Chris: What's Up, Guys? How's It Going? You're Busy

Kent: All right, guys. So let me be the first to welcome everybody to the call. We've got--holy cow, man, we've got a lot of people on here. I'm looking over at the attendee list. Guys, if you can hear me loud and clear, no audio problems do me a favor and get over in the little chat box. Let me know that you can hear us all good here. Just type in I can hear you, me, anything, say hello, whatever you want to do. Let Joe Metcalfe know that he looks pretty good. If not, say anything. We know how Chris looks. Wow, there's a lot of yeses going on right now. All right, cool man, cool. We've got a lot of people on, I love it. Everybody can see us. You guys can see all three of us here? Let me see here, I'm watching it come in.

All right, guys, let me introduce everybody on the phone here real quick. Got Joe Metcalfe. Many of you guys know Joe, you've met him over the years. He's been a part of our team from the very beginning. He's been my right-hand man so to speak since day one, has literally helped thousands and thousands of our students all over the country. I'm excited that he's on the call here with us. He is down in Miami, Florida.

Joe: Yeah, got a place in Miami. This is the office space here in Miami, in the conference room right now. Got the motivational pictures behind me. Enjoying it over here, Kent.

Kent: Nice. So we've got Joe on the call and we've got the wild man himself, Chris Richter coming to us live from Seattle, Washington.

Chris: What's up, guys? How's it going? You're busy.

Kent: So we're going to be--guys, we're excited here. We're going to be here for a few hours today kind of answering everybody's calls. We're going to make sure we get a lot of information shared with you. I'm going to be kind of taking the reins here for the first hour or so. Let me turn this off because I'm a walker and a talker. Let me turn the webcam off here so I can walk and I can talk without looking like a moron. I want to let you guys know we've got a lot of stuff we want to share with you. I'm going to share some really powerful information, what I believe, starting off here is quite frankly the most powerful information that I've come to appreciate over the last couple of years in my business. Chris is going to share a lot of stuff that's going on right now, specifically with vacant homes, wholesaling, what's going on out there. Joe's going to share a lot of insight, as well. Then we're going to kind of open it up and answer all of your question.

We plan on being here all afternoon, not leaving any stone unturned, making sure that we get it all taken care of for you. So don't be bashful. If you've got to go, want to have lunch, go and whatever, and come back. We're here. We're here for the long haul. I will tell you that the whole thing is being recorded. We have Emily on the line that's recording the whole thing so when we get done, she's going to take it and be able to--we'll have it transcribed and we'll also send you a replay link of the entire thing. We're not even going to leave you hanging even a little bit here. We know everybody paid good money to be here, which by the way, let me just say this.

Congratulations. Jesus Christ, you never think that I would get so much push back from people saying why would I pay $7. You know why you pay $7, it's because we're worth it. That's why, real simple. It's because these are my people. If you're on this call, these are the kind of people I want to hang out it. This is the kind of people we want to hang out with. I have no interest in hanging out with people that, quite frankly, don't give a shit. I'm willing to invest in the business, invest the time, and go do some great things out there. If you don't believe in yourself enough to throw $7 on the table and say let me hang out with some of the best in the business then good riddance. Tough. Unsubscribe button at the bottom of my you-know list. It's that simple. We love hanging out with people that really value what they're doing and they're trying to do great things. I can tell you we just--we live it. We want to surround ourselves with these kinds of people. If you know what I'm talking about, let me hear you. Go on there and say hell yeah, this is what I want to be. These are the kind of people I want to be around. With that, let's talk here for a minute.

I want to get started here today with something that has become really, really near and dear to my heart and that is--it's called positioning. I would argue that you cannot be successful in this business at all if you do not correctly position yourself. If you don't get people that are anxious, willing, bending over backwards to do business with you. If they won't do that then you're just kind of playing--you're kind of playing--you're not playing full out at all. I want to start here by talking about positioning, Chris. Does that sound good? Can we do that? I know you're muted, coming in and out.

Chris: I am muted, but yes, I do want to talk about positioning.

Kent: I'm going to come back and let you kind of chime in here. Let me tell you guys what I mean about positioning. Positioning is all about putting yourself in a spot where all of the business in your market has to come through you. It's extremely powerful when you can get people on both sides of the equation where they feel like they are compelled to bring the deals through you. This is what all of the marketing that we do is all centered around. Think about it here for a moment. Let's talk about--let's talk for a minute about the cash violators that we tell you about.

I don't know how many of you actually use our find cash buyers system, but I'm going to start there because I would argue it's where you have to start. It's the most important aspect of getting starting in this business. I don't know anybody out there that wants to get in this business and take home a lot of risk. I don't know anybody that wants to get out there and try to figure out how I can work harder or how I can make it more complicated, or how I can do things that require a lot more of my time. If that's what you're in this for then quite frankly, you need to get your head checked. We want to make it really simple. We want to be risk adverse. We want to mitigate as much risk as we possibly can. That's the reason, guys, we start with the cash buyers.

We start out there and make sure that we have the buyers on our side, that we take in what's actually going on in the market and in turn use it to our advantage. That is positioning. If you're starting to take notes, write this down. Start with positioning. Start with cash buyers. Start with reverse wholesaling. A lot of people think they know what to do when it comes to cash buyers. A lot of people think that by using the cash buyer letters, that somehow solves the problem. It really doesn't. It will all fall flat on its face, this whole thing, will completely collapse if you don't use it the right way, if you don't leverage the position that the cash buyer letter gives you.

Here's what I mean. When you market to cash buyers, they are ou there actively doing deals. Consider it for a minute. You have access to a database of people that are--I told you guys I'm a walker and a talker so get ready. I'm going to be walking as I'm talking here, just deal with it. They are out there right now buying property, buying a lot of property. You suddenly have a database of these people that are pulling the trigger and you're marketing to it. Now, let's think about it for a second. That they--all of a sudden, getting a letter from you and they are picking up the phone and calling you. Ask yourself this question for a minutes. When was the last time you received a piece of mail from a perfect stranger, opened it up, and actually called the phone number in the letter? Chris, when was the last time you did that, honestly?

Chris: I don't remember. I don't think I've ever done that.

Kent: What about you, Joe?

Joe: What was that, Kent?

Kent: When was the last time that you received a letter in the mail and you actually, from somebody that you don't even know, you actually called a perfect stranger from a piece of mail that you received?

Joe: Not often. Long time.

Kent: That's the first thing I want everybody to consider here. When a cash buyer--now, somebody actually picked up the phone and called you, that's a really big deal. That's a massive action, an action that most of us would never take yet these people did that. So by doing that, they have given you an enormous amount of power, they've admitted weakness. They've come to you and said I believe you can do something for me that I believe in it so much that I'm actually willing to make myself vulnerable and pick up the phone and call you, which 99.9% of the people out there aren't even willing to do. Very, very powerful mechanism when you think about it like that in terms of actual action.

So if that's the case, they're willing to pick up the phone and call you, you are now in the perfect position already to do something with that. Now, here's the challenge. What most of you end up doing when you get that phone call is that you don't actually exploit for lack of a better way to say it, I don't really know how to say it better, but you don't actually use, to the best of your ability, that opportunity that's been afforded to you. You don't sit there and understand the power that you have, therefore, you just kind of waste it. You get this call from a cash buyer and you sit there and you're like how you doing? How's the weather? How's everything going? What are you looking for? Maybe I might be able to help you, let me see what I can do with it and then I'll go to work. It's such a waste of positioning.

First things first, positioning is power. That letter, I want you to write this down guys, that letter does something that we refer to in marketing called preframing. What that letter has done is it has preframed you as somebody that's worthy. It's done it so well that somebody is actually taking a massive action that most of us have never taken in the last year and they're picking up the phone and calling you. That’s how well it's done it. When you get on the phone, this is what I want you to do. I'm going to go through this real quick. When you talk to a cash buyer, I want you to--again, you're going to get a recording of this and you're going to get a transcription of this. This is going to help you, but I want you to take that power and I want you to use it. I don't want you to give it up. They’ve given you the power. They put you in a position of power and I want you to use it. I'm going to show you how this all works together here in a just a second.

Here's what I want you to do. I'm just going to kind of role play here for a second. "Hi there, my name's Kent Clothier with Memphis Invest, thanks for calling me back on the letter that I sent you. Yeah, I'm the premier wholesale company here in the area. I actually specialize in working with cash buyers like yourself. I actually specialize in helping those cash buyers do some pretty amazing things. Number one is I help them to acquire off-market properties that they simply cannot find anywhere else and I'm really good at it. In fact, I would argue that I'm the best at it. My customers, because of that, they get this white glove treatment. This special VIP treatment that quite frankly they just can't get anywhere else. I'm different than anybody else. I'm better than everybody else because they get these deals and they get them in a completely painless environment. Here's how it works. I take the time to understand exactly what you want, exactly what you're looking for, exactly what you need, what you're trying to do, how you're trying to do it, and what the role is that I can play in making that happen. In turn, I go and I spend money. I dedicate time, I use my resources, and I create these deals. Therefore, I pick up the phone, call you back with the very deal you want at the very price you want all wrapped up in a nice little bow. The only thing you have to do is pull the trigger. Does that sound like something you might be interested in?"

Now, very, very powerful when you speak to somebody like that. Very, very powerful.

Chris: Hey Kent, I think it's worth mentioning that all of that stuff that you just said, if you say that, they're going to love you. Most people don't call and offer them that opportunity and present it that way. We hear it from you and I use it so it becomes very normal for us to use it all the time, but for what it's worth, 99,9% of the people don't actually do that. So it's not just something that we're talking about or something that you put out there and the people use to find cash buyers. It's not the stuff that comes--it's stuff that comes to us and we use it all the time so it becomes normal. Most people don't do that.

Kent: In fact, what most people do guys, this is what I want you to recognize. The reason you're on this call is because you're trying to figure out how to get to the next level. You wouldn't have spent the money. You wouldn't be here with hundreds of other people all around the country taking time out of an afternoon if you had it all figured out. Be honest with yourself. You're trying to figure out how to get to the next level. You're trying to figure out how to do something a little differently. What I'm talking about right now in a positioning, in this context, I want you to understand that when you can do this correctly, what you create is leverage. You can suddenly get an army of people doing a lot of leg work for you. When that happens you get the opportunity to actually own your time. Let's be very candid, I kind of warned you guys in the email. If you've never spent any real time with me or our group, the one thing we've never been accused of is being bashful. I will tell you exactly like it is. Very, very transparent, I simply don't care. I will tell you everything you need to know no holds bar as promised.