this article, I want to share some of the incredible stuff that was shared in this session and walk you through the process that Phil outlined.
But first, we need to start with the end goal.
Before we get into the weeds, we need to understand what the aim is. That aim is to create a program that bears repeat business. If you can have relationships with multiple Realtors who are on your side, give you preferential treatment, and have trust in you, you essentially have a shortcut to sourcing deals. This reduces your direct-to-seller marketing significantly and gives you a huge upper hand on landing the best deals. THE 2-STEP GAME PLAN TO BUILDING ROCK-SOLID RELATIONSHIPS WITH REALTORS Before we get into the marketing tricks to build these relationships, we need to address the fundamentals. In order for a Realtor to see you as somebody they want to work with and give preferential treatment to, they need to trust you to deliver. The question that remains is how?
www.CGinvite.com
Deal FlowDIGEST 3
WHAT YOU MISSED
If you’d like to crank up your lead generation and conversion, in addition to sharing systems and strategies with top-notch investors like Phil Green, visit our website and complete your application to see if you qualify for an invitation to attend our next mastermind RISK FREE at www.CGinvite.com.
The exact step-by-step framework of the “rogue marketing” campaign — including the content, emails, SMS, and ringless voicemail message — which our members simply copied and pasted into their business. The cost breakdown of hosting an exclusive Realtors event, including food and drink, and the ROI of the event. (The bar bill will surprise you!) The “foolproof” email template that you can send to Realtors today to be penciled into their Rolodex … tomorrow!
Here’s a snippet of what you missed by not being at this Collective Genius event: A weird (but effective) way to find “dream Realtors” and what to send them to instantly stand out against everyone else. How to use an age-old technique to instantly boost trust and have Realtors reaching out to you, doing deals, and becoming allies. What Phil’s handwritten letter said, including the one paragraph that turned it from an average performer into a world-beater.
WHO GOT ‘ROLODEX’D’?
CG Is Way Bigger Than the Sharing of Systems, Strategies and Resources to Help Each Other Elevate to the Next Level as Leaders. It’s a DEAL FLOWMACHINE. Each Year, Our Members Do Hundreds of Millions of Dollars in Deals With Each Other, and THE DEAL FLOWDIGEST Keeps You in the LoopWithWhat’s Cooking Between CGMembers.
CG MEMBERS TAKE DOWN 120-UNIT APARTMENT COMPLEX
ONE TEXT MESSAGE GETS THE DEAL FLOW CRANKING IN DETROIT
Find the deal, and the money will follow, as the old saying goes. Randy Lawrence, a five-plus year member from Tampa, Florida, knows how true that statement is, thanks to his CG relationships. Recently, with the help of CG founder Jason Medley and CGmembers Shawn and Joni Wolfswinkel, Randy raised the capital needed to take down a 120- unit apartment complex in Glendale, Arizona. This wasn’t the first time
What do you do when you have the opportunity to fill your pipeline with some great deals and don’t have the time to jump through the bank’s hoops? Al
Randy took down an apartment complex with the help from other CG members, and there’s a very good chance this won’t be the last.
Deal FlowDIGEST 4
Beahn, rehabber out of Detroit who did 217 deals last year, shot Jason Medley a quick text and asked him the same question. Jason introduced Al to Mike Zlotnik. Mike spoke with Al and quickly structured a deal to recapitalize a portfolio Al had without a lot of hoops, and Al was soon loading up the pipeline. Mike is always ready to help another CGmember move down the field and has deployed millions of capital inside the Collective Genius.
NO CAP RATE IN YOUR HOME MARKET? NO PROBLEM
Ken Corsini, a five-plus year member from Atlanta, has purchased over 30 Cleveland-based rentals. It’s a win- win for each member. Joe finds, sells, and manages the properties, and the purchasing member just sits back and deposits rent checks.
Struggling to find rentals in your home market with a killer cap rate? CG has you covered. Joe Lieber, a six-plus year member from Cleveland, Ohio, has sold hundreds of rentals to other CGmembers. Jack Bosch in Phoenix has purchased over 20 properties, and
ARE YOU FOR REAL? Each quarter, we like to have a little fun at our members’ expense. Here are a couple of photos we’re sharing with you this month that should make any real estate investor laugh. Sometimes we can take life way too seriously, so enjoy these photos and their captions, and always remember to celebrate your accomplishments.
“You see, Koko, I just press this button right here, and it spits out about 225 turnkey deals a year, and I don’t have to do any work.”
“Listen up. The next sucker who ridicules me about my pink sportcoat is getting their membership revoked.”
“Brett, just tell the truth. You have no idea what your KPIs are.”
- Christina Kruase- KPI Black Belt
- Missy McCall - Turnkey Extraordinaire
-Jason Medley- Founder of CG
www.CGinvite.com
Deal FlowDIGEST
5
HOT SEAT CHAMP
THE REIGNING, DEFENDING, UNDISPUTED HOT SEAT CHAMPIONS OF THE REAL ESTATE INVESTING WORLD
Champions Don’t Show Up to Get Everything TheyWant. They Show Up to Give Everything They’ve Got.
There are more than 100 different presentations shared across six groups at our quarterly masterminds, and our esteemed members vote to determine who “brought the goods.” These members rocked the house and are our new hot seat champions this quarter. But you know what they say: “You’re not a true champion until you defend your title.”
MIKE SELF
Have you ever heard of the book, “How toWin Friends With Influential People”? Many members agreed that they had, but they were wrong. The book doesn’t exist. This was the whole point of Mike’s presentation. He explained that as a society, we do not listen. We’re never taught how to listen when young, yet it’s one of the most important skills you can have in business, selling, and relationships. Not listening can manifest in many ways, whether that be automatically telling your story in a response to their story, formulating a response before the other person has finished talking, or always turning the conversation toward yourself. But if you believe in caring about and serving other people, you need to learn how to listen. Nothing is more powerful than being able to truly listen to a homeowner sharing their story and their concerns.
The Often Forgotten Ability That Will Improve Your “Appointment to Close” Ratio.
DAVE PAYERCHIN
Dave Payerchin is the co-founding partner of Columbus Turnkey Houses and a licensed Realtor with Boss Realty in Ohio. His three-step process for building an SFR (single family residence) process was incredibly insightful, including howCorevest offers 75% loan-to-value (LTV) based on a blended average of all months of ownership.
But this got very interesting when Dave shared some of the pitfalls, including the following:
How to Find a Great CFOWho’s Recently RetiredWhoWill Basically Build Your Business for You.
Yield maintenance — the repayment penalty that feels like a kick in the gut Lenders who offer a short, five-month window with no penalty, and why it’s critical that you get a longer one How you make your 75% LTV offers turn into 65% of real value due to low appraisals This hot seat then broke into a group conversation as the room shared their expertise when hiring a CFO and making it bankable. One suggestion that nearly everybody in the room scribbled down was to hire a recently retired CFOwho will tell you exactly what you need to do, all while saving a bunch of hiring costs/cash.
www.CGinvite.com
Deal FlowDIGEST 6
HOW TO HIRE ‘A-PLAYERS’ THAT GENERATE 3X THEIR INVESTMENT FROMDAY 1
When it comes to hiring new blood, there’s a big mistake that many businesses, organizations, and real estate entrepreneurs make. They see it as a cost. But for every employee you hire, you should be getting a 3X return on your investment, hands down. In this article, I want to share an insight into the incredible presentation delivered by Lee Arnold, international speaker, trainer, and licensed real estate broker, that blew our members’ minds. This presentation changed many perspectives on how to get the most from your staff and shared some incredibly smart ways to find “A-players” (super-talents that may be right under our nose)! “You have to have a mindset of making your employees’ goals your own personal responsibility, so that your employees will make your goals their responsibility.” He then challenged our members to think about what hire would give them the biggest amount of leverage on either their time or revenue. It started by Lee making a bold statement:
He then ran some numbers to explain that the right employee should be generating 3X their investment from day one.
As a side effect, this can also increase the retention of employees.
Although this approach seems so simple, it’s often overlooked, and it was a lightbulb moment for many of our members watching the presentation. STRATEGY NO. 2: TRADITIONAL JOB POSTING WITH A TWIST The two key components of a good job advertisement are “creativity” and “balance,” although the approach varies by position (and the SIC have a few rock- solid rules). You have to balance being relevant and following the rules while still being attractive to the job hunter. Your job title must be catchy and searchable, ensuring that it integrates a keyword that a job hunter would be searching. Think about starting pay potential for sales positions and personal growth potential for entry level positions. When you find people that look good on paper, you can invite them for an interview.
If this is the case, what is stopping our members from hiring more talent?
Employees today are looking for much more than a paycheck — they want a company that they can growwith. They care for their career, want to give their best and make a difference, and want to feel rewarded for their efforts. It’s why finding, nurturing, and working with the right people is a win-win for everybody involved.
But How Do You Find Top Talent?
STRATEGY NO. 1: EMPLOYEE REFERRAL PROGRAM
This is a simple and free way to find talented people by asking your current employees to put forward names of folks that may be interested in working with you. If you think about it, this decreases advertising costs associated with hiring, it doesn’t include any third-party fees, and it saves a lot of time and resources. But the big benefit is that this process typically has a much higher conversion due to the social credibility. There is also a very high chance that the referred employee will have a stellar work ethic and affinity for your company, and they will most likely work that much harder for you, as they will not want to “let the colleague down.”
A quick checklist for the interview includes:
Pre-written interview questions
Authorization for background check
Would it be:
Chief financial officer
Credit check
Chief marketing officer
Urine test
Chief operating officer
You can then sit down, ask questions, and decide who will add the most value to your business. Once you’ve identified the “A-player,” you can then give them an official job offer letter.
Chief security officer
A personal assistant
www.CGinvite.com
Deal FlowDIGEST
7
people in that business to create results, visit our website and complete your application to see if you qualify for an invitation to attend our next mastermind RISK FREE at CGinvite.com.
If you’d like access to job ads, offer letters, and compensation structures for the six key positions at a real estate investment company and valuable insight about how to transition from owning a business to leading
WHAT YOU MISSED
staff that spells out how to be a high-performer and a linchpin to your business. The “employee referral gameplan”: the exact tools and processes for running an internal referral programwithin your business, including what to say, the information that your staff must pass on, and the process for introducing potential applicants.
The exact interview questions to ask that allow you to judge somebody’s character and skill level quickly and accurately. The fast onboarding process for new staff members and how to give new starters a crash course to get them to top-performance within weeks.
Here’s what you missed by not being at the “Collective Genius” meeting:
Examples of real-life job ads that catch “A-players’” attention, sell the dream of working in your business, and create a stampede of high- quality applications. The job market is hot right now, so you have to sell most good candidates versus the other way around.
The one book you should give to every newmember of your
www.CGinvite.com LEE ARNOLD REVEALING HOWHE’S BUILT HIS “A TEAM” 100-plus rehabs per year
ARE YOU READY TO SCALE YOUR BUSINESS WITH THE TOP 1% OF REAL ESTATE INVESTORS IN THE NATION?
REQUIREMENTS
YOUMUST HAVE A GOOD, SOLID REPUTATION IN YOURMARKET.
YOU HAVE TOHAVE A SOLID BUSINESS ALREADY.
We require a minimum of 50 transactions per year or a 50-door rental portfolio in order to schedule a consult with our team. YOUMUST BEWILLING TO SHARE THE GOOD, THE BAD, AND THE UGLY.
YOUMUST COME PREPARED
You should spend 30 minutes putting together a presentation that covers what you’re doing that’s cool and what you need help with. It doesn’t need to be elaborate.
YOUMUST BE AN IMPLEMENTOR.
HERE’S HOWTO REQUEST A 100% RISK FREE INVITATION
We can’t help you if you can’t help yourself.
VISIT CGINVITE.COM, click “REQUEST MY INVITATION,” and complete your application. We just need to know where you’re at in your business, what you want to accomplish, and what you need help with. SCHEDULE YOUR CALL. If we approve your application, you’ll get an email with a scheduling link for my calendar. HOP ON THE PHONE. Let’s chat about how CG can specifically tackle the challenges you listed on your application, and we’ll discuss what value you can bring to CG.
1
2
3
This is a consulting call. YOUWILL NOT BE SOLD NOR CAN YOU BUY AMEMBERSHIP ON THIS CALL.
If it sounds like a mutual win, then we can invite you along to our next event so that you can experience it for yourself, 100% RISK FREE, prior to becoming a member. www.CGinvite.com
www.CGinvite.com
Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8Made with FlippingBook Annual report