Strategic Networking For Profitable Real Estate Deals | Ben Clardy | Skillshare

Strategic Networking For Profitable Real Estate Deals

Ben Clardy, Real Estate Coach

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14 Lessons (54m)
    • 1. Introduction

      3:40
    • 2. Postmen

      3:25
    • 3. Insurance Adjuster

      4:14
    • 4. Code Violation Officer

      3:52
    • 5. Property Manager

      3:44
    • 6. Attorney / Title Company

      7:17
    • 7. The Humble Business Card

      2:08
    • 8. Compensating Your Contacts

      2:31
    • 9. Finders Fee Agreement

      1:14
    • 10. Your Buying Criteria

      4:41
    • 11. HABIT#1: Keeping In Touch

      4:04
    • 12. HABIT #2: Take GOOD Care Of Your People

      3:52
    • 13. HABIT #3: Tracking Your Leads

      6:07
    • 14. Course Conclusion

      2:48

About This Class

All other things be equal, the ease of which an investor can pick and choose the deals they pursue is what separates the real players from the wannabes. 

Long term success as an investor hinges heavily on your ability to secure a steady supply of deals, but how does a person go about setting themselves up with a reliable supply of bargain-basement-priced houses?

Here's your answer: Strategic Networking.

Yeah, the term kinda sounds boring, I know. The truth is that all the "educators" talk about how important networking is, but they haven't told you the specifics. They haven't told you the WHO, WHY, WHERE, WHAT and HOW.

This course is about to change ALL of that for you, because I'm going to teach you the specifics of -

  • WHO the important people are that you need to network with
  • WHY it's so important that you need to know them
  • WHERE you need to go in order to find these special connections in your market
  • WHAT tools and documents you need in order to leverage your new strategic connections
  • HOW to incentivize them so they bring you all of the juicy deals that they know about

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In this course, I will answer all those questions for you, and teach you how to effectively utilize your new contacts so that you can experience life as a successful investor with a never-ending supply of truly profitable Real Estate deals!

Here's how Strategic Networking works...

You absolutely DO NOT need to know everyone in your Real Estate market - instead you should focus on connecting with only a few specific people. In fact, there are really only about 5 key players in your market that you need to network with. Now, any 1 of those 5 connections can provide you with a stream of deals, but if you take the time to establish a business relationship with all 5 connections - you'll have more deals on your plate that you'll ever be able to turn into money... and that's a reassuring position to be in.

Imagine being in a position where you can turn away deals that aren't good enough for you while you simply wait to cherrypick only the VERY BEST ONES to spend your time on. Sound far fetched? It's not - and you'll soon understand that there's actually very little that is separating you from your own personal supply of Real Estate deals.

Find the strategic contacts. Build a meaningful connection with them. Enjoy profitable Real Estate deals.

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While your competition is struggling to find deals by using old, outdated, manual, and frustrating methods - you can slide in undetected, and massively grow your Real Estate business by implementing the most powerful, elegant, and rewarding method of them all: Strategic Networking.

The best part? Not only is it simple, but it's also completely FREE to implement.

I'm excited to share this information with you, and I very much look forward to hearing about how your business grows from your application of the knowledge I'm about to share with you in this course.

I invite you now to enroll in my course.

Don't delay, enroll immediately and experience the many benefits of -

"Strategic Networking For Profitable Real Estate Deals

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"Ben's course was straight forward, top-notch, and actionable. He cut out the fluff and delivers quality information, as promised. Looking forward to more deals as a result of this training!"   -Anthony Detry

"Another excellent and meaningful course from Mr Ben. He is able to lend true tangibility and process to networking and relationship soft-skills, which I found most valuable here. The included downloadable forms and agreements are incredible supplements to the lessons as well."   -Jessica Southard

"Simple, yet very engaging lectures. Ben, your teachings prove that success in Real Estate is not a matter of highly complex actions, but is rather a matter of learning implementing a few specific skill sets. Your course illustrates this perfectly. My thanks to you Sir for driving home the importance of networking with intention, and the vast benefits that come by way of a small and intimate network versus a vast and shallow one. You keep making R.E. courses, and I'll keep buying them. Deal?"   -Will Edmonds

Transcripts

1. Introduction: e. All right. Welcome to the course. I'm so glad you enrolled, and you're gonna get so much benefit out of this stuff. You just gotta, you know, just just absorb it and implement it. That's really all there is to this stuff. But before we get started, I want to show you kind of how the courses structured. So the chicken, you know, so that you can really just absorb everything. And it makes the most sense tea. And here's how it works from here, we're going into five different network contacts that you need to get connected within your market. And when we go into these connections, I'm gonna show you who they are. I'm gonna teach you why you need to know them. I'm gonna teach you where to find them. And finally, we're gonna go into how to incentivize them. So there are those four little, you know, steps within each of these five network contacts. Okay, that's how it's broken down. After we go through the network contacts were going to go into a section where there are tools. It's some different documents, and resource is that you're gonna need to effectively work with these people. And then finally, lastly, in the course, we're going to go into some habits. There are a few different habits that you need to develop in order to really, really leverage and utilize thes contacts. Okay, that's it. That's that's how the course is broken down. Now, before we get into the next section, I want to talk about this, and this is this is deep stuff, and it is very, very important. Okay, here is the underlying theme in this course in the underlying theme with networking in general. This is it. If you take good care of your people, they will take good care of you. You know, that probably sounds like something to your mom or Dad might have told you when you were a kid, but that is very, very important stuff. You know, a lot of people when they're networking, it's just kind of ah, kind of becomes a game of just collecting names and email addresses and phone numbers or collecting business cards. You know, Uh, probably everybody has a pile of business cars and their top drawer their desk. That's not going to get you anywhere in real estate. You know, the size of your business cards. Stack is not a reflection of your success. What is a reflection of your success is how well you are at building meaningful and mutually beneficial relationships with the people in your network. Now, in this course, we're only talking about five people, you know, it's you know, we're not talking about building relationships with thousands of people here. You gotta find these five people. You got to get to know him. You gotta, you know, incentivize them and set up those relationships. And then you're gonna benefit in a huge way from all of the deals that they can send your way. But you got to take good care of those people. I'm gonna teach you how to do that stuff, but just understand that it's Ah, it's a two way street. It's not just funneling deals in your world, so you can make a bunch of money because they really doesn't work like that. You're not gonna have this continuous stream of deals and less. You, uh, you understand that It's kind of a two way street, and you got to take really good care of your people. OK, I hope that I've kind of drill that home for you. Uh, just ah, through each lesson. Just keep that in mind. Take good carrier people and they will take good care of you. All right, let's get into the next lesson. 2. Postmen: e. Alright, so first let's talk about postmen. These are the guys that air riding around, delivering mail and your target areas. Okay, Now, why do you need to know these guys? Well, they are intimately familiar with what's going on in these neighborhoods. They're driving these streets every single day. They know the houses that have Ah, they have overstuff mailboxes and the ones that have ah, you know, junk cars sitting in their yard and tarps on their roof. And, um, you know, grass that's six feet high. And you know, these violations stickers on their windows. They know of these houses. So postmen are very good to know they can provide you basically with vacant house leads, which is that's a very, very good group, Teoh kind of having your your marketing circulation. So that's why it's important to get to know postman now where to find them. You confined in a couple different ways. One you can just go to the post office itself, talked to the clerk behind the counter, and they can let you know who is in charge of servicing certain areas. So just let the clerk behind the counter know who you're trying to get in touch with. And they can usually give you the contact information for the postman. So that's how to get in touch with him. Um, Or if you're just actually out and about in these areas, you often just see him driving around. We'll just know. Just approached the car, kind of making introduction. Let him know who you are and what you're up to. The point is, just to at this point, the game, it's really just to exchange contact information. You're not going to build a relationship just in, you know, the first little meeting. You just need to just need to exchange contact information and make a little introduction with these people. But, um, that's the benefit in knowing the postman is that they can funnel you leads. Now the postman is a little different from some of the other contacts. I'm going into their They're basically kind of ah, lead provider, but it's some of the highest quality leads that you can get. So the postman is a very good one to know now how to compensate the postman. I suggest doing a, um, per lead kind of arrangement, you know, come up with a price per lead, you know, five bucks elite or even 10 bucks. Aly, that might sound like a lot, but remember, you need to You need to make it worth their while now on their route, They probably don't know of just tons of vacant houses. So it's probably not gonna be like, you know, $1000 bill that you're having to give the postman. It's going to be, you know, 2030 40 50 bucks. You know that's it. But the postman compensate them on a per lead basis. If they call you up or email you lead or text them a lead. What I suggest is just having a PayPal account set up that way. You can just kind of fire off. You know, these lead payments has they come in. So the postman, that's Ah, it's Ah, it's a It's a very simple person to connect with, And they are mostly just a lead provider, but still very good person to know in your strategic network contacts. All right, moving on to the next one 3. Insurance Adjuster: e. Okay, the next contact that we need to get you in touch with is an insurance adjuster or a claims adjuster. They go by, you know, slightly different title sometimes. So insurance adjuster or claims adjuster. Anyways, these guys know houses in your area that have suffered some kind of damage that has triggered, uh, you know, an insurance claim. So they go out and they check out the house, they look at the damage, and then they relay that information over to the insurance company. And then what happens is the insurance company either pays for all the damage part of the damage or none of the damage. And, you know, depending on you know, that payout situation, that could be a factor. That certainly would motivate a home seller. Especially in the instance that they're, you know, either not paying out are only paying part of the bill. Okay, so why the insurance adjuster? Well, for one, they know of those deals on damaged houses. The other factor is thes insurance. A jester's air dealing directly with the owner of the property. You know they have toe have to talk to him in orderto schedule. The the um, you know the inspection to check out the damage. And oftentimes these insurance a gestures have a bearing on the sellers motivation. You know, it could either be a situation where you know it's ah, it's a good family that's nice and stable, and they live in the house and its minor damage and insurance companies paying for all of it, which that's that's not really a deal. Or it could be a situation where the owner lives out of state and they have tenants in the house and they're kind of frustrated with dealing with long term rental situation. And now they have a problem with House. That is, that is shaking up the tenants because now the tenants can't live in the house while the damage is being fixed. That's a situation that very likely has a motivated seller behind it. Those are the kind of ones that you should communicate with these insurance gestures and work with them on these deals. Now I like to find the insurance a gestures through LinkedIn. You just go to the linked in website and type in insurance adjuster and your city or claims adjuster and your city, and that's going to give you a list of insurance adjusters, and then it's just a matter of contacting some of those guys and trying to find somebody that you kind of you kind of get along with. And you kind of have the same mentality and they want to work with you to make a little extra money on the side. That's how you find him and then compensating these guys. I like to pay them with a percentage of the profit that you make on each deal. Here's why I like to have them or involved in the transaction. Well, I like to have them involved in the interaction between you and the homeowner, and it's nice because they're kind of in the middle. You know, there's kind of a kind of a buffer between you and the homeowner and the insurance a gesture. Once you have this relationship set up established, he can kind of sell you to the homeowner. He could be like, Hey, you know, I understand your situation with house. You know, it kind of sucks that the insurance company is not gonna pay out for all these damages. But, you know, I've got this friend who's a real estate investor. Have you ever considered just may be cashing out on the house? You know, that's kind of a powerful thing when it's, ah, referral or a recommendation from another professional in the industry so they can kind of sell you on the house. And the other thing about the insurance gesture is they are intimately familiar with whatever the damage is that triggered that insurance claims. So they can kind of help explain to you, You know what the damage is, and you can kind of have some numbers in your head of what it's gonna cost to, uh, to fix that damage. So insurance adjuster is a good one to know. And again, I recommend compensating them as a percentage of the profit from the deal because I like to have them or involved in the transaction. So that's the insurance adjusters really good guys to know. So connect with those guys. All right, let's move onto the next one 4. Code Violation Officer: e. All right, let's talk about code violation officers. These are some of my favorites. How love these guys. They're in constant contact with a ongoing supply of distressed houses. They are boots on the ground. They are driving around in these neighborhoods and basically finding houses that have all kinds of weird problems with them. And then they go around. They put stickers on the windows and the owners have to fixed these problems or else they started getting fined by the county. That's kind of how the general process works. But now another benefit to the code violation officer kind of like the insurance adjuster is that they are in direct contact with the owner, and they often know the sentiment of the owner. You know, these houses often have code violations because there are kind of deeper problems going on with the owner, and a lot of times it comes down to comes down to finances. A lot of times these guys were just kind of in a tight place, a Sfar, as money is concerned, and they can't really afford to keep up the houses, and that results in code violations. You know, it's not always the case, But that's kind of Ah, you know what kind of a general example that I find a lot of the time? But since these code violations air in direct contact with these houses and direct contact with the owners, they are able to kind of recognize what might be a good deal for you. And if you're looking for motivated sellers, I mean, you know, these guys, they talked to the owner, they kind of pick up on what the owners problems are. And whenever they realize that they're dealing with a motivated seller, that's when they get you involved. And again they can stay involved in the transaction. I like to pay these guys also by a percentage of the profits, and I take good care of my guys. I'm telling you, if they're gonna be involved in the transaction and kind of, uh, you know, letting the owner know how I can be a solution to their problem. They're selling me, and they're kind of setting everything up with the owner. And, um, you know, I take really good care of him. I pay these guys anywhere from, you know, 25% to 50% of my of my profit on these deals. And you know, I do that because I want to incentivize them toe, have more and more of their business. You know, you can pay them whatever you want, whatever makes the most sense to you. But that's kind of what I do. And it just kind of depends. Deal to deal now, where to find these guys. This is another one. That's pretty easy. Teoh. Run down on linked in, you know, just get on linked in type in code violation or code violation officer. And then whatever city that you're you're looking for these for your deals. That and then it's a matter of just getting on the phone with some of these guys. Find which ones you connect with the most and which ones kind of, ah, you know, want to work with you and building out that relationship. It's actually really easy stuff, but you got to keep in mind that core theme of this strategic networking that is, take good care for people and their take good care of you. So you got to find the people you got to reach out with some phone calls, you gotta find somebody like and then go deep with that relationship. You know, build a meaningful, mutually beneficial, profitable relationship for you both, and your deal flow will skyrocket. And once you have that relationship set up, it's there. It's just they're providing you deals from that point in time until whenever and then you can move on to set up another relationship. And that's how you keep, you know, kind of building on this deal flow that's gonna just continually improve your business. So the code violation officer All right, very good guys to know and some of my all time favorites to Network with its move on in the next one. 5. Property Manager: e. Okay, next we have the property manager. Now, you know when I when I say that I just kind of have memories of recent deals that have involved a property manager. And I really like the property manager, because when you get to know these guys and I send deals your way, often times we're talking about multiple deals coming from a single source all at once. And the reason for that is that the property manager is dealing with investors and landlords that have portfolios. And sometimes those portfolios get liquidated all it wants. And there might be, you know, two or three or five or 10 or 50 houses inside a single portfolio. And when one of these guys, you know, the the landlord of the investor, they decide to liquidate and they're motivated, that could be a massive opportunity for you because it's it's multiple deals all at once, the one that comes to mind in in my mind it was a package of five houses, and the seller was motivated. He lived in Nevada and, you know, brought the deal together for him, and, you know, it was it was a very it was actually very pleasant. You know, A lot of times some of these deals are a lot of work. It's kind of frustrating sometimes with, you know, the roller coaster ride of dealing with these guys that are out states and in paperwork all over inspections. And you know, you're doing all this stuff. But this one actually came together very simply because the property manager again, he was involved in the transaction. I mean, he was able to get pictures for me. He was able to coordinate with the tenants. And this is all things that I didn't even have to worry about. He even kind of sent paperwork back and forth between myself and the landlord that was in Nevada. I never spoke to the actual owner of the properties Cool stuff. And that's kind of how these things come together. When you build out these relationships that are meaningful and it's, ah, it's a tight relationship and you really understand each other and you're really helping each other out. So the property manager finding these guys is simple. I mean, property managers. A very simple term. You can find these guys on lengthen your final on Facebook. You can find them by way of referral from other investor friends that you know and again like anybody else. It's just a matter of finding somebody that you connect with, and then you kind of get along with and building out that relationship the property manager again. I like to compensate them with a percentage of the ah the you know, the prophet that comes from any close deals. And, you know, the percentage can vary depending on what you're comfortable with and what the property manager wants. But I always suggest a percentage. Whenever your contact is involved in the deal and you're kind of working together as a team . It's a beautiful thing. And you know the difference. You know, compare that percentage, you know, payout method to the postman, which was the 1st 1 that we talked about. You know, the postman really isn't usually involved with you, Kind of as you know, as a teammate. They're more just kind of a lead provider. But the guys that are working with you closely, I find that the percentage payout works well for those guys. So that's the property manager. Excellent contacts. Teoh build out in a strategic way you know, just a few contacts going deep in the relationship and building it out in a mutually beneficial way. Property manager. Awesome guys going on to the next one. 6. Attorney / Title Company: E theme. Next one is a closing attorney or title company Depends what state you're in. But in Georgia, we use closing attorneys. In other states, you may use the title company. They're basically interchangeable terms, but depending on your state, you know that's who you want to search for either closing attorney or title company. These are amazing contacts for a variety of reasons. For one, they are extremely well networked. They know all of the serious players in your market. So even aside from just providing you with additional stream of deals coming your way, if you need things like just any, any kind of contact if you need, you know, inspectors or appraisers or contractors, or you need lenders or just anything like that, once you build a relationship with a closing attorney, they could be a major hook up for all kinds of reasons. So, you know, really, if I had to pick just a single person or a single one of these contacts, that is kind of the most important. I think the closing attorney is at the top of the list. There's a caveat. The caveat is that you kind of have to prove your ability before you can really leverage the relationship of a closing attorney. If you call up a closing attorney's office, who they don't know who you are, they don't know your ability. And you know that kind of thing. They're not gonna be really motivated toe help you out two months just cause, you know, it might be a waste of time for him, honestly, from their perspective. So for the closing attorney, you kind of have Teoh already have, um, kind of have to have a little bit of relationship already built with him before you can expect to have some deals coming your way as a result. So, you know, get some deals closed with a closing attorney in your market retitled company, and then take the relationship to the next level. All right, so why are these guys such a big deal? Well, here's the thing. Closings fail all the time for a variety of reasons. All kinds of reasons. Now, if you're closing attorney knows that you're capable and that you have the ability to slide in and basically bring the pieces together of a closing that is failing or has failed. You can save the closing attorney a ton of money because a closing attorney actually has all kinds of expenses tied up in a closing there. You know, they're paying for title costs, and they have all this staff and paralegals and such as that that are are on the clock and costing them money whenever the paperwork is being pulled together. So who knows? I mean, they could have thousands of dollars tied up into these deals. And, you know, if it's not for you who is gonna slide in there and save them from some of these failed closings, you know, they would basically just be losing, you know, even more money. So, uh, another reason I really like the closing attorney kind of deals is they have been some of the simplest for me to do on their simple, because a lot of times these closings are pretty far along in the process. Before they fail, it could be a title problem, or the buyer gets cold feet of the sailor gets cold feet or whatever. Hundreds of reasons why these things can fail. But they're pretty far along in the process whenever they do so. And that means Ah, lot of the work has been done. You know, if you're okay with the price that the house is being purchased from the owner at, If you're okay with that price, you just slide in there, put another contract together at the same price. And, you know, two days later, at a day later, the deal is done. I mean, it could be a simple is that that's just in example. But I just recall some of the deals that I've done with the closing attorney just been very , very simple because a lot of the work has already been done. The marketing is done. You know, if there's already been a an inspection done or appraisals, a lot of that stuff could just be forwarded to you at no cost. And, um, you know, can be very, very easy Deal. So, closing attorney, Very good one Teoh network with, you know, for the use of having deals coming your way. But you need to already have, um, you know, some history with that closing attorney before you can expect kind of that special treatment and for them to start sending you those deals. So beyond that, they just need to kind of know what you're looking for. You know, motivated seller deals, you know, a residential stuff, you know, certain price range this and that. And then any time something matches your criteria, you know, they call it been where they call up you, and then you can slide in there. You know, see if it's something that you could get done for him, Really? Good guys know very, very good guys to know for a lot of reasons. Okay, The best way to find closing attorneys if you don't already have a relationship with one, is by way of referral and that this could save you a tonic time in your market. There's, I mean, unless your market is just minuscule, you probably have, you know, a dozen different closing attorneys or title companies. In your market. At least Maar mark my market of Atlanta probably hundreds of different closing attorneys in Atlanta. And if I had to get on the phone and just make call after call after call trying to find investor friendly closing attorneys, you know, it would take a lot of time, but if you can get referrals, it can save you a ton of time. So what I suggest you do instead is close up. I'm sorry. Is Teoh call up some some investors that you know and ask them. What do they recommend as a closing attorney? And if you call up like a dozen different investors, you're going to recognize a theme. You're going to hear the same closing attorney or title company name come up multiple times . Those are the guys you want to work with. OK, so that's how to get in touch with the correct closing attorney or title company in your area. Finally. How do you compensate a closing attorney? Well, you can't really. I mean, I don't think you can, like, really pay them. You can't put a closing. You know, you can't have a fee on the HUD one that says, you know, 1000 bucks payable to the closing attorney that's actually doing the closing. That would be I'm pretty sure that would be a pretty severe conflict of interest. But again, think about it. You're saving them thousands of dollars just by coming in and saving them from any closings that would otherwise die and just be ah, you know. Ah. Lost to them. You know, still, closings were gonna fail all the time with the closing attorney. But, you know, if you can save them from a handful of closings a year, you're helping them out in a huge way. So that's how you compensate him. You don't pay him. You just come in and close these failing deals. That's how it works with the closing attorneys. All right, All right. So from there, let's get into some tools and re sources that are gonna help you out and kind of helped bring all this stuff together for a strategic networking. All right, moving on. 7. The Humble Business Card: e. All right, let's talk about a business card. This is gonna be a short lecture. Business cars. Just kind of, Ah, very basic tool that you need to have now They don't cost a lot. Where I get mine from is vista print dot com v i s t a p r i n t dot com. All right. You can get 500 cards for 10 bucks. That's nothing. Uh, you know, there might be some places online that you can get them for free. Oftentimes, those free ones have kind of ah, you know, a stamp on the back that have the, you know, the printing companies, you know, name on it. You know, whatever. If you get him for free, it doesn't. Doesn't matter. The thing about business card. Just two things. One don't overstress on the design of your business card. Just get somewhere and, you know, throw up some design with your name, email address and phone number on it. That's that's all you need. Uh, that's that's rule number one. Don't ever think it just put it together. Rule number two and this is huge. Give the suckers away. Um, a lot of people just get business cards and they ride him around and their their truck for years and years, and they never give any of them away. You got to get rid of business cards for them to do you any good. But the business card is kind of just a simple tool that you can have Teoh give to anybody that you think might make a good contact. If you ride around in your market area and you see a postman delivering mail, have a two minute phone call with him in exchange business cards. You know, well, healthy postmen have business cards, but, you know, give them a business card and then take down their contact information. Two minutes. There's the connection. You know you can follow up with them later, but that kind of gives them just, ah, basic intro to who you are in a way to get back in touch with you in a way to remember you . But it doesn't do you any good If you don't give him a lot, give him away. You got to give away your business cards. All right, So the business card important tool I get mine and Mr print dot com Rule number one. Keep it simple. Rule number two given way. All right, all right. Moving on. 8. Compensating Your Contacts: e All right. The next little tool here we have is a general compensation agreement. This is a form that you can, um you can give to any potential contacts. That kind of just outlines what you have in mind for compensation for them. For instance, for a postman, you know, you take their take their contact, name their number, you put it on the form. Your contact information is also on the form. And you just right in there whatever you have, uh, you know, agreed upon for compensation. If it's 20 cents elite, if it's $2 lead, if it's $20 elite, you know, that's what you would have on their for the postman. And it kind of gives them. It's two purposes. One is it kind of gives them something to look at. That is a reminder of you and the conversation that you had and what you're looking for and that you intend to pay them for any for any business that results from their leads. And you know, number two is it. You know it has your contact information on there. If they need to get back in touch with you and eyes also gives them the way you know toe to send those leads to you via, you know, call or text or email or just whatever you decide. So it's just a good kind of multi use form. It's nothing legal. It's just kind of something to have between you and your network contact. That's kind of a reminder, as faras, you know how you agree to compensate them and, you know, just kind of general contact information. It's a simple, powerful tool because it again it's just something to look at. And it's a reminder. You know, these, you know, first is again going back to the postman. They might be, you know, driving around. But you know, if they have this forms in their on their dash and you know they see this house that they usually just, you know, cram or mail in the mailbox, it's already over stuff. They might not think anything about it, but if they see this form, it's just a constant reminder of you and your interest in these vacant houses. You know they're going to remember, and they're gonna get those leads coming over tickets. So just kind of a good multi use form. That's the general compensation agreement. I have Ah, couple copies attached. There I have one is an O. D T file, which is an open office, file or word. That's one that's edible. There is also a pdf there, and then I also have one attached. It's just a pre filled example. So those resource is air there for you to view and download and use. All right, moving on. 9. Finders Fee Agreement: e All right. The next one is a finder's fee agreement. The difference between this form and the compensation agreement that I just Whatever is that, uh, the finder's fee agreement actually is a a legal form that you would actually use to get your strategic network contact paid. This is the one you would actually fill out and turn into your closing attorney in order to put the amount that you intend to pay your network contact when the deal closes. So whenever you have a deal that's coming together as a result of a lead or, you know, one of your network contact kind of bringing the deal together for you, you put the details on this form and turn it into your closing attorney or title company. That's the purpose of this form. And again, I have multiple copies here and have unedited will file a pdf file and also an example for you. So that's the purpose of this file. Very handy and very useful form to have, and that's how you use it. All right. Very simple stuff. All right. Moving on to the next one 10. Your Buying Criteria: e. Okay. Next, I have what is called a buying criteria form. Now this just outlines the kind of deals that you are looking for in your market. Now, this is a form that you can provide Teoh anybody, you know, that you just kind of want to get them in tune with the kind of houses that you're looking for. But regardless of who the contact is, it's good to set them up with one of these buying criteria forms so that whenever they see house that fit your criteria, that's kind of the trigger. Um, in order to either send you, the leader gets you on the phone or just, you know, generally, just let you know about the situation so you can act on it, analyze the deal and get an offer made. All right, so the buying criteria form. It's got your contact information on it and a Scot just a full breakdown of what you're looking for in a real estate deal, how you define it, whether it's residential or commercial or apartments or a single family, whatever. Now what I've done here is the only thing I was, uh, the only thing I have attached is my buying criteria form. It is literally what I send people just to keep them privy of the kind of deals that I am looking for. Um, I did not make this an edible form because I feel like there is a lot of, um, you know, there's just there needs to be a more flexibility in this form. And I didn't want to put a template out there because it may not serve you well, And the reason for that is you may want to be very general with your criteria, or you may want to be very specific with your criteria. Just for example, I'm somebody that uses to be very specific with my criteria. And if you open up that form, you'll see what I'm talking about. I break down houses Bye bye bye. How old they are breaking down by their location, their price range, their condition. Eso I'm pretty specific now. The result of being specific is that it results in far fewer leads. Far fewer deals even. But I'm actually okay with that. I would rather have you no more time for myself in my family and, you know, not have to be so intense about property analyzing and checking out all these leads and making all these offers and all these follow ups and all the stuff. Now I'm missing out on deals because of that. That's just the truth of But I'm OK with it. And that's that's kind of what happens when you have a really specific criteria. Now, on the other side of things, you may be very general, and you can be as general is saying that I'm looking for distressed houses and motivated sellers. You know, that would result in all kinds of leads. I mean, there's lots of those out there, Um, but that would mean more work with me, and we're offers more analyzing or follow up just mawr. Everything and, you know, very likely mawr close deals, more profit. But this You just have to weigh those two things and decide what you want. However, you know, because it's such an open topic, you know, I didn't feel right putting a template out there. Feel free to use my criteria form as a guide as you set up your own criteria form you can do in an open office which is free or you can do with Microsoft Word, but you create your own criteria form. Um, I will just advise that unless you're in Atlanta and you want to look for exactly the same kind of houses I am, don't use my criteria form, you know, word for word. Very likely. Your market is very, very different for mine. And even if you're in Atlanta, your criteria may be very, very different from mine. So just, you know, think about the kind of house you want to look for. Put it down in your own criteria form and then save and print that thing off, you know, saving as a pdf and have some some copies on hand so that, you know, if your out and you see you know somebody that you want to connect with, you see it. Whatever code violation officers slapping a sticker on a window. You know you can stop. You know, you're already ready. Together. You can have your criteria form. We could have ah, compensation agreement form. You can have a business card. You can have a conversation with that guy and go ahead and get the ball rolling with him right there. All right, So that's the beauty. And, you know, having a defined criteria and having some of these forms and tools ready to go at a moments notice. All right, so that is the buying criteria form. All right. Moving on to the next one. 11. HABIT#1: Keeping In Touch: e. All right, now we're gonna talk about some important habits that you need to develop manned these habits. They both specifically relate to this course in strategic networking for profitable real estate deals. But they're also just kind of some core things that will benefit you greatly in your business if you can learn these things and practice them and implement them. All right, Have a number one keeping in touch with your people. All right? No, that sounds like a really big thing. Especially if you have one of those old school vast networks with 1000 people and you have a stack of business cards. You know, this thick? Uh, but it's really not that big of a deal. Whenever you only have a when you have a strategic network, when you have a small pool of people that you're keeping in touch with on an intimate basis , OK, now this is it's just so important in your mind. You might feel like, you know, you've got you've made some connections with these people and you know, you you shook their hand and you gave him your business card and you're buying criteria, and they said they were really interested. It sounded great. And in your mind that maybe good. But then, you know, months go by and you kind of forget about each other. Yeah, honestly, you know, I mean, everybody kind of has their own things going on their own focuses. And, you know, even though in your mind, you know, you made that connection and it feels good, that's not enough. You know, you got to stay in contact with these people. You have to call them up, even if there's not something really specific to talk about just kind of is a reminder. You gotta keep kind of You've got to keep reminding them that that connection is there, uh, you know, just calling up, asking how things were going, you know, let him know that you're still interested in houses and see if anything's changed on there and see if there's anything you can do to help them out. You know, that's what this whole thing is about. It's about. The course is about going deep in building meaningful elation, meaningful relationships with a small number of people instead of ah ah, broad, shallow relationship with a lot of people. That's what makes this whole thing work, but you got to stay in contact. Now, once you get a couple deals going, I promise you that contact is going to be much more frequent naturally, because you know, you're gonna be excited. You know, you're getting in tune and you know, you're working together on some houses. You know, that's when everything really starts clicking, especially when you're firing on all cylinders. And you have multiple connections that air funneling these deals to you. But until you get to that point, you have to manually remember to maintain that connection, pick up the phone. Um, you know, I I am a big advocate of just making the phone call, you know, text and email. You know, they're handy tools to have they have their place, but as faras building, you know, a real connection that means something. Pick up the phone, or even or even better than the phone. Go meet him in person. You know, that's that's the very, very best thing you can do. Go have lunch, you know, take him out and grab a burger or whatever. Uh, you know, option number two is pick up the phone. Still very powerful and then beyond that, you know, texting email. That's just kind of weak. You know, it's better than nothing marginally, but not not nearly as good as a phone call or meeting in person. You know, really, just kind of let that stuff sink in its it's Ah, it's a practice that very few people do. Um, in today's business environment, when we have all these handy tools like text and email. But because of that, because so few people do that, it's that much more powerful when you do. All right, maintain that connection. Keep in touch. Okay. All right. Moving on. 12. HABIT #2: Take GOOD Care Of Your People: e. All right. Next, we're talking about taking care of your people, specifically taking good care of your people. Now, I'm talking about basically talking about compensation here. Um, I feel like in my business, I feel like I'm almost overly generous, and I don't I don't say that to to my own horn, by any reason. Um, I just I'm not I'm not really stingy with money, I guess. Um, you know, that's kind of a strange thing to hear. I bet on your end, especially in today's world. And probably with a lot of things that you've heard from other people in real estate, where it's just, you know, money, money, money and cash flow. And, you know, fancy houses and big cars and, well, fancy cars and big houses. But you get my point. Um, I would rather, um, take really, really good care of somebody and be able to have multiple deals on an ongoing basis going into the future, rather than somebody feel like that kind of got shafted and, you know, you get one deal out of him, and then they disappeared. They've lost their incentive. You know, they've kind of gotten a bad feeling from you because they feel like maybe you didn't deliver or you you over promised and under delivered. You know, that kind of thing And it happens relationships. You kind of They're kind of fragile things, especially early on in a relationship in a, I don't know, the word relationship kind of sounds mushy talking about, you know, when you're talking about business, but that's what we're talking about here. We're talking about building, you know, riel strong, mutually beneficial, uh, relationships with key people in your market. And you got to take care of that kind of thing. So my suggestion is be overly generous with the compensation. I mean, if you close the house and you know you make 10 grand on it and and, uh, the contact that brought that deal together worked with you in a really meaningful way, and they're they're super professional, and they really carried a big load in that transaction and played a key role in bringing it together. I have no problems with given people half of the profit, you know, I mean, seriously, I have even given people more than half of the profit when all I do is I kind of sweep in and sign a couple papers. And then the deal just kind of magically comes together. Sometimes it almost feels too easy. That's certainly not the majority of the time, but in those cases where it's just almost too easy, I take a lesser percentage, no big deal. Uh, but it is such a powerful thing for people to know that it is more important for you to to , ah, to take care of them. And it's more important to see future business than toe to take the money and run. And it's it's that mentality. I think today where most people have the mentality of take the money and run, take everything you can get and just just, you know, get out of Dodge. That's that's kind of how the majority of people are. I feel like and, ah, if you could be the person that is genuinely taking care of your contacts, you will be blown away at how they reciprocate, and you will be so impressed by the future business that results from that act of kindness and generosity. So take very good care of your people, you know, be fair by all means. And then, when possible, go beyond being fair. You'll see. You'll see. You'll see. You'll see how it affects you. Just try me. All right? Take very good care of people. All right. Moving on. 13. HABIT #3: Tracking Your Leads: e All right. Lastly, I want to talk about tracking your leads and your offers and your deals. Okay, this is kind of boring thing to talk about. You know, You you gotta lead comes in, you gotta log it and then you make an offer, you gotta log it. And then, you know, the seller doesn't talk to you for six months and, you know, eventually they talk to you again, you got to find it, and you gotta update it. It's just, you know, it's it's kind of annoying stuff. I get it, But you gotta You gotta keep records in this business you have when you have hundreds of leads and you want to eventually turn those leads into money, there's no alternative to tracking. You must track your leads and your offers in your deals. If you don't track, you are bleeding money, and you have no idea where it's going. You know, if you if you're the kind of person that you know, you see, you see house, you know, elite comes in, whatever you make a phone call, you talk to the person and for whatever reason, doesn't seem like a deal. If you hang up the phone and that's that's the end of it. If that is your your process, you are, Yeah. You have no idea how much money you're losing. You just are. There's, ah, just missed opportunities everywhere. And you have no way of knowing so anyways, you have to track your leeds. Uh, now that you know what I just talked about, That's kind of how it affects you. Now, let's talk about when you start bringing in network contacts in this kind of thing. When you have leads coming in from, uh, postmen and their vacant house leads, you got to track him. You got to know, you got to know the you know, the specifics of lead, and you've also got to know where that leads came from. Let's just talk about postmen. That's it. Just using Postman is an example, because that's the one that's most intense on tracking leads because they're they're just kind of a lead provider. Uh, you gotta have all the leads and you got to know specifically that it came from that postman because for one thing, let's say deals aren't coming together. You got to be able to be like you know, you know, we got all these leads were working on, you know, some of them kind of looked like they might be coming together. But, you know, we don't really just have anything solid yet. Well, that's kind of bad news, but it also is kind of legitimate, and it's meaningful to the to the guy who provided you with all these leads because they would rather hear an honest assessment of the truth, even though it might not be producing any fruit yet. Then, you know, just some kind of B s thing that you make up because you aren't doing any tracking Now. It is just finally important. Here's kind of the worst thing that could happen. Let's say that, you know, you have all these leads coming in and you're you act, you're actually closing some deals. But because you're tracking is so poor you don't know where the leads came from. That's bad, man. It's ah, you know you're making money on a relationship, and the other person is just getting shafted because you don't know where the leak came from. That's that's bad. That's bad. And quite honestly, I have. I have been I have made that mistake before. I have close deals on houses. Well, not deals. I have closed, have closed on a house, and I couldn't recall who the source of the lead was. But I got called on it, and it was an honest mistake on and I don't remember the details, honestly, but, you know, basically, somehow it came full circle that I closed on this house and the provider of the lead, you know, called me out of there like, Hey, you know, that lead came from me. You know, you closed on this house, you know, where's my cut? And, you know, I felt like garbage for doing that. It wasn't anything intentional again, but because there was a ah, you know, Ah, hole in my late tracking system, A flaw, you know, the lead progress to a point. And the deal closed, and I was unable to compensate where it came from, and that was a big mistake. You know, I fixed the situation, you know, on the back end. But still, that was that was damaging because it looks like I just took advantage of this person. Now, obviously, you don't want to be taken advantage of anybody for any reason, but by keeping good tabs on your leads, tracking them through the entire process and especially logging where that lead came from. You know the source on the front end. You know that's going to save you from a lot of trouble. And it's also going to help you build out that relationship because there's record, you know, you can update people on their leads. You know, even if things aren't coming together at the present moment for leads that came from a particular source, you could give him an update. Hey, you know, you gave me 20 leads. They're all in various sources in, ah, various stages in the process, but we don't really have anything to talk about yet. You know, that's meaningful. You know it, you know, just just keep good records. That's really that's really what it comes down to. Um, the way you keep good records, it doesn't really matter. It could be, you know, if it's if it's a ah notebook, a note pad that you're keeping records on, you know it's not really the most effective way to do it. But if you're keeping good records on no pad, great. Otherwise set up a spreadsheet that's kind of a little more user friendly, and you can just enter things in and delete him and update him. Use Google Sheets. It's free. Or if you want to do some kind of fancy lead tracking software, you could do that, too. It doesn't really matter how you do it. You just got to track it because your relationship with the strategic contacts hinges completely on your ability to track these lease and into and to ensure that they're getting paid on deals that you're closing very important stuff. Heart. So that's all for lead tracking. After this, we're just gonna wrap up this course so moving on to that. 14. Course Conclusion: e All right, that's it. That's the end, Of course. Hopefully, at this point, you know, kind of the gist of what's going on here. I mean, it's it's not difficult stuff, but it's it's stuff that most people just they don't do effectively at all. You don't have to know everybody in your market. You don't have to have thousands of contacts and a stack of business cards that's a foot tall. Um, you just have to connect with a few key people in your market. And if you can identify those people, find them and build that relationship with him, you'll you'll blow your competition away and with much, much less effort. There's plenty of ways to find deals. You can do direct mail marketing and have these crazy websites, and you could do pay per click and bandits signs and all this stuff. There's so many ways that you can find deals on houses, but none of those are as are as fulfilling, I guess, as bringing deals together with other people, kind of as a team, and also when you have other people involved, I feel like the workload is drastically reduced again, going back to the example of working with your closing attorney. Those could be such easy deals. Come in. You sign some papers and you know, you could literally have it 30 minutes or an hour's worth of work involved in some of these things. You know, sometimes they can be very simple deals to do. Uh, but also it just extremely gratifying and extremely profitable, especially because you're dealing with people that don't have a vested interest in the house. You're not having to pay a premium for these deals. They're just coming to you by way of people that air naturally involved in certain niches of the industry. Where there, Um, just dealing every day with the kind of houses that you're looking for. Very, very interesting stuff. And I hope you can implement this stuff if you have any kind of questions. Or if I could go into any deeper detail on any of this stuff, just shoot me a message. I'm always here. I'm happy to help Happy to enter any questions you may have and help you grow your real estate business. That's it. Hope you enjoy the course, and best of luck to you and your real estate endeavors. I'm been clarity. Take care