00;00;00;02 - 00;00;22;26UnknownI learned that even the bigger flippers out there, they still don't have systems, don't have true processes. They're running everything manually and they don't have a clear lead or client acquisition system. They still need marketing acquisitions. It's always going to be a big problem. They always have to get the best bird dog. So talent acquisition, it's like every single time.00;00;22;26 - 00;00;33;28UnknownThere's almost always a system or something that is not efficient.00;00;34;01 - 00;01;14;19UnknownWelcome back to the Seven Finger Flipping Podcast. I have my friend and guest today, Esteban. I'm your host, Adam Whitney, my friend Esteban is from two companies that are super useful in the real estate investing industry. One is called Remote Latinos, which is a virtual assistant company that helps you source Offshores talent from South America and Latin type countries, and also organization called git sellers dot I o which is like a it's a really a media company that helps you to produce leads in your business.00;01;14;21 - 00;01;36;09UnknownThey have a lot of different things that they can do for you, but primarily they generate leads, for your business across digital platforms PPC, meta, you name it, they do it. And they've been doing it for a little while. I just kind of been watching them from the sideline, and I was just excited to bring Esteban to an event with us at seven figure flipping, and then now have him on the podcast.00;01;36;09 - 00;01;58;11UnknownMan, welcome to the show, man. I appreciate you for having me here. It's an honor. All right man. So I think well first off like how did all this come to be? Were you an investor? Are you an investor? Like how did you get how did all this stuff even start? Let's hear a little bit of your backstory.00;01;58;13 - 00;02;20;19UnknownYeah, absolutely. So, I, I did the entire college university thing where I wanted to work for a big corporation. I did that, and I was able to essentially hit a peak or hit a ceiling in real fast, where it's like, I'm going to I'm going to be stuck here for 20 years in order to make $300,000 a year.00;02;20;21 - 00;02;44;13UnknownAnd that's not something I want to go for. I was an engineer at Fiat-Chrysler Automotive, you know, the automotive company designing, the bigger truck frames and so on. So I had a lot of like, design, background management and product development, all that stuff. And I'm like, I want to just create stuff. I just want to do stuff that are different and like, cure.00;02;44;13 - 00;03;05;02UnknownI can get to like that amount of money if, if I have to, like, literally level up like by years. This is not by skill set necessarily. It's like experience and like like hierarchy, all that stuff. So I started diving into real estate while I was living in Detroit, because Detroit has one of the most amount of houses.00;03;05;05 - 00;03;26;27UnknownHave you ever gone to Detroit that really need a lot of lot of, like, you drive around the city and it's a lot of ugly, a burned down, there's fixer uppers and most of them, you know, they're just going to sit there for a while. But the city started, getting a lot of investment done by Quicken Loans.00;03;26;27 - 00;03;46;04UnknownFord Motor Company, and, and it started to, like, rise up once again. So I saw that and I, I wanted to get into flipping. And so two of my buddies essentially that were also work in Chrysler, and another one that was a contractor were like, hey, let's do a flip and let's buy a house, flip it, make some money.00;03;46;04 - 00;04;05;29UnknownSeems like we're going to make about 20 or $30,000 in our first flip. We'll split it all of that. That's cool. But, we did everything wrong. You know, we didn't read the papers wrong. We bought it from an auction from the land bank. We do like at that time, like we were young, hungry, and didn't know what we were doing.00;04;06;01 - 00;04;29;18UnknownSo we bought in an auction, and we just lost, like, all the money to get that house. Essentially acquired. And thank God we didn't proceed. That was like my first ever time that I tried doing flipping. And then I was like, you know what I want to do? Sell real estate. You know, I attended these seminars by, what was it, the, the, you know, those big ones.00;04;29;19 - 00;04;50;04UnknownI forgot the name of the big ones. I did three days, and they essentially teach you about everything back in the day to build the business and fortune builders. And then I was like, I want to test. I want to try wholesaling and reverse wholesaling. What is this like? This is really cool. Like, you don't have to essentially, put a lot of money for fixing the houses.00;04;50;06 - 00;05;24;11UnknownSo as I started doing that, I realized that a lot of these people didn't know about marketing and, what I had done in, in my pastimes or in my free time was that I did it kidding myself to personal development and marketing. So I listened to, you know, the Gary vs the Grand cajones, the, it started with y book, the, you know, Simon Sinek, the Frank Kern of marketing, for marketing geniuses.00;05;24;13 - 00;05;41;13UnknownCertainly listening to a lot of these big people that had a lot of content out there. And so I learned a lot of our marketing while I was in personal development. And, so I learned then also about ads and advertising and stuff like that. I took a course and I was like, no one knows how to do marketing.00;05;41;16 - 00;06;07;23UnknownIt's like one of the it's like one of the most important, like parts of that business. And literally everyone depends on another company or everyone depends on doing something that, you know, that is not as efficient, which was like, oh, go and do and Dorna go and do cold calling, maybe hire one one person from the Philippines, whatever.00;06;07;25 - 00;06;37;17UnknownI was like, you know what, I'm a smart, lazy. I want to be a home entrepreneur. I want to just run it with ads. Let's test it out. Never really done it, but I did have an idea of it. But one year was fantastic. Man. That was 2018. Those 2018. Yeah. Cool. And and so, you know, everything started around 2019 where I decided to I'm going to put a post out there.00;06;37;20 - 00;07;02;13UnknownI learned everything. And so like, who needs marketing help? I will do essentially deals together. I can help you. And my idea was to essentially start learning how to do wholesaling all that stuff by providing essentially marketing help and going into an a into an organization. Right. I did land in one on one big organization. That was my first ever client, let's call it that.00;07;02;16 - 00;07;25;21UnknownThey're called, Detroit for cash. And they were big, big buyers, from Argentina. I used to buy about 300 to 350 houses on auctions every year. But the auctions were running low, like there were not able to find more houses. They used to buy houses for 3000, 5000, $12,000. And then just flip it and then sell it to, to to buyers in Argentina.00;07;25;21 - 00;07;47;08UnknownThey used to do like TV programing and radio ads and like conferences to buy to Argentina investors in Detroit. So they had a lot of demand and their houses were lacking. So I was like, dude, I can help you. You know, kind of do this and, I can help you do the, lead generation and stuff like that pay me a little bit.00;07;47;11 - 00;08;11;01UnknownAnd just as want to learn more about your business, go into your offices and things like that. That was my first ever client. And that's when I realized when I did that post, tons of people responded and they were like, I also need help on that. I'm like, okay, like, this might be one way of doing it. Where instead of me going into wholesaling, I may just offer this as a service.00;08;11;01 - 00;08;35;08UnknownSo that's kind of like how it all started. Obviously I did I did learn everything and paid maybe over $200,000 in education on wholesaling, real estate investing, flipping all that stuff. But the applicable thing I've done it for the people that I work with, consulted with or clients. You know, and that's the one for, I'm just curious.00;08;35;08 - 00;08;53;25UnknownSo when you which is a really smart move on your part, by the way, to go. Okay, who's got the full operation? Kind of figured out, but needs a little help with marketing. And you go into that company, that first client of yours, and you're you're running some marketing for them. What did you learn about the operation?00;08;53;25 - 00;09;18;09UnknownLike, what did you learn about a quote unquote bigger operation at that time, I learned that even the bigger flippers out there, they still don't have systems, don't have true processes. They're running everything manually, and they don't have a clear lead or client acquisition system. Because a lot of flippers, for example, they go to auctions, they rely on other wholesalers, whatever.00;09;18;09 - 00;09;40;29UnknownAnd look, they were doing a lot of flips a month. They were doing a lot of houses, houses, buying them on three brothers. Very successful. Right. They're called the Munoz brothers. But, when I started sending them leads, man one they didn't really have a CRM. They had like a spreadsheet where they, you know, copy paste that everything manually.00;09;40;29 - 00;09;56;27UnknownThey had a WhatsApp group with all their bird dogs that were also acquisition managers that would drive to the house as soon as they, you know, got a lead or someone that needed to sell the drive to house, call the lead while driving to their house to try to actually close it. And they will do that every single day.00;09;57;03 - 00;10;18;17UnknownIt was a very interesting operations. They had like maybe about 7 to 12 people on the road, right? And they were driving around Detroit. So when I started sending them leads, they were like manually doing stuff they've like, oh yeah. So how are you like dealing with that? Those leads, like, I'm just curious. Started by being curious.00;10;18;17 - 00;10;37;02UnknownLittle is, is I'm copy pasting the notifications you're sending me on text messages by Zapier, and I'm going to paste it to this. People that are in what's up? So they go and lock it up like. And I was like, really that that's what you're doing. And then in me, in my digging, I'm like, how can I help them better?00;10;37;02 - 00;10;58;08UnknownIt's like, have you guys ever used the CRM? It's like, no, you know, I don't I'm not like the biggest technology person. I'm like, I mean, but that's just going to help you, you know, get even more deals. They got they got 24 deals out of $9,000 in ad spend back in 2019. That's crazy. Obviously, like Detroit deals are a little bit smaller than normal.00;10;58;08 - 00;11;37;08UnknownBut that was a lot, you know, I mean, and I'll take I'll take two deals out of $9,000 of ads. Right. And I'll that's extremely happy. That was crazy. And but it also it was effective in the sense that, there were quick to act. They knew about speed to lead. Now they didn't have the best systems to manage leads in properly, like keep track of them and CRM like following up and stuff like that with their SMS and emails, but they didn't know that they needed to act quickly and like call them right away while they're driving to their house to be able to essentially, just lock it up because they recently have00;11;37;08 - 00;12;02;29Unknowncome in. So right away they have their priorities and their business. Just fundamentals and fundamentals that they're there were successful for a reason. Every single weekend. They spent a, three days on auction. Right. And then they also knew marketing on the Argentinian side, the TV ads, radio ads. So they knew that marketing itself and advertising worked.00;12;03;05 - 00;12;23;23UnknownJust did they have an in apply it to, to like, deals in the U.S, right, to find houses because they only relied on an auction. So even the biggest people, like they still need marketing acquisitions. There's always going to be a big problem. They always had to get the best bird dog. So talent acquisition is what was was was the thing for them.00;12;23;24 - 00;12;48;05UnknownThey needed to get acquisition. Acquisition people. And they, you know, systems. It's like every single time there's almost always a system or something that is not efficient. Yeah. I think that's, sometimes when you meet your heroes, you're disappointed in certain things. And that's like one of those things because a lot of people will listen to this.00;12;48;05 - 00;13;07;24UnknownThey'll see, you know, the Andy MacFarlane's a Bill Allen's the you know, the all the other people who've been doing this for a long time. They're doing big numbers. And then they find out that they're like, it's not it's not actually as sophisticated. And sometimes that could be a good thing. Simplicity does scale like complexity does not.00;13;07;24 - 00;13;31;19UnknownSo sometimes simplicity really can be scalable, but there's probably a limit to it. Right? And sometimes there's just like simple, basic fundamental things. Hey, look, CRMs were not maybe the most. There are probably plenty of people doing deals without serums in 2019, 20 time, you know, because there weren't it wasn't as crowded in terms of Legion at that time.00;13;31;21 - 00;13;48;11UnknownSo it's just a little different, especially in Detroit, man, because that was like right when it was coming back. That's right. When I was on the come up, like you said, where Dan Gilbert came in. And a lot of people, the Ilitch family, a lot of these people came in and brought a bunch of stuff to Detroit and attract a lot of people clean that place up.00;13;48;11 - 00;14;10;12UnknownLooks great today. If you go down there. Yeah. So I mean, that makes perfect sense. It was like shooting fish in the barrel for them. They didn't really need to have too many systems. But that's. Yeah, that's so that's a that influences obviously as you develop and you're looking at this, you become kind of obsessed with this front end problem set of like, okay, lead gen cool.00;14;10;12 - 00;14;36;08UnknownYou get really good because you're like, you're an engineer, you love marketing. You're like dialing it in and tweaking it. And then you start generating leads for people and you go, well, I'm only successful if they're successful. So I can generate all the leads for them I want. But if they don't have systems, if they don't have a CRM, if they don't have a follow up process, people are really training.00;14;36;08 - 00;14;53;22UnknownThey don't have people who can close. Kind of looks bad on me because now they're going, well, hey, I didn't close any deals from that lead generation service. But in reality, the truth is they maybe they didn't get to the leads fast enough. Maybe they were only looking for lay downs. Maybe they had no follow up, no nurture, all these different things.00;14;53;22 - 00;15;16;22UnknownAnd that's that's the big conundrum for anybody who's doing lead generation is there's two components to the lead generator. It's actually not the most complicated thing in the world to do is to generate leads you put money in, you basically get leads out. The hard part is like getting people to do the right things with the lead and take care of them, because in this business, leads are the oxygen of your business and without them you strangle.00;15;16;22 - 00;15;35;11UnknownYou have no air, you die. So what did you do? How did that influence what you did over the next 3 or 4 years as a marketer and, you know, starting to learn how to get Vas and stuff like that for other people, how did that influence how you set things up and what service you provide for people going forward?00;15;35;13 - 00;16;01;29UnknownYeah, it actually influenced me in a good way because, every almost every client, I got very lucky at the beginning from the first client that I got, almost every first client that I got was already a big player. Like, they were really doing, like, a lot of money per month. There was one guy, you know, one group in Washington that there were doing about $400,000 a month, partners that they split up later.00;16;02;02 - 00;16;30;11UnknownAnd I got to essentially see what a good operations or, optimize refine processes looks like. And then when I started getting like with majority of the wholesalers, I want to say 95% or more, that there were not at that level that still needed my help. I was like, they are they have a constrained they have a bottleneck because they don't have this.00;16;30;11 - 00;17;08;29UnknownSo I started reverse engineering every single aspect from lead legion, lead nurtured lead conversion, you know, their own fulfillment on, on on those leads and control closing and then scaling. Right. And because I started reverse engineering, I became more of a problem finder problem solver on our clients operations. And as that, and as I documented all of that and I thought through things, I was like, okay, now we're going to add for every client that doesn't have a CRM, which surprise, almost every single client didn't know how to use their CRM.00;17;09;02 - 00;17;37;10UnknownSo I'm going to at go higher level. So so y level version, the user account free Dom. That helps with, you know, at least having visibility, adding SMS automations, nurture whatever. Right. Complex workflows in that time. That time was called triggers and campaigns. And then and then wow. Like now they have they're able to get more appointments, get leads more to, to reply to their messages and all that stuff.00;17;37;12 - 00;17;58;11UnknownYou know, we're able to, you know, recover leads that were dead. We're able to like reactivate leads that were sitting there. Okay. But they're not closing. All right. So now the next one is like, okay, conversion now had to learn sales not only for my business but for them, you know, I mean, I was like, dude, let me let me just see what's going on.00;17;58;11 - 00;18;27;26UnknownYou're telling me that the leads suck. And then I go and listen to their conversation, and then when I start learning sales, it's like they go price based, thinking, logical. Straight to a straight to like what they want for their house. Nothing else matter but a transaction. And I'm like, this kind of sucks. Okay, so I started learning and putting, putting together frameworks inside of the business so that I can teach that and transfer that to clients.00;18;27;26 - 00;18;47;25UnknownRight. And the same thing for like, well, now they get busy, you know, they get a good amount of deals. We have a client recently. Oh, I need to pause because I have so many leads. I'm like, okay, so your one man show, you don't have many exit strategies. You can get a hold to the leads as, as possible.00;18;47;27 - 00;19;09;28UnknownSo we I'm like, we're not going to let you pause. We're just going to like take action and then essentially evolve with this, you know, growing pains that you have. So we added inside sales agents. Right. So we essentially like call callers that inbound callers that as soon as the leave come in, boom. You will get to the to the lead ASAP.00;19;09;28 - 00;19;29;00UnknownLike within 2 to 5 minutes. They're in a call center system basically. And then, you know, okay, so how are we going to scale past this or how are we going to hire people? It started becoming more, of like end to end, but customized to the type of client that would come in, type of agency.00;19;29;03 - 00;19;51;02UnknownRight. So when you guys, if you guys still do, you guys do that today as demand. So it sounds like, you know, I can come I can come to get sellers. And sure, you'll generate leads for me and that's great. But you'll also give some like, operational consulting and help people to increase infrastructure. And you don't charge anything extra for that.00;19;51;04 - 00;20;16;09UnknownNo, no, it's it's all part of our client's success. It's all part of our client success system that we have created. I am lucky enough to that that we have, like, hired really good people from. I hire people from Realtor.com, from different like companies like that that already trained up. And then I train them on, on our systems so they can essentially like coach and build that.00;20;16;10 - 00;20;39;19UnknownWe have client success coaches or client success managers, that coach client, our clients and this we have back end systems, people that build out technology and systems for them. Well, to have a client success leader that essentially helps them on, you know, a higher level coaching, or high level, you know, on all these things operations wise, obviously, like for the people that do really need it.00;20;39;19 - 00;20;58;22UnknownRight. Some people are the only leads because they have everything set up. They're already doing like a couple million a year where like, you know, they're pretty set up. That's okay. We only do the region. But yeah, we do that. And like is like majority of agencies, they have a three month retention or 2 to 3 months retention.00;20;58;24 - 00;21;28;26UnknownPeriod. So their churn is really high and the retention is very low. Okay. And can we can let me just let me just for the audience listening real quick, he's talking about if you hire somebody, like an agency, a marketing agency to generate, you know, seller leads for you, typically the client, you and the agency only work together for about three months, and then there's something broken that makes everybody unhappy.00;21;29;03 - 00;21;52;06UnknownAnd then it's called churn. So he said they typically will have churn within three months. It means they only work together for three months, and then they kind of churn out, from that relationship. And then the other thing you had mentioned, I think was, was it retention? Yeah. Yeah. Like so, so like how long basically what are we are alluding to is how long does the client and the agency work together to generate seller leads.00;21;52;06 - 00;22;14;05UnknownRight. And it's only as long as you're useful to them. But if they're having success, the more success they have, the more likely they are to work with the agency for a longer period of time. So I see where you're going. I didn't want to interrupt, but I wanted to make sure everybody understood that 100% and majority of of actually people leave and stop doing the lead channel because one the lack, sell systems, follow up systems, good infrastructure.00;22;14;05 - 00;22;43;22UnknownThey have the lack they lack, the offers that you can provide to sellers that are coming from online marketing. And their mindset also sucks. So they're not patient. They, you know, they want to solve things quickly rather than like knowing that it takes time or like they want the marketing to to do good deals right away. The judge, the leads, the blame, the leads like there's a four categories that we see that clients land on so that we tackle those categories.00;22;43;24 - 00;23;25;24UnknownAnd we do essentially we have this, thing in a company when you come in and you have a welcome and onboarding setup and onboarding process, you got to be at the, you know, happiest level there. But you will also have the you have to put the expectations very solid right from the very beginning. And like based on the client, you got to be able to find what is it that most likely they will fail on because there's different situations, different scenarios that they could potentially they are based on that client that we have and we like to try to drill it very proactively to that specific client and then also build a00;23;25;24 - 00;23;44;05Unknownkind of like a roadmap. Okay. So now this client every in is going to need help on his sales framework. Right. And then he's going to be needing reminder or it's going to be needing a an inspection on the call and then giving him some more of a mindset coaching because maybe his mindset needs a lot of help.00;23;44;07 - 00;24;26;19UnknownRight. And then maybe this client essentially like loves to be part of something, a community. Okay, maybe this client at some point will appreciate that. Another client, talks to him and then ultimately, like, helps them or part of the community kind of helps that that that client essentially like, you know, do a deals or another client essentially give him like a 15 minute, 30 minute call to reassure him, like how things are going to go or even, you know, even me, I can just jump into like sometimes into a call and it and anyways, so we create this activation, points roadmap so that clients can essentially solve this things and proactively tackle them00;24;26;21 - 00;24;49;11Unknownso that they stay for longer. So whenever they feel great, they can also feel greater. And whenever they feel bad, we know exactly, why. But we already have tackled a lot of the things prior to it. So our clients end up staying for, you know, we have a retention of about eight months, even a lot of points.00;24;49;14 - 00;25;28;23UnknownYeah, a lot of clients are are years for sure. But I'm also counting the clients that are not so great. Yeah. You know. Right. And, and, you know, retention is normally within the 92%, 93% trying to stable it at 90%. That's like essentially the retention that we have. Yeah, that that esserman that's phenomenal. And I think you I think your mindset and your approach is so good around this because as somebody who's providing a service to investors like you, what you realize is that you're only gonna win no matter how good you are at the thing you're providing.00;25;28;25 - 00;25;51;23UnknownYou only win if your client wins, because if your client doesn't win, they won't stay. And they don't. If they don't feel like they're having success or if they don't have the success, like first off says, expectations are inappropriate. That's where we that's where we all lose. And then when we have good expectations and we feel like and we're getting the result that we agreed would be, a rational result between the two of us.00;25;51;23 - 00;26;21;09UnknownAnd we stay for a long time. And, sometimes you'll have lifetime clients just because they love the service and how you do it. I think your approach is phenomenal in focusing on the business and the parts of the business that you already know clients typically will struggle with, and that initial audit can be so crucial. And the cool thing about that is like, I mean, you're sitting with the clients have to understand is you're seeing all kinds of businesses and behind the scenes and what works and doesn't work for different markets and different companies and different structures.00;26;21;11 - 00;26;42;12UnknownSo you have this unique position where you could come into the client's business and offer them, you know, take it or leave it, but offer them, hey, I'm seeing this. I think this could be helpful for you. And, if they listen to you, then they probably are way more likely to succeed just because of the unique position you're in, where you get to see businesses from a few different angles.00;26;42;15 - 00;27;05;03UnknownI really love that man. I think, you know, so. So, I'm thinking about the new investor, right? So like, let's say we got an investor and maybe they've done a deal. Maybe they bought a rental, maybe bought a few rentals. They got some cash, a little bit of cash. They're not like balling but but now they want to like, they're like off market deals.00;27;05;03 - 00;27;23;14UnknownI know I need to like, market to these people. What would you recommend if I came to you today? And I was like, look man, I've bought like six rentals. I kind of did it. The the bigger pocket's normal type way. I put money down. But now I'm hearing all about this off market underground where I can go out and I could do a little bit of marketing.00;27;23;17 - 00;27;39;23UnknownI could talk to these people myself and negotiate the deals directly. So I'm pretty green. I don't have a nurture, I don't I never been trained on sales, but I know I generally know how to do a deal. Like, how would you work with me as a client? Would you help me generate leads? Would you like what would you want to see from me as a client?00;27;39;23 - 00;28;03;27UnknownWhat would you do for me? Yeah. So in actually doing a lot for clients, it has it's it's a double edged sword, you know, can clothier. Right. So I did coaching with him and he's like, dude, this is great, but you're going to be attracting all those broken people or people that are, you know, needing all of that.00;28;04;04 - 00;28;27;08UnknownWhy don't you advertise on that? As opposed to, like, let's say, the bigger sharks or the whales that they see, like, oh, I'm not going to need all of that. Right? So that's why I started essentially get sellers and like, you know, we're doing a subdivision of Hustle Media. So has somebody is like more like like end to end type of thing and like get sellers is able to like give leads and that's it.00;28;27;08 - 00;28;47;28UnknownAnd if you want to add agency type of experience, we will do that. Right. You just have to be spending a certain amount of time, certain amount of, at of the, the, the ad spend basically, with us in order to give you that database experience. But I would 100% tell someone that is new. Okay.00;28;48;02 - 00;29;12;04UnknownOne, you would need 100% a roadmap like a, like a blueprint like like a game plan, like you guys, for example, seven figure flipping. I love to tell them, hey, like, go to a coaching program that is proven some sort of mentorship that is proven or a person that can give you that roadmap will try to give it to you in an hour, discover your call and demo call how that would look like.00;29;12;04 - 00;29;33;16UnknownBut you need someone that 100% educate you. Because if you are going to be spending a lot of money on on Google ads or a lot of money on Facebook ads, and let's say Facebook ads start pumping a lot of leads, right? And then every lead like you just you just bond it like you just you can't talk to them.00;29;33;18 - 00;29;56;02UnknownYou're going to be wasting a lot of marketing dollars on that, right? Because you know, you're lacking that framework, that experience. Maybe you're great at sales. Okay. That's a huge advantage, right? And you just need to build that ecosystem. So in the next two weeks we can do that. But if someone is really starting out normally they're not great at sales.00;29;56;02 - 00;30;27;21UnknownThey think they are, but they don't. So I would be like, hey, instead, let's do our instant lead packages, which is essentially a are our Get Sellers offer of paying per lead. You buy, let's say 2020 leads. Right. And we start with those 20 leads, every single lead you can. When you get them, you're going to essentially practice and get all the frameworks done that you get from the coaching program or from whatever it is that you're doing, and then take it as a practice.00;30;27;23 - 00;30;58;24UnknownYou can ask for credit refunds if you know credit on the on their leads, if it if it's a bad lead and that's a good thing for you. But obviously we will be evaluating the lead and the conversation to see, I mean, how much of this is and what else we can actually help you. And the good thing about that is that you can like, turn it on, turn it off, and take some time to learn the ropes, because the moment that you go into the agency side, which is like Facebook advertising as a campaign, we're not going to stop.00;30;59;00 - 00;31;17;21UnknownLike it just doesn't make sense to start a campaign, you know? All right. I'm saying that now you're talking about like, you know, okay. So I think I'm hearing you. Well, here is, you know, if you're newer and you've done some deals, you kind, you're dealmaker, you already kind of figured out how to do some deals. You're not a professional yet, but you know where you're going.00;31;17;23 - 00;31;36;10UnknownYou can go to, these guys over at Get Sellers and just buy a package of leads and they'll go do the digital marketing to generate leads in your area. And I, I agree with you. I like that, for, especially for newer folks, like turning pay per lead, we call this people on and off is a huge benefit.00;31;36;10 - 00;31;57;25UnknownAnd you don't have to necessarily be an expert at lead, Jim, but you can get leads in very quickly this way, which is the most important part because it's allowing you to get repetition, talking to sellers the fastest way possible, because if you try to go stumble, if you don't know anything about marketing, you're trying to set up your own marketing, whether it's, digital marketing, cold calling, direct mail, it doesn't really matter.00;31;57;25 - 00;32;17;01UnknownIt it's a there is a science and an arc to it. It is not a one size fits all. Every market is different. Every avatar and every market's a little bit different. So there's a lot of nuance when it comes to marketing. So I'm hearing that you know, new investors can come to get sellers, get get a lead package and start getting those reps.00;32;17;01 - 00;32;54;15UnknownAnd now if you're already doing like 3 to 5 deals a month and you're looking to really get some branded marketing out there with your brand on it, increase your brand awareness, increase your conversions. In the digital space, then that's when you go work with the the media side of it and get like a, a true media buyer on there running the different types of ads for you, whether it's new newbies, the newbies, the newbies in real estate need coaching and leads so that they can get coached on every single lead and they don't have this flow of leads and expenses that they can't do.00;32;54;17 - 00;33;29;23UnknownDon't know how to go about even building a business. And then, you know, more seasoned investors, they can go ahead and start building their internal Google Ads or Facebook Instagram campaigns because they already know what it takes to actually get something done. Yeah, I love it. I want to I want to spend a little bit of time. I don't want to take up too much your afternoon, but I want to spend a little bit of time talking about remote Latinos and, how that kind of came to be and, and, you know, remote Latinos, like, why do people, why would people.00;33;29;26 - 00;33;50;04UnknownSo we call this a virtual assistant, which I think is kind of comical. I mean, how come a virtual assistant, in my own business? But we hire Offshores employees, and you see this across the industry, if you're unfamiliar, what happens is you might go hire somebody in the Philippines for four to 8 or 9 bucks an hour.00;33;50;04 - 00;34;17;00UnknownYou might go hire somebody in Egypt for, you know, nearly the same. Or you could go down to South America. You can hire offshore talent that down there. And and I was having this discussion internally with some folks and in our mastermind, there, there is, a massive use case for Spanish speaking virtual assistants. If you're in a Texas for sure, like if you're in the South or the southeast, like you need Spanish speaking people.00;34;17;03 - 00;34;42;22UnknownAnd I think that's a really great geographical location for, remote Latinos, because it's such a critical component of business in the South. And, you know, maybe, maybe Filipino Vas Collin don't perform as well because they think it's a call center and they're hanging up on them. But, yeah, I would love to kind of just hear about remote Latinos, how you work with people there, and, why it is a great opportunity for businesses today.00;34;42;24 - 00;35;02;19UnknownYeah. I started with more Latinos because, a lot of people would talk crap about jobs, virtual assistants, this whole like, they would think that they're the bottom barrel of the thing, you know, and they would just think that a virtual assistant was, is more like, like a service, like this robot, this person that has no soul.00;35;02;21 - 00;35;27;26UnknownAnd and I'm like, well, you know what then? Does that make my mom that she works, you know, remotely or that she works in Colombia? And they can she can do laps around, any, you know, American that is entitled. No. Is my family. No. Absolutely not. So and I was a remote Latino outside of like, I was living essentially abroad.00;35;27;29 - 00;35;50;19UnknownThe thing is that people don't know, like I told you, you don't have password. They're unaware. And the thing is, they live in the jungle, you know, and and that honestly, it's a sense of pride that I'm able to essentially connect with someone that I know or that I have seen that has the capabilities of helping other businesses build their business.00;35;50;21 - 00;36;15;00UnknownAnd develop the business, while being abroad, while speaking two languages, given the opportunity that they can actually work in the US, make American dollars without having to struggle here, you know, doing like low level cleaning jobs, construction jobs and stuff like that and is set is a professional setting. So that was a huge proud moment of me.00;36;15;00 - 00;36;44;06UnknownLike, I know I can help you with that because my, my first ever employee was my cousin and I developed her. And then I'm like, why, why, why are people not thinking this way? Right. Like South America is just right here. Mexico is right here. Central America starts right here. There's so used to this, cultural, cultural there's a cultural alignment instead of Philippines that there's a cultural shock on how they are.00;36;44;06 - 00;37;09;02UnknownAnd they're and it's I'm not saying it's wrong. I'm just saying they're different. And the same thing for most Asians, they're just so different. While the US is fully used to remote Latinos, actually fully used to Latinos that are just happened to be remote, right. You see it in in you see it in states like Texas, Florida, Arizona, California, like even Michigan.00;37;09;02 - 00;37;29;20UnknownThere's so many Mexicans, by the way. And you see it in a lot because 20% of America is actually Hispanics. And I saw this gap of people complaining about their Filipinos and that they're not really the greatest at sales. Majority of them don't even speak up. A majority of them are shy and they don't tell, you know, the things up front.00;37;29;23 - 00;37;59;01UnknownAnd while Latinos are noisy, they want to, you know, you know, be there but want to be everywhere. They're loud, you know, they're more loud and things like that. And, you know, they're perfect for those front end roles, but they're also, the results also a lot that will be good for project management, operations, leadership, like design, video editing, like graphic design, like you name it, they'll do it right and you'll pay just a tiny bit more than a Filipino.00;37;59;03 - 00;38;21;22UnknownBut that that was the opportunity that I started seeing whenever clients would come in and be like, hey, I'm getting super, super busy on with this leads. I need some help on following up with them. So I'm like, you know what I got you when I send you to this agency that helps you, find people. And that agency was actually Omar's agency back in the day.00;38;21;24 - 00;38;51;09UnknownOmar is my business partner, and we were not partner up back then. So, I told them, like, hey, I would send you to these people to this, to this agency. And, we essentially started doing 5050 split. But Amir mostly used to do Filipinos. But I told him, like, dude, there's this job boards in Latin America and also LinkedIn, that you can actually, like, poach people or just like post jobs as well.00;38;51;11 - 00;39;14;03UnknownAnd he started doing that. And, so our clients started loving it. Right? My entire team literally is remote and majority of them are actually are remote Latinos. Right. So I knew the value of it. Clients started getting really good results where they love their people. We have clients that have been with their remote Latino for like, over five years.00;39;14;06 - 00;39;46;26UnknownIt's like the best thing that they could ever do. So we started to think that this could be something like another business and just like a good entrepreneur, double edged sword type of thinking. All right, let's make this happen. Let's make something happen. Right. So while I was having the agency and Amir was actually running that other virtual assistant company from the Philippines, we transform it to be a virtual assistant, remote professional, company for, in Latin America.00;39;46;27 - 00;40;09;03UnknownRight. And we just rebranded everything to remote Latinos. And he keeps saying that remote Latin, as the name itself was his idea, but, it was it wasn't it wasn't his idea. Like, he's not here to defend himself. So I think you're correct. I mean, you must be correct. So. But anyways, like, we started seeing what other competitors are doing.00;40;09;06 - 00;40;27;26UnknownAnd so we, we jumped into this game of recruitment, which is big, you know, it's a multibillion dollar game of recruitment. And now we've been doing it for like couple of years now. We're actually pretty successful with it. And a lot of the big players in the space have been using it. We're trying to expand on real estate.00;40;27;28 - 00;40;53;01UnknownSorry. We're trying to expand. And insurance lawyers like personal injury lawyers like, you know, companies that have a lot more money than real estate. And they also need to hire a lot, because they can. What would you say? What would you say? The number one thing real estate investors hire from a remote Latino perspective, what's the main thing real estate investors need in their business with offshore labor?00;40;53;04 - 00;41;19;27UnknownThe, the most, and high demand organic role that they want is definitely someone that does admin executive assistant stuff, operations stuff like just help them with the day to day. And the second one that we advertise a lot because these people are highly needed, is appointment setters or lead managers, follow ups, specialists, you name it.00;41;19;29 - 00;41;43;03UnknownAnd surprisingly enough, the third one is actually closers. We've hired a lot of acquisition managers. For real estate investors and wholesalers that are, Latinos. And they, you know, they're closing deals for our, you know, for our clients. No. No way. I haven't I've heard I've heard Vas could never, ever close deals in the United States.00;41;43;03 - 00;42;13;04UnknownIs that true? No, that's not true, man. Everything is like, if you got someone that speaks English. Right? And and sales is an energy game, it's not like whether you have an accent or not. Like if you if you are able to master the skill sets that sales are required and you were able to transfer that, you know, that energy that is required to to have someone to trust you and then to get persuaded to work with you as opposed to the competitor.00;42;13;06 - 00;42;45;19UnknownI think that's everything you need to be honest. Like I don't I don't see anyone. I would say even someone that learns those skill sets and is able to do the same thing for for to a homeowner during the call, like during the phone and is from the Philippines will still do it. Obviously like the more you know, there's more, you can find more of those people where there's like English is, you know, a language where they speak it a lot and that the culture allows it for being salespeople.00;42;45;19 - 00;43;08;07UnknownRight. Like, you see Latinos, essentially, you go to Latin America and they trying to sell you for everything, and everything has an app. So and everything is marked up, right. Everything is a down sale, right? Like everything is negotiation. And I don't know if you experience that, but I experience it. I am like that as well. And and that's why it makes it great.00;43;08;08 - 00;43;13;20UnknownIt makes it perfect for a Latino to also have close deals.00;43;13;22 - 00;43;30;14UnknownI think that's amazing, man. Yeah. And I think there's value. The funny thing is, is we do we do have a, a virtual assistant overseas in Egypt who has close over $1 million for us this year. So people are like, oh, no, virtual assistant can't close on, like two kitchens are going to. Yeah, I got one guy who goes over a million bucks.00;43;30;14 - 00;43;54;11UnknownHis name's Alex, he's in Egypt, and he did a great job. So, yeah. And I mean, like, think about this dude. Like, I'm a dude sitting here in the United States. There's a dude sitting in Mexico or Brazil or Honduras. Like, no different than me. Speaks English too. Yeah, maybe even better. And has the same access to education and training that I can get.00;43;54;14 - 00;44;12;05UnknownThat's right. And we're all over the phone. So what would be? How is it possible that it could even be that somebody couldn't do it? Like, if you really think about it, it's not the end of the world. So okay. Yeah. That's cool. I think if you guys do like a lot of investors, I know a lot of people feel like overwhelmed.00;44;12;05 - 00;44;42;20UnknownThey have a lot going on, and they just, it's like so heavy for them. They're like, they're really need to focus on the main thing, which is generating revenue in their business. And that's going to come on talking to sellers and leads and, and, and negotiate and closing deals. My opinion is probably the first people new investors do need to hire is somebody who can handle a lot of the admin and middle stuff so that they can continue to generate and close deals on the front end, because that's the big moneymaker.00;44;42;27 - 00;45;00;27UnknownI tell people all the time, your first goal is not to set up a website. It's not to do anything other than go produce $250,000 in revenue. Like that is your only mission. And like we just do the three things it takes to do that. And then then let's talk about building the business. Yes, because you need to be resourced, right.00;45;00;27 - 00;45;17;12UnknownYou can't you can't be resource poor and build a real business. So hey great. Great conversation. Super man. I'm so grateful for you coming on. Today was so cool to get to spend time with you and your team and, you guys give such a killer presentation as I was cracking up the whole time. But it was great.00;45;17;12 - 00;45;34;24UnknownIt was engaging, it was informative. And I think, that's just the care that you guys put into the stuff that you do. And I really do appreciate that about you. If people want to, look at some Legion or get some offshore labor, where would you tell people to go to connect with you and your team? Yeah.00;45;34;26 - 00;45;59;07UnknownIf they want offshore labor, you can just go to remote latinos.com. We have a marketplace, and we also have, you know, you can talk with our advisors to see if maybe we can just do the talent hunting for you. And, and, send us an Instagram as well. An Instagram message to me and the two founders that Esther, Nick and, Amir Bloch.00;45;59;09 - 00;46;23;17UnknownWe'll be more than happy to. Can I ask, you know, as for any questions that you guys have, if you guys listen to this podcast and give you some help and in terms of the Legion, just go to get sellers that are you and you'll be able to find leads, you know, per per leader. Yeah I love that man I love that good sellers Taio just remote latinas.com.00;46;23;19 - 00;46;39;16UnknownHey, thanks so much for your time, brother. It was such a pleasure to have you at the event. Such a pleasure to talk to you today. Yeah. Same. Same here man. Thank you so much. It's it's been a long time that I wanted to, like, do this with you guys, so thank God. Super cool. Man. Super cool.00;46;39;16 - 00;46;55;17UnknownAll right, brother, have a good one. And for the listeners, thank you so much for tuning in. If you liked it, make sure you share it with a friend. Like subscribe. Leave me a five star review. If it's only going to be four stars, just save it for an email later. Don't leave it. Just kidding. Have a good one.00;46;55;17 - 00;46;57;21UnknownI'll see you on the next one. All right. I'll see you.
