Unstoppable REI Wealth

UREI-20 Gavin Timms How to Virtual Wholesale Successfully In Multiple Markets

Episode Summary

Doing deals in one market these days may seem tough. Well how bout doing them in 5 different markets VIRTUALLY? My guest today Gavin Timms from England goes in deep and explains how he get started with zero experience with virtually ZERO marketing budget. If you want THE BLUEPRINT for virtual wholesaling success this is a pod cast to listen to. Originally a golf professional from England, Gavin moved to the US in 2012 where his passion for travel and work freedom drove him to discover the world of real estate investing. He always had a dream of owning a business that could be operated remotely, so he started a real estate investing company. Since then, he has successfully run a virtual wholesale business in multiple US markets and also setup another company called REI Network. REI Network is a coaching and education business, where he teaches people how to invest in real estate. To get access to this system and all the other tools tips trick strategies secrets and systems we use to drive in 7 figures ++ a year go to www.BillysSecrets.com Don't forget sharing is caring. Show me some love. Please Subscribe and give a 5 star rating and leave a review. Thank you soooo much in helping support Unstoppable REI Wealth, this will help improve the shows ratings and make it easier for others to find it...

Episode Transcription

Billy [00:00:00] What's going on, guys? Billy Alvaro, you're in for a special treat again today with this podcast. Look, we vet and hand-pick a lot of these guests, and this gentleman today came over from England, came here not knowing a damn thing about real estate or wholesaling. And he's going to break down when I tell you breakdown how he does virtual wholesaling in multiple markets successfully without ever seeing a property, without ever looking at the property he goes in, he locks it up, he turns it over, and he's doing this multiple, multiple, multiple times a month. He's going to give you the secret sauce on how he finds the properties, his best marketing strategies, how he goes out about locking them up, who he joint ventures with, how he's making the deals he's making, and more importantly, how he's making as much money he's making in multiple markets. It is a recipe for success. If you ever wanted a wholesale, especially virtually this is the podcast to listen to, Mr. Timms is going to absolutely crush it. So get ready for another episode of unstoppable real estate investing wealth.


 

Billy [00:01:08] Welcome to Unstoppable Real Estate Investing. Well, my name is Billy Alvaro, a.k.a. the unstoppable BA, former billion dollar mortgage banker gone bankrupt, turned pro.. Real estate investor. For each week, you'll learn the tools, strategies, systems and secrets. Myself and other highly successful real estate investing entrepreneurs used to start, grow and scale their businesses, creating massive profits and how you can, too, and will teach you how to put those profits to work so you no longer have to get ready to finally experience financial freedom and generational wealth. Now let's get started.


 

Billy [00:01:53] All right, everybody, welcome back to another episode of unstoppable real estate investing. Well, I am Billy Alvaro, a.k.a. the unstoppable B.A. And if you know me, you know this podcast. You know, we bring the heat.


 

Billy [00:02:04] This podcast is all about delivering substantial value to the listeners to get them to where they are, to where they want to go when it comes down to wholesaling, renovating in the whole time real estate space. And we're not going to let you down today. Today, the focus is going to be on virtual wholesaling. I'm bringing on somebody from across the pond. His name is Gavin Temes. This gentleman, I met him in the multiplier about a year ago. He's charismatic. He has energy more, though, than that. This guy executes. And we're going to pick his freaking brain today about how he's doing virtual wholesaling from where he's living all across the United States, including freaking Hawaii that his call got on. He was in Hawaii. So, listen, anything we go over that he's going to share, that's going to be a tool or a tip. If he has anything, remember, it's going to be on billyssecrets.com, anything we go over regarding lists, how to find deals, virtual wholesaling, they can house process, anything like that you could find go to Billy's secrets, dot com, all the information to be on. There is no cost, no obligation. It's on there for a reason because I was getting inundated with emails and calls and text. I'm like, yo, I got to put everything on one spot. So if I say it, go there, use it, because if I'm using it, my guess is you use it. That means it works. And we're all about doing what? Getting for your results. So without any further ado, Gavin Timms, welcome to the show, my man.


 

Gavin [00:03:21] Hey bud how are you, I appreciate it. What an introduction that is.


 

Billy [00:03:24] I love I love the accent from the outside, from across the pond.


 

Gavin [00:03:30] Hey, before we do get going, I just want to wish you a happy birthday when we're recording this. So anyone in the office listening to this make sure you like and subscribe to his show and drop him a little comment saying happy birthday.


 

Billy [00:03:42] So thank you so much, my man. I appreciate that. And you're going to be going to Tuloom in a couple of weeks. Yes, I'm unfortunately going to miss it because this year I'm going and I'm going to be living in Puerto Rico for a month looking for a property because I want to live the virtual lifestyle. So eventually I'm going to be living in Puerto Rico full time, running my business from there in New York and New Jersey. So it's I'm going to I hate that I'm going to miss you guys because I love going there each year, mixing it up and just networking and having a good time. I'm going to have a blast in Puerto Rico, I can assure you.


 

Gavin [00:04:13] You will.


 

Billy [00:04:16] Gavin give us give us a back story. I mean, you you're new. I mean that within the last year, but you're relatively new to the United States. I mean, you came here years back. You did everything. What give us your story of how you got into this business and what were you how did you get into the whole real.


 

Gavin [00:04:30] It's actually kind of a crazy story because obviously from England came out nine years ago now to the states. I used to be a golf pro. That's what I did. So when I came out as coming out for golf, I met my wife, who, you know, obviously mentalism Kristal. So then we started dating and eventually I moved over full time and it wasn't in real estate at all. And the craziest thing happened that I think a lot of people that watch these are passionate about real estate. Right. And it's been a dream to get into real estate and and do all of these things. But I never had that right. I was looking for something that I could work on, a virtual level that I could do from anywhere from a phone, a laptop. Right. Because I think it's so like people talk about a virtual like phone, a laptop, it just sounds a bit cheesy when when you say it. That's what I wanted. Right. Because people talk about it and it has nothing to do with real estate. I didn't know what it was. All I knew coming to the United States, I refused to take a full time job because of five days vacation. I can't get home. I can't get back to England. That is where the family is. So I made the commitment, if I'm going to move out, I've got to get home. I was always looking at things, you know, insurance and all these things that you can do from from a laptop. And we were visiting back home back in the UK and we went on vacation to a place called Cornwall, which is in the south of England, beautiful place called St Ives. And we were walking across the harbor. It was about nine o'clock at night. And there's a coffee shop in the day and a wine bar at night. We we will I'll shall we go for a drink before we go home. Go on then. So we went in and obviously England is small. The place is a real small, especially the old towns. And the tables were really close together. There was two couples sitting there and one was from Ireland. They're talking and were talking. And Crystal, my wife said, Oh, he's from South Africa. And I'm like, no, he's not.


 

Gavin [00:06:21] He's from Ireland and she's having none of it. So I'm like, well, having that conversation, I interrupted him and I was like, Hey, where are you from? And he's like, Oh, I'm from Ireland, but I live in Manchester. And I'm like, see? And of course, now we're having a conversation. Right now we're all talking with the two couples. And I said, what do you do? And he said, Oh, I'm a I'm a property investor, but I don't see houses. And I was like, well, what do you mean? Property investor doesn't see houses? Makes no sense. So then he starts talking. Two minutes lot, you'd be really good at it like you should look, I just told you, I'm looking for something to do and he's like, you should do it and blah, blah, blah. So long story short, I saw the real estate star and his coach in the UK who I train with happened to be partnering with someone in the US, Joe McCall, at the time. So I'm coming in. I come back to England, to the States and I'm like, message in. And he's like, Oh, you should get my coach and I'm all right, whatever. So I go in hog coach in seven thousand dollars, didn't know the word wholesale and never read a book, never bought a cause, don't know what I'm doing.


 

Gavin [00:07:27] And I thought the training in the US, but I had a coach in England and that's how I started and that was a virtual wholeselling.


 

Billy [00:07:36] That is incredible. But the key point is you knew what you wanted your life to look like, virtual content. And that's key where people have to have like an understanding of what they want. They might not be a hundred percent clear on what it is. But you had that drive saying, you know what, if I want to live in the States, it's got to be virtual my terms, my way, and that's it. And how do you know it? Like you ask, you put it out and boom, the shit comes right 100 percent.


 

Gavin [00:08:00] And that and you're exactly right. I was what I wanted. I was very clear the concept of it. No idea at the time. I just kept looking for that opportunity to present itself. And my personality is once I'm in, I'm all in and I'm going to make it work. And there's no there's no stopping me. And I believe that anyone getting into real estate, if you can give it six months and look back right. And say I'll give it my all with nothing left to do. And you didn't do a deal that didn't make it, I think you can go, OK, it just wasn't for me. Right. But I guarantee that anyone that does that will be doing deals.


 

Gavin [00:08:37] And several of them I can see.


 

Billy [00:08:40] You have to be persistent at this game and you have to know you're going to lose a lot more than you win. And people need to get that through the head. I appreciate all the time young guys and girls getting into this. Even the older guys and girls getting into this. You're going to trip up, you're going to lose deals are going to make mistakes. You're not going to see the right thing over the phone. You've got to keep on picking yourself up and going forward because it's those small losses that you're going to gain with those big wins on.... One time if they're also so so you learn from Joe McCall, who's an outstanding individual. I don't really know him personally, but we're in the same group, collective genius. The guy is a beast. He just knows what the hell he's doing. He coached you in virtual wholesaling when he could because he's a lease option guy, right?


 

Gavin [00:09:15] Yeah. Yeah. So at the time, he didn't coach me. I just had some of his material. Of course, I got coach from Guy in the UK, but I have that material. But what what was happening was, is that you're exactly right. When I started, the fear was that I was going to I don't know what I'm doing right now. I can't go in the house right now. I don't want to go in the house because I don't know the first thing about a repair on anything. I can't fix it. So I'm like, all right, cool virtual. I'm going to go into the house. So that ticks the box. I'm happy if I can be on the phone, I can sell anything. I can talk to anyone, no problem. But don't make me go to the house. I don't have to go to the house. So that's when for me, the other thing I was scared to death of was putting something on the contract. And then I've got to buy the house and I got the money to do it. Sure. Fear of then signing the contract when I'm new and this is all new to me. I was freaking out about that. So what I did was when I got started at first massive mistake. I was living in San Francisco. Crystal's a travel nurse and I was working off in San Fran. I saw my first mail to Jacksonville, Florida. What hadn't worked out was that I got off of the golf course like five, six o'clock and it was nine o'clock at night. Right. So the time difference. So I was like, this is brutal.


 

Gavin [00:10:34] I'm not going to do this. So couple of months and we moved to Phoenix and I kind of went all in. And what I did was I started then to create partners by creating opportunity was like, right, where are my fears? Why am I holding back? I believe I can contract anything. I believe I can. I can do anything over the phone, but I'm scared of this contract thing. I don't know what I'm doing. So when a network with investors and I started to partner with people will take the deal down and we'd split the profits 50 50 so they would contract it to start with for me. And I get fifty percent of the profit. Right.


 

Billy [00:11:08] So, let me let me understand this concept. So you were just doing the marketing. Were you taking the call over the phone?


 

Gavin [00:11:13] I was doing all the phone.


 

Billy [00:11:14] You had somebody going out to the house and actually getting on the contract?


 

Gavin [00:11:18] I was contracting over the phone. I've never got a contract face to face.


 

Billy [00:11:23] So then who was your partner that was contract.


 

Gavin [00:11:25] So when I went to a Meetup group in Phoenix.  Phoenix, a whole bunch of investors, it seems. Well, you know, everybody's there. Every girl or anyone you could think of is at Phoenix and loads. If you go to meetup.com in your area, you'll find these groups. And I went there, didn't have a clue what I was doing, I spent seven hundred fifty dollars on marketing and got a deal because I went to Jacksonville, kind of run out of money. I talked to the guy in England. And he said, right, we'll start networking where people start working other people's leads. All right, got it. So I go into Phoenix, right? Keep in mind, I'm English, right. I'm from England, so I stand out already. It's a dead heat in the summer. It's red hot day. Turn up. I've got like slacks and shirt on. Right. I'm all dressed up thinking, what's investors? Right. And everyone's rolling in and flip flops and t shirts. And I'm just like, oh, no, I'm already in at this point. So I'm like, I already stand out just from what I'm wearing, you know? So anyway, it was a genius, meet up, probably one of the best I've ever seen. He got everyone in the room to stand up. Right. And say what they did. So you got wholesaler's rehabbers, people doing loans, hard money. Everyone stood up ten seconds. Who you were. I was like is my chance. I stood by him. I don't know what I'm really doing. Right. I just stood up and said, I'm from England, just moved here by. One thing I can do is I can close deals, but I need Leeds. If anyone's got any old dead leads that need help with, I'm willing to work part with you. And I sat back down and three people came over to me. I met one lady the next day. She got me sixty dead. Leads in a Google spreadsheet. Right. And in there there were three months old and they were all labeled dead. And I called every single one of them and we managed to get two deals within the first week.


 

Billy [00:13:11] Listen, I want to stop right there, put you on pause. I want you to continue with that after this. But just like, look, you were resourceful. You went you knew what you were good at, your talent, your closer, your connector. You're somebody that you get them over the phone. If there's a deal to be made, you're going to close that damn thing. Your marketing wasn't kicking in. So what did you do? You're freaking got resourceful. You went out to the people who had the leads that can't close, married that shit, and, you know, marketing cost.


 

Gavin [00:13:39] Zero marketing cost we agreed that if I could pull anything out, there was a 50/50 split. So I just had like a list. So I just I calling them, I go about about forty people are sixty we managed to lock two deals up, I move two deals and then cause what now. The powers in my side. So then I go back and I'm like, hey, how do you feel if you start marketing for me, I'll do all the work and get the deals. You get em moved and we'll go again. And she is like absolutely how much do you want. And I'm like, and I'm thinking, this is working. And I went prepared for this. So I was like two thousand dollars and she's like, yeah, done no problem. So then I've got this investor marketing for me.


 

Billy [00:14:22] So so welcome back. Listen, we had a little bit of a technical difficulty, but we roll with the punches here.  I'm here Gavin Timms I know we left off Gavin we was in the middle of talking about you were virtual. You were wholesaling through people who had dead leaves and then you convinced the lady or the gentleman to start marketing on your behalf and you were going to start closing the deals. And that's where we ended up before the power went out over where you got to pay your electric Bro.


 

Gavin [00:14:46] Times are hard right now.


 

Billy [00:14:50] Well, we were both fired up to get that.


 

Gavin [00:14:54] Yes. Right. So, yes, we got these two deals, obviously. Then she's like all of this guy can actually close ranks and so much nonsense in our business as you know, like people doing things wrong and all these things and of talk and no action. I think when she's seen that, I said, well, what about if we do it again and you start paying for marketing? So she agrees for doing that two thousand dollars a month and then start to do deals that way. So I was making fifty percent of pure profit. And then what happened was I was doing that with two other people and they all knew because I was completely honest saying, hey, I'm working with this person, this person, this person, I'll do all the phone works. I was just pounding the phone and making offers. Right? Just sitting there doing it. And I knew that I could do this, you see, from anywhere. So I was working in England doing it when I visit, when we traveled because my wife was a travel nurse. So I was in I mean, we lived in California, Phoenix, Michigan, Florida, Georgia. I mean, we've been all over while I was doing the investing and I could no problem. I could just do it. It was it was a great model. And then, well, I started to work out was OK, right now I'm successful. I'm getting to know it. I need to now change it because I'm working super hard. Now, what if I can now go and take that model that I've kind of created, but I want to now manage the systems in the market and get someone to do what I was doing right. And that's when when I got to that model started to outsource one hundred percent of the business by having my partners in multiple markets to then be able to do deals. So now I remove myself from the day to day activity and now all I do is control the market in the system. So I've kind of switched roles. But now I knew what I needed. I needed a me in these markets and if I could do that, I could make it a win win for both of us. And that's what I do now today.


 

Billy [00:16:45] So listen, this was like that whole little bit freaking incredible. I have a ton of questions that I want to answer. I think other people who listen, I'm going to ask. So first off, you started doing this. No experience. How did you know?


 

Billy [00:16:58] Not knowing, like how did you know what to even offer the people over the phone if you had no experience on looking at the property, figuring out the ARV, figuring out the repair costs, like, how did you go in? I know you're a sales guy. What do you do? How did you know what to lock it up at.


 

Gavin [00:17:15] Yeah. So what we did and what I still do and my team does today is that we have obviously general square footage for what it needs. Right. So let's say it needs in Alabama. It might need a paint and a carpet and you might be five, seven, eight dollars a square foot. Right for that. And obviously in New York, you're probably thinking more like 40 dollars a square foot flat. You understand the market that you're in and that will change accordingly. So when I understood that and thought I just need to be perfect. Right. Because I'm not on contract in because that was the fear. So I got over that. And and obviously in the contract you have outs you have inspection periods. But even to this day, what we do is we try and make sure the spreads built in based off in the negotiation. So let's say that I'm speaking to you, Billy, as a homeowner. And you're like, yeah, it's a nice property. You know, I've not been in that five years. We don't need a lot of work, maybe paint a carpet. And regardless if your BSing me and you don't really know, that doesn't matter, because when we contract the property, I've already got the spread's built in. And the only thing that can change is the repairs based on what you've told me. So is we send one of our investors in or boots on the ground in and now it needs a new roof and it needs this. And the AC is actually super old. We can renegotiate that based on the information that we were given. So your negotiation is much easier because it wasn't something that you did make sense.


 

Billy [00:18:40] I got it. Yeah. You're basing you're basing your offer of what they're telling you that the House needs. Correct. And far as rehab goes and so we said your people out to the house, your boots on the ground. Are they doing like an analysis that is taking pictures of the whole thing and give you some sort of report? What does that look like?


 

Gavin [00:18:55] Yeah, so what happens is good question. So I do different things depending on, again, relationships and networking. Right. So we have i'll fire a couple of er what I'm talking about. So we have kind of three things that we do in Alabama. So I have either of my partner go OK, business partner on the ground that go to the house only if it's high end. Will she go If it isn't, we're going to lock the deal up over the phone and then there's two things that we do. We send the buyer in for the first look that wants to buy if we can get a lockbox on. They already know what we do. We don't go out. So based on what we found, they go in because we have the relationship. We've got no pictures and a walkthrough. So the first buyer that we send in, if we got a good relationship, we get them to get some pictures for us,.


 

Billy [00:19:45] This is not an open house type deal. This is your relationship with one buyer in an area that consistently buys from you and you're relying on them to go in to assess the property, correct?


 

Gavin [00:19:55] Right. So and we have so that's one way or we have what we call a runner. OK, so a runner is basically someone and you can find them anywhere that's basically breathing and can take a good picture and walk through video. So these could be Uber drivers, you know, lift drivers, anyone that you can get that's just, you know, just a decent person that can go twenty five bucks, go into the property and they will either put a lockbox on if it's vacant, they'll do a pictures and a walkthrough. Sometimes if they're elderly, they'll get a contract signed for us. And we have different runners that we use that will pay. And sometimes then we'll do like twenty five a property 50 property, if it's one on its own and it's out the way will pay to go to go and get that information for us. So that's how we do it.


 

Billy [00:20:43] I love it. That's, that's a ridiculous process. It sounds extremely easy on how you structure this thing. Like it's not that difficult to put this process together. It sounds that way anyway.


 

Gavin [00:20:54] No, you're only as good as your team. Right. So your is everything. So I believe with my direct team in terms of a system and a marketing that I can go and generate anywhere in the United States and do deals. Right. But the part that I need to get before I do that is the partner. Right. The team, the person on the ground that I'm going to work with. And I do this with wholesalers and I do this with Flipper's.


 

Billy [00:21:17] OK, talk to me about how much you paying your your partner, the first person to go. Is it if it's a higher end home, what's the percentage that you're paying with those people.


 

Gavin [00:21:25] So with a partner, we split 50 50


 

Billy [00:21:28] ok 50 50, the partner, the wholesale guy, he's just buying it for you at a certain amount and you're getting your fees am I accurate with that.


 

Gavin [00:21:35] Well the partner, you could say, is that the partners like a wholesaler. Right? So it's fifty fifty. So they will move it to different buyers. And whatever spread we get on a wholesale fee, whether it's an assignment or double close, we split 50 50.


 

Billy [00:21:50] On the ground there. He's the person who has the buyers list. You're generating lead. He has the buyers. Listen, you guys are splitting it back and forth.


 

Gavin [00:21:56] Yeah, in a roundabout way, yes. And it's Melissa this in Alabama that I do the same in Florida. I do some stuff that in Georgia with someone else and then we do some stuff in Maui and I do multiple stuff that's they're kind of my active markets. I do stuff in all the markets, but that's kind of like with a student or something like that. So I don't class them as my markets, if that makes sense.


 

Billy [00:22:19] Got it. Got it. And then you're a property picture guy. He's just going out there to take pictures. Twenty five to fifty dollars depending on where it's at.


 

Gavin [00:22:26] Yeah. Yeah. I mean we call them runners so and you can get family members, anyone that you know there. Right. Any family, friends. And if you can have two or three of them just so you can go at what time when they get it and they can do that. So we do that, we try and keep aquisition because we do have an acquisition now that goes on the phone and we try and keep them not going on appointments either. We do. We try and do everything phone based. So what we did was, for instance, we took Alabama team and Melissa when we went to Maui, we used that exact team to then lock up virtually because we're not going into the houses. We can do it in any market just by looking at the numbers. Again, network and the boots on the ground is in the flip a lot. What does he think we need? And when you collaborate together, then we can go in and kind of take it down.


 

Billy [00:23:14] I love this process, brother. And so are you buying majority of your properties? Are they vacant or are you buying owner occupied as well?


 

Gavin [00:23:21] We just close on one that's owner occupied. Actually, I think we've got twenty five thousand five hundred that should close next week. Owner Occ is the slowest process of them all. So they can be decent deals, but they are the hardest to work because people are in the way they need the money to move. And you have more objections with that. Our favorite list is probably is absentee. And even though that everyone will say, well, everyone works absentee, but no problem because it's about the process. Right. You know, we're big in the marketing of cold, calling. And so we when we get there into the process, it's there now that the process of working that deal over a period of time to get the contract again, follow up. When I came in from the story I told earlier, sixty dead leads. I mean, the word dead, dead leads right to these are things that you wouldn't work. But you can see over thirty over three months, over 90 days, I got two of them. So they weren't dead. No means not now. It's only ever a dead lead if. It just sold like, oh, it sold last week, a month a few months ago, right. And we'd say, OK, we're not going to follow up with that. And then the other thing is if the threatening, you know, anything like that lawsuit threatening to kill you or something like that say otherwise, it's no,.


 

Billy [00:24:37] We've had a couple of those.


 

Billy [00:24:38] And, you know, it's cute, you say. And that's another takeaway. Like when you're generating leads up front with lead generation, the deals happen through lead follow up.  Yeah Your generating that lead today, but the money is made in the follow up process. So to anybody out there is listening. You have leads that are coming in. You get a no today or a number that just doesn't match.


 

Billy [00:24:58] You have to keep it into your marketing database, have some sort of drip campaign that's going on behind the scenes with text and email and phone calls. And the biggest thing is put it on your ticketless system to ensure that you're following up these people. And listen, if you're not a closer if you don't have the personality of somebody like Gavino myself who could get on the phone and close partner up with somebody who can like, if you're good at lead gen, if you have a personality, you're going out there and you're getting referrals, but you can't close it. I'd rather make 50 percent of something that a hundred percent of nothing. Yeah, right. I mean, it's a no brainer.


 

Gavin [00:25:30] Yeah. And I've never closed I don't believe I've ever close a deal from start to finish without having somebody involved somewhere throughout the process. And that's what it is for me. Exactly right. Because if you're trying to do it all on your own, it's a hard place to be, especially if you're working a nine to five. You know, we want it to where, what if you could build a system, get a partner on the ground, right. Where you while you're at work, things are being generated for you and going into someone else to work and you're making a profit from it. If that's enough to make enough money to get you out the job, to then focus and work on the business or get involved more than great when you come in, there's so many people that have got kids and families and work too much and they want to get involved and they're trying to then get home and start texting people and they can't get the traction and and they can't get the traction because there's not enough hours within that day the times that they need to be doing it. So you've got to adapt. You have to make changes. Otherwise you're going to be still here in a year's time trying to get your first deal or trying to make things happen. So you have to put things in place to change it up to then get where you where you need to be.


 

Billy [00:26:43] I'm I'm a firm believer in that. You listen, there's a lot of people out there who they want to get in this business on their own full time.


 

Billy [00:26:50] And look, you have to have a touch of crazy to get it to being an entrepreneur and do anything full time, because it is a big, tremendous commitment. So I appreciate that. I'm like, look, you might have the mindset that you want to go forward, but you may need that security blanket or you may need a team. So instead of becoming an entrepreneur, become an intrepreneur partner with somebody who has the business, the systems, the back end, the front end, where you just plug in your talent into their business. And we do this with a lot of guys and girls nationally and in New York and New Jersey, where they'll do their part, generate a lead. We'll help them close it. We split the profits 50 50. It's a no brainer.


 

Gavin [00:27:23] Yeah, and that's exactly it. And if you do that 50 percent of something, everyone is so small minded to think that they want all of it. Oh, I can't give that much away. But if you do enough of them, you're going to make more money and then you're going to get where you going. It you know, you're going to get your first ten or twenty fiftieth. Right. And if you can do that and it all comes down to to circle back around is what you're trying to create. Right. We talk about a lifestyle business. You have to look at yourself and analyze what do you want, because if you understand what you want, you can then put things in place to make it happen short term and then long term.


 

Billy [00:27:59] I love it. Are you getting the contracts locked up over the phone through like a doc you sign or you're runner getting a sign that the house what does it look like?


 

Gavin [00:28:07] Normally, if we can, it's DocuSign. If unless it's normally a technology problem, then we'll have to send somebody out. I mean, even in covid, you know, with with all the problems, we will, I think, to take it out to the mailbox and put in it like sealed in bags and all these things, whatever you got to do to get these things right. Yeah. So we do that. So we do both. But I'd say the majority had done through DocuSign. It's only if they're elderly that we have to then take the contract out.


 

Billy [00:28:37] Let's let's shift gears a little bit. Still want to stay on the same topic. But I want to understand now, how do you know what kind of research do you do when you're going into a new market? How do you research that market to know this is a good market to do virtual wholesaling in? Is there a process you have for that or is it just kind of throw the dart at the dartboard?


 

Gavin [00:28:55] OK, so I'm going to try and answer it in two ways, but keep it clear and I'm going to explain why. Right. If it was me personally going in with my model, OK, I will go and I look for the person, not necessarily the market. So I like to go and select three markets that I like the look of. OK, and I'm going to explain why. What then three markets to answer your question here in a second and then I look for the person, so. Whoever comes, that's going to be the best fit for me. That's the market that I will go into, right? Because again, I'm only as good as my team with my model. Makes sense now. How do you pick them? Three markets is kind of what you're asking. I look, if I'm going to go virtual, if I'm in a New York market, if I'm in a cow, if I'm in a, you know, a Phoenix or Boston or something like that, everyone teaches to start in your backyard. And I and I'm all for that. You can be virtual in your backyard. But let's say that it's on the higher end. Right. And the problem is for me, starting in a higher end market, brand new, is that you've got to be super strong minded to stay in that market long enough without seeing a win. But the win is going to be big when you get it. And what's your personality like? Most people want to win as quickly as they can. Right. And I think the New York market potentially isn't going to give you that unless you partner with someone like you right. Where most people try and do it on their own. So when I go into a virtual market, I look at I look at markets that that do fix and flip and buy and hold. OK, so as a quick rule of thumb, most investors, you'll hear the word the one percent rule. Now, a lot of buying old investors want better than one percent, but it just gets you in the rule of thumb. So a hundred thousand dollar home rents for a thousand bucks, right? That's the one percent. Now, you could argue while people want twelve hundred bucks for one hundred thousand, but it gets you in the ballpark. That's what my point is. So that's one of the things that I look at. So I buy and hold market the one percent rule and then I look at activity making sure that these buyers that this cash buy is actively buying in the last six months in that market. And you can use things like prop stream lessors, data providers, Bache, things like that to lock that information up. So active cash buyers then in that market. That's the other thing that I look for. And once I have that, that determines then for me to then go into that market and start generating if I'm a one sole person going virtual, the first thing I do is build the buys list. So I pull a list of cash buyers and I will network over the phone with them cash buyers. OK, I want to find out what the buy and where the buy and how many of the buying. I'm going to build a relationship. Once I have that I then can then figure that personalities out to see what, how I can help them and what I can get them doing for me. Right. So for instance, let's say I did this and I came across you, then we got on well. And I say, look, I'm doing this virtual you know, I'm in a I live in New York and you're in Indianapolis. Right. And I'm having this conversation and I'm like, look, I don't have anyone on the ground. So how about this? If I'm going to do my marketing, I'm going to try and get us a deal that's going to work. Would you mind going out to the property for me and viewing it and see if you're interested? And now and if you don't want to give me some feedback, maybe we can wholesale it together. How does that sound? So now I've created a win win. You're going to get the first eyes on it in a new market. You're going to be the boots on the ground for me. And if you don't want it, I'll still get you paid on it if you help me move it. If you have a friend.


 

Billy [00:32:25] Unbelievable, bro. I absolutely love how you just broke that down you just dropped some serious, serious freaking gold for the listeners out there, brother. Honestly,.


 

Gavin [00:32:34] I appreciate it.


 

Billy [00:32:35] Kudos to you, bro.


 

Gavin [00:32:37] And it's just relationships and talking and networking and getting that when you have that, it then becomes easier and less able build the buyers. Because now guess what? I've got ten billion in Indianapolis. Right. All buying in the Zepps and they're looking for this. What am I going to do? I'm going to go now, get my marketing going in them areas. Right. And now I'm going to go to source out deals for these people and then I can move them fast because I've already got people looking


 

Billy [00:33:06] Brother, I love. And you've been in the States nine years. You had no clue what the hell you were doing and you want to keep it out. So now I have a deep knowledge. I have a full understanding of what your model looks like, how many states, how many markets you in currently right now.


 

Gavin [00:33:21] So active. Like I said, we're in Alabama and Georgia, Florida, like the St. Paul Lucie area. And then we I'm in Maui, but I'm only in Maui. Like, it's not a consistent thing. It's more like when we want something. I'd kind of like try and time it to then start relocating to to build the pipeline, because now we talk and we we didn't go at it hard. I was I was getting I was averaging about two leads a day and I think it was about the fortieth lead that came in. And with the circumstance with the seller, it took us six months and we generated that in the first month, took us six months to get that contract right. But on that deal, we're around about five hundred grand profit on it from for a whole of the flip. Not my portion, but yeah. So it was worth it. Right. And I only take opportunity that makes sense. Like people say, well why don't you go a heavy why don't you do ten leads a day. Because you. You have to be able to work the lead, and I understand that for all business, 90 percent of the follow, 90 percent of the deals come from the follow up. So I'm not all about lead heavy. I have to have five leads daily, but the follow up needs to be done. Most investors, regardless of virtual, will not make the mistake is that they're so concerned and focused on new leads they don't follow up. So all they do is just get a lead now and again and a deal now and again. They can't build a business because they don't have a follow up system.


 

Billy [00:34:53] You hit that point on the head because when it hit, we stop marketing because I'm in New York, we were like decimated for a while. Yeah, we stopped marketing one hundred percent and we still were able to do deals and business simply because we mined our pipeline.


 

Billy [00:35:07] That taught me is that I don't need to be putting out one hundred thousand mail pieces a month. I got what I was doing in twenty nineteen. I don't need like at all my sales guys, like still producing not as much with still producing with zero marketing. So now it's all about a little bit of marketing with heavy emphasis on the follow up on the back end. And we want to lot a ton of business.


 

Gavin [00:35:27] Because that's where the profit is. Profits in the follow up.


 

Billy [00:35:30] Yeah, it's on the back end for sure. What about your marketing? How are you going about generating your leads and all these different markets?


 

Gavin [00:35:36] Main one for us is cold calling is number one. And then we do some texting as well, but not heavily. Cold calling is definitely number one for us and I do a very limited little direct mail now and again to niche lists like it's normally if we can't get hold of them or like driving for dollars, things like that will call cold call and we'll do direct mail too. But that's it. Mainly, I'm not doing Facebook and I'm not doing PC. And the reason being is is well, my model is that I have to be very careful with the marketing dollars going out to make sure we're profitable.


 

Billy [00:36:10] So let me ask you what you telemarketer's your telemarketer's in the country or out of the country?


 

Gavin [00:36:15] Out of the country, Philippines,.


 

Billy [00:36:16] The Philippines and how many Telemarketers do you have that.


 

Gavin [00:36:20] I have five.


 

Billy [00:36:23] Are they working for you direct or they like through an agency that.


 

Gavin [00:36:27] they Work for me direct.


 

Gavin [00:36:28] They are in an agency, but it's not like they have a manager that they work directly. They check in with those. They work for us. They just in an agency kind of set in, if that makes sense. But it's not an agency. We they don't operate like we pay five bucks an hour.


 

Billy [00:36:48] I love it. I love it. Would you mind sharing the name of the agency?


 

Gavin [00:36:52] It is well, I have a couple of different ones. I actually got them from upwork. The very small there's only about 50 in it. And I think it's trans union is what it is. It's very small. But one thing I can tell you real quick, if people are looking cold caller, it's pretty simple. The hire for me. Right. What they need to do is go on at work, create a job, and they need to say about three lines. Right. It's like not all this nonsense. Just keep it simple, get it gone. It's literally you're looking for a cold caller that's got one to two years experience, OK? That's got good English. That uses the dialer that you want them on that has is experience with the dialer. And then basically real estate will help. But it's not a must. And that's what it says. OK, well, good. All right then. Next move is you put that out three lines. You're going to learn. It's going to start cranking out twenty four hours. You're going to shut that off then not work. That's what I use is there's hundreds of sources at work. Then when you look at is that you can have like a job completion kind of satisfactory success score. Right. You then limit people by that. It needs to be 90 percent or better. Right. So then you can eliminate people. So you got nine percent over to the nine percent or better. You then message them back and you say, send me a recording of one minute telling me about yourself and then you got a few that do that and then you got to listen to how they sound. So like you sound good. You don't you do you don't and then you write down to two or three, you can interview the two or three, you can hire all three and see you performed or you picked one that you like. And all of a sudden then just through a couple of different moves, you've now narrowed it down to a small portion. That sound good because that's the number one thing and you sound good. And then if they can use the system by asking questions, you can get around that when you interview. And if you hire that, you should have them set up within under ten minutes. And they should be dialing for you.


 

[00:38:54] Bro. The gold that you dropped, I know it's just shit that you just doing the daily and it's like no big deal to a guy like you, me. But this stuff that you're putting out is just extremely, extremely valuable. Like I'm hoping these listeners go in and give you a rating and a half man because like, you are just killing it today with the knowledge. I really appreciate you taking the time out today, brother. Listen, I don't want to take up any more of your time. I know we both have hectic days. How do people get in touch with you if they want to find you, follow you all on social media, like what's going on with that?


 

Gavin [00:39:26] Yeah, so I have a podcast as well. REI Network with Gavin Timms, same as the YouTube channel REI Network with Gavin Timms. Check that out. And I got a few free downloads if anyone wants them. If you get our own network dot com slash downloads. reinetwork.com/downloads. And then finally, you can get me obviously through that and you can email me support at our network dot com. One of the ways you'll reach me if you need anything,.


 

Billy [00:39:52] Gavin, you brought the heat, my man.


 

Billy [00:39:55] You are the virtual machine from across the pond. Absolutely shaking things up in America, making things happen. I wish I would have seen you into my man, but I'll catch up with you again. Stay in touch, please, brother. I really appreciate what you did today for the listeners, my man.


 

Gavin [00:40:08] No problem. I appreciate you. Thanks for having me on and enjoy your birthday.


 

Billy [00:40:12] thank you brother. Really appreciate that.


 

Gavin [00:40:15] All right. Bye, bye.


 

Billy [00:40:20] Thank you so much for listening to today's episode of Unstoppable Real Estate Investing Wealth. My mission is to keep you my listener, the blueprint for success, the insider secrets which started growing and selling your real estate investing. You can experience and live the unstoppable lifestyle. I've made it simple for the catapult yourself to success, go to billyssecrets.com, B I LL Y S  secrets dotcom. There you will find every single tool, tip, trick strategy system. It's great use to make millions of dollars as real estate. Everything my team uses and my guest use all in one place for you to tap into. So you can start, grow and scale real estate business.


 

Billy [00:41:09] I really hope you implement what you're learning. I couldn't utilize these tools, tips, tricks, strategies and secrets. And I hope to see you on the next. episode God bless. By, Bye