Author: Brady Winder

00:00:00:02 – 00:00:22:07

Greg Brooks

Anything, strategy, anything. Final decision making. Don’t try to outsource that. Don’t try to outsource your problems. The biggest mistakes that we find people making when they’re hiring is they’re trying to outsource things that they haven’t themselves done. And that’s just really not where VA’s or we’re outsourcing. That’s kind of follow those steps of making sure you got the plan in place.

00:00:22:07 – 00:00:41:08

Greg Brooks

You find the right person and then you work with them to hold them accountable to it. But really, for all business owners, you know, as we’ve led off with like real estate, it’s not an ATM machine, right? It’s tough. It’s hard. There’s a lot goes into.

00:00:41:11 – 00:00:51:17

Brady Winder

Hey, friends. Welcome back to the Cure Cast podcast. I’m your host Brady Winder. And I’ve got my friend with me, Greg Brooks from Rockett Station on the podcast. How you doing, Greg?

00:00:51:19 – 00:00:53:19

Greg Brooks

Hey, I’m very mad. Thanks so much for having us.

00:00:53:20 – 00:01:23:12

Brady Winder

Yeah, absolutely. It’s good to have you on, man. Everybody, It’s a team building month. It carried July as team building month is our whole goal this month is to give you a vision for investors that are building teams well and that are really going after our vision of building a business of freedom and impact. So this month we’re going to be giving you tactical, practical examples of people who are doing that, people who have gone from a solopreneur to a team and then have managed to buy back some of their time and energy.

00:01:23:14 – 00:01:47:20

Brady Winder

And one of the best ways to do that is virtual assistants, dot, dot, dot. You can do this wrong and you can do it right, which is why I’m really excited to talk to Greg. Greg, you are a partner of us with the rocket station. I’ll leave it at that. But I want to toss it over to you and tell us about Rocket Station, what you guys do and why Rocket Station and Carrot have been BFFs for the past few years.

00:01:47:22 – 00:02:02:13

Greg Brooks

Yeah, we have, as I say, just like any good relationship with Carrot, it all starts at Carrie Camp, right? We were up there in 2019 and got to work with you and the staff and really kind of, you know, fall in love with everything that Carrot is so or so. So my name is Greg Brooks. I’m our chief growth officer.

00:02:02:13 – 00:02:21:04

Greg Brooks

You’re a rocket station. So what Rocket station is and what we’ve grown into over the last five years is really one of the leading virtual staffing providers in the real estate specific space. So we have our business and really three core areas. There’s the real estate investor side. We work with over 600 investors all across the country and some in Canada.

00:02:21:07 – 00:02:44:21

Greg Brooks

We’ve got our property management side. So anything from small scale property managers up to our largest client has 45,000 doors. We help service and and staff their back offices as well. And then we have a home service division. So really everything we do is real estate. And in our business we break it down. I mean, VA is now a lot of people have tried them or heard about them, you know, read about them and have had varying success.

00:02:44:21 – 00:03:10:09

Greg Brooks

But what we are is, is an end to end solution provider. And what that means is we help you set your systems of processes and company up through documentation and SOP creation and formalized training guides so that we can then use what you need to get off your plate to find you the best talent that has gone through a comprehensive six week real estate focused training and evaluation course with Rock Station.

00:03:10:12 – 00:03:31:14

Greg Brooks

So we help kind of blend the people with the process to create a great outcome for the client regardless of what position they need. And we’re very fortunate, you know, working with the scope and with great partners like yourself, we have a whole carrot offering to it. So, you know, to run all your SEO and website management, all that through a trained VA that we’ve partnered with.

00:03:31:14 – 00:03:52:22

Greg Brooks

So it’s been a journey obviously in the last specifically two, three years. Real estate seems to change every single week. So it’s really made my role within the company is is working directly with our partners like yourselves, working with our clients to understand how is the business changing, you know, how can we help you scale and grow and run a company that doesn’t run you?

00:03:52:24 – 00:04:14:10

Greg Brooks

And and how do we help, you know, plug in Vas to be able to give you you know, we really view it as like a secret key, right? If you can get some quality Vas on your team, regardless if you’re just starting out or if you’re a large scale operator doing ten, 20, $50 a month, really talented virtual talent can really help you unlock and level up and take that next steps.

00:04:14:12 – 00:04:17:06

Greg Brooks

We try to help, you know, and and do that for our clients.

00:04:17:09 – 00:04:41:06

Brady Winder

Absolutely. Well, thanks for the eight things for the intro and thanks for explaining that, man. It’s like how we’ve talked about VA’s the landscape of virtual assistants has really changed a lot over the years. And for anyone listening, I promise it’s not going to be a 30 minute sales pitch for Rocket Station. My goal for this episode is really to give you some understanding so you can make a decision like do I?

00:04:41:07 – 00:04:58:24

Brady Winder

Do I even need a VA in my business? Do I need help in my business? And then really some context as to what that looks like, because I want to save you the time of going to Google and typing in like how to hire a VA and like, how do Vas work in this this rabbit hole of research that is not industry specific.

00:04:58:24 – 00:05:28:06

Brady Winder

So I’m going to be picking Greg’s brain on what this looks like for an investor, what they’re doing that you know, a typical VA wouldn’t do or that you have to train and create process for them and find out why. Why go real estate specific in the time that this can save you. So you mentioned, you know, end to end virtual staffing provider you guys you’ve been VA’s is all you do Tell me about I want to talk a little bit about first what the landscape of VA is like.

00:05:28:06 – 00:05:46:25

Brady Winder

I mentioned, you know, I feel like it used to be, Hey, I’ve got a VA doing this, but now I hear more people say, Yeah, I’ve got a team of seven people, you know, four of them are in the Philippines, three are in the US. And, you know, it’s just the way that we’re talking about has changed. So where is this?

00:05:46:27 – 00:05:51:27

Brady Winder

Where has it been really? More importantly, like where do you see this heading? You know?

00:05:51:29 – 00:06:09:01

Greg Brooks

Yeah, definitely. I mean, VA is especially in the real estate space. And when we say VA, obviously we’re talking virtual assistant. It kind of used to be like a like everyone’s kind of that dirty little secret, but like everyone had their VA made guy or they’ve got someone overseas that maybe does a little bit of data management for them or some cold call it.

00:06:09:03 – 00:06:35:07

Greg Brooks

I mean, all we’re really talking about is a is a piece of a much bigger industry called the BPO industry. So like the likes of I mean name any major brand, American Express, Google, Oracle, you know, they have tens and hundreds of thousands of jobs overseas. I think where it’s it’s really become a powerful tool within real estate as this section of the business has matured is and really kind of like for companies like ours, what we’re trying to do is like that same level of talent.

00:06:35:08 – 00:06:58:24

Greg Brooks

You know, we all found out during COVID, hey, we can do almost all almost almost all of our business is run on the computer room. So it doesn’t matter if I’m in Dallas, Manila, Portland, like I can buy properties. I can research, I can make calls from anywhere, which is great. It also, you know, for that, for those of us that kind of went down the road of discovering Vas and how can I now leverage that?

00:06:58:26 – 00:07:21:17

Greg Brooks

It’s like you quickly realize there’s so many talented people all over the world. You know, you’re always you know, you always be foolish not to leverage someone who is half the cost of hiring locally to to help you grow and scale your business. So, I mean, really Vas, when we talk about that, we don’t run with that term only because like that, the term VA kind of you think of like an admin assistant, right?

00:07:21:17 – 00:07:50:05

Greg Brooks

Someone who could like manage your calendar or maybe like, you know, check your email inbox, which don’t get me wrong, VA certainly can do that. But I mean, we truly are trying to help change the mindset in the real estate world to say like, Hey, these are, these are team members. Like, these are valuable, integral parts of your team that really help you unlock and scale faster because maybe, maybe you could afford to hire one person if you were hiring locally or what if you had four people that could do that?

00:07:50:05 – 00:08:21:23

Greg Brooks

How does that multiply your business? How can you grow quicker and faster? And what we’ve seen, especially in the real estate space over the last, you know, two or three years, is more creative ways that our clients are looking to leverage base. So I kind of joke that on our on all of our consultation calls, you know, you rewind four years ago, number one question we got was, well, how can I communicate with someone halfway around the world and, you know, we’d have a 30 minute consultation where we want to jump into like, okay, what does the role look like?

00:08:21:23 – 00:08:41:02

Greg Brooks

What is And we’re just talking about like, hey, we’re here because of voice over IP because of your CRM. Well, now, like everybody was a VA in some regards for three years. So they get it, you know what I mean? So now the the really fun part and what we’ll get into here is like some creative ways to leverage Vas.

00:08:41:02 – 00:08:51:19

Greg Brooks

But really all we’re talking about is just talent that happens to live in another country, that when you set them up for success the right way, they can really do anything in a modern day real estate investing business.

00:08:51:21 – 00:09:10:18

Brady Winder

I’m glad that you said it that way, because I think there’s this misconception that people put Vas in a box of like only administrative work and they have it. The brain hasn’t been open up to like, here’s all the different things I can have someone do because like you said, it’s it’s a team member, just like any other team member We actually have I don’t know how many I know at least one or two.

00:09:10:18 – 00:09:37:09

Brady Winder

We have a partnership with you guys where we have people from Rocket Station working in site care that are just part of the team. So let’s talk about I want to talk about some of the creative use cases. Like you mentioned. I’m really excited to hear how other investors are leveraging you guys, your services. And another thing I want to talk about is how do you you know, how do you train for culture and how do you get them engaged in your team?

00:09:37:09 – 00:09:52:24

Brady Winder

Really, how do you build trust? So let’s take us one step at a time. Let’s say if I’m a I’m a solo investor, let’s say I’m doing a few dollars a month, I’m wholesaling, I’m flipping, and I’m like working 80 hours a week and I’m like, Greg, I don’t want to work 80 hours a week. I need to offload some stuff.

00:09:52:24 – 00:09:56:11

Brady Winder

I don’t know what what are the first things I need to do?

00:09:56:13 – 00:10:18:10

Greg Brooks

Yeah, I mean, real estate, we all know it’s a transaction based business, right? Ah to kind of give a quick little story. So my partner Rob, we’ve met. He founded this business, he was an investor in Dallas and kind of him even dabbling in virtual assistants. And this was eight years ago, nine years ago. So kind of talking about like those you know, he read the four our right kind of main book everyone reads.

00:10:18:15 – 00:10:37:27

Greg Brooks

They’re like, oh, this is the thing. This is interesting. The main reason he got into it is because he was stuck in the investor cycle, right? He would cue up his marketing, he’d hammers cold calls, he’d have his bandit signs, yet his CEO going, you know, leads were coming in, he qualified, leads working. He’d get out on appointments, get the contract sign, you know, go through the whole life cycle.

00:10:37:27 – 00:10:52:27

Greg Brooks

And it would take six, eight, ten weeks. And then he’d be like, All right, I need a new, fresh batch of leads. Well, then no one had been working the front end of the house, right? He had he was off chasing down deals and negotiating and going and working with his disposition, his partner, who kind of specialized in dispositions.

00:10:52:27 – 00:11:25:28

Greg Brooks

Well, he quickly realized, like the ups and downs, like that cycle of like marketing to qualifying to deal chasing, like it was going to work out like as amazing as real estate can be when you’re a solo operator and you’re stuck in go, Yeah, it’s tough, man. It’s a beating, right? It’s, it’s, you know, the, the ATM machine that a lot of, you know, coaches and gurus out there kind of paint real estate in you very quickly in their first three months realize like, oh no, this is work like to be successful or it’s work.

00:11:26:01 – 00:11:51:12

Greg Brooks

So so what I would say is anybody listening to this podcast or listening to this episode, getting someone to help you on the front end with lead management, with outbound solicitation, that has to be your first because there’s really two wins that happen when you get someone who can, whether it’s as simple as like, Hey, I need someone to make cold calls or I need someone to qualify my leads when they submit my forms or come and be on my website.

00:11:51:14 – 00:12:23:00

Greg Brooks

Yeah. The biggest thing, what’s going to help with is just the consistency of pipe, right? I tell people we’ve got incredible case studies of a lot of our clients. I mean, just to get someone to a qualified conversation and that’s anywhere from 7 to 9 touch points just to get them to this conversation was like, how many of us if you go download a list of 2000 or if you’re if you have 25 inquiries a week coming in on your website, how many people even have the time while operating the business and running dispositions and queuing up our next marketing campaign?

00:12:23:03 – 00:12:56:06

Greg Brooks

How many people have the time to pick up the phone or send five, seven, ten emails? Right? So it’s like the the classic like 80, 20, the 20% of leads are just the marketing hit. They’re motivated, they’re going to close. Like you can get those and you can hustle your way to, to monetizing off of off that lead yet but the 80% right the stuff that’s that takes a little bit longer or is a longer nurture or that you’ve got to make the sixth seventh eighth ninth touch touchpoint that’s where you really start operating right That’s where the scalability gets unlocked.

00:12:56:08 – 00:13:18:05

Greg Brooks

That’s where you know, your cost per lead, your cost per acquisition. That’s where all of that starts to become less and less because of the bandwidth to continue that chase and to bring on more business. So I always tell people we’ve kind of going to position we call it a virtual lead manager. It’s kind of that hybrid especially, and this is probably speaking more to like kind of the solopreneur.

00:13:18:06 – 00:13:36:13

Greg Brooks

If you’ve only got a team of like two or three, this is your person who can run cold activity, right? Cool. Call techs campaigns, qualifying leads that come in from the website, you know, prospecting, Facebook groups, whatever your strategy is, it’s someone who can do that consistently in bulk without you, the without you, the business owner having to do it.

00:13:36:13 – 00:13:42:09

Greg Brooks

Because let’s be honest, like most real estate investors, that’s the stuff that they pull their hair out over having to do the cold.

00:13:42:11 – 00:14:03:01

Brady Winder

Oh, yeah. I mean, it’s like I feel like most investors are one of like a mix of one of the three things like either your visionary, you want to start a business and run with it, but you don’t want to manage the whole thing or you’re a marketer at heart, or maybe you’re just a deal closer. Maybe you’re the guy who likes doing acquisitions, dispositions like sit down, shaking hands.

00:14:03:03 – 00:14:19:29

Brady Winder

But I don’t feel like many people I talk to are like, Yeah, I want to qualify leads all day. And so but that takes a lot of your time. And so if you could free up some of that time and really that mental energy, kind of relieve some anxiety for you to do more of your creative work, some of your best work would be powerful.

00:14:20:01 – 00:14:35:19

Greg Brooks

And the strategy side of it, too, right? Because it’s it’s like if you’re stuck all day qualifying leads or working in your CRM or do you have time to go research a new market, Do you have time to listen to a podcast like this to learn something? Do you have time to go network with a mastermind like No, Right.

00:14:35:19 – 00:15:00:24

Greg Brooks

That’s one that that I feel like it’s kind of almost used to cliche, but the like so many real estate investors get stuck working in the business rather than working on it. Like that’s what that actually looks like. It’s, it’s when you’ve you’re trying to get the next deal across the finish line and you get stuck doing the minutia of the very process driven, repetitive type work that isn’t allowing you to to be the deal closer that you are or to be the marketing strategist that you are.

00:15:00:25 – 00:15:15:06

Greg Brooks

Like the reason you actually got into real estate. And what we you know, what’s so important is like developing systems and processes around that so you can leverage a VA so they can do the work the way you need it to be done. So there can be consistency in it, so the business can start to scale and grow.

00:15:15:06 – 00:15:32:29

Greg Brooks

But more importantly, like you as the owner, as the president, as the investor whose name is on the door, you can start really being that business owner. And for some people that’s like, Hey, I’d love to consistently do one deal a month for other people. That’s I want to get to 25 deals. I’m like the economies of scale.

00:15:32:29 – 00:15:37:12

Greg Brooks

There are different but apps to get there are the same, you know, I mean.

00:15:37:15 – 00:15:50:02

Brady Winder

I love the way you put that the stuff together are the same is true. So let’s talk about you mentioned some of your some of your clients are coming up with some really creative ways. The K can we use guys for this? What’s going on there.

00:15:50:04 – 00:16:06:00

Greg Brooks

Yeah, I mean you can even kind of bring it back to the partnership that we have with you guys, like especially on the SEO side. Yeah, I mean, I mean Vas, you know, running pages, you know, pixel pixel saying running all the audit reports around all the ad spend that they have managing budgets, kind of acting as like junior buyers.

00:16:06:00 – 00:16:25:15

Greg Brooks

That’s been something that, you know, three or four years ago we had no use case. You know, we had a lot of people that were leveraging Vas for cold calls and text campaigns, CRM management, and now, you know, seeing our clients get really creative around whether it’s auditing ad copy and creating new ads and split testing.

00:16:25:17 – 00:16:31:09

Brady Winder

Of its force, because you got regulation changing and, you know, text message blasting has gone away.

00:16:31:12 – 00:16:51:08

Greg Brooks

Alchemy Exactly. And where they’ve seen like hey, this team members credible like where can I repurpose them somewhere and as well I think a lot of it has to do with with operators you know everyone not everyone. I’d say a lot of people there is a certain now remote or virtual, you know, if you like, the term iBuying is kind of gone away.

00:16:51:08 – 00:17:09:12

Greg Brooks

But like that I buyer where we’re all kind of looking for a new market especially in this compressed economic situation we’ve got. So it’s kind of putting people in the position where like it let’s try this, let’s see if our team can do this. Let’s kind of build a plan and kind. I parcel what would the steps be to success and let our views go at it.

00:17:09:12 – 00:17:28:12

Greg Brooks

So yeah, it’s it’s, it’s new. It’s very much evolved from like virtual assistant just the cold caller or just my personal admin assistant to I mean we’ve got got clients that are leveraged all across the board and many different businesses to where you know every week they’re coming to us. Hey do you think it’d be I could do this like, All right, let’s hop on a call.

00:17:28:12 – 00:17:32:02

Greg Brooks

Let’s see. I think if we start out, they probably they probably cut it.

00:17:32:02 – 00:17:47:20

Brady Winder

So I think when when you see when you say SEO, I can I can feel like a lot of our listeners ears perking up go away VA can do it. So give me some context for like the level of expertise and the training. Like what kind of work are the viewers doing for SEO for sure.

00:17:47:21 – 00:18:06:27

Greg Brooks

So a lot of it is like, you know what, like what we call like the digital plumbing behind it, you know what I mean? So like, whether it’s setting up pixels, managing web pages, even like link checks, we, you know, we work with a large client who does a substantial ad spend, you know, six figures every single month in paid advertising.

00:18:06:27 – 00:18:20:00

Greg Brooks

Well, like a big thing for him, if one link goes down, that’s a big issue. So we have like literally Vas like go on and audit all of his campaigns, all of his sequencing, making sure links are lie, making sure you ATM’s are passing through correctly.

00:18:20:02 – 00:18:24:26

Brady Winder

It’s a QC basically to making sure you’re not wasting all your marketing budget.

00:18:24:28 – 00:18:38:16

Greg Brooks

Exactly. Because it’s all well and good. I mean, I’m sure a lot of people, you know, they’ve got at least a monthly, hopefully a weekly call, checking them on like and performance. But it’s like there’s nothing worse than being a week or a month and do it being like, that’s so weird. This campaign was killing it for us.

00:18:38:18 – 00:18:55:11

Greg Brooks

Now we’ve spent five grand and haven’t got anything for it. And just to find out all links wrong or a web pages down or something, it’s like all those little things that when you talk about like small operational stuff, it’s like even if you do have a team, you know, local or in your market, like who? Who’s going to have time to do that to go and like, click on every campaign?

00:18:55:11 – 00:18:58:23

Greg Brooks

And how do you like that’s not a revenue generating, actually.

00:18:58:23 – 00:18:59:05

Brady Winder

No.

00:18:59:05 – 00:19:38:07

Greg Brooks

Interest in revenue, but like, you’re not going to be you shouldn’t be as the owner spending your time doing that. So like creating a lot of scalability there. And then and I’ll say it and we definitely don’t need to turn this into like an AI chat conversation and but the use of AI from an actual copywriting, you know, ad word type perspective has really helped us with our clients build scalability there to like whether it’s just like the organic strategy around, you know, creation of blogs and content for the website, whether it’s like website copy readers, we’ve been able to have Vas where yeah, they’re not just doing it on their own and publishing it,

00:19:38:07 – 00:19:58:26

Greg Brooks

but 80, 90% of the work that comes with copywriting, that comes with content posting that we now leverage the Vas and they’re even faster at it now because of eye to where we can get, get it across the finish line, kind of everything from creation to QC to managing budgets and ad spends and testing like it’s everything across the board.

00:19:59:01 – 00:20:14:10

Brady Winder

While we’re in this. You mentioned I like we’re in this kind of unique period in time where we’re realizing we’re learning, you know, I’m learning how long it takes to use AI and like, yeah, it is a huge timesaver or but you also got to, you got to know the problem, so you got to know how to work it.

00:20:14:10 – 00:20:33:09

Brady Winder

You still have to be a subject matter expert on what you’re writing about, you know, to not come off as, you know, just generic content in this case, you guys have any views doing like internal linking free SEO or things like that, like linking blog posts to each other that can help build trust you a strategy that.

00:20:33:09 – 00:20:53:27

Greg Brooks

No, definitely. And even like the back linking strategy, like whether it’s like reaching out for guest posting, like all of that stuff, that just takes time and coordination and I mean plug in too. And that’s all very process driven stuff. And I know we’ll get into kind of like how do I successfully hire This sounds great, but like where do I find that person, you know, kind of developing the process around how to do that?

00:20:54:00 – 00:21:06:03

Greg Brooks

You’re to see an audience around it, you know, tracking those links and back linking and the partners and the guest posting how to create a really strong structure. So the VA has a manageable workload that can be tracked is super important as well.

00:21:06:05 – 00:21:33:08

Brady Winder

Okay. So we talked about some of the technical like where the use cases, where do you fit a VA into your business? One of the concerns I would have and investors would have is, especially as we’re talking about something like content creation, where now they’re responsible for part of your brand’s voice and your tone, your image. How do you build trust, let’s say with a VA, but really with a team?

00:21:33:08 – 00:21:46:09

Brady Winder

Because you get the same thing if you’re hiring somebody local. So how are you training them for culture, integrate them into your team? And for context, where are most of the views you guys work with from?

00:21:46:11 – 00:21:55:00

Greg Brooks

Yeah, so all of our people were based in the Philippines, so we’ve got almost 2200 people in and around mostly Manila were fully remote. So all in the Philippines.

00:21:55:04 – 00:21:59:01

Brady Winder

Okay. Yeah. So how, how are you building trust? What’s that look like?

00:21:59:03 – 00:22:07:14

Greg Brooks

Oh, definitely. That culture word, right? Like everyone throws around culture and it becomes cliche and it’s like, Oh, we have a great culture. It’s like, what is that mean? It’s like, well, we send everyone a bag, a coffee.

00:22:07:16 – 00:22:09:00

Brady Winder

They say donuts on Fridays.

00:22:09:06 – 00:22:24:18

Greg Brooks

That that’s what it’s I saw a great LinkedIn was the other day It literally it it’s like people want us all to come back into the office because the culture is amazing and it’s like a picture of a slice like here’s our or not sliced and sliced bagels. Now here’s our culture. It’s like I’m.

00:22:24:18 – 00:22:32:22

Brady Winder

Crying inside because of past jobs where it’s like the bagels showed up. And that was the the checkbox of like, we have culture.

00:22:32:24 – 00:22:38:06

Greg Brooks

The boss walks in our the bagels everyone have a group yet see it’s like, awesome.

00:22:38:09 – 00:22:41:18

Brady Winder

What’s yeah Oh man what.

00:22:41:21 – 00:23:02:02

Greg Brooks

Were we kind of our stance on culture is I mean it kind of can go many different ways what we say in terms of successfully integrating a VA into the business. What we find and this really is true of local hires, it’s just true of people like we all run businesses, we all have probably hired and we all have.

00:23:02:02 – 00:23:25:04

Greg Brooks

Probably the the hardest part is like, how do I align someone with my goals with their roles? How do I give them clarity in the scope of work that I need them to own and the KPIs around that? Right? I’ve I’ve never hired somebody or I’ve personally never taken a job that on day one I was like, I want to do get I don’t want to be here.

00:23:25:04 – 00:23:41:27

Greg Brooks

I’m just going to see how long I can, you know, cash a check. Like, that’s not why people go through the interview process and get hired. What we find is that when people burn out or when they don’t integrate well or when they don’t hit the metrics that maybe their resumé or that we thought they would through the qualifying process.

00:23:42:00 – 00:24:03:02

Greg Brooks

It usually comes down to two things management or clarity within the role. And what I mean by that is if you do run a big team, a lot of managers are accidental managers, right? Meaning they were top performers and top performers get elevated. And as you get elevated, you what if you’re paying them more? They got to do more.

00:24:03:04 – 00:24:29:28

Greg Brooks

But we don’t really invest in their management training, right? When you go from performer to person in charge of other people’s performances, that’s like a career maturation that just a lot of companies don’t. Right. Or when you see a quoted owner, you know, of someone who has a team like that 60% of your time, 70% of your time, like that’s who you should be spending your time with, cultivating that leadership, being in touch with that.

00:24:30:00 – 00:24:47:26

Greg Brooks

The other part of it is the structure and process around clearly defining the scope of work and what you want that hire to do. So often, you know, we hear we want to hire someone who’s super experienced. What does that really mean? Well, I don’t want to train them. I want them just to know and figure it out.

00:24:47:29 – 00:24:49:10

Greg Brooks

Everyone’s business.

00:24:49:13 – 00:24:49:28

Brady Winder

Yeah.

00:24:50:01 – 00:25:06:08

Greg Brooks

Yeah, everyone’s culture is a little bit different. So the strategy that we deploy with our clients that I would tell anybody, whether you work with us or whether you’re just kind of looking out for Vas, you’re on your own, or if you have Vas and you’re like, They’re really great, they’re really in tune, but the results aren’t there.

00:25:06:10 – 00:25:29:00

Greg Brooks

I would dive into your processes. Do you have for each scope of work, each task, each responsibility? Do you have a clearly defined document? Do you have a video recorded training? Do you have a step by step step that can give that person clarity in terms of you’re the business owner, it’s your name on the door. How do you scale yourself in, multiply how you would do it.

00:25:29:00 – 00:25:47:11

Greg Brooks

And the way to do that is through process and system documentation. We find so many people just have their business fully stuck in their head. It becomes very hard because if you’re hiring, whether you’re a small shop or a big shop, you’re usually not hiring because you have an abundance of time on your hands, right? You’re using opportunity daily in you’re growing.

00:25:47:11 – 00:26:05:24

Greg Brooks

You just paid 50 grand for a new marketing campaign to kick off like there’s a lot of stress. So by spending the time to really dive into like, okay, why are we hiring this role? Who do they report to? And then diving into the particulars as to the scope of work, like going back to that lead manager example, like, okay, or CRM, how would, how, how do we train them on that?

00:26:05:24 – 00:26:24:05

Greg Brooks

You know, what’s software we’re using as a, you know, investor view that any of the ones out there, how do we make sure that they’re going to know the buttons, to press the links, to hit the notes, to take the, you know, the structure to follow so that we can expedite their learning curve rather than just saying, hey, come sit beside me and watch how I do it.

00:26:24:06 – 00:26:41:27

Greg Brooks

Right. That’s kind of everyone’s all back for training. And I think we’ve all been in school and for a lot of people, the traditional listen to the teacher tell us how to do it and then go figure it out. Like we actually learn through the practical, through that doing the homework and doing the studying and getting the reps.

00:26:42:00 – 00:26:56:10

Greg Brooks

So by having them in a process, it allows you to give the the future, hire the VA the opportunity to succeed because they got clarity, they know what and how, right, which is so important, especially through that first 30 days of getting into and with your team.

00:26:56:12 – 00:27:22:23

Brady Winder

Yeah, so the first 30 days, I’m glad you mention that because what I wanted to ask is like you’ve, you’ve outlined like what it takes to build trust and have that VA be confident and successful. So that makes sense. Like clear expectations, good management, a good working relationship. It’s actually simpler. Simpler than I thought. Like if they know what they’re doing and what they signed up for it, that creates some of the trust.

00:27:22:25 – 00:27:39:24

Brady Winder

But as far as communication between like the the investor or the leader in their team, what’s that look like for the first 30 days and what’s that look like for the next three years as far as like how many how many touch points in a week? Are they communicating with them?

00:27:39:27 – 00:27:59:19

Greg Brooks

Yeah, no, definitely. I think the scope of the of the role they’re plugging into it definitely varies. Like we mentioned, when you have someone who’s running your marketing or your property up propping up a new marketing campaign or ad spend that you probably on daily check ins. But for that, for a general rule of thumb, if you’re hiring a VA, a go through the process of documenting and clearly defining what you want them to do at it.

00:27:59:21 – 00:28:16:02

Greg Brooks

Once you now hire someone and get them in the seat, you don’t just want to put them in the corner and say, Here’s your playbook, have fun. Let me know how it goes. Like, we want to set very intentional, very deliberate check ins. So what we typically recommend is, is for the first 30 days, we do a check in every single morning.

00:28:16:05 – 00:28:39:20

Greg Brooks

Okay, So it’s strictly just a dive in. Any questions from the day before? You know, here’s where I would like your priorities to be. Do you have any questions for me and just set that cadence of knowing that that they’re there for you or that you’re there for them? I mean, building that trust, building that culture? Well, we also encourage is doing an end of day check out right what came up what issues like don’t create any gray area.

00:28:39:22 – 00:28:55:22

Greg Brooks

Right. The worst thing I mean one complaint that we hear from a lot of people, especially within Vas, was it’s like I thought they were good, but then I audited their work and it turned out they actually weren’t doing anything because there was this one issue and they didn’t want to come to me to ask about it. And we said, Well, why?

00:28:55:22 – 00:29:11:15

Greg Brooks

Why didn’t you ask? You know what I mean? They just because you think about the time trait, you’re right. They hire that VA, They just saved you 4 hours a day. Well, I think you can find 15 minutes to go to them and say, Hey, is everything good? And it makes sense. The document makes sense.

00:29:11:15 – 00:29:11:28

Brady Winder

Yeah.

00:29:11:29 – 00:29:19:16

Greg Brooks

So where did your logging, you know, I mean, like, it’s a time trait. It’s not a lot of people that I always use the the staples and rhythm of that was easy button.

00:29:19:18 – 00:29:20:16

Brady Winder

Yeah yeah.

00:29:20:18 – 00:29:33:29

Greg Brooks

It’s it’s like I don’t know why but a lot of a lot of viewers out there are a lot of investors have this connotation that like these are just the easy button. You’re going to hire someone that just knows your business, knows what to do, and you can just set it and forget it. And like, that’s just not true.

00:29:33:29 – 00:29:55:02

Greg Brooks

That’s not people, right? So changing it, changing your mindset as the as the owner to now be the accountability structure rather than the operator that has to do it. That’s where you got to be. So setting those daily check ins to have intentional conversations and maybe for the first couple of weeks, like it’s minimal feedback, like at the end of the day, like you’re still kind of dating at that, you know what I mean?

00:29:55:02 – 00:30:18:12

Greg Brooks

Like for like, you know, a lot of us, like, say, I’m married with my wife, like there wasn’t a lot of sharing going on the first month, but it was like we had to keep going on dates and texting and all of a sudden there builds trust. It’s that same kind of kind of methodology where if you’re intentional with setting that time aside every single day, 15 minutes in the morning, 15 minutes at night, sometimes it turns into a 30 minute conversation, an hour long conversation.

00:30:18:18 – 00:30:38:19

Greg Brooks

But that’s what builds the trust. And through those conversations, you know, you’ll really be able to flush out any inconsistencies or any, you know, any areas where expectations aren’t being met. Just because building the trust where the employee, the VA knows that you’re invested in their success. And a lot of people forget about that. They do a couple of calls at the beginning of like, Oh, they got it.

00:30:38:24 – 00:30:51:12

Greg Brooks

They see like an initial, you know, they convert one lead on day number two and they’re like, Oh, they got it. I don’t need to waste any time over there, do it. And then a month later through two months later, the performance is bad and it’s like, well, I don’t know how that happened. They crushed it on the second day.

00:30:51:14 – 00:31:14:10

Greg Brooks

So it’s that consistency through the first 30 days and then from there evaluating right at that time, if you’ve done it right, they should be a pretty autonomous team member. Yeah. So maybe it’s a weekly powwow, maybe it’s a monthly check in. Like at that point you can kind of evaluate based on like how much tracking do I have in my software, do I need to be meeting with them this frequent?

00:31:14:10 – 00:31:27:11

Greg Brooks

Because there’s a lot of moving parts that are happening in and around their role. But I say for the first 30 days you need to be carving out at least 30 minutes a day, 50 minutes morning, 50 minutes afternoon to establish that communication and create that feedback.

00:31:27:13 – 00:31:49:12

Brady Winder

So it sounds like from hearing you talk, it sounds like probably one of the biggest, if not the biggest mistake is having, excuse me, real estate investors not put the onus on themselves to like, have their KPIs in place, have clear expectations in place for that Vas and really knowing what they want to get out of that. And in having that touchpoint like how are things going?

00:31:49:15 – 00:32:04:17

Brady Winder

Just expecting it to be an easy buy and when really it’s a it’s an easier button, you know, rock station industry specific, it’s is easier than trying to do it yourself, but you still have to they’re they’re an integral part of the team. You have to be walking alongside them.

00:32:04:19 – 00:32:28:24

Greg Brooks

Yeah. And that’s I mean for me like that’s what I as a business owner, like we’re all managers at some perspective or we, we, we have a partner or a number two in the company that is like, hey, maybe we are the visionary and we just want to be idea board person. But we’ve got I mean I know I carrot you’ve got the number two that are the operators and for me you know if there’s one thing I can kind of pass a lot from like my learnings is I view managed management like true quality management is like two things.

00:32:28:26 – 00:32:50:19

Greg Brooks

It’s the ability to get your team what they need to succeed and then hold them accountable to the results you put in place. Like that’s all management is. So if you’re not setting time aside to do that, whether it’s with, you know, your most expensive hire your office or whether it’s with your team, like you’re not setting anybody up for success and within the business, that’s where that like mistrust and how do I know what the Vas are doing?

00:32:50:19 – 00:33:07:11

Greg Brooks

Are they overcharging me? Were they even here yesterday working? I got a bill for them, like that’s where that comes from. It comes from, you know, not being in tune and checking in and just setting frequencies and cadences with them to ensure that they’re doing what it is that you want them to do. And what’s getting, you know, what’s getting done.

00:33:07:14 – 00:33:42:18

Brady Winder

Hmm. I like that we’re about at time. But one last thing I want to ask you, Greg, is you got to promise to give me a real answer on this. What are Vas not good for? What do you not recommend hiring a V.A for? I’m particularly curious if you guys are doing user offering any creative services like video editing, graphic design things where it’s it’s it’s it’s less of a you know follow this documentation for this process these steps in a little bit more of like emotional communication like brain communication that makes any sense at all.

00:33:42:20 – 00:33:45:05

Brady Winder

But yeah what if he is not good for research?

00:33:45:06 – 00:34:03:20

Greg Brooks

So I would say rocket station. We’re not good at graphic design. We don’t really touch the creative suite of stuff. This is I get this question a lot stuff because we just spent most of the podcast being like, Hey, they’re they’re termed as a VA, but they’re just talented individual that happens to live somewhere else in the world.

00:34:03:22 – 00:34:25:08

Greg Brooks

So there really isn’t anything that they’re not good at. What I would say as a business owner, anything, strategy, anything, final decision making, don’t try to outsource that. Don’t try to outsource your problems. Don’t try to hire VA because you’ve run a cold call campaign and you haven’t converted any. Like there’s no magic list. There’s no magic VA that can just hear it convert.

00:34:25:10 – 00:35:01:24

Greg Brooks

The biggest mistakes that we we find people making when they’re hiring is they’re trying to things that they haven’t themselves done. And that’s just really not where VA’s or we’re outsourcing vets. You know, I mean a lot of the day to day operational stuff, a lot of the process driven work is is perfect, right, from making the cold calls, following up the leads, scrubbing the list, cleaning the data in your CRM, contacting by like all of that process driven stuff is great and I don’t want to discount it to say we have clients that have had VA’s for four years who are now in strategic seats and managing team.

00:35:01:24 – 00:35:20:11

Greg Brooks

So it’s a person it can happen for, for most investors that we see, probably most people listening here, I would not try to outsource or hire VA to do something that you yourself don’t have a general idea of what needs to be done in order for it to be successful. Don’t try to outsource your problems. Make sure you kind of follow those steps of making sure you got the plan in place.

00:35:20:11 – 00:35:44:01

Greg Brooks

You find the right person and then you work with them to hold them accountable to it. But really, for all business owners, you know, as we’ve led off with like real estate, it’s not an ATM machine, right? It’s tough. It’s hard. There’s a lot goes into it. Don’t try to hire a VA if you’re having trouble marketing, if you’re down to your last $10,000 and you’ve got 60 days for this to head or you don’t know if you could be a business, don’t hire.

00:35:44:06 – 00:35:59:07

Greg Brooks

It’s all those problems, you know, I mean, hire VA to execute against plans to execute against, you know, defined roles. Clear scopes at work don’t hire VA to fill in the gaps of things that you don’t know how to do or or that you yourself don’t have experience.

00:35:59:09 – 00:36:30:20

Brady Winder

And I love that. That’s a great analogy. I’ll link up Trevor CEO and or host the podcast. He did a a Trevor track talk not too long ago about why he kind of regrets delegating strategy now. And so he was, you know as our team went from turned 20 to now over 50 to 60 people, it was like, okay, I’m going to start delegating strategy to people and then realize like, oh wait, some of this maybe be over delegated this was in my unique skillset.

00:36:30:20 – 00:36:45:17

Brady Winder

I’m really good at these things. I just pass the baton without guiding them. You know, I need to teach the team how to do this. And so that’s that’s really good insight there. Not to just expect you can just be the solution to your problems by hiring someone else, but you need.

00:36:45:22 – 00:37:08:00

Greg Brooks

Yeah. And it’s kind of like the buying your time back right? Tough stuff. The strategy like leverage of VA to get the low dollar an hour to the cold calls, the follow up training, your marketing content, the managing your website, use your VA and hire Vas to get that stuff off your plate so that your time can be fully invested in the strategy, in the decision making.

00:37:08:00 – 00:37:30:19

Greg Brooks

Right. It’s that it’s that time tradeoff there. Don’t look it. This is a tough problem. I need a VA here none at all that the 80% that we all that I deal with that you deal with running a business, outsource that DRE processes and systems to get Vas plugged in there so that your time can be set spent more on the 20% that’s going to cause your business to double or triple in the next 12, eight, 24 months.

00:37:30:21 – 00:37:48:19

Brady Winder

Absolutely. Well, sweet man. Well, I appreciate you sharing that. It’s been insightful for me. It’s it’s really cool to see how Vas have changed over the years from like, oh, you know, I have a VA and he knows what they’re doing to like, Hey, this is my team and, and just how the pandemic changed something at least one thing for the better.

00:37:48:19 – 00:38:05:23

Brady Winder

And yeah, I love what you guys are doing I think it’s I don’t think I know it’s been a huge blessing to our team and to many other investors You’ve really just unlocked a lot of people’s bandwidth and time and energy, so keep doing what you guys do. For anyone listening, watching, you can find Rocket Station in the marketplace.

00:38:05:23 – 00:38:28:04

Brady Winder

So just go to Care.com slash marketplace like Greg and I have talked about. We have a carrot specific relationship with VA where they’re doing helping out with SEO and with marketing. It’s not just, hey, you know, go to Rocket Station. Just because they’re in our industry, we really do work closely together. So I don’t say that lightly. Greg Is there anything?

00:38:28:04 – 00:38:35:09

Brady Winder

Guest Have any goodies for the audience? Like if they want to learn more about Vas, any sort of guides or things that might be helpful?

00:38:35:12 – 00:38:51:01

Greg Brooks

Yeah, definitely. So our website rocket station dot com. Obviously you can go to the marketplace to book all, you can book all there. We’ve got tons of great blog content, how to guides. I mean, even if you don’t, maybe you’re just getting into real estate and you’re still kind of just in the discovery mode trying to get the first deal.

00:38:51:03 – 00:39:16:23

Greg Brooks

I would encourage you, even if it’s a part time person, even if you go do it yourself and just hire someone took to work three, 4 hours a week for you. You know, we don’t do that, but there’s lots of freelancers out there and we have tons of great resource guides on where to find the reputable sites. How to vet talent properly, you know, how to go through that process development piece we’ve got so rocket station dot com there’s tons of upgrade tutorials and if you want to do it yourself, we kind of open the curtains right.

00:39:16:23 – 00:39:35:12

Greg Brooks

And we were very much aligned with Carrot in that way where it’s okay if you want to do this yourself, here’s the playbook, here’s how you do it. You know, if you want to save some time and work with a company that’s you know, that’s got eight years of experience, come talk to us. So rocket station dot com what’s got to meet any needs or this kind of tickled tickled your your VA hiring senses go check us out I.

00:39:35:12 – 00:39:53:29

Brady Winder

Appreciate that and I almost forgot I asked this question I wasn’t intending to set myself up for this. I promise if any of you watching or listening went to the summit, depending on when this episode comes out, if you’re at the care summit and you purchase the special, then we have a special resource on like do’s and don’ts for viewers and how to train viewers.

00:39:53:29 – 00:40:14:08

Brady Winder

That’s really I was expecting I wasn’t expecting what Greg and his team gave me, but like really in-depth guide on how to use views in your real estate business. So go check that out. Carrot Accomplish summit. Yeah, that’s it. Well, thank you, Greg. Thanks again for joining us. It’s been a good conversation and appreciate you sharing what you have with our audience.

00:40:14:08 – 00:40:19:09

Greg Brooks

Man Yeah, thanks again. It’s been a long time. So good to connect and appreciate Appreciate your comments on.

00:40:19:11 – 00:40:21:05

Brady Winder

Absolutely. We’ll see you all next week.

00:00:00:00 – 00:00:18:05
Chris Russo
I do one thing when A comes in from Google, they’re ready to sell. You know, I’ve tried Facebook before and you’re like putting yourself in front of them and then maybe they’re interested in selling here and there. It takes a little longer, but Google. That’s why when they call the call or or they email me, I pick up right away. Right away.

And then if if for something I pick up and they’re not there, I’ll leave a message, I’ll text them, I’ll email and I’ll do it like for three or four days straight, because I want them once I speak with them, and then I’m, you know, more or less that’s my goal, is to contact them right away.

00:00:39:05 – 00:00:50:25
Brady Winder
Hey, friends, welcome back to the CarrotCast podcast. I’m your host, Brady Winder, and I have my friends, my new friends today with me, Chris and Rosangela Russo. How you guys doing?

00:00:50:28 – 00:00:52:17
Chris Russo
Good, good. And yourself?

00:00:52:19 – 00:01:12:01
Brady Winder
I’m doing good. I’m doing good. Thank you. This is going to be a really good conversation. It’s a little bit unique because we’re it’s success story month at Carrot. We’re going over the different ways people are using care to be successful. We’re talking to people that are consistently generating leads and closing deals with SEO and with Carrot and Chris and Rosangela are virtual wholesaling. But what’s interesting is that they are whole, their virtual wholesaling in the market that they live in. And so we’ll get into that and why and how they are doing that. But yeah, we’re going to go over that and we’re going to go over what’s working for them marketing wise with SEO, with direct mail, with TV, the different things that they’re doing and their team structure, how they’re using VAs, all of that.

So tune in. It’s going to be good. And if you want to catch some of our other content are the success stories. Go to Carrot.com/success. And one more thing. Carrot Summit. Carrot Summit is coming up July 12th. So go to carrotsummit.com. Check it out. It’s going to be amazing. We just announced that we would love to see their totally free event.

00:01:59:21 – 00:02:11:29
Speaker 2
So before we have done this podcast Chris, Rosangela, y’all were telling me about one of the deals, one of the first deals you closed with care. Would you mind sharing that little story with me? The 60/40 deal?

00:02:12:01 – 00:02:36:29
Chris Russo
Sure, sure. She she found this on, on Google. And I always ask, well, how did you hear of us? And she said, Oh, Google. And I go, Why did you pick us? I always ask, what keywords that you put in. She gave me all that information. She called me and I asked her information about the property. And and then what happens is I said, okay, I’ll get back to you with an offer, and then I get back to with the offer.

00:02:37:03 – 00:02:58:25
Chris Russo
And I called it like three or four or five times. I always like to call them back a few times because in this way, establish a relationship with them. I become their friends. And then she decided, You know what, Chris, based on your voice, you sound transparent and looks like I can deal with you. Set up great. And so what I did is I sent her a contract and it was through email and she sent it over.

00:02:58:27 – 00:03:24:01
Chris Russo
She I think she had a brother and a sister and they all looked it over. They agreed. She sent it back and I start working on it and that’s how I started with her. And then when their end up making like I think a $64,000 and by the way, I do everything virtual. I didn’t see the seller, I didn’t see the buyer about a week afterwards, once I signed her up, she goes, Chris, by the way, we have another house we want to sell.

00:03:24:01 – 00:03:41:14
Chris Russo
So sure, I’ll buy. I buy as many houses as possible. So she sent me to her, her other brother who was working on that house and that one we closed and we made like 40 something thousand. So between both of them, I think it was like $102,000. And then what happened? I didn’t see the seller, I didn’t see the buyer.

00:03:41:16 – 00:04:03:03
Chris Russo
And I felt really good. And so what I did is I were lunch for the title company. I said, Listen, you know, I made 102,000 like you closed the same time a couple of days apart. But within a week, some 102,000 so I bought everybody lunch. He was happy. And that was the story with that one. And she just said no, I think she said we had a five star rating.
And then she went into my website and she saw my face, my wife’s face, my family. And we have, you know, in our website, it’s, you know, it’s a lot of credibility involved. So and she felt comfortable with me. And then it goes, Do you need to see the property? No, basically, just tell me about the property. So you know how old this I always ask, how old is the roof, The AC?

Those are the big ticket items and and the condition of the property. And so, yeah, that’s fine. I gave her my offer. It was accepted and that was it. So I do everything virtual and I, I used to like drive to the property, but between the traffic I can only do maybe see two properties in a, in a day.

And with virtual I’m able to close more properties. So I’m really comfortable and I know a lot of people are very uncomfortable with virtual, but I’m very comfortable and it works for me. So and I’m able to do more deals and yeah, that’s the main thing. Yeah.

00:04:57:13 – 00:05:04:16
Brady Winder
And how long after, like for context, how long after how long was this deal after you started doing SEO?

00:05:04:18 – 00:05:28:17
Rosangela Russo
It was okay. We start with Carrot. It was September. We set up everything. It was in December. We start working really hard and from January on and then we have like the routine, how you do like every day we do something. Every day we post something and every day we work in the blogging and we have a routine in the office.

Meet and make, and everyone is responsible for some areas. And then we use in the night to watching videos and learn more about what we doing a and that we this li the specific was in December we closed just before Christmas.

00:05:46:28 – 00:06:08:11
Brady Winder
Which is wild. I asked that because I want people to hear like you need to have the context. SEO is a long term is a long term strategy. You know something you put in the work for or, you know, pay someone else to put in the work for. But I think it’s so cool to share that because it’s you’re usually expecting the results of like 3 to 6 months, you know, the fruit of all that work.

You then putting in. But it’s you know, we also get people closing deals off the bat, like launching a carrot, say, out of the box. And so all of the stories.

00:06:17:11 – 00:06:35:18
Chris Russo
I do one thing when lead comes in from Google, they’re ready to sell. You know, I’ve tried Facebook before and you’re like putting yourself in front of them. And then maybe they’re interested in selling here and there. It takes a little longer. But Google, that’s why when they call, they either call or or they email me, I pick up right away.
Right away. And then if if for something I pick up and they’re not there, I’ll leave a message, I’ll text them, I’ll email and I’ll do it like for three or four days straight, because I want them once I speak with them, and then I’m, you know, more or less and that’s my goal, is to contact them right away because I know they’re calling two or three other people, but I know they’re ready to sell. They’re hot. That’s why I like Google leads.

00:06:57:00 – 00:07:12:07
Brady Winder
Or you had mentioned that last time we talked before we recorded on the podcast that, you know, you guys are close in about 3 to 4 deals a month, but those are they’re bigger spreads than some of the other marketing methods you guys have been doing. Like they’re big deals.

00:07:12:09 – 00:07:13:08
Chris Russo
Yes.

00:07:13:10 – 00:07:29:22
Rosangela Russo
If you want to talk about the numbers, last month we close 87, 89,000 A actually, we we closed one yesterday for 53. And these month we have we we spec to receive one or three.

00:07:29:24 – 00:07:32:06
Brady Winder
Sheesh. That’s a good month!

00:07:32:08 – 00:07:52:01
Chris Russo
You know you know it’s funny the last week I’ll be closing for 7500 which is a lot of money. It’s great. I don’t mind doing like five of those a month but to me is like, oh that was a small one. After that it wasn’t 52, it’s 57 actually, it’s 57 550. Right. And then we’re closing one on I think the next couple of days for 27 and another one for ten.

00:07:52:04 – 00:08:15:22
Rosangela Russo
So but I think one thing is okay because every time, okay, what we do, for example, our YouTube, I believe, you know I’m I’m not the marketing I am just a wife and you know mom and but I believe is that people need to see us and then that we have a hitting the office crews need to do some videos for week Every time we close we make a video.
This one he’s make only 7500. He and the winter do a video for this one. I said, Why not?

00:08:22:15 – 00:08:38:22
Chris Russo
Because she’s always on me or Chris. Another video, another video, Another video. And what do we do for videos? We just think of people calling in deals. We’re closing deals. We’re about to close new deals coming in. So I talk about that. So it’s easy to do videos. And there was like a minute, 2 minutes.

00:08:38:22 – 00:09:16:11
Rosangela Russo
Yes. One thing is we do hear these. Okay, Everything happened. Heating the office. Actually, we work from home, but everything happened here between us is as juice for SEO means when somebody call us for the information, probably somebody else has the same problem. And, you know, the more we talking about what we do and we put these in as a SEO in videos or even we do in the blogging, now we see the videos and I know it’s not perfect because my English is not perfect, but I try to keep out of what we do because I believe the more we talk what we do, the more the people can find us.

The more people can find us, the people. Because I say, Chris, 30 years buying, selling houses, and Chris knows a lot about probate, even we have investors where there cannot close because, you know, probate is really and Chris has words all his leads, all his deals, has hairs is doesn’t have any any lead is like so we actually we have one very good one was like really smooth but usually it’s really you know it’s very hard and this people usually their call was unfortunately they are is not like really sometimes they have problems, sometimes they need somebody to listen and you know is is usually they are selling a problem.

And and Chris is really good with patient with this people and talk and always returning the call the same time and.

00:10:06:27 – 00:10:14:01
Chris Russo
Yeah they call me a night weekends I’ll answer it and you’ll pick up right away on text I’ll text right back. So they feel confident.

00:10:14:03 – 00:10:20:02
Rosangela Russo
Yeah. What think you know like when you start calling like 11:00 and that is maybe that’s not nice.

00:10:20:04 – 00:10:38:06
Brady Winder
Well, I want to I want to talk about some of the specific things y’all are doing. Like you mentioned the videos and getting video reviews while being virtual. So I want to dig into some of that. But real quick, tell me tell me about your team structure, because you I mentioned you have VAs.

I love to know what specifically you have Vas doing so that people can understand. We can paint a full picture for what the business looks like and then kind of what the past, what the wholesaling or sorry what the virtual wholesaling part look like and your your journey in Brazil.

00:10:52:09 – 00:11:09:23
Rosangela Russo
Yes, yes. All right. We are like a long time ago we used to have ten people making calls. We have like that small office in Philippines and we have all of these people making calls for us. But then, you know, if all the things then we don’t do this anymore. We stop this like four or five years ago.

And right now what I have I have three VAs, one VA specific I work with me SEO and he is the one like him. Our we have I have these crazy ideas and, you know, he’s keeping up with the routines and that’s what he does. And then I have one is like a shadow of Chris, where he’s always helping Chris with, you know, the follow ups and getting the price for the property.

And I have another one. What she does, she does do follow up for between cold and warm leads, because even though we don’t cold call anymore, we we have like 300,000 people in our data where actually we just sign up for the Investor Fuse because it’s too many leads and it’s kind of hard to keep everything in the same place because we use a bunch of tools, you know more.

I know we have a vastly we have a look when it was a constant contact put all this together demands is just too much and then we sign up for Investor Fuse. We had a meeting with Carlos and I used to use Investor Fuse many years ago but I understand the now is much different, is much more close and much easier to use and we just sign up to get a because Greece does a lot actually we work many hours per day.

We go to the basketball game, we are in the phone, we will have a computer. We always working.

00:12:34:12 – 00:12:51:00
Chris Russo
I believe 80, 80% of my business is in the follow up. So follow up is very important. Very every once in a while you someone to call, you get them right away. But majority of it is then the follow up and you need a good follow up system. And we had mojo, which is more of a dialer than a CRM.

So that’s why you switched Investor Fuse because with all these leads coming in. So I need a text, some I need to email them, I need a mail, so I want to be in front of them. So on. Let’s say Chris, not bother me. I’ll take them off the list of not others. Keep doing it but nicely. So that helps a lot.

00:13:08:05 – 00:13:29:11
Rosangela Russo
Yes. One thing is is very important when we decide to go back to Carrot with Chris because we had somebody else taking care of our SEO. He did like for two years. He was trying hard. I you know, I believe that, but was like one lead here, one lead over there and after while was costing money because no leads.

And then let’s see, I mean, me and Chris, because we try to, you know, talking about everything and then okay, let’s go to try do ourselves. I said, okay, how are you going to do that? And then we start looking, Who can help us? We sign up we for Jerryll.

00:13:46:02 – 00:14:01:19
Chris Russo
A Jerryll Noorden of SEO for Real Estate Investors. What happened is we had the person like I’m sure everybody knows someone that will do it for you. They’ll pay him a couple hundred dollars. But what happened if he does well, and then also he slacks off and then he does well, he slacks off. So then we went with Jerryll.

And what he does, he actually gives you the blueprint and how to build your SEO, which is great. So you actually know what he’s doing when you hire someone paying them a couple hundred dollars a month, he’s doing everything for you. So if he leaves or something happens to him, or if he doesn’t do a good job, you’re back to square one.

It’s like, I don’t know what to do. So with Jerryll, he gives you the blueprint how to do it, like building house from the ground floor up. And that’s why we like that.

00:14:25:02 – 00:14:41:21
Brady Winder
Right? Which is important for y’all, because I can see y’all. Really? You guys are marketers. You want to understand the fundamentals of what you’re doing as opposed to, like, just throwing money, have someone else do it, which I think for a SEO is is really the sweet spot. You can go total DIY or you can go, you know, total paid.

But if you can understand it and know how to manage it, know how to implement it, but then also, you know, pay for the training, but have a VA like yourself where you’re guiding the VA, you’re telling them what to do. I think that’s just like the best bang for your buck.

00:14:57:00 – 00:15:21:13
Rosangela Russo
Exactly. And the other thing is, you know, me. I mean, always, always, even though sometimes is a little bit but I trying to be the media’s is important. I think I watch most of the Carrot videos. You know, I watch you all the time because sometimes, like, for example, we have we have a routine for be post every day in Facebook, Instagram and all the social media.

But I got these from one of the videos I watched from you guys to see how important we be there all the time, because if you not be there today, somebody else is going to be in front of you. Yes. And yes, they are. They’re trying to learn a little bit about how working, blogging, landing page and, you know, I know my keywords and I know my website is not perfect.

I know that because it’s a lot to improve. I never did college. I’m doing everything to watching videos and getting ideas. But it is very important to educate yourself because this is even though we not pay somebody else is money. You investing because you have the VA, you have all this system behind the scenes to make this work.

00:16:06:17 – 00:16:23:12
Brady Winder
I appreciate it. It’s really cool to hear you know, somebody like actually doing all the things we teach because it’s like you can learn it all. But to implement it is another thing. Yeah. So I want to, you know, in a second we’ll dive into like the different marketing channels you guys are doing. So we talked about SEO.

I want to dive into, you know, the TV and the probate mailers SEO mentioned. But one other thing real quick, I was going to ask you is, is there anything else specific you’re doing to like I was going to say, build credibility, you know, for virtual wholesaling, but you’re doing the videos.

Is there like have any tricks to get these deals to close when they’re they’re all virtual and you’re doing ones in your own market where like you and the seller both know you’re there in the market, but you’re not going out to the properties, how do you get that trust?

00:16:58:13 – 00:17:15:10
Chris Russo
How? Just being honest. Listen, listen and just speak with them and find out what their pain is. Basically, when they call in, you know, if they call in, I’ll I’ll ask them what the address of the property. And a lot of time you go on site, they don’t really have the true like how many bedrooms and bath.

So I need to know that that’s important and then ask them. You know, it’s very simple. I don’t like I know those people. They have like 12 questions, 13, 14. I’m very simple. So what’s the address of the property? How many bedrooms and baths and the condition of the property. And and basically the big ticket items are like the roof and the central air.

So how’s the roof? If I know it’s 15, 20 years old and there’s no way they’re going to list listed with a realtor, go retail. So they need to replace the roof right there. You know, they have to go with investor. So I said, Why are you going to go with the realtor? Pay seven for six or 7% commission and then end up selling it to an investor.

So right there I can do that. And then and then asking about the questions, you know, about the property. And that’s a very simple I don’t even ask him about the mortgage or anything. Just, you know, you know what repairs needed and that’s it. And I don’t think go into the detail very quick and fast. And then basically then I do my comps, I get back to them, I give them an offer, and then if they like it, fine, or they might negotiate a little bit. Sure.

You know, hey, listen, I’m not going to make as much on this one. That’s fine, ultimately. And that’s it. And then I send him the contract via email, a DocuSign, or if they’re an older person, that they don’t have email, everyone has email now. I’ll send it ups the next day. And so and they sign it, they send it back.

And then my little trick, what I do is I set him to me favorite. He take pictures of the outside in the inside of the property for me so I can get a head start before I send my inspector out there. And I let the front, the two sides, the back and every room on the inside, the AC unit, inside the electrical panel and the water heater.

Sure, I could do that. For some reason I don’t. I have this company called Velocity BPO. They’re nationwide, I think for what, $70 or 50? Sometimes they’ll take a video of pictures. That helps a lot because it’s cheap. All cash buyers ask for pictures and sometimes they’ll do a sight unseen. So, you know, we’re buying properties sight unseen, which is great also. So there’s all the little tricks I do.

00:19:11:20 – 00:19:15:18
Brady Winder
I never thought to ask the seller to have the do the or to have the seller are.

00:19:15:18 – 00:19:17:03
Chris Russo
More than happy to do it. More than happy.

00:19:17:03 – 00:19:31:15
Brady Winder
I love your answer because it was I was asking, what are you doing? And you’re telling me, Well, here’s what I’m not doing. I’m not asking the the regimen like 13 questions that everybody goes through. I’m not staring at a sheet and it’s much more of a patience.

00:19:31:15 – 00:19:33:17
Chris Russo
You know, when I get right to it, right to it.

00:19:33:17 – 00:20:00:27
Rosangela Russo
What you think is very important. I think that’s what make Greece different than the other people that anybody call is most people they’re really passionate about high time. They really more sometimes there need somebody to listen. Sometimes you know, we have a lady she even did a testimonial for us. She when I heard how much you’re making this one with Mrs. Cooper.

00:20:00:28 – 00:20:03:00
Chris Russo
COOPER Yeah, that that was.

00:20:03:03 – 00:20:03:24
Rosangela Russo
He didn’t make any.

00:20:03:26 – 00:20:19:28
Chris Russo
Yeah, that was like five months. It was just one headache after another. We finally closed it. And what I do this. Another thing I discovered, what I do is, like at the closing, I’m having the title company which have a good relationship with them. So number one, it’s always good to have a good title company.

Yeah, we use Independent’s title out of Fort Lauderdale. They deal with investor. You have to be investor friendly. You have to work with investors. So I have them take I have them take a video. They use dirt because they’re not computer literate or whatever. So the title company Girl videotapes are for one minute and she talks about me and then they send it to me. And then that’s a it’s a great video. It works like a charm. It’s perfect.

00:20:47:10 – 00:20:47:28
Brady Winder
I love that.

00:20:48:03 – 00:20:52:18
Chris Russo
Girl’s actually videotaping her talking about me. And then after the closing.

00:20:52:18 – 00:21:05:03
Rosangela Russo
Yeah, this lady, you know, she has so many issues and she has dogs and she has she’s a kind of old lady. Is nobody going to do What if it wasn’t even for money? Because we didn’t make, like, twice?

00:21:05:06 – 00:21:20:23
Chris Russo
Yeah, it was. I know it’s 9000 and up having a dog at the end. The buyer want the dog out. I said, okay, here’s $200 for some guy to take the dog out. Then she needed a ride to the taro company. I paid her 50. Then she called me Chris. Aren’t you going to pay for a return trip back? Oh, whatever it is. Yeah. We’ll do whatever it takes just to get it.

00:21:26:09 – 00:21:29:06
Rosangela Russo
And she was alone, you know, like, you know, she has done.

00:21:29:06 – 00:21:30:05
Chris Russo
She’s very happy now.

00:21:30:06 – 00:21:34:27
Rosangela Russo
Yes, She has grandkids, kids. And they actually used to call her. Yeah. See how she’s doing.

00:21:34:28 – 00:21:46:20
Chris Russo
What we do is every holiday we said, you know, happy Memorial Day epic Labor Day, 4th of July, Christmas, just to be in contact with them. And we always ask, do you have any other properties or if you know of anyone looking to sell.

00:21:46:23 – 00:22:08:23
Rosangela Russo
You know, this or converting this thing. Last year we sent was a Thanksgiving. We had this lead was canceled. The lady laughed because, you know, it was very hard to sell the house because the house was just a shell, like just the walls. And we like was very complicated because she had so many. So with the title, if they had to say the code violation, we couldn’t sell.

And then she kind of okay, she didn’t like too much, you know, because of what’s happened. And then we said that Thanksgiving for her, she call us back and we closed it for her.

00:22:18:22 – 00:22:31:17
Brady Winder
Oh, that’s awesome. I love what you’re doing. Even after the fact, after you close the deal, you’re still keeping in touch. And yeah, I mean, yeah, there is strategy to it, but it just shows that personal touch and probably helps a lot with word of mouth too. That’s really cool that you guys do.

00:22:31:18 – 00:22:35:07
Rosangela Russo
Yes. We get a bunch of leads like these, the people. Yeah.

00:22:35:07 – 00:22:40:28
Chris Russo
So and it’s it’s free leads. That’s free leads. The best kind of leads.

00:22:41:01 – 00:23:05:06
Brady Winder
So we talked about it, talked about, you know, how you’re doing it virtually. We talked about how you’re building credibility. I love the simplistic, just like friendly attitude in nature you bring to that. We talked about SEO getting big, fat, juicy SEO deals and then what other marketing are y’all doing? You mentioned you’re doing TV, right? And then driving to the website.

00:23:05:08 – 00:23:26:29
Chris Russo
Yes. We even have a QR code on our TV commercial. So we have our phone number, which is like a simple number like 954 209 3000. So I came up with that the to country for the three and the 3000 easy for them to remember and then has our site 123 web address 123.

So capsicum and add a QR code so there’s yeah they’re going to have to call us between all the three different options.

00:23:34:13 – 00:23:50:16
Brady Winder
Yeah. And so this a just a big fat QR code on the screen and it’s working. I mean I was looking before I went on the podcast is looking at the nails curious site in the back and you’re getting, you know consistent leads from the from the commercials. How long have you been doing that for TV?

00:23:50:16 – 00:23:51:11
Rosangela Russo
More than a year.

00:23:51:17 – 00:23:53:01
Chris Russo
Yet the year and a half.

00:23:53:03 – 00:23:57:15
Brady Winder
A year. And did you guys go DIY or you find a TV agency to do it?

00:23:57:18 – 00:23:58:29
Rosangela Russo
We do everything ourselves.

00:23:59:02 – 00:24:06:08
Chris Russo
Well, yeah, we thought we thought of that and then we said, you know, let’s go to the TV station. And we went direct and it’s been working for us.

00:24:06:15 – 00:24:13:29
Rosangela Russo
We have some assistant behind us to help us. We pay outside to drive us, but we do everything ourselves.

00:24:14:02 – 00:24:15:22
Brady Winder
Yes, that’s awesome. That’s really.

00:24:15:22 – 00:24:18:29
Rosangela Russo
Cool. So as you can see, we do everything right. The SEO, the TV.

00:24:20:23 – 00:24:23:01
Chris Russo
Yeah. We don’t act like a third person, right?

00:24:23:03 – 00:24:28:20
Brady Winder
Well, you’ve been at it for a while. I don’t think we mention this in the beginning. But you’ve been investing for, what, 30 years? You said.

00:24:28:23 – 00:24:45:15
Chris Russo
Correct? Correct. Back in the day I started. I was a mortgage broker. I did the BC loans, and then I bought and sold here and there. And I was a real estate broker, but I always been sold in wholesale, but I strictly I wholesale 100%. I don’t remember. I don’t do anything. I wholesale everything.

00:24:45:18 – 00:24:47:11
Brady Winder
Yeah. Okay. Nice, nice.

00:24:47:18 – 00:24:58:00
Rosangela Russo
One of these time we are living 11 years in Brazil and because we have our kids and we raise our kids over there, I’m a Brazilian. Brazil can speak Portuguese.

00:24:58:03 – 00:25:18:21
Chris Russo
Right? And what happened in 2008, we had the economic crisis. And so what are we going to do? So I have two babies. I want my wife because what are we doing? What to do? Anything else? Well, we’re going to stay here or go to Brazil. So we went to Brazil. And so I was there 11 years and we started like a sunglass business importing sunglasses. And that was okay. But it’s very hard to open a business in another country. So then I went back to virtual wholesaling and I did everything virtually from Brazil.

00:25:27:24 – 00:25:33:14
Brady Winder
MM Okay. And any complications with that or something? You just. Oh yeah.

00:25:33:15 – 00:25:36:09
Chris Russo
Yeah. Well they would say, When are you going to come see the property? I said.
Well.
You know, I was using Magic Jack that had like a 954 305 area code.

00:25:43:15 – 00:25:48:00
Brady Winder
I remember the infomercial for the, as you know on TV I can picture in the the fast lane at WalMart. Yeah the magic Jack.

00:25:51:01 – 00:26:13:07
Chris Russo
Yes the Magic Jack I still have it I don’t want to leave it but you know yeah I use magic champagne They would call me and it’s oh, I don’t need to see the property. I could see it online. Just tell me information about your property, the condition, and that’s fine. And sign the contract again. Email, UPS or doc, you sign and then they would sign it, send it back, and then I would last it out to my cash buyers.
They would go take a look at it and then I would send a contract to them. So everything done by email.

00:26:18:19 – 00:26:38:27
Rosangela Russo
When you are in Brazil, we had a very funny deal where Greece bought this house. The guy used to live in the Bahamas and he has this house for many year, was a probate. He got, I think for his grandparents. We signed up the contract and then we started sending buyers over there. But then the buyer said, Chris there is no house here.
They have a house? Yeah, the house was on fire two years ago and we couldn’t check because.

00:26:44:29 – 00:26:48:02
Chris Russo
This is a deal in virtual. But majority of time it works perfect.

00:26:48:08 – 00:27:12:28
Rosangela Russo
Because what we do when this time we used to have the ten, the ten villas in the Philippines and usually they are go Google Street and see any house was abandoned or any house like you know, with the grass or something. We skip these people this time. Well, but it was more than five years ago. Seven years ago we used to do these.

Also. We look in the area, some of the houses was, you know, like nobody’s taking care. But usually now Google is much faster. But before I take one or two years to get Google Pass again and take a new pictures, that was the problem.

00:27:29:00 – 00:27:41:05
Brady Winder
Yeah, I’m still I just built the house and I’m still trying to get Google to show that it’s not just a hill with dirt on it in my house doesn’t show up. It must not be driving around Roseburg, Oregon, very much.

00:27:41:07 – 00:27:43:21
Rosangela Russo
Is going to think that. But now Google is much faster.

00:27:43:21 – 00:27:44:05
Brady Winder
Oh, yeah.

00:27:44:12 – 00:28:08:09
Rosangela Russo
There’s another deal where we got to this house. But, you know, one side is even number. In the other side is old number. And we got to this deal. But I don’t know what’s happened in this address us opposite interesting And then we putting the flier the wrong house Yeah we had this house we said to find a buyer device and then somebody knocking the door said, no, it’s not my house.

It was the housing, the front. And then you get a fix. The flier. We found your picture because of what?

00:28:13:01 – 00:28:14:11
Chris Russo
The majority of time it works.

00:28:14:11 – 00:28:15:01
Speaker 3
Yes.

00:28:15:03 – 00:28:38:09
Brady Winder
Are you are still driving for dollars virtual or. I don’t know, clicking for dollars virtual driving for dollars now? Not anymore. Yeah. No, it’s all inbound right now. Yes. I want to talk about two to specific things. They were pretty much covered. You know, most of what I wanted to ask you all about, a couple of things on the experimentation side.

So y’all are in Orlando, Florida, and, you know, you’re working you’re doing deals in southern Florida. You had mentioned some specific scenarios. You’re cooking up some ideas on ways to reach people. More specifically, instead of just, hey, we buy houses or anything you guys are trying out as far as like, you know, you mentioned like floods or immigration.

00:29:01:17 – 00:29:28:07
Rosangela Russo
Yes, it’s true, because what we do is we have some campaigns in what we do, Google. We look in what’s happened in the area with that, because, you know, for example, we have a float floating in Broward and happened a month ago from this time when just happened. As I told you, we have a control board. That’s something we get a need to really get better is when we something happen.

For example, happened today, we trying to make something for tomorrow because asked when I have control of the the how the say the advertising I can really target these people. Yeah because I know for us that people have a flow probably you’re going to look for I don’t know a fan or something to help to to clean the or even move in this area because you know.

00:29:52:04 – 00:30:11:24
Chris RussoSo she has a way of like so there was a flooding a month ago in Broward and in fact we got a lead that I got to keep following up that she had flooding They want to sell the property to inside a let’s hit that area where people had flooding. So now we’re trying to be creative to figure out how we can we hit them to say, hey, we buy houses besides the normal way of direct mail.
So you kind of like thought of something I it individually.

00:30:15:00 – 00:30:25:00
Rosangela Russo
Yes. Because for example, we’ve now we have these you know, the immigration is getting the people move out. And that’s something we trying to work in to see if they.

00:30:25:00 – 00:30:25:17
Chris Russo
Want to sell their house.

00:30:25:17 – 00:30:31:14
Rosangela Russo
Yes. Because a lot of these people, they are need to move out fast and they need the money to move.

00:30:31:16 – 00:30:37:05
Brady Winder
You mentioned reach to them visually. What did you mean by that? Like a TV commercial, A certain mailer?

00:30:37:07 – 00:30:53:29
Rosangela Russo
We do. We do mailing also. But what we do, we we do a YouTube in that we put Chris in front of these people. With these I’m going to say this message is asking for these kind of messages that what we trying to do right now.

00:30:54:00 – 00:30:59:03
Chris Russo
Will be YouTube videos in the Broward area, in that area where the flooding happened. Okay.

00:30:59:08 – 00:31:03:05
Rosangela Russo
I just have a here. Yeah, just happened to have a heated I haven’t been script.

00:31:03:05 – 00:31:06:16
Rosangela Russo
You got the script. I love that. I love it And so because.
You know like yeah because usually this people they speak another language but they’re going to move out You know we have in Spanish and Chris can speak a little bit and you know is something that we trying to do because experiment.

00:31:17:25 – 00:31:36:06
Brady Winder
Yes so I love that you guys are doing targeted timely YouTube ads. So you’re you you’re like you’re paying attention to what’s going on in your markets and you’re saying these are the events. How can we deliver like a tailored and timely message, record the video and then get it into YouTube ads and serve that up to those markets.

So I want to follow up on that later on in the in the future, let me know how that’s working out for you guys and you know how that goes. But I think it’s cool. Your experience experimenting with new marketing. Yeah. So I mean, we’ve covered a whole ton here. I mean, I could I could talk to you guys all day.

I love talk in marketing. I think it’s been super valuable here and, you know, all the things you guys are doing. Props to you guys for putting in the work and just, you know, putting your head down and doing the SEO and learning what we teach. I think it’s amazing. So good job and we guys are doing Keep it up.

00:32:10:05 – 00:32:10:25
Chris Russo
Thank you. Thank you.

00:32:10:25 – 00:32:35:07
Rosangela Russo
Thank you very much. Was really when we came back to we take from the people was doing for us and our intention was okay how how do we start with if you don’t start getting crazy and you know like putting together and learn how we put this together, I think most of the investors somehow see how you do it.

I said, first, you know, go the Internet and listen carrot and listen. SEO with Jarrod. And then, you know, like having educate yourself because the more you learn. And the other thing I want is very important when you do doing your doing your website, doing your your history, your company, talking about what exactly you do. Because when the people call crazy is is for sure exactly what the people see the website, that’s exactly what we are.
And that’s make the people and we.

00:33:08:25 – 00:33:22:16
Chris Russo
Give value to them. And that’s what Jerryll teaches us. You know, he’s getting value by the information in his website. That’s why when people go there, they all this is interesting. So that’s why anything is given value to you, to the sellers and to, you know, that’s.

00:33:22:18 – 00:33:31:00
Rosangela Russo
Explain exactly what you are and what you do. And all these people, when they’re called, they are know, okay, I want to sell for a huge company, right.

00:33:31:00 – 00:33:43:04
Chris Russo
Like an open door. And these big companies, you know, who knows who you’re going to get. You’re getting me. And when they when they get me and say, oh, by the way, I’m the I’m the guy on TV or whatever. Oh, really? Okay. So instant credibility.

00:33:43:06 – 00:33:55:25
Brady Winder
I love that you mention that you’re providing value. It’s Evergreen Marketing 101. And sometimes marketers forget that. It’s like you’re there to provide value, not just explain what you do, like, you know, help out the sellers.

Where can people where can people find you if they’re wanting to connect with you, hit you up for advice, anything like that.

00:34:03:21 – 00:34:21:00
Chris Russo
The easiest way is our website. It’s very simple 123soldcash.com. And you know, if anybody wants to contact me, I’ll be able to help them if they have a deal. It’s hard to close a probate, whatever it is. Give me a call and maybe I can help them. Yeah, if you want. Maybe I’ll partner up with you.

Whatever you want to do, You know, I’m willing to help people because I know if you help people, you know, good things come back to you. So I’m a given person. So you want to contact me. The easiest way is one, two, three. So cash scam and contact me. I’ll be able to help you out whatever situation you have.

And my wife also, she handles more of the SEO and I handle more of the acquisitions.

00:34:42:18 – 00:34:51:11
Brady Winder
Okay, I love that. Well, thanks for sharing that. I appreciate y’all’s hearts and just willing to share all these things you’re doing and and help people out in your market. I love that.

00:34:51:14 – 00:34:57:00
Rosangela Russo
We got to work together. That’s the thing. The more you work together, demand you learn, the more you can share.

00:34:57:02 – 00:34:58:00
Chris Russo
It’s exciting.

00:34:58:02 – 00:34:59:19
Rosangela Russo
Yes, very excited.

00:34:59:21 – 00:35:19:16
Chris Russo
And I’m working on new ideas with TV. Also the digital like, you know, you have direct mail you sent to a list where I think I’m able to maybe instead of sending a direct mail or maybe do a digitally, you know, where like, for example, I can hit a zip code and then my TV commercials will show up in that zip code or a mailing list of probate or code violations.

And so my, my commercials will show up on their streaming devices. So I’m working on that also. That’s something that I’m working on.

00:35:26:00 – 00:35:52:19
Rosangela Russo
And the other thing is like Greece does a lot these a lot of these, even the new people, they’re get this leads from probate because Greece is really good in probate and they get this lead and all because the seller yeah with me or somebody you know because I’ve yet to understand all these people they’re really stressed their county for this money most the people and you know Chris with okay let’s go straight let’s talk really how how you can resolve that and you know.

00:35:52:24 – 00:36:06:13
Chris Russo
Give it probate. I have a good probate attorney that I work with. You can close fast, so I can call him any time. I can email him. In fact, he works seven days a week and I’ll give me the answer if I don’t have it all the of the cell, I don’t have the answer, but I’ll get back to you.

00:36:06:16 – 00:36:09:26
Rosangela Russo
Yes. And we work. We really like that. Our title companies the best.

00:36:09:29 – 00:36:27:24
Chris Russo
You know the title of independence title they’re great they work with. That’s important. If you’re an invest in business, you need a title company that works with investors. We do assignments, double closing, no basis, whatever it is. So they’re very experienced and they deal with me now they call it, you know, I don’t know. They close 50, 70, I think 100 deals a month.

And they they seen the situation. So I’m very confident they deal with my sellers and there’s.

00:36:32:29 – 00:36:33:16
Rosangela Russo
Even call.

00:36:33:20 – 00:36:41:17
Chris Russo
There’s an issues they’ll tell me Chris what do you know so you got to work with a great title company, a great probate attorney That’s brave.

00:36:41:21 – 00:36:49:27
Rosangela Russo
SEO company, great insight. Yes. Because I always see the website over there asking how I do these, how I do that. Yeah.

00:36:50:00 – 00:37:05:17
Chris Russo
Right. And one thing, don’t worry, the team don’t reinvented and that the rights is I have like a philosophy copy someone else if they’ve been doing it a couple of years and it’s working for them copy them why are you going to spend money and time? So every time I go on the internet, I see parrot all over the place.

So you guys must be do something right. Everyone knows yourself if that’s the case, then go with carrot, because I look, I got a scroll down to the bottom and every sponsored or or by carrot. So that’s how we came across you guys also. So that’s what I do is if someone’s work and they’re been doing it for a couple of years, obviously it’s working for them.

00:37:23:27 – 00:37:26:12
Chris Russo
Do the same thing. It’s very simple.

00:37:26:14 – 00:37:33:19
Brady Winder
Yeah, well, I appreciate you saying that for everybody listening, watching. And we didn’t pay them to say that. A promise. You know.

00:37:33:21 – 00:37:42:17
Rosangela Russo
We use carrots much like five years ago. But I’m going to say when we came back, it’s completely different. Before I was like really caring, user.

00:37:42:17 – 00:37:44:18
Chris Russo
Friendly, very easy, scrappy.

00:37:44:19 – 00:38:02:18
Rosangela Russo
Yeah. Even like you guys when I cannot do something. And I saw that you guys call this now, did you see that You fix that. You know, it’s really is like a going to see like a family working together is it’s not easy business this is because all these people with problems coming to us we try to resolve this problem.

00:38:02:20 – 00:38:11:06
Chris Russo
Yeah they’re coming to us. So we got to, like, relax, you know? Yes, they bring their problems on to us, but that’s okay. That’s the nature that make us stronger.

00:38:11:09 – 00:38:33:04
Brady Winder
Yes, I love that. I love it. So my biggest takeaway from this conversation, everybody listening. Take take their advice and go listen to every episode, every YouTube video we have ever put out. Go listen to the entire back catalog of the characters, all 400 some, and just get one. Soak it all in now. Thank you guys again for your time.

I appreciate you hopping on and everybody watching, listening – If you got value out of this share it with a friend. Give us a positive review on Apple Podcasts if we deserved it. Go ahead. Give us a rating. I would appreciate it very much. Helps us grow the podcast. So until next time, we will see you all later.