Verkaufsbereite Eigentümer im stockenden Markt finden

0:00We've got uh one What is it? Uh top line, bottom line, real quick. And what do you do? >> Yeah, 250, 150. >> 250, 150. Okay, great. And then, what do you do? >> Uh commercial real estate broker, multi-family, Los Angeles. >> Okay. I I mean, we can bring in we can bring in the goat if we have to. >> Yeah, I would love the goat. >> Should we bring in Sharran? Should we bring the goat in? Should I tap him in? >> I feel like we should.

0:24>> All right, we're tapping him in. I'm tapping in S Dog. S Dog Okay, S Dog the rescue. Okay. What's uh Okay, so you're What do you What do you need, man? >> You know, it's a great question. Um >> All right. Let No, let's keep let's keep it simple. Can you take more customers or you or you constrained on the back end? Front end or back end? >> No, front end. >> Okay, got it. So, you need more deals. Okay, what are you currently doing to get deals? >> Uh cold calling, emails, relationships.

0:49I've been doing this for like eight years. So, a lot of it's referrals. Um but I still rep calls. >> Okay. Do you like do you have some S Dog magic? >> Yeah, what's what's been working? >> Yeah, so What Sharran, you know the market's been very interesting in Los Angeles from a regulatory perspective. >> Yeah. >> Um and with rates where they're at. So, historically, cold calls, right? I still call a bunch and I'm still getting a bunch of follow-ups, like warm call leads and stuff.

1:19Um and I have a social I started social recently, like a eight months ago. And I'm getting a ton of um relationships that way. I'm getting a ton of listings from like people who come to my podcast. So, I bring owners on my podcast, you know, and then they we build relationships that way and then they give me listings, basically. So, that's been great. Um but I would say I have 30 listings. So, it's it's not the actual What I need is motivated seller listings.

1:48I need actual motivated people, like not just people who say they want to sell at a price that is is not going to sell in this market. So, I'm struggling with consistency with inbound leads for sure. And then outbound is like the machine is just probably get a bunch of people to call if if I'm being realistic. >> Yeah. Yeah. So, so there's there's two things here. One, foundationally we are in a market cycle where it is hard to sell in this market because the seller assumes that they, you know, in the in the in the COVID market they own they had significantly more equity. They can't see themselves in this market. And they're seeing themselves in this market struggle with rates if they have to fight, etc. So, you have a tough seller market regardless because they know that they've got this kind of echo, right?

2:32They feel like they can make more, right? That's number one. So, in this is the problem, you know, I'll just tell you this. Most most folks in multifamily real estate are so seller-centric in a seller-centric economy, but the problem being seller-centric right now is that the seller is not willing to sell, right? >> Yeah. >> So, so let me give you a hack around how to think about how to fix the other side of the equation. Think about how to get extremely motivated buyers.

2:59Because if you get an extremely motivated buyer, then they have to take the offer that sellers actually will say yes to. For example, right now we're working on multiple deals where we are the seller and the extremely motivated buyer is somebody we can go to with a 1031 exchange and say you have to buy this. You have no choice. >> Yes. >> Right? So, if you can I would say it may not be a bad idea to spend a little bit of time right now actually mining for these extremely motivated buyers who are forced to actually have the up leg and down leg timelines work because they have to buy something. And and they are I would much rather 1031 exchange and pay an extra 10% than try to get a deal on the seller side. So, this is actually not a long-term situation. As As soon as the markets turn a little bit, as soon as silver drops, you're going to you're going to get a puff of wind. But we need to figure out a way in which you can still stay in the game while building this bench of buyers. So, I would flip a little bit and think if you could get an extremely motivated buyer because you can get extremely motivated sellers.

3:56Now, one other thing, if you are getting so many sellers on your podcast, um maybe Alex can talk to this. Is there a way for you to start a community? Because once you get more sellers inside a community, then they automatically get social proof around you being the kind of the the man in charge. So, have you considered something like that? >> So, it's funny. We just uh today actually, Alex, we just started a school community, but it's for AI and commercial real estate. So, it's um there's a bunch of different people, brokers, and and other people. So, not specifically um sellers, but we just started that today. We got 55 people, so that's pretty sick.

4:32>> Amazing. >> Yeah. Dude, dude, I will tell you this. If if if the long-term game is to get more sellers, then if you Just think about it this. Say if you um were able to call on Hormozi's hotline in 2 years and say you had the largest community of multifamily owners in Los Angeles County. Like, think about how powerful that is. >> Yeah. >> Right? You you've literally written an insurance policy on your business forever. And, by the way, and if I if you were to ever want to sell your business, you've created an asset that you can literally say, "I have a working CRM of all the multifamily owners in Los Angeles right now." So, if you were going to build a community, build it off your target avatar. Let them talk to each other, and you're the center of focus. You're already interviewing them on the podcast. You already have status. You already have authority.

5:15>> And that's a benefit to coming on the podcast to say, "By the way, all post past podcast guests who are all in the same space get to join this community, but that I'm the gating function." >> Yeah. >> So, then you also now control a scarce resource, so then you you further edify yourself for the conversation cuz in the moment, if they hop on the podcast with you, you're going to be like some agent who's going to try and sell them stuff. Let's just be real, right? Um but instead here, it's like, "No, I actually have influence, and I have status cuz I control this resource of hundreds of other people who are above you." So, basically, you can leverage the collective status of all people above them in their own game, but because you gain it, you gain status in that conversation, which then completely flips the paradigm. And then also you have the authority, so when you say, "Hey, you need to buy now." Or like, "Hey, you need to sell now."

5:58They'll listen. >> Yeah. Is so, one other follow-up cuz I was I listened to the the audio book um cuz he sent to us yesterday or something. Is there any way to pull revenue forward as a broker? Because it's like it's a weird business where there's I have to do two sales, the sale to win a listing, right? And then the sale to actually sell the property. So, is there a model, Taran or or Alex, where you can pull income forward?

6:24>> Yeah, yes, you can. So, uh very good job thinking about this. The way you pull income forward is to change the way you actually categorize income. For example, if you Is it Is it easy to pull commission income forward? Probably not, because the traditionally commission income is tied to the performance of a transaction, but you can charge income in a different way. You can say, "Hey, I have 30 consulting clients. I charge each of my consulting clients $8,000 a year." I'm making up numbers, by the way, right?

6:53And you can say, "But for everybody that is in my consulting client, I have a 90% off in my in my transaction fee." >> Mhm. >> Right? So, now you create a recurring revenue consulting model, which maybe because of that they get free yardy or free other pieces of software that come with the tool. You can go get purchasing power on one side, where you are the consultant and get get recurring income on the consulting side, and then you dramatically discount commission and transaction fees. I'll give you the craziest example. I told Alex, I told this guy this to an agent who was selling in my neighborhood. I said, "Go to everybody in the HOA and tell everybody in the HOA to pay $200 a year, and if they paid you $200 a year, right?

7:29Then they're automatically all their commissions are cut by 50%." Like, every that person would get every single sale in that neighborhood and get get the recurring income of that anyway. So, you would just own that neighborhood and no one can enter that neighborhood ever again. So, you got to you can't get you can't pull forward a commission because it's it's in their mind tied to a transaction, but you can do it in a different way and still as as Alex would say, you can get the discount on the back end by getting the getting paid on the front end.

7:56>> So, are you saying like the 5:00 to 9:00 in the morning, right? Like what I'm focusing on my my bottleneck, I guess you'd say. >> Yeah. >> What would you say that time should be spent doing? Is it building this community? Is it like that's what I struggle cuz I got a so many open loops and >> Yeah, yeah. So, so super easy. Whenever you think about something, think about just put yourself in the future. In 2 years, what would be amazing to say? In 2 years, you call back on the Hormozi hotline and you say, "Listen, it's been 2 years and I am the only group in Los Angeles County and I have every single multi-family homeowner in this group."

8:30Would that be a great asset that you can have? >> Yes. >> All right. That is what you spend time doing right now, right? And so, yeah. At the end of the day, you always ask, "What do I have to show for it, right?" And if you can ask, "What do I have to show for it?" that becomes a really good asset and that's where you spend your non-9:00 to 5:00 time around. >> So, Ron, do you want to come on the podcast? >> Hey, man. Get get get get to episode 500. Get to episode 500. >> Yeah. Okay. I'm at I'm at 75. We just we're we're getting ready to have you come on next.

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