Listen in on how this 26 year old failed in 2 businesses and how he found his way to quickly becoming a 6 figure flipper. This podcast focuses on how to Start Grow and scale your REI business . Viktor Jiracek from Gainesville Florida is an articulate young man who is still in the start phase. Just 2 years in he shares how he went broke and then came back with zero money to start flipping Florida.
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Billy [00:00:03] 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, where each week you'll learn the tools, strategies, systems and secrets myself and other highly successful real estate investing entrepreneurs use 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 [00:00:44] What is going on, everybody, this is Billy Alvaro, the Unstoppable BA, and this is unstoppable real estate investing wealth. And you know what this podcast is about? It's all about adding value, giving our listeners the tools, tips, tricks, strategies and secrets from myself and my guests that got us to where we are, where we want to go. And as you know, this this whole podcast is about starting, growing and scaling. We have different segments that we bring in. We have a lot of big players on the scaling side. We have guys that are starting the growth side. We also have those are in the trenches and really on the start side where they're doing the day to day and making shit happen. And one of those guests that we have is Victor Jircek from Gainesville, Florida. He's on with me today Victor. Welcome to the show, man.
Billy [00:01:25] Well, thanks so much. Appreciate you having me. Appreciate you coming on. So, Victor, how old are you first of all?
Victor [00:01:30] I'm twenty six.
Billy [00:01:31] And how many years have you been in this business? You're kind of new.
Victor [00:01:34] I'm newer. I'll give you that much. So I bought my first property when I was 18, but actually made the full time switch to real estate about two years ago
Billy [00:01:44] Two years ago. So let's get into your back story, because you and I spoke offline a little bit and you would tell me that you had some failures that led to this whole real estate investing business.
Victor [00:01:53] That's right. Yeah, that's right. So what happened was so first off, I was going to college. I was going to college for biomedical engineering. I realized about halfway through two years into a four year program like this isn't for me. I saw what everyone was doing. I saw my coursework and like, I hate this. I don't want to do this. So at the time, I had a full ride to the college university, which I dropped out and started to do my own business. So I thought it was a good idea. And I was recommended, hey, instead of starting your own business, what if you just buy a business or establish up and running?
Victor [00:02:27] You just scale. It saves you a lot of that headache as you try to scale up and get started. So I did that. So I bought a wood flooring business and made every mistake in the book and it tanked. It fails pretty quickly. Within a year.
Billy [00:02:42] You learn quickly what not to do.
Victor [00:02:44] Exactly. Exactly. So that was a good experience of what not to do. And, you know, why not to get into a business. And I had mentors back then, but I did listen to them, which was a mistake. And as just one of those things where I mean, you learn and I was young, I was 20 younger. I was twenty twenty one, twenty two or something like that. So I just want to do it on my own, blazing my own path.
Billy [00:03:05] Yeah. How did you get the financing, the funding, the down payment for the business.
Victor [00:03:08] So part of it was just saving and it was a smaller business, that's why I purchased. So part of it was saving a part was Sellar notes is somewhat seller finance out of pocket.
Victor [00:03:18] And that's how I got into.
Billy [00:03:20] Creative shit you were doing, even with the businesses, you know, financing creative. I love it. Then what did your mom because I got to tell you, the last show I had on two young guys, Austin Jake from upstate New York, they're about your age. Twenty six years old and they to quit college. And so what did your is your mom and dad both still alive?
Victor [00:03:38] So Mom is dad passed away when I was young.
Billy [00:03:41] Sorry. Okay, so your mom what does your mom think when you quit college? Full ride like you're going to college, going to engineer the whole nine yards. I'm quitting college. I've become an entrepreneur. Like, what was her feedback with that?
Victor [00:03:52] It was it was interesting because. So she's since changed her opinion on it back then. She was against it against in any way, shape or form. She said, you know, you have a full ride to finish it. Just finish the school, just just finish the school. Just do it. Just do the college. I'm choosing that older mindset and I try to break away from that. I did break away from that. Now she's changed her tune because it's been a lot of success.
Victor [00:04:16] The flipping is going really well, but of course, we're making money exactly right.
Billy [00:04:22] So quit college opened up a business, bought a business business, failed. He didn't listen to you mentors. What happened then?
Victor [00:04:29] So then I went to another business venture. This one was basically a bigger failure than the first one. The idea is what's called a roll up. So you buy smaller businesses, you put them all together and this megacorporation, this conglomerate, and you sell a conglomerate. So the right strategy very, very popular in the eighties. So I try to do that with health care businesses. So I try to buy home health care businesses. I spend two or three years focusing on that. I got pretty close. I got together a board of some high level people, big names in health care. I got some you got a big four accounting big for legal. Then I started looking at deals, trying to get finance. Luckily, I never cross the finish line when it came to actually buying one of these companies, which is lucky I see that now. And so I never bought a business and just kind of fell apart from there because we never and.
Billy [00:05:21] That was that was a three year investment of time.
Victor [00:05:24] Was a huge, huge time investment.
Billy [00:05:26] How were you supporting yourself? Were you working full time at that time or.
Victor [00:05:30] No, interestingly enough, so I was a one of like credit cards and like savings and I worked part time. You know, the people who get food samples at Walmart.
Billy [00:05:40] Yeah,.
Victor [00:05:41] That was me.
Billy [00:05:42] That was you.
Victor [00:05:44] For me, sir, 10, 20 hours away, it was it was actually decent working people are mostly nice, and I didn't make much of the eleven, eleven, twelve dollars an hour, but that was me at Wal-Mart giving out samples. I would do that on like the weekends or evenings just to support myself so I can launch that home health care venture.
Billy [00:06:03] You know, it just it says a lot about your personality, you know, because you persevered, you had a dream, you had a vision, you follow through with it. And even if it didn't work, you could dust yourself off. You pick yourself up like a big boy and you went on to the next venture. So venture one failed venture, too, is a major fail at the three years time, suck the whole nine yards. At what point did you get into this real estate investing business?
Victor [00:06:23] So it was shortly thereafter. So after I was trying to do my own home health care, I figured lawyers work for a home health care company. I was an administrator for a home health care company for a while.
Victor [00:06:34] It's like, let me learn the ins and outs because I had to I ran out of money to those apartment extras, couldn't keep going. So I did that made that transition. It was more like a corporate job, more of a nine to five with the typical hour. So I made that transition. But there was starting to be this more like nagging desire to get back into real estate. Like the biggest reason I didn't want to get into it, because it was something like the family had done for a while. And I just want to blaze my own path. And part of my intentions with doing my own thing with wood flooring and health care was like, I just want my own path proving it wrong. But there was always this intention like this, I guess, passionate call for real estate, like I always want to get back into it. So made that transition start out with wholesaling and then switched over to flipping. So from my first wholesale deal made about three thousand for my whole second wholesale deal, me about thirty five hundred and then decided like, OK everyone I'm signing this deals to, they're making twenty, thirty forty. Let me switch to flipping and make my life easier. It's the rest has been scaling and growing from there.
Billy [00:07:42] So this is good.
Billy [00:07:42] So I want to give some value to the listeners that are in the new phase, in the starting phase, because even though you're two years in, you still really in the starting out phase, you're relatively new. So tell us about give them some some weird advice. How did you go about finding your wholesale deals in the beginning? What did that look like?
Victor [00:08:01] So I did a lot of cold calling and I had a lot of success with that, with cold calling. So reaching out to people pretty straightforward. So you choose the market is your first step. Second step is to buy a list. I had a lot of success with like absentee owner list or tax delinquent lists. Vacant lists. How success? They're basically the third step is to get Skip Trace, which is a process of you have a home address and you have a name. Now you have to have their contact information, pull up their contact information in terms of phone numbers and actually being able to reach them. Then I'd start calling them, start calling them with a dialing system. I really like Mojo Module Dialer. It's who I've used and I've had a lot of success with them. And that was the process. And it's a numbers game with all within real estate, within cold calling. So getting a lot of no's getting to. Yes. And that's how I got started.
Billy [00:08:52] Yeah. And, you know, I would share with that that you I could see you're an engineer, a very process oriented. I could see that you're like number one and number two. And number three, this is and I see the way you are. So you have a process for everything. It seems like you're process oriented individual. So when you're doing the cold calling specifically those Nicolelis, how did you go about finding the initialized with their software that utilized? Was it did you self generate those lists?
[00:09:17] What did that look like for the lists? I was just using list source, so I had a lot of success with that. Just buying a list from them. It's a couple of cents per record just by list and do that.
[00:09:27] Simple, straightforward, easy. So now let's talk to the audience about because listen, cold calling is a bitch. I did it when I started I door knocked when I started. You know, there's a lot of freaking no's before you get to a yes. And that is on a person's personality. If they can't handle rejection, like you got to put your big boy pants on and start stomping around because you're going to get a lot of no's like a lot of doors shut you face. What are your keep your stats in regards to round the bat. If you if you know them and I'm sure you do because you're an engineer.
Billy [00:09:57] How many phone calls to take. Yeah. To make a contact. How many contacts does it take to get an application. How many appointments, how many appointments does it take to get an actual deal contract in hand.
Victor [00:10:08] Yeah. So I'm happy to talk about those numbers. So I was using the mojo system basically it's like a three line dialer system, so it's making phone calls for you.
Victor [00:10:17] So you sit there with a headset or some like headphones in there. You wait for it to pick up some numbers of like lists like records to contact. I'm not sure of that. I know in terms of conversations, it's typically like five. No, I don't want to sell property to get to one. Yes, I'm interested in selling my property. So it's typically five no's to get a yes and the yes is yes, I want to sell. And then from there it would take. Typically like 15, on average 15. Yes, I want to sell my property to yes, I want to sell at the price that you are willing to pay for it. Yeah. Then those deals will make it to the finish line. So it was definitely a numbers game. So that was that was the numbers. But typically one of the 15 offers became a deal.
Billy [00:11:03] And that's its key.
Billy [00:11:05] Whether you're starting out, you're growing or you're scaling, you have to start knowing what your numbers are and give you kudos to you, bro, because when we first started in the business years back, I saw my mortgage company. I wasn't dialed in. We were making a ton of money, but I didn't know my key performance indicators early on. So when you're a young guy, young girl starting off in this business and you want to do anything, whether it's cold calling, direct mail, Google pay per click, it all comes down to knowing what your key performance indicators are. So you get them could figure out I ramp up my marketing slowdown, my marketing, or do I have to increase my sales aptitude, have after a sales course because I'm getting the appointments the same quality appointments, but I'm not closing on the back end. And so there's going to be indicators that tell you what you need to do with your business, either on the marketing side or the sell side to get yourself to the next level.
Victor [00:11:54] Exactly. So that's what I found out, and that's what helped me power through, because it is hard when you're getting nose and like, oh, is it going to be the next one? That's another. No. Or am I ever going to get. Yes. It's hard to power through it. Keep persevering. I had a mentor who was really helpful in that, and he he broke it down like this. So like, let's say let's say you do a flip and you're going to make thirty thousand, like you're going to net thirty thousand. That's your average. And it takes 15 offers to get there. Well, whether they say yes or no, you're basically getting paid thirty thousand divided by 50. You're basically getting paid two thousand per offer. So even if they say no, you can say, OK, thank you, no problem. Appreciate it. Thanks for taking the time. And you can walk away with that mental check of 20. So suddenly when it becomes that sort of math, a mathematical equation, it's something like how many offers and how quickly are going to go through those offers. If I'm going to pay you two thousand dollars per offer, I want to be on the phone all day.
Billy [00:12:52] It's that smart that you say that because that's the mindset thing, and if you can get that in your head and know that every no equals one step opportunity, one step closer, that's a two thousand dollar. No, I just got out before that thought that that equals over. I appreciate that. Gets a good piece of information that you just share with the listeners. So what other besides cold calling and what are the marketing methods that you deploy in order to start driving deals?
Victor [00:13:16] I've had a lot of success working with wholesalers, so about half my deals I get from wholesalers, about half I get on my own. So working with wholesalers has been really fantastic.
Victor [00:13:25] I think the biggest thing with my approach is unique. I have more of a friendly trying to build a relationship with the wholesaler. So it's not like me trying to beat them up on price or we try to get every dollar or trying to beat them up and get the best price. I am pretty transparent. So it's I say like, hey, I buy based on the 70 percent rule. So this is what I got for Harvey. This is what I got for repairs. Here's the exact scope of work. Here's the exact repairs that I think need to be done to this place. And then based on that, here's my offer. So I'm not like trying to negotiate that. I'm not trying to lowball them. I'm just one hundred percent transparent, like, hey, this is how I'm getting this. No, this is what I can do. If it's awesome, if it's not a fit, you can find another buyer. But I've had a lot of success. Like last year I had I bought six or seven deals off of one wholesaler because we like working together. Another wholesaler bought two or three, so are coming back. And every time they have a deal, I'm at the top of the list because I am you know, it's more of like a friendly transaction is not like business. Hey me, I want to get the best price because I want to make the biggest profit.
Billy [00:14:29] Yeah. And, you know, it is it's relationship but it's all numbers driven. It the numbers don't work. You're not going be able to make a deal. Numbers don't work. The numbers don't make sense. It's hard to move on to the next one. So let's get back to doing it now. Are you focusing more on the flipping side of the wholesale side of your business right now?
Victor [00:14:44] So, yeah, it's a good question. So more focused on the flip's now gotten away from wholesaling. I honestly just enjoy the flipping a lot more, have a lot more success with it. It's a lot more fun. I can keep on listing reasons, but I just like the flipping, so I haven't done a wholesale deal. I only did two wholesale deals when I started my first one and second one made three and a half and I haven't looked back to wholesaling since then.
Billy [00:15:08] It's so good. So now I want to share some knowledge. You started off with money or no money when you got into this business.
Victor [00:15:14] No money. No money I have to do. No.
Billy [00:15:18] Yeah, business is really quick. Our mom is like, yo, you better make something of yourself there, Victor. So you're out there now. How did you go about getting funds to do these deals, the rehab deals, when you had no money? What did that look like?
Victor [00:15:33] Yeah, so so when I got started, when I made the transition to flipping, I had low five hundred credit score and I had a couple of thousand to my name again, I had those failed businesses and I was living off credit card.
Victor [00:15:45] So I just I tanked my credit. So basically how I got started and this is, this is basically what I teach as well nowadays. So if Suze are going a good deal, like the money takes care of itself, like if it's a home run deal, the money is going to be easier and free. Your first deal, especially in my situation, you can find a money partner. So someone who has money sitting in the bank and they want to put it to use, it's making zero point zero zero one percent interest.
Victor [00:16:11] And with your deal, they can make twenty, thirty or forty thousand if you guys split the profit. So I recommend finding that money partner. Someone is willing to put in the deal going with you. You got to split the profit or you can get creative with what that looks like. That's really how I got started. And a lot of people are surprised if they look at their network, like who has the funds I give you. A lot of people are surprised. You put together a list of fifty people. Talk to everyone in the list. You'd find your money quickly.
Billy [00:16:39] And so you didn't start these people off with an interest expense as a private letter. You did it as a joint venture.
Victor [00:16:45] That's how I set it up for my first one. It was a profit split. So they got a portion of the profit. I got a portion of portion of the profit. It's how I got started. You know, I got those bigger checks going and then started to transition to do my own deals.
Billy [00:16:58] So tell, tell the listener is how are you going about young guy? Twenty six. You're really a solo pioneer. Are you managing the projects yourself? Do you have a project manager? What does that look like.
Victor [00:17:08] So yeah, no good question. So when I started out it was me actually doing the physical work like I would help out as much as possible, like demo get all the stuff out.
Billy [00:17:17] You wait, wait, wait. You were going into the house.
Billy [00:17:21] Is it doing the fucking work.
Victor [00:17:23] As much as I could. Yeah.
Billy [00:17:24] You sick bastard. I would never do that is crazy.
Victor [00:17:29] That's not that's how I look at it because I could have spent my time elsewhere focused elsewhere.
Billy [00:17:34] But yeah, you could have hired a demo guy like a demo to house for chrissake.
Victor [00:17:40] You know, you learn basically.
Billy [00:17:43] Yeah. Yeah. For sure. Start out doing more. Any more I take it then. Right.
Victor [00:17:47] No, no. I've gotten away from that. It's exhausted. That's what I found out. Like it's. I run the business through the paperwork, find deals and do the work because it's exhausting. I work for hours and after that I'd be done work out a property eight hours. I can't I can't call anybody. I'm exhausted. I can't get that stuff.
Billy [00:18:05] So you elevated to project manager.
Billy [00:18:08] Do you have a project manager running ideals for you?
Victor [00:18:10] So I'm I've slowly transitioned. So now I have a project manager. I'm starting to get hired up. It's been hasn't been long. A couple of months, but it's gotten to that point. We're getting that volume. It makes sense for me to offload that and it just makes my life easier. And that's the other thing I've realized as I've handed off a lot of these tasks. Going back to the first example, like me having off the painting or me handing off the flooring, there's there's definitely an ego check that happens. Once you hand off those smaller tasks, you realize pretty quickly you see your work that you did. Obviously, I'm not a painter, a flooring guy, and you see the work that they do. This is a world of difference, like the quality is there when you hire it out. So I recommend to make that switch as fast as possible just to keep that quality. And it's it's pretty humbling to look at your work and you're like, oh, this is this is pretty this is a nice this doesn't look that good,.
Billy [00:18:59] You know, and that's that's a good point.
Billy [00:19:00] But I mean, even on top of that, even if you were the absolute best carpenter or the best painter or the best framer, if you want to run a scale of business, it's really not best of your time to do those tasks that you can outsource and have somebody that is more qualified. But that's not of the same pay scale as you. Your time is. So listen, listen, if you're starting, if you're growing, if you're scaling, depending on where you're at those three charts, you have got to spend your time with the things that are going to generate the most amount of money. In the beginning, when you first started, when I first thought started when everybody first thought, you're going to wear a million different hats, you're going to have a hundred different things you have to do and you're going to do things that you don't want to do. And those are you don't want to do because it's not worth your time or they need to get done. Those are the things when you're starting out, you need to very quickly identify, charted out and then write up a friggin checklist and say, OK, this is a little higher up creative process for it. Like really write down the process, create a video and then hire out an assistant to start handling the important time consuming beast that needs to get done with that. You should not be do it. Once you offload that one piece, right, Victor, then you go on, you start then generating either more deals and then once you get to the point you have too many deals coming in, then you might hire an acquisition, a lead manager to handle the calls so you could then be the closer. And as you're it's all this whole skill. I just love starting growing at scaling because I've gone through this gamut like four times in my life. And it's the same process. No matter what the business is, it's the same exact process. You start out, you're doing it all. You draft up some procedures, you hire an assistant. It's just I love young guys that are doing it. So what's where are you at now in your business? What does it look?
Victor [00:20:38] I appreciate it. Yeah. So we did twenty flips last year. The goal for this year. Thirty flips that mix and flips. I'm going through that start and grow faze just like yourself.
Victor [00:20:47] Some hiring out project better hiring out in assistant. Just getting more folks on the team to help me to get away from the day to day. So that's really been helpful.
Billy [00:20:57] Yeah, and so where do you want to see yourself grow to in the next five years?
Victor [00:21:00] What do you see as what do I really want to focus on two things, you know, flip houses and teach people how to flip houses. And then so the flipping houses just want to do more deals, bigger deals, better deals. So just do more of the same. I really enjoy it. And that's that's a blessing in itself, where sometimes previous businesses and previous jobs I didn't enjoy. But this is fun and it's really cool to see that entire transformation process. So within five years I'd love to be hitting one hundred flips a year consistently, just keeping it keep you on task and just doing a good job. Are you are you looking to build a rental portfolio as well? I've done the rentals. I really don't like the landlording as much. I've tried a lot of it. I never liked the phone calls, like, hey, I'm going to be like this month or hey, get this thing fixed.
Victor [00:21:45] Obviously, back then I was managing myself, so that might have been part of the problem. But right now the focus isn't rentals. I am definitely keeping that on the plate, on the back burner for the future. But right now, I just want to focus on flip flops.
Billy [00:21:59] So listen, I hear you saying I need twenty six those chunks of cash really hard to go by where you're making thirty fifty, 60 thousand dollars a deal. It's like, man, this is great, but you're twenty six. And if I can part, any knowledge to you at all, any experience. Do you think it's that you want to set your business up to where you're not going to be in this widget creating every friggin month. Have to start over and do a deal and do a rehab. I would highly say to you I would highly recommend that for every two or three rehabs that you do, you plug some of that cash into an asset that you could get depreciation, you can get that cash flow and by all means, sub out the management of it. Don't do it yourself because your time is going to be well spent doing something else. But this year, twenty six, if you start doing one hundred flips a year, you're going to have a mammoth tax burden on your shoulders. If you augment that with some rentals and you put some of these some of this money into your rental piece, the depreciation, the bonus depreciation, it's all going to even out. You're going to pay less tax because of your rental portfolio than if you did by just investing in Flip's. And I'm living proof I had no choice when I started doing this. But the flip, because I was fourteen million dollars in debt and I'm like, I needed to get myself out of my situation. So I got stuck in the mindset the first many years of fix and flip wholesale fixed flip also for the chunks of cash. And I was pissed at myself because I wish that I would have started with the mentality of investing for the future, you know. So just whatever you decide to do with your brother, it's on you. But I think if you pick the brains of many people who have many years experience ahead of you at twenty six, focus on the cash flow, focus on those appreciating assets.
Victor [00:23:34] That's really good advice.
Victor [00:23:36] I appreciate that for sure.
Billy [00:23:38] Yeah. Is there anything in your business right now that you're struggling with something that maybe you're having a hard time with, that you need some advice on something that you like? Man, I wish I knew this or I'm trying to get this going. It's not working. Anything that you could that you want to ask me that I can maybe help you with.
Victor [00:23:53] Oh, interesting question, huh?
Victor [00:23:58] I'm pretty good on the deal side. We've got a lot of deals coming up, we're selling the deals. Well, that's a good question.
Billy [00:24:06] If you can think about it.
Billy [00:24:08] You know, I'm here for you.
Victor [00:24:09] If you need to pick my brain about anything and everything was going good, just trying to do a little bit more and just learning as I'm going. How do you let's talk about this, I guess at a higher level, like, how do you think about hiring people? Like, what do you look for? What do you what are red flags? What do you look for in a person with hiring a position?
Billy [00:24:32] So first you have to define what position you're looking to bring the person in for. And there are personality profile tests that will tell you, based on the attitude, the person that you're looking to bring in, if they're if they have the personality traits right. For that position. Now, that's not going to give you the end all.
Billy [00:24:46] Be all. Is this person right? It's just going to give you an indicator. But I look for people first and foremost for most who have good values, like they have to be a quality individual. And they also look for people that aren't job hopping. If I see that they have a ton of job hops, not good. I have a pretty unique process the way in which we drive people into my funnel. So with everything that we do in business, it's all about systems and driving in either leads or private money. And in this case, we're talking about hiring people. So we just went through this about three weeks ago. We wanted to hire two additional lead managers in our business. We have two now. We wanted two more. And so every position that I'm going to fill, I write a very unique ad for that position, whether it's a bookkeeper, an executive assistant and acquisitions manager, a rehab manager or even my managers, whatever it is, the ad is going to be completely different from everything that you see on the job post. Indeed, Monster, my ad, our ad is going to like jump out them because it's not an ad that's dictating to them. Here's the position. Here's your here's what your responsibilities are. Here's what you need to be accountable for. This is your pay. Like it's either spinning. We don't do that. We actually write or it's almost like direct response in the copy. When we speak to the person, we actually write it as we speak. This is the type it's always lifetime opportunity up, sales opportunity of the lifetime, executive assistant, opportunity of a lifetime league manager, appointments that are opportunity of a lifetime. That's the headline. What the hell is this? And then the body. I simply talk to him about the individual that we're looking to hire, who is the perfect individual? What are their what are their qualities? What is their mindset like? What do they have to be efficient and effective and who should not apply? And then when I have them do, Vick is I have a right in the beginning. I want to make sure they're going to be reading and following directions. So certain people a book keeper pay attention to detail executive assistant detail oriented because they follow the record and appointment center. Do they have the qualities to follow directions? So I have them go through these ads and people think I'm crazy when I write them because I'll post them on Facebook and I have my friends text me and say, dude, that's the most ridiculous Ad ever seen. But what they don't know behind the scenes is that my ads pull six hundred to eight hundred percent better than any other ad out there. This last ad we put out for appointment centers, which is really a lead manager, we got eight. I thought it was six fifty. My executive assistant told me we got eight hundred applicants in two weeks from the eight hundred applicants. Only seventy five follow directions. So we had them. We have them self sort themselves, we have them self salute. What that means is they have to when they read the ad, they have to call it, they have to read it, respond to an email in the subject line. I want them to put Billy or whoever is hiring Nick. This is a perfect for the appointment center position. Here's why. That's the first test. They really and follow directions. Put that in the subject line in the body. I tell them I want them to write me, explain to me why we should consider hiring them for the position. That's that's the second piece. The third step is they're going to attach their resume. So right there off the back. If they don't if they just do an order, respond the back with their resume, they're not even to be looked at like this self sorting. Once they do all three of these things, they respond. The last piece it is there's two other pieces actually. They have to call an eight hundred number, leave a message on the phone as to and it's a me have a recording. It's asking them, tell me in your words, why do you think you're perfect for the position? They have to then tell me on the eight hundred number why they're perfect for the position. If they stutter, if they have a horrible voice, if they're not going to represent the right way, I'm not going to bother my team. Is it going to bother calling them back for this year? And then the final step. The fourth step is they go through what I said earlier is they take a personality profile test. If they do all five of those steps and they get through. And at the end, those personality profile tests, the person that the other four steps and we have seventy five people who did it, but only twenty five matched the personality profile that we're looking to do. The executive assistant will take those twenty five to put them on an interview with whatever department head. And then from there we go through. We have a whole process for interviewing the whole entire interview process, getting to the head, getting into what their abilities are, what their past performance was. We go through that. We have a rating system as we take them through the rating system. We'll sit down as a company depending on. Who's getting hired if it's a lower level individual? I don't get involved with the high level individual, I'm definitely involved from there. We do background checks, we do we do checks pass the people that they previously worked with and then usually like the cream rises to the top. So this example that we just had, 800 applicants. Seventy five came in 25 interview. We had five of the absolute best candidates that we got to the bottom line. And we don't know which of the five the hire is. All five of them are like solid. But do you see that process? Because it's like you're taking them through so many different hoops? Because listen in business it's about systems, but it's really about people. If you don't have the right people in the right seats, you don't have quality that is going to help take you to the next level that believes in your vision. It's going to work there as well that are B plus A minus A players. If it's not, then you've got to get rid of those people quick and not even allow them to come into your business in the big people are always going to drip in. They sometimes make wrong hires, but you have to identify who those people are. The process we have with hiring is like by far, I think it's killer. It's a killer process.
Victor [00:30:14] I like that funnel mentality like a hundred applicants. And then next step. Next step. Next step. And it's so defined. It's fantastic. Versus like, hey, I need to hire someone, let's get this person hired. So that's really good. That's really helpful. Just that funnel. And, you know, it's no hard feelings. If it's not a good fit, just find the right fit and then move on.
Billy [00:30:33] It's the same with marketing. It's the same with everything. You have to have a funnel, a well-defined you being an engineer, you're going to love it. A well defined process flow that takes people through the steps. And really, you want them to self weed and want people do is we themselves out. I don't want to go through my team doesn't want to go through eight hundred respondents. Like, how do you even look to figure out who you should call in for an interview. It's overwhelming. It's actually not needed. Let them self dispose, you know. And if they can't follow directions and put their best step forward when they're looking to get a job, how are they going to actually be with her on the job?
Victor [00:31:08] Yeah, that's a good point as well. Awesome. That's really helpful.
Billy [00:31:11] Good. I'm glad I was able to share a little value with you, brother.
Billy [00:31:16] Listen, is there anything that you want to any final words, any final things you want to say to the audience?
Victor [00:31:22] Yeah, for sure. So another thing I want to talk about when it comes to like doing deals and finding deals is like a big I'm a huge proponent of follow up. So it's pretty rare for me to on the first interaction with someone on a deal to to get the deal, like the first time you call someone, it's likely they're not going to agree on a price or that going to accept your offer. This is for like the deal acquisition deal getting aspect of it. So I'm a huge report to follow. I've had a lot of success because of the follow up. And I went back and looked at all my deals and on average it took about ten touches for the deal to actually happen. And a touch is a phone call with the person, a text with the person, email, voicemail. You saw him in person. So took on average ten touches over like a couple of months or a month or two for me to get the deal. And I think a lot of people miss that, especially as they're getting started. They say, hey, they said no on the first go around.
Victor [00:32:17] So it's not going to happen. But I'm of the opposite. It's not a no, it's not yet. So I always get them eventually to that. Yes. But I don't do it in a negative or a badgering or pestering way. I do want it like a nice friendly kind of way. So if they don't want me to ever call them again, I will call again. But if there's I think there's some potential for a deal, I just I just keep following up.
Victor [00:32:38] I usually I keep calling them on my phone keeps going until they tell me the stab me in the neck with a pen. And I'm like, I will stop calling this person. Is your is your follow up process, is it well defined and automated in a CRM or is you just saying, hey, I know that I'm going to have to do my followers? What does it look like?
Victor [00:32:56] So I do use a CRM, so it's kind of have to find hasset, have systemize, have been shooting from the hip, but I see the CRM, I just use HubSpot, especially my lead flow and the amount of leads I get, I don't have to I don't have to go with a paid system like an automatic system, just HubSpot for free.
Victor [00:33:16] And it's just manually because I typically get maybe like a couple of leads a day, Max, so don't need something sophisticated for that. So just based on the level where I'm at, I don't need something crazy, something expensive. So but I keep track of the follow up somewhere and try to touch them every week or every other week and try to keep to keep on top of that way.
Billy [00:33:36] I'm going to tell you when you and it's good that you're doing it right in the beginning because a lot of guys don't do it at all. When you get to this next level up there from start to really growth and you get with a system that can do all this heavy lifting for you in the back end, where it's doing your predefined process for for texting and emailing and for phone calling and for voice mail blast and for direct mail. It is going to make a world of difference in your business. But like you said, you don't need to invest in a CRM right now. It's going to cost you money. Because there's no need for you doing a few deals a day, you can handle that, but when you're getting your employees in, when you're starting to scale this business, you definitely don't want it because it just the automation part is life changing.
Billy [00:34:18] It will revolutionize the way your business operates and it will bring in more deals, more money. And the investment of a few bucks a month for the software is going to pay off, you know, in a heartbeat.
Victor [00:34:29] Awesome. Looking forward to that point.
Billy [00:34:30] Yeah, brother. Well, listen, man, it has been an honor to have you on Young Vic, 26 out there, crushed in Gainesville. Where can people find you online, Victor?
Victor [00:34:40] Well, I appreciate it. Thanks for having me. I am on Facebook. Luckily, I'm a pretty unique name. So if you look up Victor Jircek on Facebook, you search me there. Feel free to shoot me a message of a free Facebook group if you want to join that as well. But I'm here to help and here to add value. So if you have any questions, flipping related, real estate related, anything here to help. But Facebook is the best way to get a hold of me.
Billy [00:35:03] Appreciate that, brother. And everybody that's listening. If you want any of the tools and tips that we speak about that are on the podcast that I use that my team uses, go to Billys Secrets dot com. Most definitely. Follow us on Facebook. Follow us on Instagram unstoppably. Subscribe to our podcast Unstoppable REI Wealth and make sure you go to YouTube and follow us there as well. With dropping Knoller's dropping bombs, we're bringing on people who are starting, people who are growing, people who are scowling and they are dropping value, giving stuff back and just making everybody a better investor, a better person and making a more profit. Victor, I really appreciate you coming out today, brother.
Victor [00:35:37] Thank you for having me. It's been a pleasure.
Billy [00:35:39] Absolutely. Take care bro. Thank you so much for listening to today's episode.
Billy [00:35:43] Unstoppable Real Estate Investing Wealth. My mission is to keep you, my listeners, to recreate the success, the insider secrets for starting, growing and selling the real estate investing business you can experience and live. The unstoppable lifestyle have been simple for it to catapult yourself to success, go to Billys Secrets Dotcom and B I L L Y S secrets dotcom. There you will find every single tool kit trick strategy system. It's great. Used 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. You can start, grow and scale the real estate business.
Billy [00:36:30] I really hope you implement what you're learning, I hope and utilize these tools, tips, tricks strategies. God bless.