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HowToMakeBigProfitsInSmallTownsHostedby:JoeMcCall

Guest:LarryGoins

Joe: Allright.Heyeverybody,welcome.ThisisTheRealEstateInvestingMasteryPodcastandIhaveLarryGoinsinthehouse.Larry,howareyou?

Larry: What'shappening?Howyoudoing,man?

Joe: Oh,notmuch.I'mexcitedrightnoweventhoughit'searlyhereinStLouis.Mr.Larryisanearlybirdandhe'sontheeastcoast,whichmeansIhavetogetupsuperearly,butI'mstillsuperexcitedbecausewe'redoingsomethingtogether.Here's,letmetellyousomething.Larry,I'veknownLarryforalong,longtime.Iusedtobuyhisbooksandgotohisworkshopsandbuyhiscoursesandstufflikethatandtheguyisamazing.Hedoesatonofdeals.I'veinterviewedhimseveraltimesonthepodcast.Hestilldoesatonofdeals,buthe'soneofthebestteachersandeducatorsintheindustrytoday.

Joe: Hebreaksthingsdownintosuchsimple,easytounderstandterms.SoI'vebecomefriendswithLarryandI'vebeeninmastermindswithLarry.Wellhe'sbeendoingsomethingreallyuniquethatIknowisgoingtobesuperhelpfulforeverysinglepersonlisteningtothispodcast.AndI'mnottryingtohypethisupbecauseit'sthelegittruth.Larryisintentionallyignoringthemaincitiesthathe'sdoingmarketinginrightnow,mainlyinnorthandSouthCarolina.He'signoringthebigMSA'swherealltheotherinvestorsarejustfightinglikesharksinabloodywatertank,right?Likeeveryone'sfightingoverthesefewlittleleads,buthe'scompletelyoutsideofthat.Youheardofthewholeblueoceanredoceanthing,right?Well,Larryisignoringtheredoceansandhe'sfishingintheblueoceanscatchinglotsofbigfish.Andthisissocool.

Joe: Thisissoimportantbecausenobody'sreallydoingthisortalkingaboutitrightnow.ButI'vebeentoLarry'sofficenearCharlotte,NorthCarolina,I'veseenhisoperation.I'veseenthepeoplehe'sdoingdeals.He'sonthephoneeverysingledaywithsellershimselflikeonthephonewithsellerseverysingleday,closingdealsstill.AndoneofthethingsthatIwastalkingtoLarryaboutwhenIwasathisofficewaslike,doyoureallylikestillteachingordoyoulikedoingdeals?AndHeloves

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doingdeals.Likethat'shisprimarynumberonepassionisdoingdeals,buthealsolovestoteach.

Joe: Butifyouweretoprioritizethem,IhopeI'mnotspeakingoutofplaceLarry,butIthinkyouwouldsaydoingdealsasnumberoneandteachingisaclosesecond.But,soIsaidtoLarry,Igottogetyouonmypodcastandweneedtotalkaboutthisbecauseeverybody'sgoingafterlikethesebigsharkinfestedwaters.Thesebigredoceans.Larryisignoringthebigcities,theNSA'sandhe'sgoingafterthesmallermarketsaroundthebiggercities.Andhe'sgoingintomaybehowmanydifferentcounties,Larry,sixorsevendifferentcountiesrightnow.

Larry: Yes,itwasseven.WebackedoffofonejustbecauseitgottoomuchcompetitionandIdon'tlikecompetition.Ihatethecompetition,right.Iwanttogowherethey'venevergotapostcardbefore,right.

Joe: Yes,forsure.Soanyway,we'regoingtobetalkingaboutthatbecausehe'sdoingdirectmailandhowmuchcompetitionishegetting?Hardlyany.Likenobodyelseissendingpostcardstothesellers.Sohisresponseratesaremuchhigher.Hiscostperleadiswaylower.Andhisaverageprofitsarethesameinthesmalltownsastheyareinthebigtowns.

Larry: No,that'snottrueJoe.That'snottrue.They'reactuallymore.Youknowitblewmeaway.ItreallyblewmeawayinthebigMSA'severybodythinks,youknow,a$3,000to$5,000wholesalefeeisagreatprofitonthedeal.Youknow,we're,we'regetting$10,000$15,000,$20,000,$30,000,$35,000wholesalefeesonthesestudiosandsmalltownUSA.

Joe: Oh,youseewhyIwantedhimhereonthispodcast?Sowe'regoingtobetalkingaboutthis.IwanttoaskLarrysomequestions.LetmealsogiveyoualittleheadsuptoobecauseIbeggedLarry,Itwistedhisarm,himandhisbusinessassociatepartnerCandace,ItwistedtheirarmsandIsaid,hey,listen,we'vegottoteachpeoplethisstuff.

Joe: Andweneedtostartlike,becauseIhavealotofstudentsLarrythatarestruggling.They'retrying,theydon'thaveahugemarketingbudget.They'retryingtododealsinDenverandNashvilleandSanDiegoandMiami,allthesebigcitiesthataresupercompetitive.You'vegotinvestorsspendingtensofthousandsofdollarsin

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marketingjusttofindadeal.They'recompetingagainstpropertiesontheMLSwith20otherpeoplebiddingthem.They'regoingtoforeclosures,youknow,andthere'sahundredpeoplethey'relike,andthey'restruggling.Andlike,Idon'tknowwhattodo.Idon'thave,Ican'tcompeteagainsttheseguys.

Joe: Sowhat,LarryandIweregoingtotalkaboutthis,we'regoingtoteachyouwhatLarry'sdoingonthispodcast,butwe'vealsopreparing,we'redoingaclass,I'mcallingitacasestudy.We'redoingacasestudythatstartsinacoupleofweeksfrom,aswe'rerecordingthisrightnow,we'regoingtobeteachingpeoplehowtodothisindepthindetail.AndLarry'sgoingtopullbackthecurtainandshowyouallwhat'sgoingoninhisoperationrightnowandhowhe'sdoingit.Thelettershe'ssendingthescriptsthathe'susing,thecontractsthathe'susingit,andhowhe'sfindinghisbuyers.

Joe: It'sblowingmeawayaswe'regoingthroughthiscourseandwe'repreparingforit.Butjustwanttogiveyouaheadsup.Ifyouwantmoreinformationaboutthiscourse.We'recallingitSmallTownRiches.AndifyougotoSmallTown.

Larry: SmallTownProfits.

Joe: SmallTownProfitssorry,that'sasmalltown.LikeIalwaysgetthatmixedup.SmallTownProfits.We'recallingitSmallTownProfits.IfyougotoSmallTownProfits.comthere'llbesomeinformationthereonhowtoregisterforthisclass.Allright.SmallTownProfits.com.Gocheckthatout.So,Larry,sorryforthelongwindedintroductionthere.

Larry: No,man.That'sokay.And,youknow,Joe,Ijustwanttofirstoff,startoutandsaythankyou,thankyou,thankyou.BecauseyoureallybroughttolightandbroughttomyattentionthatwhatI'mdoingissounique.IknewItwasdifferentthanwhatotherpeoplearedoing.Iknewthat,butIdidn'tknowitwasthatuniqueuntilyouandIstartedtalkingaboutitandIstartedtellingyoualltheproblemswithtraditionalmarketsandallthesmalltownadvantages.Andit'sjustawholeotherculturethatyou'reworkingwithalmostliterally,right.Andthere'sjustsomanyadvantagestoworkinsmalltownUSAandIdon'tcarewhereyouliveorwhereyouwanttobuyin.Youknowwhatwe'regoingtosharewillwork.

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Joe: Ohyeah,totally.So,Larryhowdidyoufigureout,how'dyoufigurethisout?Imean,you'vebeendoingbusinessalongtimeandalotofpeoplealreadyknowyourstorybecauseI'veinterviewedyouacoupleoftimesbefore,buthowdidyoufigureout,like,Ishouldn'tbedoingdealsinthisbigcityhere?Whatmadeyoustartlookingoutside?

Larry: Well,youknowJoe,ImeanyouandIareinacoupleofmastermindstogetherandIhearallthesebigguysthataremailingout20,000,30,000,40,000,50,000ormorepostcardsamonthtalkingaboutallthecompetitionandtheygointoahouseandsitdownandtalkwiththehomeownerandthey'vegotastackofpostcardsfromotherinvestorsandit'sallabouthowmuchmoneycanyougiveme?Canyougivememorethanthelastguy,right.Ihatethat.Ihatethat,right.Numberone,Idon'tgotothehouse,okay.Ibuyallmyhousesoverthephone,right.

Joe: Iforgottomentionthat.That'slikethecoolestthingever.I'vebeendoingthatforalongtime.IthinksometimesLarry,wetakethatforgrantedhoweasythatistodo.Butalotofpeoplelisteningtothis,likewhatyoureally,youlikeevenyour,okay,Iunderstandmaybewhyyou'redoingthesedealsinsmalltowns,buthowdoyougoseethehousesandyou'resayingyoudon't.

Larry: Idon't,wedogoseethem.Somebodygoestoseethem.Idon'thavetogoseethem,butwesendsomebodytogoseethemandthere'sservicesoutthereandwe'llgetintothatmorewhenwestartdoingthetraining.Butthere'sservicesoutthereyoucangettogolookatthehousethatcouldtakepicturesforyou.Theycouldgetthecontractsigned,theycoulddothepaperworkbecauseIgottotellyou,Joe,inSmallTownUSA,you,youwouldn'tit.Butalotofpeopledon'tevenhaveanemailaddress,right.Soyou'vegottosendsomebodytotheirhouseorsomething.Imean,it'snotunusualforsome,forasellertosay,well,mydaughterhasanemailaddressIguessyoucouldsitinthecontracttoherandshecouldn'thelpmesignit.No,wejusthavesomebodygototheirhouse,butwe'vegotaservice.CheckthisoutJoe.We'vegotaservicethatliterally,Idon'tcareifI'mbuyingahouseinShelby,NorthCarolinaandthesellerlivesinDubuque,Iowa.Icanhave,IcanhavesomebodyattheirhouseinDubuque,Iowawithintwohoursofmegettingoffthephonewiththem.Isthatgreatorwhat?

Joe: OhthatgotmesuperexcitedbecauseyoubecausebeforeandLarryusedtosend,likewhenyou'dsendacontractyou'dsenditFedEx,right.Andtalkaboutthatlike.

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Larry: Yeah,it'sfunny.Weusedtotalkabout,wedoallour,ourbusinessbyphone,fax,FedEx,emailandinternet.Nowit'sphone,emailandinternetandmostlyjustphone,right.

Joe: Yeah.Soyouusedtosend,youusedtosendFedEx,right.Andyouwouldlikepreparethecontract.You'devengivethemaselfaddressed,stampedenvelopetosenditbacktoyou.Butwhathappened?Yes,whichcostsmoney,right.That'snotcheap.Sowhathappened?Whydidyoustopdoingthat?

Larry: It'sjustmuchfaster.Icantellsomebody,Idon'tcarewheretheylive.Idon'tcareiftheyliveinAnchorage,Alaska.Iwilltellthem,I'vegotsomebodyinyourareaI'mgoingtohavethemdropbythisafternoon.I'vegotasimplecheckouttheverbiage,I'vegotasimplestandardrealestateoffertopurchaseit'sonlyonepage.Anditbasicallysays,I'mbuyingyourhouseforallcashandI'mpayingallclosingcosts.

Joe: Soyouweretellingmeyouwentfrommaybegetting50%ofthosecontractsback.Likeevenaftertheysaidyesonthephone,you'dsendthemacontractbutstillonlygetmaybehalfofthembacktogettingalmosta100%ofthembackbecauseyousentsomebodytotheirhouse,right?

Larry: Exactly.AndIhavetotellyouit'sveryimportantbecauseifyouwaituntilthenextday,Idon'tcarewhothatselleris.They'vetalkedtoasisterorabrotheroranuncle,aparent,achild,agrandchild.Somebodyelseeitherwantsthathouse,ohdon'tsellthathouseI'dreallyliketohavethathouse,givethathousetomeorsellthathousetomeorletmelivethere,right.Somethinglikethat'sgoingtohappen.Orthey'regoingtotalktoasister'sbrother'sfriendsattorneythat'sgoingtotellthemwhatareyousellingyourhouseforhowmuch,right?Orasister,brother,friend,realtor,youknow.Oh,letmelistthathouseforyou.Sothat'swhyit'svery,very,veryimportantyougetthemtosignonthedottedlinewithintwohoursofgettingoffthephonewiththem.

Joe: That'scool.Andyourcontractiscooltoo.Youdon'tevenhaveaninspectioncontingencyinthecontractdoyou?

Larry: Notatall.Notatall.AndI'veneverseenthehouse.

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Joe: Andyou'veneverseenthehouse.Youguys,Ican'twaittoshowyouLarry'scontractbecauseitissosimpleandsuperpowerful.Itdoesn'thaveanyfancygetoutofcontingenciesandcomplicatedlanguageandverbiageisjustsimple,straightforward.Andbutitdoes,howmanydaysdoyougiveyourselftocloseLarry?

Larry: You'regoingtolovethisJoe.Idon'thaveaclosingdateonmycontract.I'vegot60dayswithanautomatic30dayextensionifIneedit.Nobodyevercomplained.Nobodyevercomplains.

Joe: Sowhenthisnotarycomestothehouse,they'rejustlike,here'sthepaperworksignit,right?Theycan'tnegotiateanything.Thesellercan'taskthisguyquestions.It'slike,here'sthepaperworksignit.Larry'sgoingtocloseonwhateverday,right.Soitjustkindofremovesomeoftheresistance.Itjusthelpsitgetdonefaster,doesn'tit?

Larry: Absolutely.ButJoe,Igottotellyouitnow,sometimesyoudorunintoproblems.Sometimesthesellerhasaquestion,wellwhatisthisabout?Or,Idon'twanttosignthis.Orwhataboutthis,itsaysthewrongcountyorthissaysthis.We'vegotastrictsysteminplacethatwe'regoingtoshareinthetraining,wegotastrictspecificsysteminplacewherewhensomethinglikethathappens,thenIgetnotifiedimmediately.AndIknownomatterwhothatnotaryis,whetherthey'reinAnchorage,Alaska,Dubuque,Iowa,orJackson,Mississippi,Iknowthatitismysigningservicethat'scallingmeandIknowIbetteranswerthephone.

Joe: Yeah,yeah,that'ssuperimportantbecausethosekindsofobjectionswillhappen.Allright,soLarry,Iwanttotalkmoreaboutthebenefitsofsmalltown.Imean,Idon'tknowifanybody,ifeverybodyunderstandslikewhy.WhataresomeoftheotherreasonswhyyoulikegoingaftersmalltownAmericaandnotbigtownAmerica?

Larry: Well,numberoneinthebigMSA.YoumentionedMSAearlier.Thatstemsfrommetropolitanstatisticalarea.That'slike,IliveintheCharlotte,NorthCarolinaMSA.YouliveintheStLouisMSA,right.Butyoudon'tliverightinStLouis.YouliverightoutsideofStLouis,butit'sapartoftheMSA,right.Likeme,IliveinLakeWylie,SouthCarolina.It'srightacrossthestatelinefromCharlotte,NorthCarolina,okay.Butit'sapartoftheMSA,right?Sothe,thechallengeis,andsomeoftheproblemsintheMSA,isanewbieandIdon'tmeanthisinabadway,butapersonwho's

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brandnew,theycan'tcompetewiththeIbuyers,right?WhataresomeoftheIbuyersoutthere?

Joe: Offerpad.Opendoor.Yeah.

Larry: Yeah.We'vegotOfferpadhereinCharlotte.We'vegotOfferpadhereinCharlotte,youknow,andsomeoftheotherones,butalocalsmallpersondoingoneortwoorthreedealsamonth,theycan'tcompetewiththoseguys.Numberoneonpriceandnumbertwo,onnegotiatingskills.You'vegottohavegoodnegotiatingskills,goodsalesskills,goodmarketingskills,andyougottowatchyourbudget,right?Imean,you'vementionedaboutwe'regettingmoreleads,betterleads.We'remakingmoremoneywithasmalleramountofmarketing,right?Andthat'strue.that'strue.SointhebigMSA,thebigMSA,you'vegottoknowmarketing.You'vegottoknowsalesskills.Yougottoknowthemarket,you'vegottoknowthecompetition.You'vegottowatchyourbudget.You'vegottohaveaprettydecentsizedbudget.

Larry: Andthemostimportantthing,Joe,whenyou'reinabigcity,you'vegottohaveagreatfollowupsystem,right?Becauseyoudon'tgetalotofyourdealsonthefirstcall.Youdon't,Ido,Idogetdealsonthefirstcall,right?ImeanI'vebeenonthephonewithpeoplefornineminutesandboughttheirhouse,neverspoketohimbeforeinmylife,andafternineminutestheyagreedtotakemyoffer,right.Buthere'sthething,alotofthemare,youknow,well,letmethinkitover.Igottoprayaboutit.Igottotalkitoverwithsomebodyorwhatever.Letmecheckmyfinances.Letmecheckmyloanbalance,whateveritis,right.

Larry: Soyoudon'tgetallofthemonthefirstcall.Andinthebigcityoffollow-upsystemissoimportant.It'simperativethatyouhavethat.ButinsmalltownUSA,ifyoudon'thaveafancyfollowupsystemwithautorespondersandtextblastingandvoicemailblasting,nowwe'regoingtoteachyouhowtodothatinthetraining.Butifyoudon'thavethat,it'sasmalltownasmuchmoreforgiving,ifthatmakessense.

Joe: Oh,that'ssuperimportant.Imean,obviouslyyou'vegottobegoodatsalesandmarketing,negotiatingandthefollowupsystems,butyoudon'thavetobeasgoodiswhatLarryissaying.Youdon'thavetobeasgoodatthatstuff.Youdon'thavetohavethe$10,000budgeteverysinglemonthonpostcardstododealsinsmalltowns.Youdon'thavetohavetherealfancy,bigcomplicatedtechnicalsystems

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andCRMs.Youknow,alotofthesepeopleinsmalltownAmericaandI'vedonedealsinsmalltown.Youknow,it'sfunny,I'lltellyouastory.AndthenLarry,I'dliketoaskyousomemorequestionsaboutlikeatypicaldealthatyou'redoingin,insmalltown.Butlike,myfirstdeal,LarrywasinsmalltownatleastanhourandahalfawayfromdowntownStLouis.So,youknow,it'skindoflikeasuburbofthesuburbs,butit'soutthereinthesticks.

Joe: AndthesellerrespondedtomypostcardbecauseIwassendingherapostcardonanotherpropertyinthecity.Butshewascallingmesaying,Idon'twanttosellthatproperty,Iwanttosellthisotherproperty.SoIkindofignoredhercalls.ShecalledmebackfourtimesandIkeptonignoringher,butshekeptoncallingmeback.Thiswaslikeoneofmyfirstwholesaledeals,Ithinkitwasmyfirst.AndIfinallygotaholdofherandIsaid,man,Idon't,itwasathreefamilyinacitywheretherearenomulti-familiesandIhadnobuyersoverthere.Ihadnotitlecompaniesovertherethatcouldhelpmeclose.IhadlikeIhadnoideawhatIwasdoing.Itexpiredtheyearbeforeforlike$140,000.ItwaswayoverpricedandithadexpiredontheMLSfor$140,000.

Joe: Butshewassomotivated.Isaid,Ican'thelpyou.Shesaid,please,pleasemakeanoffer.Noteverydealislikethis,right.Shewaselderly.No,shewasbeggingbutshewaselderlyandIwasconcernedaboutthat.SoIsaid,wellma'am,Icanmaybeofferyou$50,000.Andshesaid,okay,didn'tevenobject,didn'tcounter.Saidokay$50,000andnowI'mlikefreakingout.SoIaskedherifIcouldmeetherwithherson.Imadesurehersonwaswithmethere.ButnowI'mfreakingout,Larry,becauseIgotthishouseundercontractfor$50,000.Ihavezerobuyers.Idon'tknowifanybodywouldevenwanttobuyahouseinthissmalltown.Likewhy?SoIstuckasignintheyardImarkeditup$15,000grand.

Joe: Isolditfor,Iadvertiseditfor$65,000andIstuckasignintheyard.Igotfloodedwithcallsthenextday.Icouldn'tbelieveit.Whywouldpeoplewantthishouseinthissmalltown?Butthereweretonsof,theycallthe,Isoldit.Ihadacashbuyerthenextday,wantedtopay$65,000forit.NowI'mfreakingoutthinking,wellIdon'thaveatitlecompanythatcanhelpmedoubleclosethis.Likesoandtherealtors,theydon'tknowwhat,whoholdswhatwholesalersare,becausethebuyerhadarealtor.SoItoldtherealtor,Isaid,youknowwhat?I'msorry.Ilike,Igottotellyousomething.Idon'tactuallyownthehouseIhopethat'sokay.Isaid,

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I'mjusttryingtowholesalethisthing.Therealtorsaid,don'tworryaboutit.It'sfine.

Joe: Isaid,wellIdon'thaveatitlecompany.Hesaid,don'tworryaboutit.We'lljustusemybuyers,youknow,titlecompany.Icalledthetitlecompanyandthisisagainthetitlecompanyinsmalltown.Isaid,Ihopethisisokay,butlikeIdon'townthepropertyandI'msellingit,I'mmakinga$15,000profit.Ihopethat'sokay.Iwasfreakingoutandthetitlecompanysaid,relax,chillit'sokay.AndI,twoweekslaterImadeabout$13,500somethingaftermycostsandclosinginsmalltownandthat'swhenIrealizedholysmokes,thisstuffactuallyreallyworks.

Joe: AndI'vedonealotofdealsinsmalltownssincethen.We'reevenflippingvacantlandlikeintownsthataresmallerthansmalltownsinthemiddleofnowhere,we'reflippingvacantland.Therearepeoplethatwanttheseproperties,Larry,right.Likethisblowsmeaway.Likeserious,butyeah,there'speoplethatliveoutthere,theydon'twanttomovetothesmalltowns.Theywantdealsthere.Andthere'sashortageofinventoryinthosesmalltowns,right.

Larry: Youknow,Joe,I'mreallygladyoutoldthatstorybecausetwothingsIwanttoaddress,okay.Numberone,youtalkedaboutyoujustputasignintheyard,okayNowwhenwe'dgothroughthetraining.Okay,we'regoingtohaveatrainingonthis.I'mgoingtoshowyouhowtonot10Xthat,the20Xthat,right.BecauseyousaidyourphonewasringingoffthehookandyousolditthenextdayI'mgoingtoshowyouhowto20Xthatokay.Becausethere'safewthingsthatwedotomarketthesepropertiesandseealotofpeoplethink,no,I'mnotgoingtobuyahouseouttherethere'snobuyersoutthere.Wellguesswhat?Howmanybuyersdoyouneedforahouse?Youneedone.Youjustneedonebuyerforeveryhousethat'sit.

Larry: That'sallyouneedisonebuyerforeveryhouse.AndI'mgoingtoshowyouhowyourphoneisgoingtoliterallyringingoffthehookwithqualifiedcashbuyers.Theyqualifythemselvesinadvanceandthey'recashbuyers.Idon'tworryabouthardmoney.Idon'tworryaboutpeoplegettingprivatemoneyIdon'tworryaboutbankfinancing.Idon'tworryaboutVAloans,FHAloans,anyofthatstuff.ThepeoplewhobuyhousesformeinsmalltownUSAarecashbuyers.Infact,it'snotunusualforsomebodytosay,Igot$40,000cashinthesafeathomecanIbringthattoclosing?No,no,noyoucan'tbringthattoclosing,right,but,butpeopleinsmalltownUSAhavewhat'scalledmattressmoney,right.Theyhavemattressmoney.

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NowthesecondthingIwanttomention,youmentionedaboutyourbuyinglotsnow,right?Joe,I'vegotfour,Ibelieve,maybefive,Ibelieveit'sfourdifferentlotsthatI'mbuyingrightnoworactuallyI'mrightintheprocessinthemiddleofsellingthem,okay.Ipaid$500apieceforthem$500apiece.Nowyou'regoingtolovethisstory,okay.Oneoftheselotshadanabandonedcaronit.Icallupalocalscrapmetalplacetheywentandpickedupthecarandsentme$200forthecar.

Joe: Theseareguys,yesterday,yesterday.Today'sthesecondisaswe'rerecordingthis.OnthefirstweflippedalotinKlamathcounty,Oregon,likethat'sliketwohours,anhourandahalfawayfromanymajorcity,made$10,300profit,$10,300profitonasixacrevacantlotinthemiddleofnowheretoacashbuyer.Andifwewantedtosellthatlandthatlotonterms,wecouldhavegota$1,000down,$300amonthforsix,sevenyearswithnotenants,notrash,notoilets.AndyoutalkaboutLarry,youdoalotoftheselandflipsinyourIRA,right?Whydoyoudothat?

Larry: IdonotonlyinanIRA,butalsoinmyson'sESAeducationsavingsaccount,anHSAhealthsavingsaccount,right?Ahealthsavingsaccountisanothertypeofretirementplan.Youcanusethemoneyforqualifiedmedicalexpenses,butalsoafteryouturn65,youcanpullthemoneyoutwithnopenalty,right?Soit'slikeatraditionalIRAthatyoucouldalsouseformedicalexpenses,right?AndyoucanusetheminIRA.That'sexactlyright.And,andwiththeselots,likeforexample,thesefourlotsthatIhave$500apiece,I'msellingeachoneofthemfor$9,900,right?With$2,000downand$300amonth.

Joe: Thisisreallycool.Butnowwe'renotjustdoinglandobviously,right?We'redoinghouses.Larry,what'dyoutalkaboutthetypicalhouseorgiveusacoupleofdifferentthreeexamplesofthetypicalhousethatmaybeyou'reflippingintheseareas.

Larry: Absolutely.Absolutely.Begladto.NowI'llbethefirstonetotellyouthevastmajorityofmyhouses,I'mbuyingthemfor$5,000,$10,000,$15,000,$20,000,$25,000,$30,000,okay.Itry,infact,inmymarketandI'mgoingtoshowyouourmarketingcriteria,butwhatarethethingsthatwedoiswedonotmarkettoanybodythathasahousethat'sworthover$100,000,okay.Justdon'tdoit.Ijustdon'tdoit,Ijustdon'tdoit.Atypicaldeallikewe'vegotadealgoingrightnowthatwe'rebuyingfor$35,000,okay?Andwe'resellingitfor$49,900$35,000.We'resellingitfor$50,000okay?Itrytokeepmyselfprice$50,000orless,allright?

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That'svery,veryimportant.Especiallyifyouwanttoclosefastandyouwanttoselltocashbuyers,youdon'twanttohavetoworryaboutthemgettingaloan.

Larry: Thehouseappraisinghomeinspections,noneofthatstuff,right?Iwanttosellmyhousesfor$50,000orless.Sowe'realwaysat$49,900orless.Sowe'vegotanotheronegoingonrightnowthatweboughtfor$25,000andwejustsoldfor$50,000okay?Sothatwas$15,000profitonthefirstone,$25,000profitonthenextone.We'vegotanotheronerightnowwejustgotundercontractlastweekfor$15,000.Andguesswhat?Ahouserightaroundthecurbontheexactsamestreet,justlistedfor$99,900.Itwasafixandflip.Itwaslistedfor$99,900anditsoldandgotundercontractinfivedays,fivedaysitgotundercontract.Soandourhouseisabiggerhouseandanicerhouse,okay.Soweboughtthisonefor$15,000andwe'remarketingitrightnow.Wejuststartedmarketingfor$49,900that'sa$35,000wholesaleprofit.

Joe: Soarethese,arethesebighouses?Smallhouses,twobedrooms,threebedrooms,onebedroom,mobilehomes.Whatkindofhomesarethese?

Larry: Yes.

Joe: Good,good.Sodoesit,you'resayingyou'llbuyanythingcheapenough,right?Becauseyoucanthinkyoucansellit.

Larry: LetmetellyousomethingJoe.ItblowsmeawaythedealsthatyoucangetinsmalltownUSA,right.Itblowsmeaway.YourunintopeoplewhogrewupinPodunk,NorthDakota,right?AndtheymovedawaytoChicagoorMiamiorNewYorkorSanDiegoandthey'renevercomingback.They'renevercomingback.Theonlytimetheyeverthinkaboutthispropertyisonetimeayear.Youknowwhatthattimeis?

Joe: Christmas.

Larry: It'swhenthetaxbillcomes.

Joe: Yes,theystillhavetopaytaxesinsmalltownAmerica.

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Larry: That'stheonlytimetheyeverthinkaboutitiswhenthetaxbillcomesthat'sit.that'sit.Youknow,andyougetsomepeoplethatsay,well,I'mjustgoingtorentitout,youknow,okay,yougotahouseinPodunk,NorthDakotaandyouliveinChicagoandyou'regoingtorentitout.Haveyoueverbeenalandlord,numberone.Numbertwo,haveyoueverbeenanabsenteelandlord,right?Sowhatareyougoingtodoabouttherepairs,themaintenance,thetaxes,theinsurance?Nowsomeofthemwillsay,well,I'mjustgoingtorentittomynephew,right.HeneedsaplacetostayandI'mjustgoingtorentittohim.Butcheckthisout.Here'swhatIadvisepeoplenever,ever,ever,everrentapropertytoanybodyyouwouldhesitatetoevict,right?

Larry: Friendsandrelativesdon'trentapropertytofriendsandrelativesbecauseit'snotamatterofif,butwhentheystoppedpayingyou,okay.They'regoingtotakeadvantageofthefriendshiporthe,youknow,therelationshipbecauseyou'rerelated,right.They'regoingtotakeadvantageofthatandthenit'sgoingtocreateanimosityandthenyou're,youknow,ifit'syournephew,thenyou'regoingtogetmadatyourbrother,youknow,canyougetyoursontopaymyrent?Thenthere'sgoingtobealotofcontentionthere,right.Soitdoesn'tworkoutitdoesn'tworkoutwhich,whichisanothergoodreason,right.Youcansetupareminderinthreemonthsbecausewithinthreemonthsthey'redone.They'retiredofit,right.

Joe: Let'stalkabouttheaveragenumberofdealsyou'redoing,Larryinsmalltownpermonth,andwhat'syouraverageprofitrightnow?

Larry: Okay.Ouraverageprofitrightnowis$15,000to$18,000andthat'sonawholesaledeal,okay.That'sonawholesaledeal.Ifwearesellerfinancingordoingleaseoptions,we'resellingthemfortypicallythreetosixtimeswhatwepaidforitwithownerfinancingorleaseoptionandwedon'tdoanyworktoit,okay.Wedon'tdoanyworktoitrightnow.Don'tgetmewrongJoesometimeswe'lldoadealandweonlymake$5,000okay.NowIhopethatdoesn'tsoundwrong.Weonlymade$5,000somepeople.Somepeopleareprobablywatchingthisthing,man,I'dliketomake$5,000right?But,ouraverageisprobably$15,000to$18,000,itseemslikethehigherthepricehouse,themorecompetitionthereis.

Larry: Andlikewewholesaledahousetheotherday.Ipickeditupfor$100,000.Itwasjustthataparticularsellerhadthishouse,buttheyalsohadanotherhousethatwasamuchsmallerhouse,right.Thatwemarketedto.Buthesaid,Hey,I'vegot

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thisotherhouseoverhere,right?Andwegotitfor$100,000butwecanonlysellitfor$105,000wetriedtosellitfor$124,900youknow$129,900,$124,900,$119,900,$114,900,$109,900wefinallysolditfor$105,000right.Sorememberthekeyissmallerpricedhouses,lowerpricedhouses,right?Sellmuchmuch,muchfaster.Thehigherpricehousing,Imean,thinkaboutit.Howmanypeopledoyouthinkarewalkingaroundwith$105,000versus$45,000right?

Joe: Notasmany.Notasmany.Sohowmanydealsdoyoudamonthonaverage,Larry,inthesesmalltowns?

Larry: Letmejustkindofbreakitdownintoafunnel.Allright,wemailoutatonofpostcards,okay.Wedopostcardsisprobablyourmainthing.AndIknowit'sourmainthingandourphoneringsabout200to300timesaweek,aweek.Nowsomeofthosepeoplewanttobetakenoffthelist,okay.Outofthose,we'reprobablytalkingtoandqualifying,qualifyingabout25to40peopleaweekandwe'reprobablygettingundercontract,rightaboutthreetofivedealsaweekandwe'reprobablyclosingtwotothreeorfourofthoseaweek.Sowe'redoinganywherefrom,sometimeswe'llhaveaslowweek,sometimeswehave,youknow,abusyweek.Sowe'redoinganywherefromfiveto15amonthclosings.

Joe: That'sawesome.Andyou'resendingabout30,000postcardsamonth,isthatright?

Larry: 37,500actually.

Joe: 37,000postcardsamonth.NowIknowwewerejusttalkingaboutyoudon'tneedtospendatonofmoneyonmarketing,butwhenyou'redoingtwotothreedealsaweek,right.That'sprettygoodmoney.Larry,I'mjustgoingtoguessyou'respendingabout$15,000amonthonpostcard?

Larry: $12,000to$15,000.$12,000to$15,000yeah.

Joe: Andifyouraverageprofitonadealis$1,0000to$15,000youjustneedtodoonedealtopayforthatfullmonthofpostcards.Isthatright?

Larry: Right,right.

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Joe: Oh,that'sbeautiful.Andagain,whenyou'resendingthesepostcards,areyou,areyougettingthesesellerssaying,Hey,I'vegotawholestackofpostcardssayingthesamethingthatyourguysarejustdoinghere.Youdon'tgetthat?

Larry: No,Istartedgettingthatinonecounty.There'sonecountythat'skindoflikethebedroomcommunityforCharlotte.It'sGastonCountyandtheCharlotteisinMecklenburgCountyandGastonCountyisrightclosetoit,rightdownto85,interstate85.AndIwasmailingtoGastoncountybutIwasn'tgettingverymanydealsandtheonesIwasgettingmorethinnerprofits.

Larry: Buteverybody'slike,youknow,wellI'vegottwootherpeoplecomingoutnextweekorIgotanotherpostcardinthemailtodayorholdoffI'mwaitingtohearbackfromsomebodyelsethatmaythat'ssupposedtomakemeanoffer,right.SoI'llstopmailingthatcounty.Ijuststopped.Idon'tneedthatIdon'twantthat,right.Youknowwhat'sfunnyisIknewIwasontosomethingwhenIstartedmovingoutafewcountiesandwegotacallrightafterwestarteddoingthis.

Larry: Wegotacallfromaladywhosaid,andwemailedoutapostcardthatsaysfinalnoticeright.NowIdon'trecommendyouusethatpostcard,okay.Butthatwasoneofthefirstpostcardswemailedbecauseitgetsanybodyandeverybodytocall,right?Soitwillshowyouthatpostcard.Butitsaysfinalnotice,right.AboutyourpropertyandI'mbeentryingtogetintouchwithyouaboutyourpropertyat125OakStreet.It'sveryimportantyoureachme.Wehaveacashoffer.Youknow,wedosaywehaveacashofferreadyforyou,butIgotacallonedayfromalady,shesaid,Ipaidmytaxesonmyhouseyoucan'tsendmeafinalnotice.Ipaidmytaxes,right.IknewIwasontosomethingthen,right?Becausethey'dnevergottenapostcardfromahousebuyer.

Joe: SoLarryisahardtofindliststomailtointhesemarkets?

Larry: No,notatall.Imeanthere'salotofplacesouttheretogetlistandinthetrainingthatwe'regoingtogothrough,we'regoingtogothroughandshowyouexactlywheretogetthelistandthelistcriteriaandallthatgoodstuff.

Joe: Okay,good.Iknowalotofpeoplearewondering,Larrywelllike,okay,Igetit.You'renotseeingthehouse,butyougottosendsomebodytoseethehouse,takepictures.Howareyouactuallyinspectingtheseproperties?Andthesecond

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questiontothatis,youknow,let'ssayyougetitundercontractfor$25,000andrealizeitneedswaymorework.Canyougobackandnegotiatealowerprice?Canyoucancelthecontractifyou'restuck,ifyougetinabaddeal?

Larry: Absolutely.Let'sgowiththefirstquestionfirstabouthowdoIinspecttheproperties?There'sseveraldifferentways,okay.Nowwehaveaphysicalofficewherewehaveateam,right.I'vegotacoupleacquisitionpeople.I'vegotasalesperson,I'vegotsomebodydoingclosingsandthenCandaceandIarealsoonthephone,rightbuyinghouses.Well,whenwegetahouseundercontract,theverynextthingiswegottogoinspectthehouse,right.We'vegottogolookatit.Soeithersomebodyhastomeetusthereorgiveusthekeyorwhatever,right.Sowe'vegottogoinspectthehouse.Eithersomebodyonourteam,typicallytheacquisitionpersonthatthattookthatcallwhenitcameinqualified,theleadturneditovertome.Igotthemtoaccepttheoffer,right.I'veturneditbacktothem.

Larry: Theyarrangetogetthecontractsigned.Theyarrangetogooutandlookatthehouseandtakepictures.Whentheycomebackwithallthepictures,theyusuallytakeabout50picturesrightnow.Ifit'stoofaraway,likelet'ssayyouliveinSanDiegoandyouwanttodothismodelandyouwanttodoitinsmalltownAlabama,okay.Thenwe'vegotservicesthatwillgoouttoahouseandtheycanbeouttherewithintwohoursandtheychargeabout$45totakepictures.They'lltakepicturesofeveryroomanyrepairareas,allmechanicalitems,allfoursidesofthehouse.Anyoutbuildingsandastreetviewbothways.

Joe: $45bucks.

Larry: Comeon.

Joe: Comeon.Yeah.Speakingofsmalltown,AlabamaLarry,Ihadastudent,um,doingleaseoptiondealinsmalltownAlabama.Smalltown,10,000people,right.Thiswasapropertythatneededtoomuchworkandthesellerwasanoutofstateinvestorornotevenaninvestor.Theywerejustanoutofstateowner.Itwasahousefromtheirfamilyandtheywantedwaytoomuch.Ithinktheywantedlike$65,000forthehouse.Thecashofferwouldhavebeenaround$25,000,butitwasworthabout$90,000fixedup.Sotherewasn'tenoughequitythereforhertomakeacashoffer.Sosheactuallythennegotiatedaleaseoption,dealwiththesellerandgetthis

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Larry.Itneededabout$30,000grandinwork,right?Shenegotiatedaleaseoptionwiththeseller,thepropertywouldrentfor$900amonth.

Joe: Shesaid,I'mgoingtogetatenantbuyerinthehousetofixitup,butIwillbuyitfromyoufor$65,000ifyouletmekeep100%oftherentforthefirstthreeyearsandforthenexttwoyearsI'llsplittherentwithyou50/50.guesswhatthesellersaid?Fine,Idon'tcare,yeah.Sosheputasignintheyardthenextday,anelectrician,anelectricalcontractorwhoseselfemployedandyouknowwhenyou'reselfemployed,it'shardtogetaloan,right.Buthe'sveryhandy.Hesawthatsidecalledupandsaid,Icandothiswork.Nowifshewouldhavefixeditupherself,whatitcosther$30,000grandtofixitup.Butthisguy,ifhe'sdoingitself-performinghimself,it'sonlygoingtocosthimmaybe$10,000grandinmaterials.That'sit.

Joe: Andhegetstopickthecolorofthecarpet,theflooring,thecabinets,youknow,hegetstopick,pickeverything,fixituphimself.Soshe'sgetting$900amonthincashflow.She'sgettingatenantbuyertofixitupthemselves.Soshe'snotpayinganyoftherehabandshe's,Iforgettheexactnumbers,butlikeshe'ssellingittohimforIthinka$15,000backendprofit,butshe'sgetting$900amonthfreeandclearcashflowforthefirstthreeyears.Andthenshe'sgetting$450amonthforthenexttwoyears.

Joe: Soyouseehoweverybodywins?Thesellergetsthepricetheywant.Theywanted$65,000andthesellersgettingsomebodyinthehousetofixitupandmaintainitandtakecareofitandgetthecityoffofhisback.Youknow,theinvestorswinning,she'sgetting$900that'salmost,whatisthat$10,000amonthayearincashflow,threeyears.That'slike$32,000$33,000grandincashflowonthishouseandthetenantbuyerswinningbecausethey'reinthispropertyandthey'regettingalotofequityinit.Theygettofixitupthewaytheywant,andsoIlovecreativedeals,andsowhenyou'reeveninthesesmalltowns,youcandocreativedealsandmanyways,manytimesareeasiertosellbecausethere'ssuch,there'ssuchsmall,there'snotenoughinventoryinthesesmalltowns,right?

Larry: Joe,I'msogladyoubroughtthatupandtoldthatstorybecausesmalltownUSAhasmorefreeandclearpaidfornomortgagehousesthananywhereelse.Youwon'tfind,youwon'tfindverymanyfreeandclearhousesinthebigMSA,right?WhenyougooutinthesmalltownUSA,they'refreeandclear.Nowhere'sthe

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otherthing.Whenyou'vegotafreeandclearhouse,youmayhaveasellerthatyouneedtopaythem$30,000forthathouse,butthey'restuckon$50,000right?They'restuckon$50,000andthey'retiredofbeingthelandlord,right?They'retiredofbeingthelandlord.They'verenteditout,theytriedthattenantstriestothehouse,they'renothappy.That'sanidealcandidateforhey,howwouldyouliketogetthecashflowwithouthavingtodealwithtenantsandgetyourprice?Guesswhat,I'venegotiatedmany100%nomoneydownsellerfinancedealsandIcouldpaythemwhattheywantforthathousebecausethere'snofinancinginvolved,right.Icanpaythemwhattheywant.

Joe: Doyoudoprincipalonlypayments?Isthat,doyoustartwiththat?Givethemthepricetheywantwithlike...

Larry: Wedofullyamortize.Idon'tlikeinterestonlypaymentsandI'lltellyouwhybecausethere'snolightattheendofthetunnel,right.

Joe: Whataboutprincipal?Doyouevernegotiateprincipalonlypayments?

Larry: Youmeanlikenointerest,likenointerest?Wehaveinthepast,buttypicallyIdoofferthem%4or5%interest.ImeanIcanmakethenumbersworkatthat.Evenifwestretchitoutfor20or30years,atleastthere'salightattheendofthetunnel.Imeanandcheckoutthebenefitsfortheseller.Theygetcashflowtheydon'thavetoworryabouttenants,trash,termitesandtoilets,right?Theygetanincomeiftheywerejustgoingto,Imean,oneofthequestionsweaskis,sowhatareyouplanningtodowiththemoney?Well,I'mjustgoingtoputitinthebank.Well,howmucharethebankspayingyou?About1%howwouldyouliketogetfouror5%returnonyourmoney,right?Howwouldyouliketoget4%returnonyourmoneysecuredbyyourhouseandyou'vegotacashflowcominginandyoudon'thavetoworryaboutanytenants,right?

Larry: Nomoneydowndeals.Nowtheotherthing,Joe,realquick,theotherthingthatyoucandowiththathouse,youcankeepitasarental.Youcandoaleaseoption.Youcanwrapthatloananddosellerfinancing.Orguesswhat?Youknowhowyouwholesaleleaseoptions?Wewholesalesellerfinancedeals,right?Wedidadealnottoolongagowheretheguywasstuckon$82,000right?$82,000hehadtohave$82,000Ineededtobeat$66,000foracashprice.SoItoldtheguysaid,I'llgiveyouyour$82,000butIneedyoutofinanceit.Sohecarrieda20year5%

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interestloan,right?Thepaymentswerelike$300andsomedollarsamonth.Isoldthathousefor$99,900with$18,000downandtakeoverthesellerfinanceloan.

Joe: Soyousoldittoanendbuyerwho'sgoingtoliveinthehouse,takeoverthatmortgage,payyou$18,000grandandyouwalkaway?

Larry: AndI'moutofthedeal.Igotmy$18,000mybuyergotownerfinancing,mysellergotmonthlypaymentscominginandeverybody'shappy.

Joe: Iloveit.

Larry: Hey,guesswhat?SmallTownUSA,theguydidn't,wasn'tconcernedaboutitatall.Hesaid,ItoldhimexactlywhatI'mgoingtodo.Itoldhim,Isaid,I'mnotgoingtobetheonemakingthepayments.I'mgoingtofindsomebody,adeservingfamilywithareasonabledownpaymentthatwantstolivehereandcallittheirhomeandthey'regoingtobetheonestomakeyourpayment.AndhowI'mgoingtogetpaidI'mgoingtogetthemtoputsomemoneydown,whichactuallygivesyoumoresecuritythatIambecauseI'mnotgivingyouanythingdown.

Joe: Yeah,that'sgood.That'sawesome.Allright.SodoyouseewhyguyslikemaybewhyI'msoexcitedaboutthisbecausethesearesomeoftheeasiestdealstodo.Verylittlecompetition.You'regoingtogofromspending$3,000to$5,000grandinmarketingperdealinsomeofthesebigcitiestospendingmaybe$500toa$1,000dollarsinmarketingperdeal.Likeyougottospendmoneyonmarketing,right?Butwe'regoingtoalsogoingtoteachyouinthisclasshownottospendanymoneyonmarketingthingsyoucandothatdon'trequiremuchmoney,butthecompetitioniswaydown.There'sstillademandforhousesinsmalltownAmerica.Youcanstillgetsomebodytoinspectthehouse,takepicturesandyoucansendsomebodytogetthecontractsigned.Andbecausethere'sstilllowinventoryinthesesmalltowns,whenyoucangetadealonthemarketinthesesmalltownsthatareavailableforacreativefinancingorlowcashprice,you'llgettonsandtonsofdemandfortheseproperties.

Joe: Soifyou'restrugglingwithmarketingrightnow,andIthinkeverybodyisthat'slisteningtothis,isdoingthat,evensomebodythat'sdoing5,10dealsamonthrightnowinthebigcities,Iknowyou'reinterestedin,yourearsareperkinguplisteningbecauseyou'relookingforwhereelsecanIgrow?LikeIcan'tdoanymore

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marketing,right.Butifyou,ifIcouldshowyouexactlywhatLarryisdoingrightnowinhisbusinessandhowhe'sdoingtwo,three,fourdealsaweekinsmalltownAmerica,wouldyoubeinterestedinthat?Ithinkeverybodywouldraiseherhand.SothatiswhyIwantedLarryonthispodcastandthatiswhyIbeggedhim.Isaid,hey,listen,couldyoupleaseteachushowtodowhatyou'redoing?Andhesaid,okay,let'sdoit.Sowearedoingaclass,it'sgoingtobeasixweekclassthatstartsaswe'rerecordingthisinabouttwoweeks.

Joe: Soitmightbewhenyou'regetting,thismightbenextweek,butit'saliveclass.Itstarts,we'regoingtobereleasingsixmodules,weeklymodulesonTuesdays,andwe'regoingtohaveagroupcoachingcallsonThursdays.There'sgoingtobeaprivateFacebookgroup,sowedon'twanttooverwhelmyouwithatonofinformation.Isaid,Larry,canwejustteachthisstuff?Let'sbreakitdownintobitesize,manageablechunks.Let'sstartwiththemarketing.Likehowdoyoudothis?Howdoyoufindthesedeals?Howdoyounegotiatethem?Howdoesit,let'sbreakitdownintoweekly,sixweeklychunks.Let'sgivepeopleafewdaystogothroughthematerialsimplementitandthencometouswithquestionsonaThursday.Andwe'llanswerallthequestionsliveonagroupcoachingcallonaThursday.Andinbetweenthenorontheweekends,ifyou'vegotquestions,youcanaskthemintheprivateFacebookgroup.

Joe: Andmyself,LarryandhisteamwillbeinthereansweringquestionsintheFacebookgroup.ButIlovethisbecauseit'sacombinationofacourseandacoachingatafractionofthecost,right?Soyou'regoingtogetthebestmaterialthatLarry'sgot.We'renotholdinganythingbackinthis.You'regoingtogetthebestmaterialsandthenwe'regoingtobethereansweringyourquestions.Soasyouimplementit,youshouldhaveafullyfunctioningsmalltownwholesalingbusinesswithinsixweeks.Youshouldbedoingdeals,youshouldbegettingpropertiesundercontract.I'mexcitedaboutthis,Larry.Larryhasneverdoneaclasslikethisbefore.We'recallingitacasestudy.I'vedoneitbeforeandIthinkit'sagreatformat.It'sagreatwaytoteachthisstuffandbeavailabletoanswerpeople'squestions,butit'slive.

Joe: Solikeeverybodyisatthesameplace.AndyoucanbeintheFacebookgrouponthecoachingcalls,encouragingoneanotherandgettingquestionsansweredandseeingeverybody'sprogressandexcitement.I'mexcitedaboutthisandLarry,ifpeoplewantthis,theycangotoSmallTownProfits.com.Ifyougothere,you'llseea

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videoofkindofwhatwe'redoing.Theremightbeaninvitationtoawebinarorasalespageorsomethinglikethatexplainingwhatwe'redoing.But,sotalkalittlebitmoreaboutthat,Larry,appreciateyoubeingwillingtodothis.Buttalkalittlebitaboutwhyyouthinkthisisimportantandthewaywe'redoingthisclassissogoodit'stobehelpful.

Larry: Well,youknow,JoeI'vebeenteachingandtraining,I'vebeendoingrealestateforover30years,teachingandtrainingabout15years.AndI'vehadsomanypeoplesay,man,thisistoughrightnowthere'ssomuchcompetition.Ican'tcompete,youknow,sellersaregettingthreeorfouroffersoneveryproperty,youknow,andit'sjust,theycan'tcompete.AndIknewthatIdidn'thavecompetition.Iknewthat,youknow,whatweweredoingwasalittleunique.Andwhenyoucametomeandsaid,Larry,wegottosharethiswithpeople.SoI'mlike,man,thatsoundsgoodyouknow.Butnowhere'sthething,mostpeoplewhobuyabookortheybuyahomestudycourse,itsitsontheshelfandtheynevergetitoff,okay.Theynevertakeitofftheshelf.

Larry: Sowhenyoucametomeetwiththisconceptofasixweekcasestudytraining,whereeveryweekthey'regoingtohavesomethingtowatch,they'regoingtohavesometraining,somemodules,right?Andthey'regoingtowatchthatandthentwodayslaterwe'regoingtogetonacallandwe'regoingtoanswertheirquestionsandhelpthemworkthroughit.Youknow,it'snoteducation,it'sapplication,right?Sowhenyoutoldmeabouthowthatworks,I'mlike,man,that'sreallygood.That'sreally,reallygood.Youknow,thisisawesome.

Larry: Itkeepspeoplefrombuyingabookandsittingthereontheshelf.Andneverlookingatit,right?Sothey'regoingtogetalltheforms,thedocuments,thescripts,youknow,everythingthat,we'renotholdinganythingback.You'regoingtogetitall.You'regoingtogeteverythingyouneedtoimplementwhatI'mdoingrighthereinmymarket,rightinmymarketoranymarketatallthatyouwantto.Andonceyoulearnthis,andonceyouhavethetoolsthatyouneed,youcangoanywhereinplugandplay,rightJoe?

Joe: It'ssupersimple.Soweweredoingthisasacasestudybecausewe'relookingforpeoplethatwecanactuallyhelpandholdyourhandalongtheway.Sothemoreyouimplementthis,themoreyou'regoingtogetoutofit.Andwe'renotoverwhelmingyouwithabunchofstuffallatoncethat'sgoingtotakeforeverto

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gothroughandyou'rejustgoingtobeoverwhelmed.It'slikebitesizechunks.Here'sbabystepnumberone.Justdothat.Don'tworryaboutanythingelse.Thenafterthat,let'ssee.Doyouhaveanyquestions?Canwehelpyouwithanything?Okayyougotit.Nowlet'sgotobabystepnumbertwo.Allright,let'sgetthatimplemented.Let'snotoverwhelmyou.Imean,Larry,Larry'saverysimpleguy.Hedoesn'tlikeallthefancytechiesystemsandstufflikethatandhebalancesmeoutinalotofwaysbecauseIwanttodothesebigexpensive,fancytechnicalsystems.

Joe: AndLarryhe'slike,noman,itdoesn'thavetobethathardJoe.Itdoesn'thavetobehard.It'sgotsimple.Sowe'regoingtobegivingyouLarrysystems,justaphone.Andthen,okay,afterbabysteptodoyougotanyquestions?Let'sseewhat'sgoingon.How'sitgoing?Areyoudoingthis?Areyoudoingthat?Yougottomakesureyoudothislittlethingright?Don'tforgetthatrightnow.Let'sgotobabystepthree.Ialwaystellpeople,Larry,yougot,youknow,there'seightstepstodoadeal.Don'tworryaboutstepsevenandeightyetuntilyougetstepsoneandtwogoing.Andthat'swhywewanttobreakthisupintobabystepssothatyoucanhaveafullyfunctioningSmallTownProfitwholesalingbusinessinsixweeksorless.It'stotallydoable.

Larry: There'snoquestionaboutit.Andinfactthere'sprobablysomepeoplewatchingthisthatmaybeyouarealreadydoingdeals.Idon'tcareifyou'realreadydoingdeals,ifyou'realreadymakingmoney,ifyou'redoing3to5or10dealsamonth,Iguaranteeyou'regoingtolearnsomethingonthistrainingthatyouneverknewexisted.

Joe: Good.Allright.Solisten,ifyouareinterested,andIdon'tknowwhyyouwouldn'tbe,you'recrazy,gocheckoutSmallTownProfits.comSmallTownProfits.com.Thisisaclassthatstartsaswe'rerecordingthisrightnow,intwoweeks.Sobythetimeyou'relisteningtothis,it'llbenextweek.Theclassstartsafteritstarts,Larry,we'reclosingthedoors.We'renotlettingpeoplein,okay.

Larry: Becauseyoucan't,inweekthreeandgetcaughtup,right?

Joe: Yup.Sowe'reclosingthedoorsstartingnextweek.Andweonlywantafewpeople,likewedon'twanthundredsandhundredsofpeopleintherebecauselikewecan'thandlebeingonthephoneforthreehoursansweringquestions,right?Wecan'thandletonsofpeopleintheFacebookgroupandanswering.Sowewanttokeepit

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smallandintimate.It'sasmalllittleintimategroup.We'regoingtobehelpingthemgrowthroughthis.

Joe: Soitstartsnextweek,we'reclosingthedoorsafteritstarts.Idon'tknowifwe'lleverdothisagain.Thisiswhyit'ssoimportantthatyou,ifyou'reinterestedinthis,yougetintothis.SogotoSmallTownProfits.comthere'llbesomeinformationdownbelowthatonthatpagesomewhereandwe'lltellyouallabouthowtosignupandwhat'sinvolved.Cool.SmalltownProfits.com.Doyouhaveanythingelse,Larryyouwanttosaytowrapthisup?

Larry: Ijustwanttosay,Joe,thankyouforbringingittomyattention,thatthisissomethingthatjustaboutanybodycando,whethertheywanttodoitfulltime,parttimeorsparetimeandnomatterwheretheyare,youknow,aslongasthey'vegotalittlesmallbudgettoworkwithandcanmakethephonering,theycandothis.SoIjustreallyappreciateyoubringingittomyattentionthatthisissomethingthatweshouldsharewithpeoplebecauseit'sawaypeoplecanliterallygettheirfirstdealiftheyhaven'tdoneanydealsinthepastorevenstartmakingmoneywhenthey'regettingfrustrated.

Larry: Maybethey'vedoneadealortwo,butthey'rehavingtroublegeneratingsellerleadsorgettingthesellerstoaccepttheirofferorthey'rehavingtroublewithcompetition.SoIjustthankyouforbringingthattomyattentionsowecansharethiswithpeopleandhelpthemgooutthereandmakesomemoney.

Joe: I'mexcitedaboutit.ThankyousomuchLarry,forbeingwillingtoshare.Again,guys,onefinalthing.GotoSmallTownProfits.combeforeweclosethedoors.SmallTownProfits.comsignupandwelookforwardtoworkingwithyouclosely.Handinhandthroughthisprocess,gettingasmalltownprofitsbusinessrollingforyou.There'snobodybetterinthecountrytolearnitfromthanLarry.Sothisisexciting.Thisisaonceinalifetimeopportunity.I'mnotjustsayingthattosoundhypey.Thisislegit.Onceinalifetime.Ihopeyoutakeadvantageofitand,uh,investinthis.Cool.Allright,Larry,thanksagain.We'llseehowy'all,thanks.

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