Nathan Daniel: 0:02
Welcome to Episode 25 of the Broker-to-Broker Real Estate Podcast. I'm excited that you're here today, because we have a different guest on then than we normally have, normally, we have real estate brokers coming on. And today, I wanted to bring somebody on who's in a different side of our industry and educate us about wholesaling. Alright, so I'm gonna cue up the music, we're gonna get started, because I'm really excited about this conversation. Welcome to the Broker-to-Broker Real Estate Podcast, where we have real raw conversations with industry leaders, finding out how to connect, support, lead, and ultimately make an impact and drive results in the lives of your agents. I'm your host, Nathan Daniel, and welcome to the show. Alright, so today I want to welcome to the show is Zach Booth. Zack, welcome to the show.

Zack Booth: 0:52
Thanks. Thanks for having me. Hi, everybody.

Nathan Daniel: 0:55
Well. Hey, Zack. So you're with DFD Mastery, and explain to me really quick, what is DFD mastery? And then we'll jump into everything.

Zack Booth: 1:02
Yeah. So, DFD stands for "Driving For Dollars." It's a marketing strategy. You basically drive around, find houses that look like they need to be updated, fixed up, you know, the ugly ducklings in the neighborhood, you reach out and find out who owns it and see if they want to sell it. I mean, that's my marketing strategy. It took me from being a window cleaner to being a millionaire, in just a handful of years. Obviously, there's a lot to that. But yeah, it's changed my life, and it's a marketing system that I use in two different markets. And it's what I teach other people, how to get into real estate, real estate investing and even produce retail leads. So it's, what I do.

Nathan Daniel: 1:44
Well, I'm excited that you're here today to talk, about this topic. Because I know in a lot of states, recently wholesaling has actually become a licensable activity. And after watching about a series, which we're going to talk about here in a second, you have a series on YouTube. After watching that series, a lot of what you do actually rolls over to the traditional real estate side. So, I'm excited because I think what we're gonna be able to do is find a good mix between relationships, between agents and wholesalers, and also some tactics that can work and benefit honestly, both in that relationship. So yeah, so tell me a little bit about you. Right, what led you ultimately to this getting into wholesaling, and that part of your life?

Zack Booth: 2:29
Yeah. Personal side, I'm kind of a simple Dude, I grew up here in Utah. And my childhood was working with my dad, and my family doing lawn mowing businesses. I started working at a really young age and doing outdoor, backpacking, bow hunting, like, just kind of a redneck, honestly. And, but having a lack of money made me want to be an entrepreneur. And I remember when I was young man asked my dad, like, "How do you make money?" Like, why are we mowing these rich people's lawns? Why isn't someone mowing our lawn? You know, I started having these thoughts and asked my dad. My dad's like, "Ask my rich friend, I don't know, son." And I was like, "Clint's not rich. his truck is old, you know?" He's like, "No, he just cheaps on he's really rich." So I was like, okay, so I asked him and he told me to read "Rich Dad, Poor Dad", when I was 14. And opened up my eyes to entrepreneurship, real estate in general. But more than anything, you know, he talks about owning your own. Owning your own business and being responsible for your own business, being responsible for your own financial situation. So I started thinking, and so when I turned 17, I had done all sorts of jobs. I lived in Nova Scotia, Canada for summer working, I had done taxidermy I had done I had made cheese, I had framed houses and finished carpentry, and I worked in a wood mill, and yard maintenance from the time I was, like, 11 years old. And I was done, I wanted to do my own thing. So I started a business what I was 17, it was a window cleaning company. And, it did okay, especially that age, not having any personal. My dad cut me off financially 16, but I didn't have to pay rent, I didn't have to pay for food, and he helped a little bit my clothing. But everything else, if I wanted to play High School ball, I mean, all those things I had to pay for, and so kind of forced me to want to get out of an hourly wage, and be able to make more money with less time. So I started this window cleaning business. And a decade later, it had grown quite a bit you know, I had three trucks and 13 employees, and I had some videos on YouTube to train my window cleaning technicians from the outside looking in, I was super successful. You know, those ended up blowing up millions and millions of views. I ended up on the History Channel because of it, just crazy things happen because of the window cleaning business. More than anything, I learned a lot. And I learned that I was making a lot of mistakes as a leader had a lot of turnover, and I was paycheck to paycheck. And you know, I had a little boy in that process with my beautiful wife and I love my family. There's such a huge motivator and driver. I joke with my wife all the time that if I wasn't married, I'd have way more money. You know, she's definitely the spender and I'm the cheap one. You know, I'm like my buddy, my dad's buddy, clean, cheap but I have money, but I'm cheap, you know. But anyways, I joke with it, that I'd have more money. But the truth is, is I wouldn't have the desire and motivation and drive without that family to love and to take care of. When my son was born, I had kind of dabbled in real estate. But, that day he was born, all I could think about is how I'm going to pay these medical bills. How am I going to cover you know?

Nathan Daniel: 5:34
So yeah, it's a scary moment.

Zack Booth: 5:36
Yeah, it sucked, honestly, because I was so excited to be a dad. And what sucked is I couldn't focus on being a dad, because they're just focusing on the money, which was bothering me inside, it was bothering me that I was worried about the money, and I was worried about the money. So I was, mad at myself for being stressed. And I was stressed, you know, it was just a horrible emotion, and I wanted to change that. And I knew I had to get into real estate. And that's kind of what led me to really jump in, you know, I had bought a duplex. And, you know, I had done a few things, but I'd hit so many obstacles. I really understood that if I wanted to do it, I really had to take it more serious.

Nathan Daniel: 6:15
Okay. And so, did you explored some different options? Did you ever go the traditional real estate route? Or has it always been more towards the wholesale route?

Zack Booth: 6:25
Yeah, I didn't want to be a sales rep. You know, I understood that just getting a real estate license, all I do is represent sellers and buyers, I just be a glorified sales rep. And it's not necessarily what I wanted to do, I wanted to be an investor, I wanted to hold properties, I wanted to take advantage of appreciation of the house becoming, worth more, I knew that if my money was parked in cash, I would lose value, because the government goes and prints money and steals the equity in that dollar bill. And I knew if I held cash, I wouldn't do any good, but if I held actual assets, like real estate, and all the studying I had done, it was the best investment strategy, it was only investment strategy that you can continually, sell your asset and, and tax free, roll it back in another asset. Right, you can do that with stocks, you can't do that with other assets. For the most part, you can anyways, down that rabbit hole. But for the most part, it was the easiest and most organized strategy to build wealth. And then also the idea of holding properties and having cash flow. And but I had all these obstacles. Like I said, I bought my first duplex, it was awesome. I was making a ton of money, you know, like $400 a month payment. I got lucky because it was 2012 banks were unloading foreclosures. So it was pretty hard to buy a bad deal. It really was. You mean you kind of had to be a dummy. And to lose money on a rental then and I you know, my one side rented for like, 800 bucks. It's crazy. So it's like, "Oh, this is so easy. I'm so smart. I'm just gonna do a lot of this." But then when I went to the bank for my second loan, they like we need to put 25% down, I was like, Why don't have that, like, and your debt to income, and this and this. And ladies kept giving me all these things, because the first one I bought was a primary residence loan. So it's different when you're trying to buy investment properties. So I hit these obstacles. And so I was like, Well, now what do I do? Because I'm pretty much paycheck to paycheck with my, window cleaning business. I'm trying to grow this business. But the bigger I got, the less money I made. It was kind of a weird paradigm as most profitable as me and two guys, you know, I had this big operation, and I'm not sure what to do. And I started listening to podcasts just like this. Like, how do I get into this business. And I learned about real estate wholesaling, where it's basically you do some marketing, you find someone that wants basically a pawn shop for their house, you then can negotiate seller finance, or taking over mortgages, and I could build my portfolio and cherry pick the best of the deals, and the ones that want cash offers and you get them even at a discount, you could pass those flip opportunities are the buy and hold opportunities off to another investor and get an assignment. And I'm like, that's the business I need to be in because I can start to cherry pick the best deals for myself and get cash flow. And I could walk away from window cleaning, this is exactly what I'm gonna do. And when I finally understood that I had kind of dabbled hired a coach, that was horrible. Honestly, I'm not gonna say names or anything, but it was, he was just selling information. He wasn't selling action steps and results, and kind of gave up for a while got a bad taste in my mouth for it all kind of thought it was too good to be true. But then I met my first motivated seller. I mean, I met a guy named Stan Nielsen, he was washing his windows. Extremely wealthy, and is a developer and got talking to him and I told him "Man, if I could just get two rentals this year after like an hour and a half conversation with him." He's like, "Oh, that's convenient. I got these two rentals. I haven't collected rents in four months. I don't want to deal with them. I got these multimillion dollar developments. I don't want these rentals anymore. Will you buy 'em?" It's like, "Sure, how much? he's like "Half a million like okay, great." I can get a loan isn't it? don't worry, I'll be the break. He's like, "Could you put 20%? down?" I was like, "No. I was like I put 2, 2000." Yeah, okay, sure that works. I was like, Holy hell. And I remember I was like, let's get a, you know, let's get an attorney to help draft up. He's like, "No, we don't need that." And he grabs a white paper and just starts writing out the terms. He's like, "Take this the title company, I'll come back from vacation, we'll close the deal." And I'm just like, terrified, I'm trying to convince him that we can't do that. You know, you can't write the contract. So he's just way more educated way more experience. And he basically hands over more and $100,000 in equity in these houses, and the cash flows for over 1000 bucks between the two, and I was like, wow, like it exists, there are intelligent, successful people that want to punch out for their house, they want to pass it on to someone that they like, they want to pass it on to someone they know, they can take care of it, and it's not going to be a headache for him anymore. And, they can be done. And I can succeed because I take care of them, and I make money. And so that experience made me go get another coach and go for it again. And that's when really things got going.

Nathan Daniel: 11:04
So at that point, you just hit your hole in one like playing. It's the most frustrating sport out there. All of a sudden, you have this magical shot, and then you're hooked. And so that was your first deal. And that was in 2012. Is that what you said?

Zack Booth: 11:17
That was in 2017. So I had bought a couple, I had tried flipping a house with private money. I had fallen on my face more than once before that. But I learned about wholesaling and motivated sellers and all that stuff. And I said "That's BS, no one will sell their house at a massive discount. There's no reason for it." Because I thought that's not true, because it's not true to me. I wouldn't sell a house at a discount. But I'm not in those people's situations. I'm not a tired landlord. I haven't gone through divorce. I didn't inherit properties. Like all th reasons people want a pawnsh p for their house I had never ealt with. And so, having th t experience made me a believer, having that experience made me o "Wow, this is actually an upli ting, high integrity busines if you do it right, if you fin the right people." Now, what d I need to do is figure out ho to find the right people How do I continue to find a Stan Nilsen? And so I found a co

Nathan Daniel: 12:09
Yeah, after that, the rest is history. Right. So ch that was consistently gettin other people results. His name was Tom Crowe and Cody Hofh ne, they no longer coach. So g ateful for those two gentlemen, hat gave me the action steps. o I joined their program. Sorry, I bought the Staniels, that wa 2016 for me. So, beginning of 017 is when I hired those two c aches, implemented the action s eps. And I did my first tradi ional wholesale deal and it wa funny, the first traditional w re actually sold the purchase ontract. Because, traditional w olesaling, you don't have t have the money to invest in the houses, you don't have to m ke a cash offer. So I had an un er contract for 80,000 cash off r. And I found a buyer that woul be willing to pay me $10,000 t buy my contract. I assigned it to him, he closed on the cont act for the 80 and gave me 10. A d that was in April of 2017, and those sellers were two wealthy entlemen. They held over 100 ren al, over 100 doors at one po nt had a falling out in their p rtnership. And it was the last door they owned, it was the last single family house that they ow ed. And they got my postcard nd they're like, "Yeah, man it's our last one. We'll take 8 ", they gave me the number. W ll, if you can do it in two week , we'll do it. I'm like, " ure. I'll try. You know, let's o for it." And then my buyer ha a tax 1031 exchange needed a pr perty quick. And it worked o t. I helped two people and I ade a $10,000 assignment. I was hooked man. I was it, I was roll ng after that. since then, if you could put a number to it, how many wholesaling deals have you done since then?

Zack Booth: 13:52
A lot. Yeah. I don't even know how many I have under contract right now. I have two acquisition managers. I can't tell you numbers of how much I've made gross, honest. And most of my revenue, probably 80% of my revenue is off of assignments, we do a few flips. And obviously, I have my separate company that I cherry pick and hold right but just off of assignments and flips by the end of 2018. So, from April sorry, 2017. from April to the end of the year, we did about 115,000. The next year we did just shy of a half a million, the next year we did 1.2 million. Last year we did, I took a step back because I started coaching actually, a lot of people are like, "Well, if you make so much money, why do you coach?" You know, it's like, well, I actually gave up money to coach because it fills me so the next year, we actually only did like 700,000, because I completely took a step, I stepped aside and gave all the responsibilities to my team. We did 7 million or 700,000 last year. This year, though, we are already over a million. So, we're on track to do like 1.5 to 1.8, and we've got a, we've got to flip that should produce 300,000. So yeah, we've gonna have our biggest year ever this year.

Nathan Daniel: 15:01
So you've got a plan, and that's working. And, you know, I was actually tuning in to a series that you actually had produced. And you did this crazy thing like you're from Utah, you said, "Hey, I'm going to a market I've never been to before", you took $1,000. And your goal was in 40 days to make 40k. So talk to us about about that. And then I want to dive into a part of that series that really caught my eye in my attention was the relationships that you built between agents and yourself as a wholesaler.

Zack Booth: 15:37
I accidentally became a coach. And I can, I

Nathan Daniel: 15:37
Yeah. don't know, maybe you want to know, maybe you don't, I don't

Zack Booth: 15:42
And day four that happened. It was so to me, day want to bore anybody. But I accidentally became a coach. And so when I found myself as a coach, I found myself wanting to inspire people and show people how possible this business is. Because I thought back to myself, I was a skeptic, it's like, it's too good to be true. You can't make that kind of money. No one's gonna sell their house at a discount. And if they do, you're taking advantage of them. I had all these doubts and negative thoughts around wholesaling. And I was like, "Well, what made me a believer?", what made me a believer is meeting Stan Nielsen, right? The guy wash windows for and I was like, "Okay, well, how do I, how do I inspire other people?" And I was up super late one night, and I was like, "Well, why don't I just give the same gift to others? That was given to me of meeting Stan Nielsen." And so I was like, Well, I'm gonna go do it, I can't do it in my own market. You know, if I go out and do the business in my own market, and again, you have connections, and you have money, and you have a team, and you have all these things that they don't have that I didn't have in the beginning. Okay, well, I have to do this from scratch. Not only do I have to do it from scratch, I have to go somewhere where I know nothing about the real estate market. And I have no friends, no connections. And it was wintertime, so it's like, "Oh, let's go to Tampa." Because it's warm, you know, that was like my criteria. It's it's a big enough population. And like, I knew there was deals, right? Because there's houses. And so I rented an Airbnb, I rented a car. And the reason I chose $40,000 is because that's the average income an American makes per year. And it's like 60,000, I think 61,000 average income if you have a bachelor's degree. And so it's like, "Okay, well, if I can make 40 grand in 40 days, which I completely blew out of the water by the way, if I could make that money in 40 days, that would be proof of concept." And I, the 40 grand in 40 days, it was a sexy tagline, It's good marketing, right? That's why I did that. But the real motivation behind it for me, because I didn't care about the 40 grand, I don't need it. And then honestly, I threw away a ton of money by only starting with 1000 bucks. Because the other thing is most people don't have a huge amount of budget, they don't have 20, 30 grand to dump into marketing per month, like I'm doing right now, right to build this large business. And so I was like, Okay, why don't we get 1000 bucks, I'm gonna bootstrap from the ground up and a whole new market, I'm gonna have a film crew follow me 1000 bucks and make 40 grand in 40 days. I could have made way more if I had more marketing dollars, right? But I wanted to make it real to what people would would actually have to do, and the grind that they would have to deal with. And so I went out, and that was the challenge. And I did it for the whole purpose. And I said a prayer before I went, I said, "God, you know, love to make the 40 grand, but at least please bless me with a Stan Nielsen, please bless me that I can find someone that has the success, that has the wealth, that I can show people that you can have high integrity, and help and serve someone and build a positive relationship and make a lot of money." four and on everything else was just icing. You know, it was amazing.

Nathan Daniel: 18:50
Well, and it's a great series, if you haven't had a chance to watch it, just Google, DFD mastery and or, 1000 bucks, Zack booth, you can google all that. It'll pop up. And you can watch that whole series, it's really good. But in that series, and I want to talk about two things, like I said, creating relationships. Let's start there, because a part of you going to a whole new market with no connections, you had to build relationships. And you had to build some key relationships.

Zack Booth: 19:20
Fast. Yeah.

Nathan Daniel: 19:21
So let's talk about the reason why you developed a relationship with some agents, and how you went about doing that. And the purpose behind it.

Zack Booth: 19:30
Yeah, so I want to develop relationships with agents for a few reasons. First of all, I didn't know the market. I didn't know what properties were worth. And I knew for a fact that if I was doing marketing, a lot of my leads would be motivated sellers, investor opportunities, because I'm tagging the worst of the properties in the neighborhood, right? A lot of those people when they do sell, they want an investor right? Or if they go to an agent, they say, "Hey, I want it done fast", and agents call pocket listings, right? And they just go to their cash buyers that they know and done fast, right double close. Or, they did a lot of times when even hit the MLS. So I knew I had to do that. But I knew that I would also find properties in good condition, they're not in a hurry, and they just want to list with an agent. So I knew if I built some relationships, I would be able to pass those leads on to an agent. And then that way they could get me calm. So that kind of stuff, it would be, you know, they could serve me, I could serve them, they could make some money, I would make some money and everybody wins, right? The other reason I needed to build connections is I needed to get to know all the cash buyers, all the flippers I get, because once I found a deal, I needed to have the investors to pass the opportunity on. So I needed to make my assignment the flipper needed to make their amount, but I needed to get those connections. And so I started reaching out to the other wholesalers and real estate agents, from the very beginning while I was doing the marketing, right, it was a lot.

Nathan Daniel: 20:54
Yeah, well, I know. And I know along the way, there was a couple instances where you did have a conversation with a potential seller, right, a potential deal for you. And you ended up referring it to an agent.

Zack Booth: 21:08
Yeah. So if a lot of people are like, "Well, how do you know if it goes to an agent or if it goes to an investor?" So if you listen to my call on day four, if you watch day four, you'll meet Jerry, he's the guy I prayed for, right? He was like, it was like, check all the boxes for all the things I prayed for. I was so emotional by the end of all that. He's actually been on my podcast. He's since passed away from cancer, beautiful human being, I love him to death. And I love his wife, Lynn. I actually talked to her two days ago. And you know, this is, what, eight months after the event, and lifelong friends I'm sure. But anyways, I call Jerry and Jerry didn't even know what addresses he had. So it's like, oh, this guy has more than one property right? Call him out of the blue is like, Well, do you have any you want to sell? He says, matter of fact, I do. And he starts telling me about him over the phone. They're in great condition. I said, Well, Jerry, you might get more money if you just list with an agent. Why don't you do that? And Jerry says, "I don't care now and listen to it." The biggest thing is you talk to them about their options, right? Just like any good agent, or any good human being. Right? Like, for example, my negotiation strategy does not change if my brother called me, if my cousin called me, if my mom called me, or if a seller calls me my scripts do not change, right? And I say, "Hey, like, if you really want the most money, you can list it with an agent." That's what I would tell my brother but I can have it done quick. But I need to make some money along the way. What do you want to do? Well, I don't want to list with an agent because of XYZ. I don't care, I just want it done fast. Okay, fine. And I've had this exact conversation with my cousin, I've done a deal with my cousin. This was the exact conversation. And this was the moment I was like a hot like I'm doing this right? Like my conversation didn't change. And so I have that conversation, and a lot of the times like, well, I might just list it with an agent, I'm not really sure what I want to do, I'll go meet with them. I'll go talk about the property, I'll look at the condition. You know, we'll run through options and what they really want, what they really need. And in a lot of the times, you pass to an agent because or if you're a real estate agent, you list it for him. Or I have a lot of students that are they want investment opportunities, they want to build network, they want to grow their cash flow all those things. So they they wholesale and cherry pick the ones that fits the needs of the seller. And then list the other ones. I don't want to be an agent. I don't want to deal with the the hoopla of the brokerages and stuff. But that's a personal preference, right? I don't, like I said, I've never wanted to be I still don't even want to go do the sellers appointments anymore. I want to own and run companies. That's my thing. Right? So it depends on what you're trying to do. But yeah, you can totally just talk about what their needs are.

Nathan Daniel: 23:42
Yeah. And I think that's good. And that's one thing that really caught me about the relationship aspect because honestly. I mean, the wholesalers and stuff over the years, like, there's a stigma, right? Like there there's a stereotype for a reason, right? Or for a reason. And at the end of the day, what caught me about your series is that, you know, you're dialing, you're actually on the phone with sellers, you're having that same conversation. And a couple of times during that whole series, you know, I caught you actually saying, "Hey, well, if you're already listed then cool", like, go list it, sell it, and you kind of backed off a little bit and you respected that, right? You respected that agreement, which was amazing. And at the same time, there was other times where you referred it and said, "You know, it sounds like you need to list it. So go listed. Here's a great agent that you could refer to" right.

Zack Booth: 24:33
Yeah.

Nathan Daniel: 24:33
So I think that's really great. You know, building the relationships between yourself between agents and vice versa. Because the next thing I want to jump into is talking about your processes a little bit because your processes, don't get me wrong watching the series. You looked exhausted like 10 days it like you look just like zonked and it Don't get me wrong. It was a ton.

Zack Booth: 25:01
Oh, horrible, horrible.

Nathan Daniel: 25:03
But what are your grid like your determination to get through it, what I saw was a very similar tactic that an agent can actually implement in their business. And they can identify those potential investment opportunities if they choose to, or you know, they can always turn it over to a potential investor slash wholesaler, right? So talk to us about your process. I love what you said here, you must have constant predictable lead flow. So talk to us about that process, that you go to finding potential sellers in any market.

Zack Booth: 25:38
Yeah, so in the 40 Day Challenge, what I used is an app called "Deal Machine", right? It's, I don't own it or anything, there's more than one driving for dollars app. But deal machine, you can use my discount code "Pin" to get better pricing and so forth. So p-i-n. So deal machine, you can drive around and tagged properties, or even from the comfort of your own home. For example, let's say you have a buyer that wants a house in a particular neighborhood, there's no inventory. So you can tag all of those properties. And then it basically uploads into an Excel spreadsheet of the owners name, the property address, the mailing address, and that kind of stuff. You can pay more for phone numbers, but there's a better place to get phone numbers for a much better price. So it's called batchskiptracing.com for for phone numbers. So batchskiptracing.com you can use my discount code, DFD, stands for driving for dollars, DFD, and that'll get you phone numbers, I think for like 15 cents or something like that, which is way cheaper than you'd get on deal machine. So, then you can get phone numbers and call them. You can also get emails you can get, you know, different things you can and then once you have that list created then you reach out to them. Many of you agents have triple line dialers I was using using Mojo sales comm many of you have heard of it, there's lots of dialing platforms. Mojo is too big for me, so I have no discount to give you they won't even talk to me. They're just a small fry guys. So, that's what I was using on the challenge. But there's texting platforms batch leads, batchleads.com is where I do my texting out of. So if you guys want to do texting batchleads.com, discount code DFD as well. So, you know, the funny thing is this strategy works for retail and finding off market properties. It depends on what you're tagging. I'm gonna give you an example. Friday, my wife finally gave me the green light to move to the neighborhood I've always wanted to so as a window cleaner, I washed in all the wealthy neighborhoods across the, you know, across Utah. And I love this little niche. It's called "Mountain Green". You can look it up Mountain Green in Utah. It's just up the canyon five miles. It's beautiful. It's like the mountain views. It's Utah, right is the Utah dream. Right? For me at least. And she's like, that's too far. She's from San Paolo. 18 million people. So I mean, Utah, in general is just rural for her. And then you kind of take it a little outside, you know, you got farms and smells like like horse poop at different times. There's horsfield you know. Anyways, yeah, she met some ladies if she became friends with and they were talking about talking about mountain green Friday night. She says, "Zach, I think I would look at moving the mountain green." Because we were talking about buying a nicer house and where we're at now. And I was like, let's go for it. That sounds like let's go for drive right now. So we started driving through all the neighborhoods, I said, I want you to identify where you want to live, I'll find you a house. Just tell me what neighborhoods you want. We identified this little neighborhood has about 122 houses in the neighborhood. I know this because I did the marketing 122 houses and had 12 empty lots. So I tagged with deal machine, the 12 empty lots pulled up the information, got the phone numbers and cold called them. And none of them would sell me the lots that was preferred, I'd rather built. That didn't work out. So then I set up a texting campaign to the other 120 and I did this over the weekend. By Monday, I had a full retail because the problem is when anything goes up on market right now you have 15 offers, but I was able to text and say "Hey, I want to live in your neighborhood." And if you're an agent, you say hey, "I have a seller or a buyer that would like to buy you can skip the full 6% if you want to sell", so your script might change a little bit but I text everyone said skip Commissions, I'll buy at full retail. And within a day I have a house that they're gonna sell me.

Nathan Daniel: 29:25
There you go. Congrats, by the way.

Zack Booth: 29:28
Thank you. Yeah, my wife is like you're a freak. Like how did you find the house out fast? I was like, thank you. Thank you very much. You know, right. Yeah, I felt pretty confident. But But yeah, that the strategies are the same. It doesn't matter. It just depends on what you're trying to find.

Nathan Daniel: 29:40
Well, so and okay, so recapping what I just heard you say it was actually very simple. It's a very simple process. Yeah. It just takes you getting out there driving neighborhoods, tagging homes, and then cold.

Zack Booth: 29:55
And then that retail, the only thing I drove was to tag the 12 lots ran into every other parcel because it's a Google Maps image. And you can see each individual parcel, right. So once I got the Google Maps image, once I tagged the 12, I tagged the 12, and that was a separate list. And then I went in and just for my house, tagged the other ones really quick. So it was like a five minute drive to get to 12. And then I tagged the rest of my house, it did two different separate lists. And I cold called the one and I texted the other. But yeah, it's it's like I said, the our marketing strategy is pretty simple. You drive around, identify properties that fit whatever criteria you want, whether you're doing finding a retail deal for someone, whether you're flipping a house are wanting to find flips with your own, you know, or, rentals at portfolio or if you're trying to be a general wholesaler like me, right? You identify those properties, you tag them, deal machine does a lot of the heavy lifting and finding out and batch skip tracing of how to contact them. And then you reach out and see if they want to sell. They don't want to sell that don't push it. Right. You're not convincing anybody of anything. You're you're finding you're a deal finder, not a deal creator. Yeah, you don't have to be an amazing negotiator. You have to be kind. You have to build a relationship, you have to care about people and be a good communicator. But the last thing you want to do is sell people a catch up popsicle. Yeah, right. Nobody wants that.

Nathan Daniel: 31:17
Man. Well, I think that's so good. So what I'm taking away from today is two things. If you don't have a relationship, either with a wholesaler like I would recommend you start reaching out and building that relationship, because there may be potential listings there if you're an agent, but also, there could be deals that you could pass back and forth to one another and work start working together, right? Second thing is, keep it simple, and go out there. And if you're looking for listings right now, or looking for opportunities, either wholesaling and, or to potentially list properties. Use the tactics that Zack was talking about today. And just go drive out, drive the properties, tag them, get the information, and then pick up the phone, text them, call him and find the deals that are out there. And that's what it takes right now in today's market to succeed, whether you're an agent and or a wholesaler, so I love that.

Zack Booth: 32:12
Can I add one more quick thing? One thing that I see a huge mistake that agents make is they talk about how they have this fiduciary responsibility. And they think they're, really caring about people. And they kind of are self righteous, in my opinion, but they're actually not really trying to add a massive amount of value and serve people. For example, in today's market, you make more money with listings, because there's more buyers than sellers. So if you get a listing, dude, you're done, you've money in the bank, right? And so like, I don't want to work with buyers, because it's a pain in the ass. But if you can work find buyers, right? This is a strategy that I would use, I would find buyers. Because if you can find a buyer and find them a house, guess what, you're gonna make money, guaranteed. So you can easily find buyers, you say, "Tell me what neighborhoods and I will find you a house." You do the marketing, you hustle your ass off, you find the listing, you say, "Hey, guys, I've got a buyer that will buy your house. Do you have any interest in selling door knock cold call?" And then, you put them both together, you can get 4%, 6%, 7% on the deal. And you made it all happen because you hustled and you worked really hard, instead of just calling people "Hey, can I list your house? Hey, can I list your house?", it's like, you don't care about that person. You just want your commission, you just want to list the house, you're actually not there to help them. You're just worried about your paycheck?

Nathan Daniel: 33:29
Well, that's a very good point. And I know we've talked about this before on the show, and also in some trainings and stuff that we've done it but it's it's go out there and hustle and find it. But instead of having to do you know, 24 or 36 deals a year, what if you only had to do 12. And then you found 12 people a home that you sold? And you help them find a new place to live, right? Yep. And if you showed that same level of service to every customer moving forward, like what's your value, then like, you can't be matched.

Zack Booth: 33:58
you're you're then the agent that gets referred. Now this guy's amazing. "He found me a house in the neighborhood, there was nothing listed. And he went out and door knocks for me." You want a house, you got to call this guy because you're serving the needs of the current market system. What the economy's doing right, you're solving all the problems that your your buyers and sellers are having.

Nathan Daniel: 34:18
Yeah. Wow. Well, Zach, thank you so much for hopping on the show today and telling us all about what you do. So any last words of wisdom? If there was one thing that you could leave the audience with today? What would that be?

Zack Booth: 34:34
Invest in education. One of the biggest mistakes I made from the time I was young man is I tried to just hustle, and I had this limiting belief. I told myself all the time that I was dumb, so I had to hustle. And that might be kind of true. But I can read, write and I can listen to podcasts. And I can pay for mentors and I can learn right, I might not not be able to retain as well as I would like. I might not be able to test well at all, like embarrassingly bad, might not be able to remember names, I have some struggles. But my life changed when I finally was humble enough to learn from other people that have had success, and just duplicate the action steps that they were taking. And my life exploded, I've spent more on education from courses and coaches than I would on three college degrees at this point in the last five years, and it's completely changed my life books, podcast. So continue to invest in yourself. If you're listening to this podcast, I'm preaching to the choir, but continue to invest in yourself.

Nathan Daniel: 35:38
I love that. Well, everybody, we've been talking to Zach Booth with DFD mastery. Zach, thank you so much, again for being on the show today.

Zack Booth: 35:46
Of course. Thanks for having me. I appreciate it.

Nathan Daniel: 35:48
Yeah. Thank you for tuning in to this episode of the broker to broker real estate podcast. If you like what you heard, make sure you subscribe to the channel. For more information, tools and resources, go to www.brokertobrokerpodcast.com and always remember, be you and be real. We'll see on the next day.