Remote Property Flipping Podcast The Importance of Creating a Marketing Plan

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1 Remote Property Flipping Podcast The Importance of Creating a Marketing Plan Hosted by: Joe McCall and Tom Wade Intro: This is the Remote Property Flipping Podcast with your hosts, Joe McCall and Tom Wade, two of the world s most sought after experts on remote property flipping and virtual wholesaling. So if you are interested in learning how to make an incredible living flipping properties from a beach in Spain or a café in Prague with only a laptop and a mobile phone without using any of your own money or credit, then you are in the right place. For more information on how you can personally work with either Joe or Tom, and how you can create your own location independent business through remote property flipping, make sure you go to RemotePropertyFlipping.com right now. Hey everybody, welcome back. This is Episode four I believe of the Remote Property Flipping Podcast. This is actually the fifth episode. But, Tom, I remember the first one we did was episode zero. I don t know if it s okay to do that or not. But this is episode four. I'm Joe McCall and I m in Prague in the Czech Republic right now. And, Tom, I believe you are still in Spain, right? Yeah, in Barcelona still. It s sunny. I can t complain. Yeah, yeah. And you're heading to Hawaii in a few days. Is that correct? Hawaii, I m leaving in a few couple of days. I'm off to Hawaii for a week and again to Honolulu and do some... I just decided I m going to do some skydiving and trekking and just everything... just swimming. It s just going to be a blast. I ve not been to Hawaii so. Yeah, that s awesome. I love Hawaii. I was there for the first time last December for a workshop that I did with Claude Diamond, and we're doing that again in January, and really looking forward to that. But let s see, Tom, RemotePropertyFlipping.com. That s our website. If folks go there, they can get more information how to work with you or how to work one-on-one with me. And

2 we also have some pretty cool bonuses on there. Your book is "The 15 Rules of Remote Property Flipping." Yup. My book is "Brilliant at the Basics" and we ll throw in some other bonuses there, but really good valuable content. It s not filled with fluff. It s not hyphy. It s just real-world actionable content that people thinks, that people can start using today, right? Yeah, they can start... They can actually go. There are some people that have got that book recently and start doing deals and doing marketing and so forth. It s just everything is in there and same as your book as well, Joe. Everything is in there for them to go out if they just follow the steps and they follow the 15 rules in my book. And if they act on that, they can get the results. They can start doing deals from today. I recommend people to download the book today and do it. Start just doing what it says and you will get the results. And if you want more help, then like Joe said, apply for a coaching and we ll see if we re fit and we can move forward from that. But if not, then just get the free stuff and make things happen with that. Well, this podcast is about flipping properties remotely or as we call it in the United States, virtual wholesaling. And it s about being able to flip properties from anywhere in the world, in the United States and in England, and it s a wonderful business that you can do from anywhere. My daughter just came in and is trying to tell me something so I m sorry. Just a second, sweetie. So today in this episode, we're going to be talking about creating a marketing plan. And Tom, why is the marketing plan, having a plan of attack, why is that so important? Well, it s important because this business, any business is marketing. You need marketing. You must have marketing. If you don t have marketing, then no one knows you exist and if no one knows you exist, you're not going to do any deals. So the main thing we need in this business is leads, isn t that? We need leads coming in our funnel every single day, every single week and every single month, because the more leads we have, the more deals we can do.

3 So we must know what strategies are first, what strategies are going to be, and then creating a marketing plan. Also having a goal, so a 12-month goal is, "How much money do I want to make?" and then breaking that down into say six months, and then three months, and then to today, being honest with where you are. "Where am I currently with my marketing?" and "How much leads have I got coming in?" "Not enough." "Oh, okay." "Well, how do I start generating more leads?" and that s where the marketing plan, the foundation comes. So first, you got the vision for what you want because you must know how much money you want to make, because it s like I couldn t go to Hawaii in a few days if I didn t know my destination because I wouldn t know what actions to take. I wouldn t know what plane, what flight to catch and packing my bags and so on. So you must have the outcome......and then you work backwards and then break down the metrics in terms of what you do. But marketing is crucial because it s a marketing and sales business. We ll go onto sales in another episode but marketing is everything. Because imagine... for example, like Starbucks and McDonald s stuff like that, the reason they get so much people through the door. Their product might not be the best. I mean, people might disagree with me, but I know people wouldn t disagree. But Starbucks... it's good, but it s not the best in the world though. But they know how to brand it. But, it s not just the brand; it s the marketing. They do consistent marketing. Even when they were small, they ve done marketing to bring people in the door. So imagine the coffee shop analogy as people walking through that door in the weekend. It would be strange if you went to Starbucks and it was dead. It would be strange. But that s most people s property and real estate businesses. It's they're not doing the right marketing. And especially here in England, Joe, and you guys are a lot more advanced in the US and I took a lot of stuff from you guys and brought it here in the UK, so I reinvented it and tried to... I modeled it and put my own spin here for the UK guys.

4 But the marketing here was just absolutely appalling. It really was. The marketing was just get a random bunch of flyers and pick one area and randomly do a shotgun approach and send out these leaflets and flyers. But as you know, that is not enough. We're going to talk about a lot of direct response marketing and direct mail and so forth. But maybe, Joe, you want to go on emphasizing and give your take on what marketing is and why it's so important in this business. Well, yeah. And I always say, listen guys, we're not in the property business; we're in the marketing business. And marketing is 101. That is what this business is all about and in any business that you are in. Leads are the lifeblood of your business, and if you're not doing enough marketing, guess what? You're not getting enough lead. And guess what? If you're not getting enough leads, then you're not doing enough deals. And so, you can measure the health of a business by how strong their marketing is, and I prefer direct to seller marketing which means it s like direct response marketing. We don t send... at least I don t, and I don t recommend this. I know some people do. But I don t recommend the fancy, colorful, glossy type of marketing that's out there, where you're trying to look all professional and fancy. It s a personal business and it s important to send out whatever marketing gets the most calls. And so I like to send out ugly, obnoxious yellow postcards or handwritten yellow letters with red ink on a hand addressed envelope with a live stamp. Sometimes I send marketing out, Tom, where it will be a letter and I ll crumple the letter up, and then fold the letter back and put it in the envelope, why? Because I just get a better response when I do that. More people open the letter and think, "What is this letter in here all crumpled up here for?" Exactly. And then they read it. It creates intrigue.

5 That s what it does. That s what marketing is about. It s creating intrigue. Because yes, it might not be the more professional, but when they get that letter, which I do as well here, Joe. I use yellow letters and handwritten yellow postcards with red ink and all of this stuff. Because the reason why is you want to get... if they're motivated and they ve called you, that s fantastic. Because when you get on the phone, you can then demonstrate how you can solve their problem. Because some people see... like when they say, "Send this out," they're like, "Really?" Well, a handwritten letter like this just seems a bit unprofessional. And I go... Exactly. Well, if you don t do that, then you're not going to get any leads. And we ve tested it. And not only you and I, but I have people that we ve learned this business from, we ve been testing it over and over again and I ve seen it with my own two eyes. I ve done this with friends. They ll send out a glossy, colorful photo or postcard that they think is going to do really, really well, and I send out an ugly yellow postcard with big typewritten or handwritten font like an old style typewriter, and I ll get two to three times the calls as the other person does. Because most... at least in the United States, Tom, most people open their mail over the trash can, right? And if they see a piece of mail that looks like junk mail, they toss it into the circular file, right? Exactly. And so it s important that your stuff gets read. Well, anyway we're going to be talking about, on this episode here, the importance of a marketing plan, and you touched on it briefly earlier. You need to kind of work from your goals and go backwards from there. And I d like to say, you need to have... You need to know what your goals... Your main goal is maybe in revenue. It s making $10,000 a month. And many people listening to this, $5,000 a month might be plenty for you, and that might be enough for you to quit your job. And you know what, Tom? You can make $5000 part-time in your sleep once you understand this business, right?

6 Oh, yeah. It is super easy. And Tom and I are not here to make any income claims or to say that you just push a couple of buttons and you can be rich in this business. But it is easy; I guess what to say... Yeah, if you have a vision for what you want and there's a strong enough reason for it, and then you study the marketing, they follow the steps; you follow what we do......and what we say. They actually just follow it without questioning it to the T, and they learned, and they do their own due diligence of course. Maybe learn from some other people as well, that s fine. But they do what we say because that s what I've done. I just followed it to the T and put my own spin on it but took action every day. And if they do that, they can do it, and it s making the most out of opportunity. I just think, some people, they listen to so much; they get so much information overload. And they ve always want to work how... "I don t know enough yet," but really, if they just took just small portions and act on that, especially with marketing, they just... Coming back on to the marketing, they just sent 100 postcards. Well, they say, "I haven t got the budget to send marketing." Well, to be on that side, that's not true because everyone has gotten a certain amount of money they can put by, and maybe lend it off of someone else, or maybe joint venture with someone, or do something creative to be able to get the marketing that you don t need that much. And I always say, When you do the first deal, you then have some marketing money. So I always say to my clients, Take 50% at least and put it back into marketing... Hmmm.

7 Because if they take it seriously and they want to quit their jobs and have a fulltime income, they must be taking marketing seriously. I know we re going to... This is what me and you are about Joe. It's the marketing. Yes. And I know we re going to be talking about this a lot so... That s what this is all about. So there is a simple process that we do. We work from our goals backwards. So there is a spreadsheet that I like to use with my clients and we ll give everybody this spreadsheet if you want it at RemotePropertyFlipping.com. So I believe this is Episode 4, right? If you go to RemotePropertyFlipping.com, you can download this spreadsheet. And there will be a little box that you push a button there and you put your name and , and we ll give you the spreadsheet. But it s a simple marketing plan, and you start with your income, and you work backwards from there. Because you want to break down your marketing plan into goals that you can control. Tom, you can t control making $10,000 or $5,000 a month. You can t control doing one or two deals a month. But what you can control is... All right, how many letters are you going to send every day? How many postcards are you going to send every week? How many landlords and sellers are you going to contact on Gumtree or Craigslist everyday, right? So I like to break this down backwards, and I ll just walk though it here kind of as I m looking at my spreadsheet here. But let s say my monthly income goal is $10,000, okay? And if my average profit per deal is $4,000, that means I need to do two-and-a-half deals per month. Let s just keep it at two-and-a-half. You can round up but follow with me here. And let s say you need 40 leads per deal. And depending on your skill level and it also depends on the kind of marketing that you are doing, generally speaking you're going to need a certain number of leads to get to a deal. You're going to need to go through 30 nos to get one yes on average; let s just say, okay? But be conservative. Let s say you need 40 leads. And this is important too to understand; the better you get with sales and negotiating, then the lower that number gets, right?

8 Oh, yeah. So Tom and I we ve been doing this for a while. Maybe we're down to 20 leads per deal. But be conservative. Let s just say it s 40, okay? That means you take twoand-a-half deals per month times 40 leads per deal. You need 100 leads per month, all right? And then I like to break that down in a while, "How many leads is that per day do I need to get? How many sellers do I need to talk to everyday?" And that works out to be... Let s say you're working 25 days a month. That s about four leads per day. That is a good target. I like to tell people, "At minimum, you should be talking to at least five sellers a day." Yeah, 100%. And that can come from... This is crucial. This is really important guys. Just this episode is really important. Because a lot of people say, "Well, Joe, I haven t generated four leads a day." That's not true, because you can go on Craigslist and you can text these people......or you can these people, or you can just jump on the phone and call these people. Why not? Because it s practice. Everyone is like, "I don t have to do that because I don t want to speak over the phone." Well, it is either of these two options: you either do it or you don t. And if you do it, you ll break through that fear and it s a lot of fun actually when you start jumping on the phone. It gets a lot of fun because you start knowing how you start... You improve your calls and you practice and practice and practice, and you start structuring deals. Because a lot of people say, "Well, the free leads on the

9 classified ads site that's like Craigslist and Gumtree aren't as good," but to be honest that s still not true......because you just have to keep... You have to know your strategy. You have to keep speaking to these people. I m always going to write questions. And like Joe said, the better you get the less you need. So I suggest everyone, even new or experienced, still goes on or gets a team whoever to call cold, because they get better and better and it's practice for them. So that means you actually spend less marketing money. Oh, yeah. And when they get better, they're going to spend less marketing money. Oh, yeah. So I think it s crucial, and there s always four five leads a day to speak to from Gumtree as well. So... Well, let's see. If you're talking to five sellers a day, after one month you ve talked to 150 sellers. It's crazy. Do you think you can do a deal, one deal after talking to 150 sellers? I like that. I think even if you're horrible on the phone, you can probably do a deal if you talk to them. Now, Tom, what s one of the first questions you ask somebody who calls you up and says, "This doesn t work." What s one of the first questions you ask them? In terms of a coaching client, you mean that? Yes, a coaching client. I m sorry.

10 Well, I ask, "How much marketing have you sent out?" I always ask that. I go... If someone says, "Tom, this isn t working. I m frustrated," and if I have a person like that, it's rare. But I do have a person like that. And I say, "Well, that s great. How much marketing have you send out? How much sellers have you spoken to? Oh, yeah. How much offers have you made... Yup....Via either ," because you can do s... I ve done deals without even speaking to sellers via , via text. "Have you done any offers on...?" There's a website, a realtor website here, a state agent as we call it in England. It's RightMove and Zoopla as it s called and it's where people can contact. They can search keywording for like 'no chain' and also 'needs modernization' and 'needs work,' so they can actually the agent an offer below market value. And anyone one can do that; it s free. So I always ask that. And what is the response? It s they haven t done it. There is one client and I m not like... I don t want to be making fun of students, because I mean we were there one time. We get it. Oh, yeah, of course. It s just that... Because we know if people really understand marketing......and they get in their head. And they do a deal, and then they have say two-anda-half grand marketing money. If they have been consistent, they're going to become full-time in this business.

11 Yes. So I have one client say, "This doesn t work," and I said, "Okay, well, how many sellers have you talked to?" And he said, "75," and I was thinking, "Oh, I was a little nervous." And I said, "Well, okay, for over how long?" and he said, "Over the last four months." I was like, "What? Four months and you ve talked to 75 sellers? Okay." Then I asked, "How many offers have you made to those 75 sellers you talked to?" He said, "Well, none, because none of them are motivated," I said, "Oh..." And so, we had a heart to heart, come to Jesus meeting. And I told him, "You don t get it. You don't get it. Don t tell me it doesn t work. You're not working." And I kind of laid into him and I said, "You... The problem is not with the system. It s not with the marketing. The problem is with you. You're not doing enough marketing. You're not talking to enough sellers. And you're not making enough offers." I told him to wake up. Well, Joe, this is for every listener here. If we can do it, then other people can do it. And there's thousands and thousands of people across the world that are doing this. Thousands of people, tens of thousands are doing this creating property investing. It s because it works. But it s true. If you're not working and you are not getting clear in what you want which is just very clear......having that vision for your life and also that vision for your marketing plan and your income, and then working backwards and knowing, like what Joe just said, this is how much... Let s just say an average is 40 sellers for you to do a deal, then how do I generate that coming in? If I want to do one deal a month, which a lot of people would be like, "Wow! That s really going to do a lot for me," because what they can do then, once they do a deal... I ll recommend if they can put it all back into marketing...

12 ...Because if they take it seriously and they realize it s a marketing business, it's... A lot of people get caught up in all the house, "I need to make sure I go to see the house and the plumbing is right and stuff." Guys, it s not... This is you do your due diligence, but when you start doing this and you start knowing, you start knowing exactly what work needs doing, how much it s going to cost, and then... Because the beauty of this business is we're just controlling property so there's a little risk. Well, there is a very little risk. The risk is you have to say to the seller; you have to go back and say, "We need a lower price," or, "We need to do... We need an extension on our inspection period before we can actually close." Or just cancel the contract. Exactly, just cancel the contract. Wish them good luck......and say, "I m sorry I couldn t help." Obviously, we always come from a place of helping. And if we can t help them, we can t help everyone. That s fine. But everyone listening had that, "Oh, I can t..." Say, "I m sorry." There's enough about marketing. This is a crucial thing because people start sending out 100 postcards or 200 postcards and it s like, "I don t have enough money for any more postcards." Well, have you cold call anyone on Gumtree or sent text and s consistently, and then send them follow up offers to their actual physical address? "No, I haven t." Well, guys, if you don t do that, then you're not going to make money. But on the flip side, if you do, then you're going to be one of our...

13 He's going to be a case study just listening to this podcast so... Well, you can see how passionate we are about this because we get it. I mean, we ve seen people who have succeeded and seen people who haven t. And everybody I know in this business that's doing well is doing a lot of marketing. They are investing a lot of time and a lot of money in the marketing. And so working backwards from this, creating a plan, is super, super important and critical. So if you know you need to get or you need to talk to five sellers a day... And by the way, both Tom and I agree, you need to make an offer to every seller you talk to. In fact, I ll take it one step further. Even if the seller tells you to jump off a cliff, and they tell you to go to H-E Double Hockey Sticks, I would suggest you still send them an offer in the mail! Still, what's it going to hurt, right? Well, time creates motivation, because they might not be motivated now... Yes....But in three months, six months, they do that. And using the right systems, you can then trace that and you know when to follow up again and so on. And follow up is crucial because... I believe you ve probably heard this statistics, Joe, about people when they respond to marketing. It used to be three or four times... Now it s seven to ten times before they respond to you. Well, and guess what your competition is not doing, guys? They are not following up with sellers, right? So if it takes seven to eight touches before you actually get a deal and this is general for all business and sales in marketing, right? You have to touch that seller and contact that client 7, 8, 10 times before you do it. Only 5% to 10% of sales people are even doing that, right? So this business breaks down really simply into four different components that I think are important to understand. Number one is obviously marketing. Number two is talking to sellers. You need to talk to sellers. Number three: you need to make offers. You need to make lots of offers everyday. And number four is followup, and you really have to do that.

14 So back to this marketing plan again. You know you got to talk to at least five sellers a day and make at least five offers a day, right? And that can be verbally; it can be by ; it can be in physical mail. And I recommend you do all three. Send them verbal offers; send them an offer in an ; and send them an offer in the mail with your business card, with a magnet or a pen or something that they can keep and hold on to, and then you follow up on them over and over again. So there are lots of different kinds of marketing that you can do and we re going to be talking about each of those types of marketing in the future episodes. But let s just break this down into three different types of marketing you can do, because again we're taking this down into things we can control, right, Tom? So I like to do three different types of marketing at a bare minimum, I like to send postcards and yellow letters and Craigslist or Gumtree, okay? And so what I like to do is, in the spreadsheet, I'd say, "All right. Well, let s say 15% of my marketing will go to Craigslist or online classified ads, and let s say then 25% of my leads come from sending yellow letters and 60% of my leads come from postcards. I send a lot of postcards. I find that works the best at least me in the United States. So 85%, generally speaking, a good rule of thumb is 75%, 85% of your marketing budget should go to direct mail, should go to postcards or letters, and the other 10% to 15% should be on things like Craigslist. So you can work backwards again. If you know you need 100 leads per month, well 15% of your leads are going to come from Craigslist or Gumtree. That means you work back through the numbers and if an average response rate is maybe 8% with Craigslist, you work the numbers in. And that means you need to contact about 10 people every day in Craigslist, okay? That s number one on my marketing plan, right? And so then, let s say you need to send... you want to send yellow letters. And I find that, I get about an average of again another 8% response rate with my yellow letters. So if I send out 100 letters, I ll get 8% that call me back. I'll get about 8 phone calls. Is that right? 8% of 100? Yeah, that s 8. Yeah, yeah, you're good. Your math is good, Joe. Oh boy, oh, boy. So if I get 25% of my leads from yellow letters, that means I need 25 leads a month from yellow letters. And if you divide that by 8%, that

15 means I need to send out 313 yellow letters a month. Or on a 20 day month, I need to send out 16 yellow letters a day. Okay, that s number two. And then working with postcards, I get an average response rate of 2. You work the numbers back and the spreadsheet does this all for you. I know I need to send then 750 postcards a week. So that s my marketing plan right there. That s it. I know I need... if I want to make 10 grand a month, I need to talk to five sellers a day, and I need to make five offers a day, which means then I need to contact 10 sellers or landlords a day in Craigslist. I need to send out 15 to 20 yellow letters a day, okay? And I need to send out about 750 postcards a week. Those are things that I can control. And if I do that every day, every week, then I know I m going to be getting the average number of leads that I need to do two-and-a-half deals a month. Does that make sense? Yeah, it does make sense. And the beauty of that is there s many different marketing channels you can go down, such you ve got yellow letters, postcards. You ve also got bandit signs. You know the corresponding bandit signs that you can put out that's going to attract leads in as well. You ve got local newspaper ads. They still work. People do still read the paper. But also, you ve got online as well as you ve got Google Pay-per-Click where I do a lot of... And you can start having leads alternatively coming from Google so there is that to play as well, so there are many marketing channels. Maybe we ll talk about that in another episode exactly what we re doing right now in our business that works. Sure. But I found online is working really well. It s true. What you ve just done there, Joe, is you break it down. You know your outcome and you break it down into bitesized steps...

16 ...So you know exactly what to do. So you're in control of that and you feel good and that you re more empowered to actually do this. So instead of being everywhere and going, "I think I ve done this. I think I ve done that," and then you actually break it down and it s like, "Actually, I didn t." It's like when people say, "I ve done everything," and you start saying, "Well, name me everything you ve done, and then they ended up saying, "Well, I ve done the same thing over and over again......and it s not working. So it s always testing your marketing as well because every area is different. Well, it s important to track your numbers and I think that s a good point to end with this episode. It's that you need to know your numbers and track your results. And so you need to take this kind of a marketing plan and transfer it to a scorecard. And I like calling it a score card because it s tracking your daily numbers. And in fact, I believe in this so much, Tom, that when I m working one-on-one with the client, I guarantee their success; I guarantee their results. And I tell them, "Listen, if you create this marketing plan, I m going to help you create this. And I know, if you implement this everyday for three months, I guarantee that you'll make at least my coaching fee back in deals. And if you don t, I ll just refund it to you. That s how much I believe in this, right? And I force them to create a scorecard, and we put those four, five numbers in that scorecard, and they track that every day, every week and they track their numbers. And if you do it, I don t want to say that there is no way you can fail, because a slot of it come down to as well how you talk to sellers and we ll talk about that as well, but... Yeah, it is. It s... That's how important this is, right? Well, I have that with my clients as well, Joe. We ve got a scorecard they fill out very week...

17 ...And based on how much marketing did they do, how much leads they speak to? How quickly do they get back to the leads... Yeah, yeah, that s huge....as well? Which is huge, because someone is going to do it. You might as well just take the money and burn it if you don t. And how much offers did you make? And also, what did you do that week to improve your communication skills and closing skills? Because it s crucial to be able to really close because... And the beauty about it, Joe, as well; and the great thing about it is anyone can learn it. It doesn t matter. And also, what we talked about as well; if not, if you decide, "I don t want to learn it at all," that s fine. You can actually get someone that you can team up to whoever on your team, or joint venture with that can actually do the closing for you, which is pretty exciting. Yeah, that s good, really good. Well, I think this is... I think one of the most important episodes we ll ever do, because that s how important this is: understanding that we're in the marketing business. We're not in the property flipping business; we're in the marketing business. And the cool thing about technology today, Tom, is you can do this marketing from anywhere in the world. Exactly, I was just about to say that. It's literally just as on the tip of my tongue. I was going to say, "Joe, do we have to physically go to the mailing house and do this or put the signs out?" No. No, you do not have to do it. It doesn t matter where you are. And I've been doing this for a while now and not having to meet the sellers, purely because I have the knowledge, because I was aware listening to every podcast like this that you didn t have to do it. And it gives you that freedom to know... Because some people don't really want to meet the sellers. It's not the most glamorous thing in the world, is it...? Oh, yeah.

18 ...On a Friday evening going to meet a seller. Nothing wrong with it if people like it. But you've got that choice that if you want to work from the comfort of your own home or you want to do deals while traveling and stuff like that like me and Joe we love to do......you can do that and you have... The great thing, Joe, and when you got the leads coming in and you ve got the confidence that all you do is jump on your iphone and you go in your system... I know we use Podio a lot and we look at some leads, and you can jump on and call that lead, and close that deal from anywhere with just an Internet connection. It empowers you. And that s what we want to give through this podcast really. It's to give you the knowledge, but also try and show you that you can design a life as well. And maybe we're going to like complete an episode soon where we just talk about designing a house or what to actually... where do you want to live? And who do you want to be around? Because that s very important. Well, you can outsource all of this marketing. And you can get it... I learned early on, as I was doing this, the importance of marketing. Because if I didn t do it, then I wasn t going to be making any money. And then I realized, if I tried to do it all myself, it just wouldn t get done. So I had to create systems and processes where it could get done for me in spite of me and that will be something else we'll talk about more in the future. How to outsource this marketing and how to get somebody else to do it so all you need to worry about is actually talking to sellers and closing deals? But this stuff has to get done. It just has to be done. You have to know your numbers. You have to track your marketing. And then it just makes your job a whole lot easier, right? Yeah, and you can get a virtual assistant in the Philippines to do everything for you, to do all of that marketing for you. You literally can. My assistant goes in. I have a task that's already set. She knows what to do. She would go in there. She would all do the marketing, input how much in the expenses, how much we spend, and trace that and also fill in the scorecards, how much marketing we send out. And then the team will go in and see how much offers, how much leads do we speak to, how quickly did we make the offer, and then we physically send an offer in the post, and you do that over and over again.

19 For me, we're doing around about five deals a month for the moment doing that. But if you just do one deal a month and then scale up, you can get to a really sort of exciting place. I'm just excited to see people's responses really. But, yeah, definitely we should. I mean, where can I go, Joe, to sort of like comment; or maybe they can go on the itunes and leave a review if they ve got any deals and something about some deals they ve done. Yeah, both. Please us a review on itunes. Tell us about some deals you ve done. I mean, tell us whether in your experience if you ve done deals before, if you think marketing is really important, or if we're just full of BS. Let us know. You can leave us also comments on the website, RemotePropertyFlipping.com. We will appreciate the comments, the reviews, the downloads. Subscribe to us on itunes, and that will just help the rankings and ratings in itunes so the podcast can go up. And this has been really good. So again, the spreadsheet that we were talking about, you can get that for free on our website at RemotePropertyFlipping.com. Go to this show's episode. It will be episode number four. And you could probably just go to the search box as well if you're listening to this a year or two or three years in the future, and just do a search for marketing, and you'll probably find this episode as it comes up. So, excellent stuff. Thank you. Outro: It's awesome, man. Thank you, Tom. As always, it's really, really good. Brilliant stuff. All right, guys. See you later. Take care. All right. Take care, guys. Bye. Thanks for tuning in to the Remote Property Flipping Podcast. If you like the show please visit itunes, subscribe and leave a review, we would really appreciate it. Visit our website at RemotePropertyFlipping.com for detailed show notes, and transcriptions, free books, videos, resources and more. And finally if you would

20 like to learn more about how you can possibly work with either Tom or Joe, and create your own remote property flipping business, visit RemotePropertyFlipping.com.

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