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YOUR FIRST TEN STEPS TO BUILDING

YOUR MONSTER MACHINE!

Would you like to know how to wholesale 20 – 30 a month?

Would you like to know how YOU can create a MONSTER WHOLESALING MACHINE?

Well, you are in the right place at the right time.

Kent Clothier here and I am excited to share with you some of our insights into how create a monster wholesaling machine and explode your . My dad, Kent Sr. and

I are going to show you how we buy and sell 20-30 every single month and more importantly, how YOU can replicate what we do in your own market.

As you have probably guessed, we are not your typical wholesaler. But my dad will be the first one to tell you that we are not some sort of freak real estate geniuses – we are ordinary people getting extraordinary results. Those results come from studying and understanding our marketplace, building a great support team and using the systems that we will show you to create a real business that works in this current market and yes, will even work where you live.

Obviously, the reason you are here is because you want to know how to do what we do. We are going to walk you through your first ten steps to building your own monster wholesaling business. We are going to show you how to get started and share with you the systems that we have put in place to create a business that has generated literally millions of dollars for us.

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If you are looking to flip one or two houses a month, we are not what you are looking for. A typical flipper will turn a , make a couple of thousand dollars and move on down the road. We have a program that really, for lack of better words, is on steroids; it really is monster wholesaling. We wholesale a lot of houses every month and that is the business model that we teach. If you are into wealth building and long-term buy and hold, that's what we coach, that's what we mentor folks to do. We show you how to build a so you can build wealth over time.

Now that’s a pretty big claim, but once you get involved with us, and you see that what we do, you will understand why we are so excited about our business model and why we want to show other people how to be successful too. A lot of times people think real estate speakers make their money by selling courses and not doing deals. That is not the case here. We can back up our claims with statements and checks and more checks and more checks to show you that this really does work and we really do this. Just recently we were recognized by one of the foremost real estate magazines in the country as one of the premier real estate investment service companies in the country because of just what we do right here.

The techniques and strategies that we will share with you are what we are using right now, in today’s marketplace, not five years ago. We feel they are insightful, practical and more importantly, highly scalable.

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A Quick Word About Us

Kent Clothier, Sr. is the mastermind behind one of the premier real estate investment companies in the country. MemphisInvest.com started about five years ago as a wholesaler. Over the last two-and-a-half years, Memphis Invest has bought over 100 wholesale properties, and is on track to buy 250-300 properties in 2009.

He is the founder of the Mid South Real Estate Investors Association, home to over 200 investors.

Kent Clothier, Jr. is the CEO and Founder of 1-800-SELL-NOW as well as a part of the wholesaling team at Memphis Invest. Kent is based in Ft. Lauderdale,

FL, one of the hardest hit real estate markets in the country. Monster Wholesaling is going strong there which is proof that this system can work in any market, even yours.

Both Kent Jr. and Sr. are nationally-recognized speakers in the real estate arena. Their experience and business acumen has allowed them to rise to the top of real estate investors in the country in a short five years.

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BEFORE YOU GET STARTED

Join Your Local REIA

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JOIN YOUR LOCAL REIA

What is the very first thing that we would do if we started all over today? Our very first move would be to join our local REIA, Real Estate Investors Association. You'll most likely have one within an hour’s drive of the city where you live. You can go to www.nationalreia.com, search Google, look in the phonebook, or you can call different investors that you may know in your area. Somebody will know where and when your local

Real Estate Investors Association meets. Whatever you do, find a meeting.

When we first started this business, there was a real estate association in Memphis that was going pretty well, but we didn't like what we heard and what we saw there. It didn’t quite mesh with our business philosophy. So what we did we do? We started our own. We own the Mid South Real Estate Investors Association here in Memphis, www.midsouthreia.org.

It's a nonprofit that we started about five years ago. It has over 200 members with 40 different vendors.

When you get into a REIA, you will meet some of the people that we are going to tell you about today, when we discuss assembling your real estate team. The other REIA that we had here had all those things; we just thought that we could take it to the next level. So today we have two REIAs here. Ours meets the first Wednesday of every month; theirs meets the second Thursday of every month. Ours is during the day, and the other one is at night. Joining your local REIA is a great way for you to get out there and meet people who are like-minded.

As we get into some of the points today, keep in mind that we are not trying to help you flip two, three, four or more houses a month. That's just not what we are talking about here.

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We are talking about doing 20 plus houses every month, consistently month in and month out, and really creating a situation where you can set up your business to get a predictable response, a predictable outcome every single month. As Kent, Sr. said, this is about a building a wholesaling machine, a systematized business that can literally make you millions and millions of dollars a year.

So with that let’s jump into the ten steps.

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10 STEPS TO BUILDING

YOUR MONSTER WHOLESALE BUSINESS

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STEP ONE:

Know Your Market: Grid and Analyze

In this particular market here, when we got started, we had to take a look at the market and realize that Memphis, like any other city has certain areas where we don't want to buy in, we don't want to own in, we don't want to rent in, we don't want anything to do with.

Our program at Memphis Invest as you will see as we go along is that, we don't just sell a property to the investor. We have a complete turnkey program from finding the property, to helping with financing, to doing the rehab, to assisting them in the .

We don’t sell properties in any area that we wouldn’t buy in ourselves.

We own a licensed property management company that manages over 800 properties in

Memphis. It's one of the biggest in the city. We don't manage any properties through that company for anybody, except ourselves and our investors.

We know the 60% of the city that we want to buy in, and this grid is where our investors want to own, but more importantly, where people want to rent. The strategy that we are going to teach you, is not how to flip a bunch of houses to another wholesaler, but how to sell an investor a program of wealth building, where he will buy anywhere from 6, 7 to 10 or 12 houses a year from you.

As he buys one house and it becomes rehabbed and remodeled and rented, then he is going to buy another one. We're going to show you how to set up investors who will buy houses

9 from you over a long period of time. But they will only buy from you if you've done your homework, you know the best areas to buy in that are going to continue to appreciate and become valuable and have positive cash flow.

So we will show you how to lay out the grid, how to realize what the zip codes are that you want to be in. We understand here in Memphis that our average rents are $795 and over

50% of the residents here rent property. You have got to know exactly what that number is in your market, and we show you how to do that. You have got to break down the grid, look at the zip codes, look at the properties that are in , the properties that are for sale, how many listings there are, on and on, so you really understand your market. We do that every single day here, and we will show you how to do that.

I am kind of jumping ahead a bit, but if you are starting off from scratch, what you want to do is begin the process of building out your network, and part of that network is working with a Realtor. That Realtor can be invaluable to you in analyzing your market and helping you to understand the demographics of your market, rents, etc. Your realtor should know the answers to basic questions, as far as where people are currently buying investment properties, or where there are good cash flow areas, where investors are coming to, what the best zip codes are for investing. If they don't know the answers to these basic questions, then quite honestly they really don't need to be a part of your team.

So I think it's pretty easy for us to say start analyzing your market, but I also think part of what we're going to get into as we talk about some of the other steps is really working with other people. All of these people can contribute to you gaining the knowledge and understanding of your market, and where you need to ultimately be trying to buy properties. The idea here is that investors want to purchase property in certain zip codes,

10 certain areas, and they purchase those properties for a number of different reasons, but the bottom line is, those are the zip codes that they are going after.

So if you can position yourself as somebody who can acquire properties in those zip codes, and basically get in between that deal, there is an opportunity to make money there. Most investors from around the country will gladly allow somebody to come in and get in between that deal if they are the kind of person that can really bring value to them, and bring expertise, and bring properties to them that otherwise they would not be seeing.

Most investors are typically lazy from the standpoint that they want to acquire cash flow properties, they want to acquire these rentals, but they don't want to necessarily go out and do some of the dirty work to actually get the properties. You may or may not have heard the term bird-dogging. There are a lot of bird-dogs out there that go out and find properties, and that's all they do, and ultimately sell them to other investors.

So people are willing to step up and pay for the opportunity to gain access to properties.

Understanding your market, understanding where investors want to buy, is the very first step.

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STEP TWO:

Set an Appointment With a Closing Attorney and Interview Them.

The first person you want to put on your team is a good closing attorney. You can ask people at your local REIA for recommendations.

You want to find a really good closing attorney who understands how to do wholesale business and can handle a large volume of business. Our attorney typically closes 1,000 or

1,500 deals a year. You have to have somebody who understands that you are going to bring them a lot of volume, and they have to be able to handle it, and get it done in a very, very quick and timely manner.

When we started our investment business here, I had to go through three or four different closing attorneys, till I found the right one. We use a lady here by the name of Sharon

Anderson. She is right around the corner from our building, and she can do closings locally, or she can do closings for out of state with people. She understands how to do it and more importantly, how we want it done. We get a break on the price obviously because we give her so much volume, which is passed on to our investors. The biggest issue is that the attorney absolutely needs to have a good understanding of assignment fees and/or double closings, and a strong working knowledge of that. That's where it begins. If he can't get past that one hurdle, then he's not the right closing attorney for you.

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At the end of the day what we are talking about here is, buying a home or getting a home under contract, and then assigning your rights in that contract to your end buyer so they actually go to the closing and close with their funds as opposed to yours. You collect an assignment fee in that process. You have to have a closing attorney who is not only comfortable with the entire process, but is well-versed, knows exactly how to handle these and is doing a lot of these types of closings.

When you are talking to closing attorneys or a title agency, if they don't know those things, then you can't do business with them. It's just that simple. I would tell you, you absolutely positively have to have a closing attorney that understands how to deal with investors, understands what the wholesaling environment is, and understands how to handle the closing in these types of situations. Don’t settle for anything less.

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STEP THREE:

Meeting with a Realtor

We touched on this a little bit earlier, but we will touch on it some more here. Again, it has taken us the better part of five years to put together the team that we have now. It didn’t start out as a well oiled machine. Now everybody on the team knows their role, everybody does what it takes to generate 20-30 homes a month that we sell. But it hasn't always been that way, and I think it's important to understand that you have to start somewhere. Part of your team, somebody who can play a very vital role if you are not a Realtor, is a good experienced Realtor. And from my perspective, I think the Realtor absolutely has to understand . Now a lot of Realtors will tell you that they do, but the reality is when you talk to them about being a wholesaler, very few of them have any idea what you are even talking about. If they don't, again, that's not the right person for you.

You have to have somebody who understands fundamentally how the real estate investment game works, and can be a strong resource for you. Somebody you can count on to help you find property. Somebody you can count on to help you run comps, somebody who potentially is working with banks on REOs and can bring you deals, somebody who can make offers on your behalf, and someone who is willing to do all of these things for you. In return , you are bringing them volume. You're going to try to buy 5, 10, 15, 20 houses a month potentially through them.

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There's also an opportunity for a Realtor to earn commissions by listing the properties on the back end of it. That's not something I would go out and tell you to necessarily advertise upfront, but I will tell you that the up side for a Realtor is always the commission. So if you are somebody who is coming to the table and saying that “I am going to buy 20 houses a month here, and I want to make 300 offers through you every single month, in hopes that I will actually close 20 deals,” well, do the math. If you are a Realtor, would you rather work with one client who’s going to potentially buy 200 houses a year, or would you rather work with 200 clients who are all going to buy one house every five years?

Of course, the answer is that they want to work with you. And that's the way you need to position yourself, from an absolute position of strength, that this is going to happen. I am the person who’s going to make this happen, and you, as my Realtor, are going to be the beneficiary of that. If they see it any other way, then again, go find another Realtor. God knows there's plenty of them out there and there's a lot of them who are very hungry.

When we first started out, we would go out and have lunch with different Realtors. When I found out who had all the bank listings or who the predominant Realtor was in a certain zip code, I made sure I went to lunch with that person. This goes back four or five years ago, and I did this with half a dozen people. I probably still work with three of those people today. But what happens over time as you start building up your team, is I don't go to lunch anymore with the Realtors. Now of course, as the word has gotten out that we buy a lot of properties here in Memphis, our email, fax machine, and our office are always filled with people bringing us properties to buy.

We'll get into how we first started buying properties in a few minutes. Realtors are just one of the ways that we buy properties. After you have built up relationships with people in your community, you are going to get an unbelievable amount of people who are going to call

15 you with properties and and different types of deals for you. Not only residential, but you'll get offers on commercial stuff, and your name will get out there.

But the biggest thing, again, about having relationships with Realtors is that they are looking to get paid. They are commission-driven. There are so many small wholesalers today that dabble in this stuff, they buy a house, and they can't get financed, their buyer backed out or whatever, and the deal doesn’t go through. We are just a monster machine that does what we say we’re going to do, and the Realtors who deal with us know they are going to get paid, know that we are going to close. If our buyer happens to back out, we are going to buy the house. We will show you how to do that. That's a very simple process.

We make offers probably every week on 300-400 properties subject to inspection. There are a lot of different things that we do that we are going to show you on how to build a massive machine.

Dealing with Realtors is just one way. Your typical Realtor who does business, lists a house and has a Sunday open house 2 to 4, that's not what we were talking about. There are only a select few Realtors who understand wholesaling and investing, and we'll show you how to find those people, get them on your team, get them feeding you and bringing you tremendous profit opportunities, so you can accelerate and grow your business very, very quickly.

So again, Step Number 3 is meet with Realtors. You're going to see that several of these steps are all about networking, and that's not necessarily something that a lot of people are very comfortable doing. If you expect to be successful in real estate, and especially in creating what we are talking about here, a really big machine, making millions of dollars a year, then you need to get comfortable with it very quickly. You have to get out there and start meeting people, shaking hands, building your network, building a team. This does not

16 take very long. You will go through several people, several Realtors, several closing attorneys, whatever the case may be, title agencies, people, before you get your true core team that ultimately then gets you to the next level. But the point is you have to go through them to get there. You are never going to get anywhere in real estate if you don't begin the process of building this team. This is stuff that, quite honestly, as quick as you get done reading this, you can pick up the phone and start making phone calls. This is easy stuff to do. You just start setting appointments and going to lunches or going to dinners or meeting for coffee or doing what you need to do to get in front of people, to figure out very quickly who can help you and who can't, and you absolutely, positively have to be willing to take that step.

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STEP FOUR:

Set Up a Meeting with a General Contractor

This may sound a little out there for some of our clients, but I will tell you we feel it's important when you are starting off to meet with a general contractor and have a good understanding of what things cost when it comes to rehabbing a property.

You are going to begin presenting offers to other investors out there, and in most cases the houses that you present are going to need some type of work. It's important, one, to know what that work is going to cost, so that you can ultimately let your investor know that. But two, it's also important to know so that nobody is getting ripped off. You want to make sure that if somebody tells you that it's going to cost $3,500 to put a new roof on, is that estimate high, low, is it right, is it correct? Is that something that seems reasonable? The only way you are going to know that is to get familiar with that process.

Now, part of what we are going to give you is a checklist of rehab items, and what they generally cost in our own market. That's definitely going to be a local situation, and you are going to want to check with your local contractors and local subcontractors on what they would charge for the same type of work. You want to have a good idea, when you are going

18 into any property or looking at any property, of what it should cost to get various types of rehab work done.

When we first started, we knew how important the contractors were, and we went through a lot of contractors. This is an area that scares a lot of investors -- people are scared about the roof and they are scared about the foundation and they are scared about the HVAC, and so on. But really it's the easiest part. Once you understand rehabbing a property and what it takes to do that, it becomes very, very simple.

When we first started out, I was very concerned about how I was going to find the people to do this. Well, I had some referrals. I didn't like some of the work, I didn't like some of the prices. So I got somebody else. The easiest way to find really good contractors is just go to

Lowe's or Home Depot at 7 o'clock on Monday morning. These are guys who are getting work and who have a good work ethic. I met a lot of guys there, I tried a lot of them, and then I got referred by some others to some other people.

Today at MemphisInvest.com, we have one gentleman who oversees all of our rehabs, our contractor. He has two people on staff who work for him, and then we have probably eight different crews made up of six or seven different people that we have do all our houses.

Now, you know the volume that we do, so every house that we buy and sell, we also rehab that house. So we have a lot of projects going on at any one time.

When we sit down and talk about rehabbing to investors, it's probably an hour-and-a-half or two hour presentation that we have just on this one area. We are just touching on the high points of it today. But rehabbing properties is very, very important. We are going to talk to you down the road about added profit centers that you can have in your business. Not to

19 tell you a whole lot about it today, but rehabbing properties is another potential profit center for you. We didn't realize that until after we had been in the business two or three years.

We do a lot of volume, so we have a lot of areas to negotiate with the contractors on. In this particular market right now, as it is around the country, there is not a whole lot of work for these folks, with the building boom being down. Since we have a lot of work for people, we are able to negotiate prices. We have several plumbers, several HVAC folks, several handymen who do work for us. We have the whole gamut of people on our team that do work for us.

We look at every job separately. When we go in to look at a house, and without getting into a whole lot of detail here, when I first started out and trained a couple of people how to do this, when we go into a property, we look at it as being $6,000, $8,000, or more than

$10,000 on a rehab.

Our average rehab is less than $10,000. But if anybody here reading this today would call up a handyman to come to a house to do the equivalent amount of work, the bid would be double that. That’s because we are able to negotiate great prices with our vendors, we get the prices down, select the right contractors, and get people who know how to do really good quality work and get it done quickly.

Our average rehab takes less than ten days to do; we don't drag a rehab out over 30 days.

Again, we will show you why that's so important later on, but turning property over quickly is one of the key components to our success. If you have an investor who’s going to buy ten houses, and you can get that house rehabbed and rented quickly, then he is ready to buy another house. Having a team in place to get the rehabs done quickly will double your

20 volume of business. That's one component of how you make millions and millions of dollars a year doing this.

But the general contractor or the people who do your rehab work are very, very important.

People say, well, you have to have a roofer. Well, the last 100 houses that we rehabbed, we have done two roofs. So people over-think things and overanalyze sometimes and get stressed out and worried about how to get a contractor and rehab a property, and how do I know about the roof? It's really very simple, and the only thing it takes is and experience. That’s what we’re here for.

We deal with a lot of investors around the country, and one mistake that they make is over- improving the property. This is not your home that you are rehabbing for you to live in. Not to discount the work that is being done, but there is absolutely a difference in the type of work, type of materials, type of finishes that you will use in a rental property versus the types of finishes and work that you may expect to be done in your own home.

We think that's very, very important, because people have a tendency, especially with the way that the television romanticizes fixing a house and it to over-improve a property. If you want to make money in real estate, you have to be diligent, and you have to watch everything you do, and you have to set the groundwork for things to be done, the way you expect them to be done, with your contractors and with everybody in your organization. But as it relates to your contractors, I would tell you that you need to set the expectations that you have a budget, you understand what costs are involved in it; labor and material. Within that budget you are expecting to produce a home that is rent-ready, safe, affordable, and nice, and finished in a way that people would be happy to live in, but not necessarily done with granite countertops and brass finishes and all that kind of stuff.

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A lot of contractors will try to push you into higher end products. So it's very important that when you meet with your contractor you establish right off the bat that you are looking to get this property into rent-ready condition.

When we do business with our contractors, there are certain ways that we want the house done. The very first thing that we want done is the yard. We want everything trimmed up.

We want the bushes done. We want the house numbers put on the house, the mailbox fixed, the front porch painted. We want the curb appeal to be the very first thing.

This does a couple of things. It lets the neighborhood know that there is somebody who has bought the house and that it is going to be fixed up. After about the fifth day when people are driving by, we put a little sign in the yard, because we want to have the house rented very, very quickly. Many times people have a friend or relative who is looking to move into the neighborhood. We want people to know the house will be for rent as soon as possible.

The curb appeal is very important. You have to tell your contractors how you want things done when you are talking to them. It took us years to get this right. For example, when the contractor is on the job, we don't want any of the trash put out by the street. We want it all hauled away every day, because then the house always looks good. This helps the rental agents who are trying to get it rented quicker.

So by doing it this way with contractors, we are trying get the property rehabbed quicker, ready quicker, sold off quicker, whatever. It’s all part of the strategy that we teach you use.

Again, when we sell a property to an investor, it's for long-term buy and hold. They come under our Wealth Building Program. When we have a house that will be coming on to our

22 property management list soon, we make sure all of our agents know about the property and have the information they need to set up appointments to show it as soon as possible.

The sooner we can get a property up, running and cash flowing for our investor, the sooner he can purchase another property.

We are going to spend quite a bit of time on the next two points here. This next section is about setting up your marketing plan on how to attract business to you. First we’ll discuss how to attract motivated sellers to you which will create your inventory. The second is how to attract investors and buyers to you for your business.

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STEP FIVE:

Setup Your Marketing Plan for Lead Generation

You are looking for motivated sellers. Now, we discussed earlier how Realtors can feed you properties, and that is certainly a big part of this, but there's also a huge need in the market, in almost every market, where distressed sellers need to sell their houses right now. They need somebody who can come in and offer them real solutions, and in most cases they are in a situation where they are more than willing to sell their house at a discount. I would never tell somebody that you are going to get hundreds and hundreds of those calls of people who can sell their house at fifty cents on the dollar every month. But the point is you have to have your presence out there so that you get the calls at all.

So as a subset of Step Five, and we have to admit to being a bit biased here because I own

1-800-SELL-NOW, but we would tell you invest in marketing programs that you can take advantage of in your local market. That could be online, it could be offline, it could be direct mail. The point is there are a lot of good programs out there in the market right now that can help connect you with motivated sellers, and that is critically important.

You need to have an identity in the marketplace. You need to have title agents, bankruptcy attorneys, trustees, local mortgage brokers, you need to have anybody that's

24 touching the real estate business identify with you as somebody that they can push motivated sellers to, somebody that will absolutely help motivated sellers get their homes sold.

You don't have to reinvent the wheel. There is a lot of stuff out there on how to do this, and we certainly have a lot of expertise, and have probably cut our teeth on most techniques out there in the market today on what works, what doesn't work. In the last five years we have probably have done every single type of advertising you can do; from direct mail, including post cards and letters, to bandit signs that we used to do very early on, too. We have done radio, we have done TV, we’ve had billboards. We use 800-SELL-NOW, of course.

Once your business starts ramping up, you won't need to be using all of these avenues because as word gets out that you buy a lot of properties, you close a lot of properties, and you can make deals happen, sellers will start coming to you automatically,

But the marketing is very important and we help you get that set up, because it's really the key to your success. The crux of this business is making your phone ring, and when you get started on some of these programs, just a couple of them will do that for you.

When I first started four or five years ago, my wife and I would ride up and down certain streets and she would write down the address of properties that I thought would be good for what we were doing, and then we would mail them out a letter. We would mail that letter out probably once a month on the first of the month, when we first started.

Then we got into some other stuff, we stepped up to billboards and radio and TV, and now we do very little of that, because again, all this stuff flows to us because we have setup so many different types of networks and people, and we know so many folks through REIA,

25 through different people who have heard about what we do. It’s a cumulative process that will come to you in time as we show you how to build this monster wholesale machine.

But you have to start somewhere. So if you are starting from scratch, you definitely have to create an identity in the marketplace that ultimately will lead you to the point of where this law of attraction kicks in.

You have to have an offline strategy such as direct mail, possibly bandit signs, car magnets, door hangers, business cards. There are a lot of people who do guerrilla marketing, where they will just go into a particular neighborhood or even a parking lot at a supermarket and put their business cards on there. The point is that you have to have a strategy that you implement. We will share with you hundreds of ideas that we have seen across the country that work. Pick one, use it, exploit it and have a plan for it. The key is to be disciplined, consistent and actually do it.

Online it’s the exact same way. You have to create some type of online presence. It's just too easy at this point to go out and create a squeeze page and create a pay per click campaign and/or a keyword campaign on your site that drives traffic back to your website, collecting motivated sellers. There’s no excuse not to have that in place.

Something as simple as, here in Memphis, “Do you need to sell your Memphis house?” “Are you facing foreclosure?” “Are you going through a divorce?” “Have you recently lost your job?” Whatever the case may be, you have to have an online and offline strategy to get that message out there and make those calls come back to you.

Now, with that being said, even without having an online presence, an online strategy, we need to take advantage of the online classifieds that are out there; sites like craigslist.com,

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Kijiji.com, and backpage.com. These are all very valuable sites. Simply take five minutes and put an ad out there, for free by the way, and load it with phrases that make sense. Put yourself in the position of a truly motivated seller: if you have just lost your job, what would be the key phrase that you would type into Google or Yahoo! saying who can help me? It might be, “Who can buy my Memphis house?” or “Who can buy my whatever?” Make sure that you place an ad on these online classified sites using keywords that your target sellers might type in.

INSIDER’S TIP:

This is a technique we use in our own business. In our classified ads on craigslist, we will actually place the questions in the ad, and will say something along the lines, “Are you looking for a company that can answer the question, Who can buy my Memphis house?”

“Who can help me with foreclosure?” “Who can stop my short sale?” Whatever the case may be. We actually put the questions in the ad, because then the Google spider or Yahoo! spider will actually find those questions in the ad, and if somebody types in a question like that into Google or into any of the search engines, literally my craigslist ad will appear on the first page. This is very valuable because I now have no competition. I am dealing with somebody who I can actually engage with and try to negotiate a deal to buy their house. If they are going on every online site on the planet, or they already have it listed with a

Realtor, or they are calling multiple people in the market, they are going to be tougher to deal with. The key to generating quality leads from motivated sellers is to separate yourself and differentiate yourself from your competition where you can deal with a seller exclusively.

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It’s the same thing when you are dealing with your one of your agents. You want to be the go-to person that they will always bring their deals to, where you don't have to deal with your competition. That's the point of this, from a marketing standpoint, don’t you agree?

When we first started off here we had a lot of competition, and today we have virtually no competition. There are a couple of big players in the market and then it goes down to really nothing after that. So, with the volume that we do and our reputation, we've been able to continue to grow the business and find the motivated sellers, squeeze out some people that were maybe not the biggest players in the market. There is still always room for small people in the market, of course. But we just came up with a system that's much, much better than anybody else's. And as you read this today you don't get the impression that we are some kind of big college intellectuals. No, we are just ordinary people here who started a business that's getting extraordinary results. We have been told by a lot of people in our , a lot of our peers that our system is unique. They get very excited when they hear about what we do.

So, that's really what we are doing, but it all starts with you finding that motivated seller.

We have given you a lot of information just in the last few pages on how to do that. People ask, “Well, are there that many sellers out there?” Well, of course, and now all the make it even easier today.

But we were doing this long before this bubble burst. So, there are always going to be people out there who need to sell a house, there are always going to people who are in distress, people who are in bankruptcy, people who lost their jobs, divorce, a death in the family, it goes on and on, about why somebody needs to sell a house. The strategy is to buy those properties and buy them cheap which we'll discuss later. That's really important. So,

28 the motivated seller is very, very important and there are literally many, many different ways to do find motivated sellers.

People that we deal with have a tendency to get a little freaked out when it comes to finding motivated sellers. They are a little apprehensive about getting a ton of calls all at once and are worried about what to do and how to handle volume. It all starts with one thing. At the end of the day, your job, your mission in life is to make hundreds of offers on homes every single month and not one of those offers needs to be over fifty cents on the dollar. The first thing people do when they hear us say that is throw the red flag up. “Fifty cents on the dollar! My market is different.” If we had a dollar for every time we have ever heard that, we would have millions of dollars in front of us right now because literally everybody thinks their market is different.

But in this market, this is not the case. Everybody's market is the same when it comes to the fact that there are a lot of distressed sellers, and in this environment there are a lot of bank REOs, and there are a lot of short sales. So, because you are competing with banks on their own inventory of REOs, and because you are competing with short sales in a neighborhood, you cannot go into any neighborhood as an investor and pay more than fifty cents on the dollar because ultimately you have to re-sell that property. And your competition is the skewed values caused by REOs and short sales.

You have to be smart about this and understand that yeah, you may get a lot of calls, and you may get a lot of traffic that comes at you. But if at the end of the day, your mission is that every offer you make is at the most, fifty cents on the dollar, it's not like you are going to get hundreds and hundreds of offers accepted every month. It'd be nice if you did but the reality is you are going to have to go through all these people, make hundreds of offers to get 20 or 30 accepted every month.

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So you don’t have to brace yourself for an onslaught of houses. It's not like all of a sudden you are going to get a flood of 300 people, 300 houses you are committing to buying.

That's just not going to happen. But you have to minimally prepare yourself to handle the calls and make the offers.

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STEP SIX:

Set Up Your Marketing Plan for Investors

You need to have a system in place to go and acquire your buyers. We have always had a lot of success with creating a situation where buyers literally are coming at us. We use 800 numbers in our own marketing and we play up this persona that we are the biggest buyer of wholesale properties in the markets that we are in.

Because we do that, naturally we get a lot of motivated sellers that come at us. But, we also get a lot of buyers that come to us, because, as we said earlier, investors are naturally lazy. They don't want to go spend the money on advertising for houses, they don’t want to do the legwork to find deals. Your competition isn't willing to take the steps that you've already taken right now by doing this. Understand that just by reading this manual, you are so far ahead of your competitors as it stands. Well, those same competitors are not willing to go out and invest a few bucks in banners, signs, or direct mail, or whatever the case may be, or in building their brand. That’s why they are average investors.

Because of that they are more than willing to watch people like yourself do some advertising and go through all the efforts of finding great deals. They then pick up the phone, call you and say, “Hey! If you have any excess inventory, give me a call.” Investors from out of state are more than willing to go to a local expert like Memphis Invest and say, “I want to

31 invest in Memphis, but I don't want to get my hands dirty, can you show me how to do that?” Those opportunities exist everywhere.

The point we’re trying to make is you have to have a strategy for putting your company out there and showing people that you are the biggest and best investment company in the area and that they want to do business with you. And again, it goes right back to the same things we have already said before. A very easy way to do this is online. Create that persona through online classified ads. You can place ads in your local papers (not the big expensive one!) letting people know that “Hey! I am Joe's Home Buying Company, I have excess inventory, call me today, we are buying hundreds of homes every month.” The point is to get those phones ringing. Once investors call you, you literally go through an interview process with them and you tell them, “I have inventory, or if I don't have inventory at this particular time I will put you on our list. Why don't you tell me what you are interested in buying, what your goals and objectives are for investing in real estate, are you looking for cash-flow, what zip codes et cetera.” Do those types of things and you will quickly begin the process of building a buyers list.

When we first started, the buyers list was one of the things that we were most apprehensive about, but again, it turns out to be one of the easiest things. There are people out there especially in today's economy who realize that this is the time to buy right now, when the properties are as low as they are throughout the country. I know they are in your city, because it's no different than our city. Finding these folks to buy these properties is really very easy. And you only need a few to start with.

Today we have hundreds and hundreds of investors who are our customers. When we started the business we networked at our REIA to find buyers. Now, over 50% of our buyers don't even live in Memphis. They are outside of this city, they are in probably 12 or

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14 states and we have buyers that own property in Memphis, some of whom have never even seen the property.

We'll show you how to set up that system. We'll show you how to find the buyer, we'll show you how to market to them, how to communicate with them, but most importantly, we'll show you how to retain them, how to get them to buy over and over again. Our system shows you how to get them to write testimonial letters for you. Testimonials are huge for giving you and your business credibility with future buyers and sellers. You can see testimonials on our website if you go to memphisinvest.com. We'll show you how to give your buyers the best customer service which makes them think of you as the number one person that they want to deal with. That is a core part of our success and something we do everyday at Memphis Invest.

It took us a little while to realize how important customer service was because no other house seller does that. But once we got that down, people kept repeating -- buying more and more properties and telling other people about us, and then the testimonials just rolled.

When you can back up the testimonials with names and phone numbers, you can have people call to verify referrals. You will be doing what no one else in your marketplace is doing and your business will explode.

Probably the thing where we experienced internally a very dramatic shift in our business, was when we realized that we were not in the business of real estate; we were in the business of marketing our real estate business.

We are very aware of our image on a national level. We spend an enormous amount of time and strategic thinking in making sure that we have the marketing image out there and a

33 marketing plan out there, definitely on a weekly basis, if not a daily basis. We understand who we are and more importantly, what the message is that we want out in the market.

The dynamics of a real estate deal are very fundamental. What you have to understand is that you have to go out and market your real estate business, and almost be religious about it, to the point that you attract an enormous amount of sellers, an enormous amount of buyers and vendors to you. When you do that, opportunities come at you from every angle, every sort of different direction because you have created this company that is all wrapped up in a very single message. Our message is we bring so much value to our customers; we do things that our competitors aren't willing to do. We pound that into the marketplace to the point that it has become who we are in the market and the reason why we attract so much business is because people know we will perform. You can begin marketing your company and creating that persona in the market the exact same way today and keep creating it to where you attract buyers and sellers and vendors and everybody else to you.

We show you how to dominate your marketplace with customer service, your people, your integrity. When you are working with us and you’ll see what we do and you’ll see some of the margins we have, you will understand how you can make millions of dollars. When we fully realized how important the relationship was with the investor and customer service, things just exploded for us.

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INSIDER’S TIP:

Here’s a hot tip for building your buyers list. We don't usually share that we do this but this one insight will be worth everything that you've invested with us today. It's very easy when you are working with your Realtor to go into the MLS, and to take a look at what listings were listed under the terms for cash versus conventional financing. Well, of the properties that were listed for cash, how many of them closed in the last 30 days? It’s a very simple sort in any MLS out there. So search on closed for cash in the last 30 days.

Typically a cash buyer is an investor, especially if they’re a cash buyer from out of state.

You immediately have created a situation where you know who's buying for cash in your backyard. If you take that listing information, the address and go check it against your records, you can see when the was recorded and who bought the property. You can then create a mailing and reach out to those people and let them know that you are a wholesaler in town and you can supply them with properties. That one thing will change the outlook of your business, almost overnight.

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STEP SEVEN:

Invest in Some Type of Lead Management System

We have a lead management system that we use in-house and when you work with us, you will have the ability to use this same system, take it into your own market and implement it.

At the end of the day, the point of Step Number Seven is to leverage technology. The days of keeping a buyers list or filling out a property form by hand are over. That's old school, it’s unnecessary and certainly is not the best use of our time. You need to take technology, really harness it and leverage it to the point that it can explode your business.

You will never be in a position where you can flip 20 houses a month if you are working on pad and paper, day in and day out, and you are not corresponding with your clients in a very effective manner.

Lead management systems, CRM systems, Customer Relation Management systems are here to stay. They are highly critical, making any business scalable. You can go out today, and buy a number of these systems online, where they are all web based and pay $100 a month, if not less, and literally have all your contact management in there, all your property analysis in there, all of your auto responders. For those of you who don't know what auto

36 responders are, auto responders are a way of communicating with your customers in a very systematized . Somebody comes on to your site or they come to you, they enter in their information, or you enter their information for them and then you have a series of emails that go out to them automatically, that go through a cycle of communicating back to your customer to let them know where they are in the process. We have just recently in the last year begun to really harness technology to the kind of degree that it's allowed us to grow our business in a very dynamic way.

We have always had some type of system like this in place where it just continues to feed the pipeline with opportunities for us, and we will show you how to do that and how to streamline it, so you are really working smarter and not harder.

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STEP EIGHT:

Make a Point of Going to Your Local Real Estate Investors Association

We touched on this earlier but it brings all of this together from the networking standpoint.

If there is not a local REIA in your area, then start one. We’ve been to REIAs around the country that are two, three, four hundred members strong, where you go into a room that's several thousand square feet, and big, big productions. But I have also been to REIAs that were hosted at the local Denny’s and it was 20 guys, like-minded investors that sat in the back of a restaurant and shared ideas, shared contacts and shared information that is really invaluable. It is critically important that you surround yourself with people who think the way you do, believe the way you believe. You will get a lot of value out of working together and that's what the REIAs are designed to do.

We designed our REIA really to create a forum where people can share ideas and share concepts, strategies and techniques and really try to grow their business through that network. We cannot tell you how critical it is to get involved with these types of organizations. It's one thing to attend the meeting, it's something quite different to actually participate, get involved. Go up, shake hands, introduce yourself, find out who the players are, find out who the bankers are, the mortgage brokers, the title agents, the Realtors, who the people or the movers and shakers are, and absolutely make a point of interacting with those people. You will get nothing out of any REIA by being a wallflower, sitting in a corner and hoping just to absorb some information. As we said earlier, part of this business is creating a situation where you are marketing your real estate business and it doesn't matter

38 if it's one guy sitting at a kitchen table today; the point is, the only way your business is going to get to the next level is to start doing things differently and start getting involved in these organizations.

Again, if you want to find out where the REIA is in your area, go to NationalREIA.com or just type National Real Estate Investors Association into Google and it will bring up their website. There are about 150 of these REIAs around the country, all corners of our country.

There probably will be one within an hour where you live, where you can go and meet people. Bring your business cards, come prepared to meet people and talk about what you are doing.

You can't go, stand in the corner, and think people are going to come over to you. You have to get out there, and meet and greet and become a networker and this is one of the ways that you can build your business. When we first started, there was another REIA here in

Memphis and Kent, Sr. got in there networking with people. Then he was asked to speak there on a couple of different topics about real estate. People started following him and asking for advice, which is how he started coaching and mentoring people.

One of the partners that Kent, Jr. has today in one of his other companies, is a man who heard him talk at a REIA and said, “I want to partner with you and learn from you and learn how to do this.”

So, you will meet people there who will want to do deals with you and you may make some lifelong friends. There will be a table where they probably have some business cards of vendors and there will be another table of flyers and houses for sale. This is how expand your network. But the REIA is one of the most important things that you got to have on your to-do list.

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STEP NINE:

Prepare Yourself to Make a Hundred Offers a Week, Every Single Week

We say that with this one caveat: Understand that less than 5% of the offers you make are going to be accepted. People ask us all the time, “How do you do 20, 30 plus houses every single month?” Well, it starts and ends with making enough offers to fill that pipeline. If you are sitting on the sidelines and expecting that some way, somehow you are going to just magically have 20 to 30 great deals fall into your lap without having to work real hard, or without having to go out there and do some things to create those opportunities, well you are sadly mistaken, and we are probably talking to the wrong person here. The reality is that you have to very disciplined and you have to make a conscious effort that you will make a minimum of 100 offers every single week. Now, with that being said, there are certain things that you can do inside of those contracts especially when you are starting out to make that a pretty risk-free type situation. That always tends to freak people out a little bit because they are thinking, “What happens if I get a hundred offers accepted?”

First, you are not going to get hundred offers accepted. Second, every offer that you make, as we said earlier, is no more than fifty cents on the dollar. We know there are some people that again are going to say, “Well, my market is different.” Well, this is where you need to start. Make offers at fifty cents on the dollar, hundreds of them a week for several weeks,

40 and then if you find that you are getting absolutely nothing accepted, then you might try to reevaluate your market, bump up the price a little bit, figure out exactly what investors are paying and where you fit into that equation. But the point is you definitely have to make offers at a price that allows you to put your own assignment fee in it and ultimately sell it to another investor.

You heard us say make hundreds of offers a week, then you heard us say make hundreds and hundreds of offers a week. That's literally what you have to do. How in the world does anybody make a hundred offers a week? Well, that's one of the secrets that we are going to show you how to do.

Do you fill out a hundred contracts? No. Do you have to fill out some contracts? Yes. But, depending on who you are working with and we show you how to do this, we can show you how to make 300 offers in the next two hours. And again it comes back to relationships, this comes back to your networking. We show you how to work smarter and not harder. And we'll show you how to get a Realtor to take your thirty cents on the dollar offer and present it to somebody without being embarrassed. Some Realtors will look at your offer and say,

“Oh, they are not going to take that,” and balk at even presenting your offer. First, that is

NOT your Realtor. That is not the person you want on your team. So, we’ll show you how to train your Realtor to put those offers in. This is very important because you make your money when you buy the property, you don't make money when you sell it. That's where you are going to make your profit, going into the deal.

So we have certain standards, certain conditions, certain profit analyses that we run on every property. We'll show you how to do that inside of our system to show you what to offer for the property, what the comps are for the property, what the comparables are in

41 that particular zip code, what is it going to do to your price? We show you how to do that to justify your offer.

We talked earlier about the spreads and how to increase your margin, and you have to be aware of those numbers, those percentages when you make your offers. When we talk about literally millions and millions of dollars in profit here, please be very clear: we are not talking about $150,000 a year, $200,000 a year. We are talking about millions of dollars in profit here, and we'll show you how to do that, but it all starts back with the offer and you literally have to make hundreds and hundreds a week. We show you how to streamline that, work with 10-12 people and do it very effectively, very efficiently every single day.

We always get the same two questions from our coaching students when we talk about making offers and you probably have the same two questions in mind, especially if you are a new investor. How do you make hundreds of offers and what happens when an offer is accepted?

We'll talk about acceptance during Step Number Ten, but you need to write offers with a couple of conditions. One, every offer that you write absolutely has to be assignable. The contract has to be assignable. If someone that you were trying to purchase a home from will not allow the contract to be assignable, then you simply walk away from the deal.

Your contracts also need to have an inspection clause in it. We use a clause that says buying the property is subject to a 14-day right of inspection. The reason why you would do this is simply because that 14 days gives you time to go out and market the property. If in the event, you are unable to sell a property inside of that 14 days, you at least want the option to walk away. This is a big 'if', and doesn't happen very often, but it eliminates risk.

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If somebody has accepted your offer of fifty cents on the dollar and they have allowed you to assign it, and they've given you a 14-day right of inspection, the reality is that you have got a very good deal unless it's in a war zone. You have absolutely done everything we've told you: Fifty cents on the dollar, in the right areas, with the assignment clause and with the ability to walk away from the deal subject to right of inspection.

The reality is, you are probably not going to walk away from that deal because you have got something that is highly, highly marketable. This is what we come back to and why you have to make hundreds of these offers because all you are trying to do is get 20 or 30 accepted.

Imagine if you will for a minute that you have 20 properties every month that you have secured the rights to contractually purchase them at fifty cents on the dollar. Now, put yourself in this position. If you've done your due diligence and created your buyers list, you've got properties at half price. There is absolutely a market for that out there, especially if you are in a cash-flow market, there is absolutely a market for that property.

Do you think you can sell a house if you've purchased it at fifty cents on the dollar? The reality is, yes, you can. The ones that you can't sell are going to be so few and far between they are not even worth discussing.

Now, if you don't follow what we're saying here and make offers at sixty to seventy cents on the dollar and get them accepted with all these conditions, all the rules are off. I am not going to tell you that you have something that's marketable at that point. But I will tell you, if you follow what we are saying here, you will absolutely have a marketable product that you should, and in most cases will, be able to sell in a very timely manner.

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Again, the more offers you make, the more experienced you become.

One of the big concerns that our students have is, “If I make all these offers, what do I do about the earnest money?”

Most times people want a show of earnest money with offers. If you have to have $1,000 for every house, you are going to run out of money real fast. We'll show you how to work through that, and it's a very simple process. But, start making the offers and becoming relaxed in that, and not worrying about what you are going to do if you have an offer accepted. That's a great thing – having your offer accepted. If you've followed our system, you are going to make a lot of money on that property.

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STEP TEN:

Market Your Property to Your Buyers

The reality is, is that if you have gone out there and done what we said back at Step

Number Six, created your buyer's list, and actually interviewed your buyers, then you should have a very good idea upon acceptance of which one of your buyers is going to buy a particular property, and is in a position to buy that property. We are in a position today after several years that at the point that we buy a house, we've identified who the buyer is going to be.

We know where they are, how many properties they've purchased from us, what their goals are, what their objectives are, where they are within those goals and objectives, how many properties they want to buy within a year from us, what zip codes they want to purchase properties in, what the cash flow is they are looking for, what level of repairs they are comfortable with. We know the answers to those questions because we've taken the time to get to know our buyers.

So when we pull the trigger and we get an offer accepted, we pretty much know where we are going with that house, and you will get to that point, too. We'll show you how to get

45 there, but it starts with creating your buyers list and interviewing them so you have a feel for what property fits which buyer. You immediately begin marketing that property to that buyer first.

Now if they are not in a position to buy, it comes back to what we were saying earlier. You are in the business of marketing your real estate business. So you can use our system when you work with us and go through and identify buyers who are all over the country, that are looking for properties right now. We have access to them and you would have access to them, too.

You can immediately make calls to the buyers; you can immediately distribute your properties through a weekly, or several times a week, published list through emails. You can post your properties at many, many different sites online. You can use a fax distribution list.

You can use voice broadcasting systems where every day you can set up a system where you broadcast out to your buyers that here is our property for the day, go to this website to check it out. It’s the same thing with text messaging at this point. There are so many different ways to communicate with your buyers list and create want and desire for your properties. This one aspect should not be the issue.

What if we could show you how to know in advance of buying the house that it is already sold and probably who is going to buy?

Go back to a few minutes ago when we talked about wealth building. Now one of the things that we do with our buyers, once we have them in our system, is we bring him or her in, or bring the couple in and talk to them about wealth building.

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What we talk to them about is what their goals are, how they want to build their portfolio and how many properties they want to buy this year. They will say, “I want to buy six houses this year, I want to buy one a month, one every other month, or I want to buy 20.”

Once you realize and you have them commit to that goal and you realize that they are qualified to do that, and then it comes back to what I told you earlier also about buying the house, rehabbing it, it and rolling them into another house.

When you have 25, 30, or 40 investors at one time, you already know what investor is good for a property and you know that they are waiting for you to bring them a property. We put houses on our website everyday that are already sold. We know as soon as somebody sees them on there, they are going to buy. We have houses that never even reached the website because we already have people waiting to fill in a slot, to buy a house once a month, once every other month, and their house just rented yesterday, now they are ready to buy another one.

We can show you how to fulfill these orders so to speak for houses. You feel a lot more confident making offers knowing in advance that they are already sold. We used to worry when we had 15 or 20 houses that weren't sold. Today, we know we are going to sell every one in the next couple of days because we have people to fulfill the orders. That business is always going to be there and we will show you how to do that.

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RECAP: Steps One Through Ten

Step One: Grade your market, analyze it. Make a grid and find the areas you want to buy and sell in.

Step Two: Set up an appointment with your closing attorney or title agent, make sure you understand who they are and what they expect of you.

Step Three: Meet with your Realtors. Know who is doing business, especially in REOs.

Step Four: Meet with the general contractor.

Step Five: Set up your marketing plan, your lead generation plan to motivated sellers to you.

Step Six: Set up your marketing plan both online and offline for attracting investor buyers to you.

Step Seven: Invest in a lead management system.

Step Eight: Join Your Local REIA.

Step Nine: Prepare to make hundreds of offers each and every week.

Step Ten: Market to your investor buyers.

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This manual is an overview of the ten things you need to do FIRST to really set up your wholesale business. Again, we are not talking about your typical wholesale business here.

The ten steps that we've outlined, basically starting from A and going to Z, are what we think you should do to get going. So with that, the first thing that you have to do, is really analyze your market, grid it, lay it out, understand exactly where the opportunities lie.

We looked at a report today here in our own market, something we do on a regular basis.

We keep up with any changing demographics. The market is constantly changing and we need to know exactly what zip codes investors are currently buying properties in, where the cash flows are, where the best investment properties are, where our customers want to buy. You have to start by really understanding your market, understand where your customers ultimately are going to want to own, whether it be cash flow properties, or fix and flips, or whatever the case may be, where they are going to want to own properties, because the idea of wholesaling, is that ultimately you are going to go and sell it to another investor.

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CONCLUSION:

The media continues to pound on us, the general public with news that homes are not selling, there is nobody in the market buying, and so on. We have our feet on the street, we’re in the trenches and the reality is just the opposite. We see a much more disciplined, educated, and savvy buyer coming to the market. But they are coming to the market in droves. And the reason they are coming to the market is because whatever has happened to the Stock Market, their 401(k), their IRA, whatever the case maybe, they are getting their money out of it, they understand that now is the time to get involved with real estate.

And again, investors are naturally lazy and don’t necessarily want or desire to do the lead work that's involved in locating in real estate. But they still have the desire, they still want to take advantage of this market, they still know that there are companies and people out there that absolutely can help them to get involved.

What you have to do is appreciate that and begin marketing yourself as such. Get to these people, get to the REIAs, get to the websites, get on out there and make sure that people understand that you are that person in your market. And then once you have begun to establish yourself that way, what you will find out is that there is no shortage of opportunities. If all we did with this today was open your eyes and show you that at the end of the day there is an enormous opportunity in this market, we have moved you and your business forward. We have a lot of answers that can help you to really, really take advantage of that. We have a lot of insight and we can certainly take your business to the next level.

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But we have also, in support of that business, created a number of ancillary services that feed that engine. You can choose to create these services on your own, like we have; property management company, rehab services, the local REIA, just to name a few, or you can take advantage of these companies that exist in your own market today. But the point is in order to do an enormous amount of volume, you have to bring a lot of value to your customer so they will continue to buy from you.

If you are a typical wholesaler and you are reading this, you are probably going through the exercise of, “I flip my average customer five houses a year, maybe” and the reason why you are doing that is because you are selling them a house. They then go and do all the rehab work, all that is necessary to get the house the way they want it and rented, which could take two or three months, and then they are ready to buy from you again.

We expedite that process tremendously by taking on those services internally. We don’t just wholesale the house. We turn around and provide the rehab service to get it done.

Then we turn around and provide the tenant placement and property management to get that whole system buttoned up to where the investor in turn is ready to buy from us again in 30 days. That is how we are able to turn over 20 properties a month and turn our buyers into true investors who are building their wealth.

The idea here is that this is a machine that all works together, and is very intertwined, and that it's our intent to show you how to recreate this in your own market.

And again, if all we have done is kind of just give you a little glimpse of the potential that is out there waiting for you, that’s a start. But if you think we are the kind of people that you want to work with and hopefully allow us to show you and teach you these, much bigger,

51 much better, much more in-depth techniques and really, put your business on steroids, then the return on that investment with us is off the charts.

If you have taken the time to read through this manual and understand these ten steps that we've laid out here for you, then you are probably somebody that we can work with.

Monster Wholesaling is not for the average person. This is for somebody who has vision, is motivated, has desire, who wants to have a better quality of life. This is not 8-5, Monday through Friday although we don't even look at it that way. We don't even look at it as work, we look at it as just fun. This is something that we really enjoy doing. The money just happens to be a byproduct, and it's a reward for what we do. We've always believed that really hard work pays off, and we are really just ordinary people here, as we mentioned before, getting some extraordinary results because of hard work.

We have managed to understand systems and how to use technology to increase our business. We have been doing this here in Memphis for four or five years. We have been asked to package our system up and teach it to other people because there is a need and a desire for this, for people out there to use a system.

You may be one of these people that have what it takes and not a whole lot of people have it. You may be one of those people that's in that top ½ or 1% and that's what we are looking for. If you are looking to make $45,000 or $100,000 a year doing deals, this is not for you. This is an opportunity to make a lot of money to change your life, to change what you are doing in your particular situation, and go to another level right here.

Again, Monster Wholesaling is not for everybody and we don’t work with everybody. It is for that special person who wants to take their business to the next level and learn a really,

52 really effective and proven way to do a turnkey program for your investors who will buy from you. We have the expertise to do that. We look forward to work with you in the future.

“How To Find All The Cash Buyers You’ll Ever Need To Close Your Deals...”

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