2015 Mark Whitten DEJ Enterprises, LLC 1

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1 Mark: All right guys. First of all I just wanted to thank everybody for getting on this webinar. Usually I go around the country, I do my seminars, my bus tours, or things like that and it is good. I just want to thank you guys for hosting it and allowing me to be able to be able to reach out and touch the people who really need this the most. People who couldn't make it to any of my bus tours or any of my seminars, and things like that. I just want to tell you guys this, here is what I'm going to promise you tonight. I'm going to teach you exactly how to flip a house from start to finish. I'm not going to hold on nothing back. I'm even going to try to go slow for you because you know it's going to be a lot of information, so just take notes but I'm going to try to give it to you a step by step system so you can actually... You're going to be amazed because I'm telling you if you pay attention you're going to be able to leave this webinar and go make some money. All right so just pay close close attention. We're about to get started. Now listen, as you can see it on your screen, what I'm showing you here is a settlement statement. This is what is also called a hard one. If you look at the top right corner it says US Department of Policy and Urban Department. This is a hard one, and basically what a Hard one is a settlement sheet. Now I'm going to get back to this later, I just wanted to introduce you to this first because this is what you want your end result to be. You Know you start off you're going to be looking for deals and things like that, you're going to flip a house but your end result is going to be sitting at a settlement table, looking at a settlement statement or a hard one which I'm showing you. Now look at line 104 for a second, and again I'm going to break this down a little bit later in the presentation but I just want to show you guys, I want to show you what your end result is so you know this is not a game, this is for real. Look at line 104 where my arrow is it says assignment fee okay. This is one of my hot one's. Now you see on it it's says next to it says $8000. This was a $8000 deal basically that was flipped using no cash or credit. If you look at Line 101 it says contract sales price, and a contract sales price is $ So this house was on the contract for $24000 right, and we flipped it for 32 so that made a $8000 profit which you see right there, so again I'm going to get back to this later on so don't even worry about it. Now before I get into it step by step system I just want to tell you this, and if you came to my seminars, and you had me talk about level love you and get money, I'm pretty sure some people are listening to this, relating to that because they probably came to one of my seminars, and I just want to say this, real estate is a great way... It's honestly in my opinion, it's probably one of the best ways ever to basically get into something more than just working at a job or something like that because you wish you could learn 1

2 on the webinar is that the great thing about real estate is that what you need is a specialized knowledge to find a deal. That's all you've got to do. All you have to do is find a deal all right. If you knew how to get out here and just find somebody who will sell you their house at a discount price then you could change their life because that's all you need to be able to do because after that there's nothing but a specialized knowledge for you to put these deals together all right. Let me just say this real fast before I go on. This business is about mindset because it's not hard to go out here and do it, it's really easy. A lot of people make it seem real hard and all that because at the end of the day it's mostly a lot of sales pitch, it's for a lot of high courses and things most of us cannot afford, when you know we pretty much came from nothing, you know what I mean. I want you all to know this, keep this in mind as well before I can start, that look at it as something real simple, don't think too much in to it because once you start thinking to much into it you're going to get confused and then you'd probably give up and you'll quit or something like that, while you're just there, all right so just remember this one thing that it's all about mind set. Once you get this information all you have to do is do it. It's so simple, trust me, all you've got to do is do it. Once you find out how to do it all you've got to do is just go do it. Let's get started. Now, What is real estate? First I'm going to kind of break it down in like a... In like a lay mans term if you will, just so that way everybody can understand, because it's probably some people on the webinar right now that don't even understand anything about real estate. You never know so I'm kind of want to start from scratch with that. Here's a real estate. Look at it like this, you got three key players in real estate. You've got home owners, and who are home owners? Home owners are people who they... It's the American dream if you will, and then it really is not the American dream but that's how they sell it so you know what I mean. That's just how they sell it to us so here's what you got. You got somebody who they go to school, and then they go to college, and then they work real hard, and their American dream is to buy a house, have a family, and stuff like that, and all they are really doing is going into debt. There's nothing wrong with that if you have other assets to pay for your liabilities, and what I mean about that is that... Excuse me. Your own house is not an asset. It's a liability because you kind of mortgage every once, you really are just going into a debt. Right, they don't teach you, "Oh you should buy other properties to pay your mortgage." Like me for example I don't pay my mortgage at my house because of my rental properties pay for it. And that's a real great feel. All my 2

3 bills are covered by rental income and that's where you want to be able to get to, and that's how I got to this point by getting in real estate, and getting in wholesale. Back to what I was saying. You got a home owner. Home owners are people who you know they go to college, and work real hard then they get out, and then they go get a mortgage and then debt with no other assets to pay for that debt because they don't teach it in college right. Now what do you have? So you've got home owners, you also have real estate agents right? What are real estate agents? Let me tell you. Most people that think they want to get in the real estate, the first thing they think is, "I'm going to be a real estate agent." Most people met online or haven't come across people who teach them how to invest and make money, because most of the time you're just conditioned to be a real estate agent. I know there's people on the call who feel me right now. There're probably like yeah I first thought about real estate I wanted to be an agent right? So here it is. You've got these real estate agents. What do they do? They find people houses. Those home owners right, so home owners look for a house with an agent. The first thing they do is that they contact their real estate agent. A real estate agent is basically, in shorts so I can keep it moving, so that people who don't know, is somebody who basically finds sellers or finds buyers, and they get a commission for it, and that's pretty much all they do, and especially like a middle man if you will. For example really quick. Somebody goes to college, they graduate, they want to buy a house, they contact the real estate agent, a real estate agent finds them a house, and then they get a commission off of it. Now let me ask you this? Actually let me say this. I got two more that I've covered right. I mean two more that I've talked about. Home owners, and I've talked about real estate agents. So who are the third? Real estate investors, and that's why we are on this webinar today because we are trying to be, or trying to perfect or grow our real estate investment business, so you've got home owners, you've got real estate agents, and you've got real estate investors. Which of who we are right? What is real estate, how does real estate agents... I'm sorry investors play in this whole scheme with things? And that's the whole three people. Let me just break it down like this so I can move on. Somebody works hard, goes to college, they contact the real estate agent, they find the deal, the agent finds them a house, and then the agent gets a commission, but who do you think makes all the money in that transaction? A real estate investor does right? And that's what we are going to talk about today. Now as a real estate investor you have 3

4 three options, and some of you might have heard me talk about this before, and I hope what I've just talked about... I'm just trying to keep it real simple so just remember this. Real estate agents, real estate investors and home owners. That's real estate. Agents/realtors, home owners, and investors. That's the world of real estate okay. Residential real estate all right? Now. But we're on the real estate investment side, and as real estate investors we have three options okay. Option number one... Well first let me say this, let me go back to one of the things I've told you, as a real estate investor your number one mission in life is to find a deal, that's all you've got to worry about. You just worry about finding a deal right now. I actually remember that, train your brain, you are a real estate investor, and your whole mission in life is to find a deal. You need to find somebody who will sell you their house at a discounted rate so you can make money, and I'm going to teach you how to do that tonight without using any of your cash or credit. So say it with me if you can, I'm a real estate investor my main goal is to find what? A deal. All right, you have to find a deal. Now once you find that deal you have three options. Here are what your options are. Let's just say I found this deal and somebody is selling their house. Let's just say they are moving out of state or somebody died so it's a probate property. that means well somebody dies and we'll talk about that later. I find this deal. Now let's just say I'm just starting out in business and I don't have no money. My first option will be to wholesale the house. Which is what we're going to focus today. I'm also going to talk about buying and holding at the end of this presentation so please please please don't go on your web because you got to here that okay. Now option number one is to wholesale the house or flip the house with no cash or credit. I just want to give you a quick example of that, and I'm going to get in more detail. I'm going to show you contracts and everything so whatever you do do not get off of this webinar tonight till you see all of these stuff. Let's just say I used my option number one, I'm going to wholesale the house. I found a seller, they want to sell me the house for say $50,000. Let's just say the house was was worth $ and it's fixed up, so as a wholesaler I run my numbers and I say all right cool if I get this house for $50000 I could sell it to another investor for say $70000, and I could make a $20000 profit without using any cash or credit, and what they would do is they would provide a house for me and fix it up and resale it to who? A home owner. Somebody who is less educated like we are, is going to go out there and buy a big live building and won't have any houses to pay for it if that makes sense. 4

5 Let me just ran that pass you one more time. Option number one you wholesale a house. You find somebody who is selling a house for the low, and then you... It's like hustling basically. You buy low you sell high. Again I get it for under contract all I'm doing is putting the contract on the house, that's it. Let's say I'm Joe and the other person name is, I don't know, Mike. Mike wants to sell me his house for $50000 all right, I get it under contract and I find say Ryan, and Ryan wants to buy it for 70 because Ryan is a rehab. He buys houses and fixes them up and resales them. Most of the time you get a wholesale deal, it could be a fixer upper and sometimes it would be a turn-key, and turn-key basically means that a house doesn't need any work and he might not have to do nothing to it. We are getting more into this so let me just keep going. Basically option number one I can wholesale the house, that's what we are going to focus on. All I'm doing is to get the house under contract and flipping it to not to an end buyer or another investor, all I'm doing is pushing paper around. Here is my contract with 50, I can give you a contract saying you're going to give me 20, we go to the title of the company, which we are going to talk about later when we close this deal, I'm going to walk you through all that process so make sure you don't get off this webinar. That's option number one. Option number two. Which is one thing I'm taking a really good liking to right now in my own real estate business. I've been really focusing in a lot on my rental portfolio because that's where you're going to get your true wealth in real estate. Owning houses, because just look at it like this, let's just say that... But keep this in mind though. This presentation is on wholesaling, and this is a mandatory you must know, because this is how you get into buying and holding, or renting out houses, and later on I'm going to tell you how to do that. As I'm talking about option two, option two is becoming a landlord. Remember I'm going to show you how to do that with no cash or credit as well. Let me give you an example same situation. Let's say I found a house for $50000, the house is worth $150000, say I need to put I don't know into it just to get it rentable or something like that. Now I get the house under contract for 50. I basically will buy it myself but I'm going to use somebody else's money. Remember I'm not using no cash or credit. I'm going to break that down for you later. Let's just say I do that and I'm in it all together at because I'm going to borrow all the money to buy, I'm going to borrow the money to buy the house, I'm going to borrow the money to fix it up. Now I'm getting this house foe $ Let's just say, I don't know, for good math my mortgage on it is... Because remember I'm borrowing the money, so I'm going to have a 5

6 mortgage on it. I'm going to get the money from a lender. With a Hard money lender or private lender but don't let me confuse you because I'm going to talk about that later. Long story short I'm getting it for 70 grand. Let's say that my mortgage everyone is $700 but I get a Section 8 tenant there that's going to pay me That's what a 800 profit that's coming in every month, so think about what that would do for you right. Imagine if you had $800 coming in every month guaranteed from Section 8. That will probably pay your car bill, your school loan. I mean just think about what $800 a month what bills you could pay with that. Imagine if you have five of those. Do you know that a million dollar house mortgage is only like 42 hundred dollars a month. Just picture that for a minute, so if you had a five rental properties of a million dollar house. That's option number two, buying houses and then renting them out for passive income. I mean if you really want to become a millionaire in this business, this is how you do it. That is option number two just renting houses out. I want you to remember this I don't want you to get it twisted because all I'm saying is that you can get a lot of money wholesale, but what you have to do is... And his is something I didn't do right away in my own real estate business, and I learnt just as I grew, is that... I did a lot of stuff, I tried with the world. I'd have been to, you've probably seen my videos, I have been to Paris and all around Europe, and Central Pay which was amazing, and I see why all the celebrities go there for one. I've done all this things all with wholesaling and what I didn't do around those times, well even before that really, is I wasn't putting my money into more houses to create passive income which is basically the way to go. Without me rumbling I want to keep this going. Yes, now that's option number two buying houses and renting them out. Remember who you are. You are a real estate investor all you're doing is finding deals, that's your main thing because you have three options. Option number one you're going to wholesale the house and you're going to flip it without using cash or credit to make a quick 5, 10, 20 grand. The second option that you can use to find this deal is you can buy the house and you can rent it out. What's the third option? The third option is to become a rehab. A lot of people especially now in this market are getting back into the rehab. Basically what is that? I'm just trying to keep it simple for people who might not know what a rehab is. I'm going to give you a situation again. Lets just say I find a deal and somebody is willing to to sell me a house for $ Let's say its going to take $20000 to fix it up, and then let's just say I could sell it for, let me see, 150, so I believe that is a $80000 dollar profit. Off course you're going to have a 6

7 closing cost and things like that, but we'll get into that also so don't worry about it. That's just for simple math. Let's just say I get it for 50, I put 20 in, I make 70, I sell it for 150 to a home owner. Somebody who has no idea what's going on. They just you know about to sign their life away, and again theirs nothing wrong with that, as long as you have other houses that's going to pay for it, because here is what what you don't want to do. You don't want to... I try to tell like my close friends and family all the time. You do not want to get out of here and work for the things yo want in life, I mean just think about how stressful that can be you know what I mean. We've all been there, before I got in real estate I worked at a group home, so I've been there. Having to work hard like that to maintain, you don't want to do that man, that's just too much stress when you don't have to do it. All you have to do is train your brain to do find a deal. What are our three options? We can find a deal and we can wholesale it, we can find a deal and we can buy it ourselves and rent it out, or we can find a deal and we can rehab it. I'm trying to tell you now you don't need no cash or credit to do any one of this things. I promise you all you need is specialized education. All you need is specialized education, and the will, and the mindset, and the grind to get out here and find a deal. That's all it is. All right, I hope everybody got that and I'm going to move on, so basically what have we covered? We've covered what real estate is. We got three key players. We have home owners, we got investors, we got real estate agents. Now, what are we? We are investors and we've got three options. When we find a deal we could either wholesale it or flip the house, you know flip this house how you see my promotions make five or ten grand a month, that's wholesale, flipping houses, or you can buy those houses and rent them out, or you can buy those houses, and you can rehab them. I want to make sure everybody is cool on that. If you are cool on that say yes move on, so I can move on, but we're going to get to some good stuff but like I said I kind of start simple so everybody can understand what we are doing. One more time. Real estate, three key players: home owners, investors, real estate agents. What are we? We are investors. What is our main mission in life to find what? A deal. Somebody who is willing to sale their house low enough so that you could make a profit, or think about it it's called real estate investor if you don't find somebody who is willing to sell it to you low enough so you can make a profit then how are you investing, you're not. You're paying market value so just keep that in mind. 7

8 Now let's move on. What I want to do is I want to tell you the difference, because we're not even dealing with home owners. We already know what a home owner is, and again listen, I own a home, I'm in my house right now, its nothing wrong with it, but I don't work to pay for it because I have rental properties that pays all my bills. That's where you want to be at, so it's nothing wrong with being a home owner. I don't want nobody on the call to be offended if you worked hard and went to college and got a mortgage, and you're busting your ass, excuse my language, to pay for it. It's nothing wrong with it. It's just that as people, let me just say, most of us we are not educated in that department. This is stuff that they don't teach us in school, but this is how America has been running from day one. Now I'm going to touch on the three key players because this is very important to your whole selling business. Right now we are about to get into your wholesaling business, and exactly how to flip a house from A to Z. I hope you're taking notes and I want you to continue taking notes because it's going to get really good and ready. Now, we are not going to focus on the home owners. We know what they are all about and we all nothing to do with that right now, and we don't want nothing to do with the prey. We do[inaudible 00:20:43] remember as long as this house is paying for it. Let's talk about agents and investors. Let's talk about the difference. Here is what an investor does and we already talked about it. An investor is somebody who is trying to find a deal so they can exercise there three options okay, but we are going to focus son wholesaling, so right now don't think about rehabbing, don't think about buying and holding which is the rental income, just think about flipping houses so you can make some quick money. Thousands of dollars, I mean, look at Line 104 that's a $8000 dollar profit. I'm pretty sure a lot of you people, a lot of us even myself we could use that kind of money. We all here have a hustle. I don't think there's anybody here, a real hustler, will turn down some money like that. We are focusing on wholesaling. Now remember that a wholesaler is trying to do what? To find a deal, and once they find that deal their whole mission in life is to get to the settlement table and have a settlement sheet just like this one at Line 104 so they can collect what is called an assignments fee. Look at what Line 104, you see that, assignment fee. All I'm trying to teach you is that your money is called the assignment fee. For example if you say, "Mark man did you flip a house?" And I'm like, " Yeah I flipped a house", and you say, " how much did you make?" I'm going to say I made $8000 assignments fee. That's what I made $8000 assignment fee, because all I did was I found a home owner who wanted to sell me their 8

9 house I got it into contract saying I'm going to buy this house for 50000, and what I did was I turned it around, and I assigned my contract to another investor for a profit, and they are really going to buy the house and fix it up or do whatever they want to do. I'm sure that pretty much makes sense to everybody. So what is our money called? It's called the assignment fee. Now let me ask you this, well let me tell you this actually, a real estate agent, what do they do? A real estate agent is just doing the same thing we are doing... Think about it for a minute. If I got any investors on the line I'll promise you they'll vouch for me right now. I'm sorry any agents on the line they'll vouch for me right now. Now check this out. An agent is doing the same thing. They are looking for deals. Look I'm an agent right. When I came out of Real Estate school nobody showed me what to do. I didn't have nobody out there giving me deals. I had to get off my ass and grind and go and find people who was trying to sell their houses or buy their houses, and all that kind of stuff, you know what I mean. We are all doing the same thing, so agents are looking for people, who are trying to sell their houses, and investors are trying to look for people who are trying to sell their houses. The only difference is this, agents don't care whether or not they get a deal or somebody who needs to sell their house for a low so that they can make a profit. In fact the agent would rather get with somebody whose not trying to take a loss because they're working off a commission, so the higher the sales price than the deal the more money they'll make, if that makes any sense to you. Let me say it again investors they are looking for a deal, somebody who is looking to take a loss so he could make money, and agents they're just looking for a commission, so the higher the sales price on the deal the more money an agent is going to make. Let me ask you this real quick... I'm so used to talking to people in person, and I'm like I wish I could be right in front of everybody like in real life, because I can't really ask questions because nobody can answer me so I'm going to tell you. Now why is an agent so important? I'm going to tell you, I'm telling you like it's question. Why is an agent so important in real estate business? Think about it for a second, just take like a couple of seconds to think about it. Remember what they are doing? We are trying to find people selling houses as investors so we can get a deal, agents are trying to find people who are selling their houses so they can get a commission. Why are agents so important to your real estate business? Because you got three options that we've all have been focusing on one. 9

10 An agent is important to your real estate investment business because they are doing the same thing we are doing except they are not trying to buy the house. All I'm saying is this, I'll give an example. Let's just say I'm working a probate list. When I say a probate list I mean I'm contacting people who haven't heard at houses, because those type of people are in situations where they just want to get rid of the house. Most of the time you'll get a good deal out of it because they're just looking to get rid of it. Think about it real estate agents, they work those same lists but they ain't thinking about how to deal they just want to get the house so that they can just make a commission. Think about it we all here are hustling and grinding. If a real estate agent beats you to a deal, then they're helpful to your business because you can still get the deal, because remember all they're trying to do is find a buyer, and who are we? We are buyers, that's what investors are, we are buyers. I just wanted to give you the difference between an agent and investor, and why agents are so important. I actually had to teach my students in one of my teaching classes in May, if you're keeping up with me I'm taking you step by step. This is probably going to be the best $97 if you decide to keep it. Which you'd be crazy not to. It will be the best $97 you ever spent in your life. Let me just say this about me. I'm not the type who could hold back you know what I mean. I think just like I don't know God and every time I teach somebody or I get a seminar I always ask God to use me to help somebody and I always say and I'm going to say I'm going to give you everything. This is going to be the best $97 dollars you ever spent. I'm going step by step so listen. Now remember you did not know nothing about real estate. What do you know now? You know in the world of real estate there's three people. There's agent, investors, home owners. You know you got three options wholesale it, rehab it, or buy and hold it which is renting. Now that you know that you're like how can I start my business now? What's the fastest way for me to make some money? I know that now but what's next. First you need to know that you have to have a real estate agent on your team. Why is that? Because you can get deals from them. Not only can you get deals from them but you can get buyers from the. I mean it's so many things I'm going to talk about that, I'll also in a minute... I'm going show you online how to get an agent in one second. Now you're just scripting everything so just remember this now the first thing you want to do when you start your business is find a real estate agent, so for all of you who are listening if you don't tomorrow do exactly what I'm telling you, you're wasting your time in this business right now before you because that means you're not an action taker. 10

11 Just remember that it's all about action taking. That's it. The most lamest person in the world could go ahead and become a millionaire in real estate. All they got to do is tell themselves I'm going to take action. That's it. You get the information and you take action. There's nothing else to it. Let me keep it going remember we're investors and we need real estate agents. Why do we need them? Because we can get deals from them, not only can we get deals from them but we can get buyers from them, we can get comps from them. I'm going to tell you what comps are in a second so hold tight. I'm going to tell you all about it. All I'm trying to say is just know that you need a real estate agent. I'm moving on now so I hope everybody got that. I hope you're taking these notes. I'm moving on to my next line because what are we doing? We are looking for a realtor. Now here's your contact and your realtor script, but before we get in to contact and the realtor, let me show you how to find a realtor, so everybody watching my screen just pay attention. First thing I'm going to do is going to Google, and I'm going to go to a website called realtor.com... Let me put that on hold for one second. Here we go, I hope everybody can see that. Here we go. Realtor.com, so I click on realtor.com, here we go. I'm in Baltimore but wherever you are just follow me here. I'm in Baltimore so I'm like all right I'm starting my real estate investment business, I have to find me a real estate agent because Mark told me I can get deals from them, I can find buyers from them. What are we doing? Think about it's wholesales, we are looking for sellers and we are looking for buyers because sellers we're going to get deals from the buyer we're going to get the assignments fee from. So I put Baltimore Maryland. Baltimore... Wait, wait actually I'm sorry give me a second. Actually I got to go to realtors first. Realtors realtors hold on. All right, did y'all get that. Let me go back because I kind of went off in a search right here for a minute. Everybody go to the top with me real quick. Here we go realtors. It says find a realtor, agents or companies. I'm looking for agents and I'm going to put in Baltimore Maryland because I'm in Baltimore. Then I'm going to hit search. Here we go all right look Coop Cooper, A, I don't know how to pronounce that, Aaron Gatrell, and Aaron Hahn, and you've got all this agents, look at it look at this. The best thing to do I would think is what I tell people to is you know try to find whatever way you can. Try to find somebody with a picture you can hind of... This might sound weird but I'm telling you if you try it you can do it. You can really look at people sometimes and tell whether what type of person they are. That may sound a bit crazy 11

12 like for example this lady, hold on, let me show you, she ain't to bad, she's got a nice smile, she looks friendly and ready to go. When I say ready to go I mean somebody that's down the grind because at the end of the day it's like I was telling my partner Alex Coleman. He does my burst sales with me. We talked about him he's a rehabber, a killer rehabber, follow him on Instagram it's Al_rehabshouses.com but anyway the point I'm trying to make to you is that this people on here you just kind take a look at them and see who might be good for you. Whatever that might be just try to use your imagination, try to see who will be a good fit for you. Try to call a lot of them you know what I mean. For example I'm not discriminating or nothing like that, but some of these people I don't think will relate to me. Like this guy for example right here he's just older. Only because he is older I just feel like... Like I said I don't mean to discriminate, but I just feel like he might not relate to me, you know what I mean, because I'm young and all that. I'll probably try to find somebody younger, somebody that I feel like I could relate to, and will understand what it is I'm trying to do as far as my whole selling career, things like that, and you got to remember back to what I was telling you about how I had a conversation with my partner Alex, is that you always want somebody who is motivated and that's going to grind because your team that you build, you're only as good as your teammates you build. Think about it how many people do you know that are real estate agents that don't do no deals? I mean they just don't do nothing. They just get their licence and they don't do nothing, you know what I mean. All I'm saying is stay away from that, but listen this is how you find real your real estate agent. Right here, look, phone numbers and everything. What are we trying to do? We are trying to to find real estate agents. All right, now let's go back to our script. Here we go, so let's just say I'm going to contact my real estate agent that I just found. Now remember I just showed y'all how to find a real estate agent so if you're not doing this tomorrow then shame on you. Check it out. Now it says contacting your realtors script. Let's say you call one of those numbers a realtors answers the phone he says, "hello", and you say "hey." I'm just going to do myself. I'm going to say, "Hey, my name is Mark Whitten and I'm an investor here in Baltimore. My partner and I are looking to buy three to five houses a month, and we are seeking a serious realtor who can bid on properties for us." Let me break this down for you real quick. Now think about what I said. I called this realtor, keep in mind what realtors do and how they are thinking. They think off commission, that's how they make their money. Remember this is all business. 12

13 Everything is about money. Think about it, we wouldn't be on this webinar right now if it wasn't for money. Anybody who is on this webinar for any other reason than money I couldn't figure out in the world what that's about. Let's break this down I said my name is Mark Whitten I'm an investor here in Baltimore right, so I'm already telling them I'm an investor so the first thing they are thinking is, hmm an investor that means he's buying houses, and if I sell them one I'm going to get what? A commission. You got to remember all of these descriptions is all nothing but just I don't know what to call it but it just plays on exactly what you trying to do. It's not brainwashing but it's like you are putting in this persons mind what there benefit is. That's a good way of putting it. You are in business trade you always got to give somebody a benefit first remember that. That's how you'll be successful in business, one of the ways, you always let somebody know how they're going to benefit. Then they will want to work with you. Now my name is Mark Whitten I'm an investor here in Baltimore, my partner and I are looking to buy three to five houses a month and we are seeking a serious realtor who can bid on properties for us. Now Let's look at that. If I tell a realtor I want to buy three to five houses a month even if I've never done this business before, they don't know that, all you know is that they're going to take you seriously. You could be somebody on this webinar that know nothing about what we're talking about yet until we get into it. Now so my partner and I we are looking to buy three to five houses a month, and we are seeking a serious realtor who can bid on properties for us. Now they know we are serious because we want to buy three to five houses a month, and they also know that we are seeking a serious realtor who can bid on these properties for us, and when I say bid on a property all I'm that means is that let's just say you're my realtor and I say hey send me a bunch of houses and you send me a bunch of houses, and I say I want that one put a bid on for me. All I'm saying is like tell the other agent that whoever is selling it that I want to pay this much for it, that's just a bid I'm not saying I'm just saying all that say some people might not know it, and I just want to make sure everybody is, we're all in the same page. Now let's keep it moving. I said we also do a massive amount of direct mail marketing, and we often come across leads that do not fit or buying criteria which we can give you. Now Let's break that down for a minute. We also do a massive amount of direct mail marketing. We do a massive amount. That means we do a lot of mailing to people who want to sell their houses. We do a massive amount of direct mail marketing, and we often come across leads. What are leads? People who want to sell their houses. We often come across leads that do not fit our buying price which we can give you. 13

14 Remember how we're playing on the minds of this person we are trying to do business with, think about it. Now if you called me, I'm an agent and you tell me you tell me you do a massive amount of marketing. I'm already confused because I'm doing the same thing. Remember I told you we all are doing the same thing looking for people, so I'm already feeling you right now. Then you tell me that you come across a list that don't fit your buying criteria and you're going to give them to me. Think about it as an investor don't we have a buying criteria? Are we just going to buy amything? Think about that for a minute. Why would we just buy anything, we've got to get a deal we don't get a deal we ain't being an investors right, because we're paying market value like the home owners like we talked about. Basically what I'm saying is that if you tell me that I'm already thinking that's great, and then you tell me that you're going to give it to me, so I'm like damn I really got to work with this person because he's doing all this marketing so he's coming across leads that he wants to just give to me. I don't care what you give me I can get a commission off of it. Of course the realtor will say great the next thing you want to do is you want to say can you send me some fixer uppers and zip code blank so I give a Baltimore code I may say can you send me a fixer upper zip code I don't know wherever you are, you might be n Beverly Hills, what's that You just never know. The reason why you want a fixer upper is why you think you want a fixer uppers? Fixer uppers are houses that need work. Most people if they're selling a house and it needs work that's a sign of motivation. Meaning that they are motivated to sell it, or they are a motivated seller, and the only way you're going to get deals is that you get it from a motivated seller. Somebody who is motivated for any reason, but whatever reasons to sell their houses. That's the only way that you're going to get a deal, so you want to focus on fixer uppers because you're already narrowing it down to somebody who would give you a deal. Then the realtor goes sure, is everybody cool with that. I know you can't answer me but I want to make sure everybody is on the same page before we move on. Everybody understands what real estate is just a quick overview and listen I hope you're... I run my mouth a lot but the reason why is because I try to do this step by step, and I want everybody to understand this business. I really do and I hope that I could help everybody so don't get tired, don't get up this webinar, I promise you everything I cover is going to be... It ain't going to be [inaudible 00:38:04] it's going to be all actionable 14

15 content, stuff that you can go do tomorrow. All right, and I really mean that. Hold me to that I'm going to keep on going. Remember, here's real estate. You've got real estate home owners, you've got investors, you got agents. As investors, because that's what we are we got three options. What are we trying to do? We are trying to find a deal. Once we find a deal we can wholesale it no cash no credit, we can rehab it no cash no credit, these are all things you can do no cash no credit, so everybody keep that in mind as well. Once we do that we do a difference now between an agent and investor just remember this an agent is somebody whose trying to get a commission, investors we are trying to get assignments fees. Agents are middle men who are just trying to find buyers, we are the buyers. I hope everybody got that because we're moving on. Now that I told you that I want to teach you how to set your business up like right away. Like tomorrow you can go set up your business up, so let's talk about setting up your LLC. 15

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