Do you want to succeed in note investing? Here’s a step-by-step success plan for you. The first step is to time block your schedule. In this episode of Note Night in America, Scott Carson breaks down to his students the simple ways to outline what time you have available in your schedule and what activities to schedule. He also shares his best time-blocking tools, the need for Calendly.com, OctopusCRM.io, and a CRM to help you collect and communicate with your network. Do you want more tips on how to succeed in note investments? Tune in!
Listen to the podcast here:
Best Time-Blocking Tools And Your Success Plan For Note Investing With Student Guests
I thought it important to talk about this topic because I’ve been getting this question from many people. We had Note Camp, Note Weekend, quarterly workshop and we’ll talk about some of those later on. Many people are like, “I don’t know where to begin.” I know everybody struggles with this, “What do I do?” It can be a very overwhelming scene of writing things. God knows we have enough distractions out there. Somebody is having a problem finding whole notes. Here’s the thing, success is not going to be in that you’d find notes or funding. Those are critical parts of what you do. I want to go from the basic starting point whether you’re full-time or part-time.
Many people struggle. The reason I left Verizon before I got into banking, I was working 100% commission in sales and the freedom to make my own schedule strangled me. I didn’t know where to begin or what to do. I didn’t have that good mentor, coach and stuff like that. I didn’t know what to do on a daily habit. John says, “How do I do that?” We’ll talk about that later on here but you can get signed up by going to NoteUmbrella.com as a monthly thing. A lot of people struggle with freedom. Literally, I don’t know what to do.
Especially that many people have been stuck at home and it look like they are going to be at some long or longer. It’s like, “What the heck do I do?” What I wanted to start off with is going into that point and this will work even well for you guys that are full-time on here. Part-timers, you have to juggle in fit in your time around your schedule. Full-time, you got plenty of time but also that full-time can strangle you all because I often find to those full-time investors, they don’t control their schedule. They get their schedule controlled for them. What do I mean by that? They’re at the mercy of contractors or their phone calls. They don’t set specific guidelines. Here’s the big thing, people are not going to respect your time until you start respecting your time.
I don’t know about you guys but I haven’t taken lunch meetings in years. If somebody wants to meet with me in their local, they come by my office. I don’t go meet them for lunch, coffee or drinks unless it’s later in the evening, afternoon or something like that. I don’t go for lunch meetings especially breakfast meetings because it takes 30 minutes to 1 hour to get anywhere here in Austin. You have a 30 minutes to 1 hour break, lunch or breakfast but then you got another 30 minutes back. If they’re late, it delays things.
I’ve taken one meeting outside of my office in the last years. Everything else can be done via Zoom or phone call. It’s very easy. I’ve only taken one because I wanted to meet with the individual. That person was high up on my schedule and was the only time we met. I went to meet him at his location because he put him up here, on a pedestal. I had to meet with this kid. Everything else, though, if they’re at or below you, I don’t mean that in a negative when I’m talking about the experience or they’re coming. Make them come to you but also you have to set the schedule.
Daryl says, “I’d like full-time income working part-time.” I get it but you’ve got to put the work in. Most of you aren’t putting the work in. I don’t mean that in negative. Most of you are just trying to figure it out as you go. You have no path. You don’t have any type of plan. I want to start with the very first thing that helped me get to where I wanted to be because I was like many of you. I’m doing a little of this or that. I don’t have any control over what I was doing. We’re all like that. At some point, you have to focus and start doing things on a regular basis to find any type of success. Baker is a formula for success.
Let’s look at this. People get up in the morning. Dunkin’ Donuts or your local kolache shop like we have here in Texas, picking the blankets or dumps. If you get up a baker early in the morning, they do the same thing day in, day out. They set the butter out, get room temperatures, start mixing the flour with the milk and the yeast. They do it in a particular order. They get the fryer started so you can drop the donuts and cut them perfectly. They get the glaze. They have a recipe for success. The same thing with franchises. They do the same thing every morning. When I was in the restaurant industry in college, we’d get up, set up everything. In the morning, we made sure we had prepped.
We got the tables going and we’re ready to rock and roll. We made sure all the food was prepped and everything was set up clean. The tables are wiped down. All the salt shakers, everything was clean, fill and ready to rock roll at 11:00 AM for a restaurant. Especially for lunch and dinner. You don’t go around and say, “We’ll get the table set first at 6:00 AM then we’ll start prepping the food at 11:00 AM or 10:30 AM.” It doesn’t work that way. You have specific point steps you have to take so that things are ready to rock roll.
I’ve talked to people and the number one thing that I see people fail religiously on. I see this when I sit down and talk with people whether they’re in my one-on-one coaching or they’re going through our three-day workshop. You have to control your schedule and stick to a schedule to help you get and build those habits like going to the gym every day or getting up and stretching. Many of us get up and put coffee and then out the door. You have to start putting some of those habits in place. Sometimes, you just got to put them down on paper. What I wanted to do with you guys is go through that initial step by step to what you can do whether you’re full-time or part-time. We’re going to start there.
Full-timers, you can do this as well. What I want you to do is either pull out a piece of paper or open up an Excel spreadsheet on your laptop. We’ve done this before with our show. Let’s pull up what I had planned for you guys. One of the big tools that I like to use right off the bat is Calendly. This is a simple thing as I schedule my time. Any of you can book a 30-minute phone call with you but I don’t let you just book willy-nilly with me.
If you’re going to be setting appointments or talking to people, Calendly has got great service. This is my 30-minute meeting Calendly. You can pick it. You can pick anywhere from about 10:00 to 5:00, 10:00 to 4:00 or 11:00 to 5:00. It just varies throughout the week. This is one of the most important tools I will tell you revolutionized and helped me be much more successful in the last years is using the schedule. They book people in. You don’t talk with ScottCarson.com. People can book any 30 minutes spot that’s available but it works at my convenience. Not yours. No offense. You find a spot that works for your convenience. I plan this as one thing I look at every week, “What’s my schedule look like?” What do I need to block out?”
Often it blocks it out because it’s linked to my Outlook panel. If I have something else booked where I’m speaking, on an event or a show then it blocks it out for me. Calendly is one of the most important things. Maybe you’re like, “I don’t have appointments. I’m not that fancy yet. I don’t have a podcast. I’m not getting asked to book on podcasts.” That’s great. It’s totally fine. You can use it to set it up with asset managers, like fifteen-minute conversations with investors.
Here’s the point I want to make with you. If you aren’t setting appointments or talking with investors or bankers, you will be very soon if you follow my steps for success. That’s the reason I taught out with this that I don’t make anything off of this but this is one of the most important factors in the last years when we started.
It was many years ago when I started our show I worked for beyond 4:00 because we celebrate show here. What you should do, pull out a piece of paper, a pen or an Excel spreadsheet, I want you to just fill out. One of the most important things you can do is time block your schedule. If you want to have full-time success on part-time activities, you need to have a schedule. Most of you want full-time success in no time. No type of organization, continuous in and out marketing. Most of you aren’t even doing basic things that you need to be doing. It’s disappointing because this is not a hard business. It’s a hard business if you throw shit against the wall.
It’s a pretty easy business once you put systems and marketing in place and do things on a consistent basis. I love each and every one of you that’s on here, all of you can do what we’re talking about. If you’re working full-time, here’s the big thing, you have time in your spare time to get stuff done. Maybe you don’t have 40 hours a week but maybe at ten hours a week. Many people are like, “When would I do it?” Let’s look at your schedule and figure it out.
This is a tool that I’ve used in a variety of places. I was given something like this as a young kid, as a pool technician one summer out at Port World Condominiums in Port Aransas. They did and want to keep track of what I did every fifteen minutes. It’s important. Erin says, “I’m done throwing stuff at the wall.” That’s good. It’s time to organize your stuff against the wall. The first thing that you do is you put it in here all seven days out of the weekend. Let’s start filling in stuff that you have. If you got kids working full time, that’s going to be easier for us. If you don’t have kids, that’s totally great or your older kids are out, that’s totally fine too. How’s it going, Erin?
It’s just fabulous.
Where’s home for you?
Tell everybody else on the show, a little about yourself. Full-time or part-time investor? Do you have a full-time job? What’s Erin all about?
I am supposed to be a full-time investor. My business partner and I have a fix and flips. We got it socked to us during COVID. I’m with my tail between my legs. I’ve got to get out of it. When we first talked, it was just coming to a head.
I remember a conversation and you’re like a lot of people.
I can’t get organized. If I could show you my desk, you would be mortified but it’s exactly what you said. I’m desperate. I’m Uber, Lyft and Shipt shopping. You say something about it. I took a little bit of offense to it early on but then I was like, “If I’m going to keep doing investing, I’ve got to make the steps to do it.” You are right. I haven’t done what I need to do to get it done.
Let’s go through it here for you then. You’re working a couple of things, like many people out there. They’re working a job or they have a career or something like that. The first thing that I always like to do when I’m looking at a schedule is we have to figure out how much real time you have and then you have to plan your marketing strategies for deals, cashflow or whatever around your schedule. What are the times that you end up driving? We’ll just stick with Uber and go from there. What times do you drive in the mornings?
Early morning because I live in San Diego and its airport runs.
What time is that?
I start it sometimes at 6:00 in the morning and I’ll go until 9:00. At 9:00 I’m ready to go for investing.
I have to count it from 7:00 to 7:00 or 7:00 to 8:00 on here. Are you doing this 5 or 7 days a week? How often are you doing it?
I’m not organized. I’m not doing it all the time. I’m doing it 27 to 30 hours a week.
What days are you doing it?
I do it every day.
Monday through Sunday. Everybody, if you’ve got a schedule, a job, morning job after an all-day job, you would go in here and highlight, “7:00 AM I’m getting up,” but maybe for some of you that, “I don’t want to be at work until 9:00,” and you’ve got a short commute, maybe you would get up at 7:00 AM and work for one hour to do some of the marketing you are talking about. We’ll get that later on. For 7:00 and 9:00 for Erin, you will block that out because you’ll be doing all that stuff. You can’t do anything else. There will be times that you’d probably okay, “It dies out. I’m getting a lot of stuff. I’ll go home we’re going to do something,” but we’ll say that. Are you doing anything else in the afternoons? Are you doing the other time while you’re driving?
11:00 to 12:30, I’ll go and do prescription pickups three days a week. Monday, Wednesday, Friday.
We’ll block those out. What else do you have planned? What else are you doing throughout the week? Do you have kids? Do you need to pick kids up from school or anything like that?
It will come to that point here because I do have a kid starting back to real school.
Are you dropping them off in the morning? Are you picking them up or both?
Both. Drop-off is during that time that’s already blocked out and then pick up from 2:00 to 2:30, Monday through Friday.
We’ll block out Monday through Friday, 2:00 to 2:30. It’s pickup time. Do you take them home and then just drop them off at home and spend the time at home, snack, get them on their homework?
You say from 2:00 to 2:30 you pick up and then how far is the commute home?
How much time do you spend with them afterward? 30 minutes or 1 hour? Are we talking from 2:00 to 3:00?
The ride home. He’s a sixteen-year-old.
Are you driving in the evening?
I am. My normal drive time is 5:00 to 7:30. I do that maybe three days a week.
What days of the week do you do that?
Let’s say Monday, Wednesday, Friday. It varies but I’m going to just do this like you said.
This is a good starting point for you to figure it out. You’ll know which days you make more money. Do you drive on the weekends for that as well too or no?
In the evening time, I do. Usually, 5:00 to 9:00.
Saturday and Sunday both?
Yeah, let’s say Saturday and Sunday both just because that’s what I should be doing.
Anything else on there throughout the week? Do you have a church you go to on Sunday? Do you have any other organizations?
Yeah but it’s in that time so I’m good. My church is from 8:30 to 9:30. You could do that.
Do anything like weekly stuff with a family? Date night, Friday night or movie night?
No, it goes into all of that open time. Let’s just leave it as is.
Are there any times do you go to any local networking or Meetup groups in San Diego?
Yes. Once a month.
What day of the week is that?
That’s from 6:00 to 7:00 or was it at lunchtime?
It’s from 6:00 to 9:30. Leave it like that. It’s fine.
The reason we do this is you may want to put in here half of it may be, you may be split off one week out of the month. For so many guys in area that could go once a week to a networking group, like you’re in Austin or Dallas, San Diego has got the same thing, San Francisco once a week. It’s a weekly event. Maybe Tuesday, Wednesday, Thursday, it varies. We all have those months where there’s an event going on Saturday or Sunday, an expo or something like that attending to. Put that in there. Most of the time, Saturday and Sunday look like your free schedule for the most part. Let’s talk about what are you doing now. You’ve talked about fixing. What are you doing for marketing for deals? Anything, doing direct mail or call blitzes?
Robin and I started and we bought one of the lists. Capital is our problem now. We did the list buying through Donna Bauer. She gave us the guy’s name for the list. That was a shock to how much money it was going to cost us and the length of time. I was not prepared for that. For somebody who’s coming into this with not a lot of money, that marketing is very expensive when you don’t have the money in your pocket.
Are you talking about the what?
They’re the company that I use. Not just the post. It’s high quality. You end up having to buy 5,000 or 6,000 at a time. It turns out to be cheaper or in that way in bulk than it does try to piece together 50 or 100 printers and stuff like that. For the postage, you need to have a list big size because PostcardMania will do the mailing for you but you have at least 1,000 names, 1,000 addresses and stuff like that. Direct mail is very expensive. Let’s say no to direct mail. The only direct mail I do is to IRA investors. I don’t do any postcards out for out-of-state owners, owner finance notes or owner finance leads. The only direct mail I do is to IRA investors and we do that on a smaller list size. I’ll share some things with you here in a little bit. Now that we’ve got your schedule here, here’s what I highly would recommend that you do to start doing. You have a LinkedIn profile.
I’m awful with it because I’m also a pharmacy technician and I need to separate them out.
The second LinkedIn profile would be the biggest mistake that you do. I need you to believe me on this. Does the pharmacy that you worked for have a 401(k) for you?
No. I worked part-time and I’m not doing it. Hence the Uber or Lyft.
Why are we so worried about it then?
I haven’t changed it out. All of my connections with the pharmacy are still with them. I’m not going and getting a job actively with that.
I’m so glad you brought this up. Everybody in our warm circle past, present, LinkedIn is either a buyer, a seller or as you say, your biggest need is a funding source. You can go just change your LinkedIn profile into a real estate investor. Tweak up some things. LinkedIn is going to be one of the most important things here that you can do because some of the automated marketing we can do that doesn’t cost you much money can get started with LinkedIn without the direct mail costs. It’s much more affordable this way.
Go change your profile. It’s okay to put that you worked for a pharmacy before. That can work in your favor and actually can be a starting point that you can work with and talking to other pharmacies or pharmacists out there, dentists and doctors make money but they don’t have the time. Many of them don’t like what they do. Don’t be down on yourself. Realize that is a competitive advantage that you have over me, over anybody else because you’ve got that experience. You can talk that lingual in that language.
I already did the real estate investor but I’m not paying attention to it because I was going through a divorce. I was trying to keep all of this stuff secret from my ex-husband.
How long ago was that?
Many years. I just started LinkedIn as a real estate investor.
That’s great. You can leave the bullshit at the door. No excuses. Here’s something that everybody can do. What I would do is you could even do it while you’re sitting in your car, waiting on the rides to show up. How much time do you end up spending in between rides a lot of times in Uber?
Not a whole lot, surprisingly but I live in San Diego. Everybody visits here and wants to go somewhere.
When you get home, what I want you to do is you can go over to LinkedIn and get Octopus CRM. Why has that got to be dramatic?
I’ve heard this video on YouTube, the Octopus CRM. I don’t feel like I’m there. It’s like you might not feel like you need the Calendly yet. That’s what I feel like with this Octopus CRM.
You said something to me very specifically. You are there. The fact that you’re not spending time on there to go up there and send connections can help automate it for you and start connecting with you. You can go on to Octopus CRM. It’s $21 a month. Set it up and depending on the connections that you have, you can automate, reach out and send out invites to people. You can do a variety of different lists of investors in San Diego, California, pharmacists or other real estate investors.
You were in an area that is very rich when it comes to private capital. You have something else that works in your favor is that people in San Diego Southern California that have $50,000 to $100,000, $150,000, $200,000 or $300,000 don’t think they can buy anything. Everybody on here knows there are other deals out there that you can use that money in mezzanine, notes or whatever it might be to put it to work.
You can set up your marketing on LinkedIn to happen for you and then walk away and do something else but you just have to do it for a reason you haven’t done it. It hasn’t been a priority for you. This would be something that I recommend to everybody. Start the networking, start the spot and do it Monday through Friday. Do it first thing in the morning. It only takes you a couple of minutes.
You can import over different lists from LinkedIn into Octopus and start that little 50 to 100 connections per day. That’s where it all comes down. The number one thing that separates successful investors from those that struggle is building your list. This is the daily list-building thing that you can do. You might also put a flyer in your Uber, “I’m also a real estate investor. If you’re looking for deals, talk to me.”
Is this how you get your IRA investors?
I’m going to get to that in a minute here. You could go on there and search on LinkedIn self-directed IRA investor and find people all across the country by doing that. What you can also be doing with your schedule based on this Octopus CRM, you’ll be doing it through asset managers once a day. Pick a day. Asset managers will be like Tuesday, Wednesday, IRA investors could be Monday and Thursday then you look in real estate investors in California, San Diego or what are your other markets on Friday.
When you say asset manager, what do you mean?
In the note business, we look for special asset managers or secondary marketing managers. That’s our specific thing, we’re looking for note deals. When we’re looking for notes, we go directly to the banks. I don’t send out letters or postcards. It’s either on Octopus CRM and set it up where it’s an automatic connect or for those of you that have a late-night or work night, you could do that at night. Before Octopus was around, I would spend time Tuesday, Wednesday, Thursday night, if I’m sitting at home in a movie and I would send up to 100 direct connects on LinkedIn to the same thing, special asset managers and I would get lists sent to me.
That could be one thing that you can do after hours. If you work Monday through Friday, 9:00 to 5:00, that’s something you could do at 7:00, 8:00 or 9:00 at night or at midnight. There are times when I’ve done it before too. Another thing that you can be doing because we talked about investors looking for investor money is you could also jump on in the afternoons, let’s say 3:00, you could go to BiggerPockets. Do you have a BiggerPockets profile?
Get one. It’s free. There are a ton of investors on there. You can do this at any other time too. This is a side hustle thing you do when you’re not working. Erin’s got an inverted schedule here, which is okay, which works out perfectly. If you go over to BiggerPockets credit profile, it’s going to ask you what keywords do you want to follow. If I want to follow fix and flipping or notes, I’ll put notes in there. Mainly people on BiggerPockets, everybody will go out there and say, “I’ve got $50,000 to invest. What should I do? I’ve got $75,000. I’ve got $100,000 to invest. What should I do?” Literally, on the last workshop I did, in ten minutes we found twelve people that had anywhere from $75,000 to $200,000 to invest.
What do you do? You send connect, invite and then you reach out to them, “You might think about buying notes, investing in notes, partner with me or doing whatever.” When somebody sits there and tells you, “I got money. What should I do?” They’re inviting you to connect with them. We’ve raised a lot of capital that way. I would do that five days a week. It doesn’t take a little bit to do it. If you go up there for the first time then you can always log in every other day, see what conversations have popped up then reach out and answer those. It doesn’t take long to do it. When do you think you have the most amount of time where you’re in front of your laptop?
12:30 to 2:00 and then 2:30 to 5:00. Don’t get me wrong, I have plenty of time. I can change that schedule any way I see fit. That’s the beauty of being able to do this gig work versus sitting in a pharmacy for 8 hours a day and 5 days a week.
Here’s the point. You just need to set something up once and do it. The leaking things don’t help anybody. I say that for everybody out there. Here’s the thing about unlocking your schedule. You’re going to fail at it. You’re not going to be perfect at the weekend, week out. This is meant to be a guide to help you identify times and being focused.
When we put something on here to do it, you have to eliminate the distractions. Turn the TV and radio off. Be focused solely on that. Do that for 30 minutes. Not two hours straight because we all know your mind can only absorb what you’re asking is spanned. You are going to take the time to do this. I want you to start thinking of Mondays now as your money Mondays because this is where I would do recommend to you to go to the county clerk’s office in a county in San Diego and do a search for self-directed IRA investors.
You go on to the county recorder’s office. You can go to NETROnline. Every county across the country allows you to look at the recorder’s office and you do a search for uDirect, Equity Trust, Quest Trust. It’ll give you a full list of people who’ve used their IRA to purchase a property in the county that you’re doing the searching. If you’re investing in other counties, California won’t allow you to do this but other states will, where you go to the appraisal district. I could go here to Austin. I go to the County Appraisal District and type in equity trust request. It’ll show me 200 or 300 properties that are inside somebody’s self-directed IRA. About 75% of the time, they’ll give me the person’s name and their mailing address.
I can do it outside of California because I don’t only work in California.
You go to any county across the country for the most part but that’s what I would do. I would pull that list. In some states and others, you’re going to see a full list. What I don’t want you to do is worry, “I got 500 to send out.” I want you to focus on getting out 50 to 100 plain Jane letters to your IRA investors by Friday. You do that on the weekend and getting out Sunday. It hits their mailboxes Tuesday or Wednesday. It’s something simple. A one-page letter talking about your company, what you focus on, maybe put a couple of your past deals or cases in the front and back. We’re talking 50 to 100. The beautiful thing about sending a letter to a self-directed IRA investor is you know the property they bought.
You might want to mention that in the letter. If you’ve ever taken my three-day workshop, there’s a sample letter exactly in our manual that talks exactly what I said. I saw you bought the property of the main street with your IRA, “Was this for a real estate investment or some other things? If you’re not an investor, disregard the letter. If you are, maybe we should talk some more because you probably looking for some more deals and I’ve got access to deals or deals that need to be taken care of.” Something simple.
One letter, front and back, sent out, you will get a huge response rate to those letters, not like traditional direct mail where you only get a 1% to 4% response rate. This could even be something you take with you while you’re driving, as you’re waiting. Maybe you can stock a few envelopes while you’re driving. One of the things that you may want to do as well is look in the area as well. There may be a lunch networking event that you can attend in San Diego. There are usually a couple out there. You might want to jump on Meetups in the area.
I’ve got a few. I specifically knew that one on Wednesday night. We have different ones that we go to.
One thing that I did too and this is something, if you are new to an area, looking to meet with connections or people is to go to BNI.com. That’s the largest networking institution across the world. If you type in the city here, they’ll give you the full list of BNI groups that meet either in the morning, lunch or sometime in the afternoon.
What does BNI stand for?
Business Network International. What I did over a two-week period is I got up in the morning. I went to a BNI meeting in the morning and at lunch. I did that Monday, Tuesday, Wednesday, Thursday. It took me three weeks to have all fourteen. The beautiful thing is oftentimes when you go to these BNI groups, they’ll give you the roster of everybody that’s a member on a PDF or allow you every pass of their business cards. It’s a great way to build a nice database of professionals that are experienced in giving referrals and then you add those people to your database. That’s the next question I have for you. How often are you emailing out a database of yours? Any non-zero?
That’s most people. You need to start doing that because that’s how you build that private money river to getting people interested in what you’re doing. You don’t need to send it out daily. The best time to send an email out is for it to go out at 7:00 PM on Sunday night. Maybe you want to do it at 5:00 your time because it’s 8:00 Eastern, “Maybe we do this. Let’s do that.” Let’s say on Sunday your database is 5:00 PM. You may want to write that Friday afternoon. You may want to write your email and then preschedule it to go out.
It’s the same letter as you were speaking of before.
This is an email. This is not a letter. By investor contacts, these are people with business cards. You met them at an expo or in a networking event. I’m sure you probably have a shoebox full of business cards. You need to put those into a database. There are two types of email service providers I would recommend for you. One would be MailChimp. It’s pretty easy. The other one will be like Keap or Infusionsoft. We had Darin Adams on. Rhinos are great especially for Keap and for your CRM. When you send an email, you can see who opened it and see if they clicked on anything.
If you’re needing to raise capital, you’ve got to communicate. You’ve got to get the word out in front of people that you meet and people that your network. Let them know that you’re around. The biggest thing is to set up on a weekly basis so that it happens. Magic happens after the fifth email. You send one email out, you get a few responses but you’re not going to get people that take you seriously until they see you send emails on a regular basis they get to notice. That’s why we do this show for the last few years. That’s also why we send an email out almost every Sunday night because that’s when people are looking at their phones. They’re looking to see what’s going on next week.
They are starting to dread the Monday blues. You hit him with an email about something you’ve got going on that week. A meetup you’re going to, a deal you’re working on, a past deal or a future deal that you offer, “I’ve got a deal. If you’re interested or you want to put some of your lazy assets to work, let’s talk.” These do not need to be complicated emails. We’re talking less than twenty lines of text. That could be like 3 to 4 short paragraphs with a photo of it. You want to put your photo, smiling face on there somewhere at the bottom so people recognize you. You want the email to come from you, not your LLC but you got to start doing that on a weekly basis. If you’d rather not write an email then record a short 2, 3 or 5-minute video, include the video and send that out.
If you’re sitting in your car, you could very easily film some short videos on case studies, deals or things that come to your attention to what you’re working on this week. That’s a necessity. We’ve talked about LinkedIn and direct contacts. That’s LinkedIn and Octopus. We need to go back over to the different activities we have up here. You get your network events, growing LinkedIn, BiggerPockets going on there. Connected Investor is another website you go to and check out too. I would look at some Facebook groups. You’ve got some large Facebook investor groups in your area. You might even go in there and start, “Talk about a deal that you’re working on.” Do you have a deal that’s struggling or that you’re looking to move?
No. We’re almost done with our last fix and flip in Pennsylvania. That is my struggle.
Where in Pennsylvania?
Are you going to buy more stuff in Pittsburgh?
In the future?
Eventually, when I can get out of my funk of a man’s world. There are so many issues but I’ve got to lick my wounds a minute. That’s what I’ve done and now I’m moving forward.
Pittsburgh has a huge real estate Facebook group in there. I would take your deal that you’re finishing up there and advertise, “We’ve got a deal.”
We’ve already sold it. Now it’s just the permitting thing with the city.
Use the deal. Most people, “We got a deal so we’re not going to market it.” Continue to market the deal. That’s a case study. It’s a past deal, “Here’s the deal we just finished up and sold. If you’d like to be involved with more deals with us, reach out to us.” What you have to realize is that a deal that you did yesterday, 1 year ago or 2 years ago, you can use to raise capital for tomorrow.
This is our fifth deal in Pittsburgh.
You’ve got five deals you talk about in Pittsburgh. That’s phenomenal there. That could be the deal of the week that we did. That’s five weeks of emails right there. The point is that people don’t want to see ferry. People want to see solid stuff. You got five in Pittsburgh and other areas and stuff like that. Everybody out there, use them. You could reach out to local hard money lenders in the area to say, “I’ve got these types of deals in our hand. Would you approve them?”
Maybe like, “We would approve them.” Whenever I have to rehab a property, it’s the first place I go. I go to a hard money lender and I hear them say, “I got a deal,” because I don’t want to do fix and flips. I want notes deals. I’ll have a hard money lender, often pre-approve a project and then they’ll email that out to their database, say, “Here’s a deal that’s already pre-approved.”
They get it sold for me or find investors to take down the deal. Don’t be afraid to use past or present deals even if they’re not note deals or whatever you’re focused on. Use them because they show experience and it builds rapport with your audience to read about because people would much rather read about a deal versus in theory, “This is an actual deal. The numbers tell the story.”
If you don’t have a deal, you can always go to different websites up there like note websites, Paperstac or a few others out there. Take a look at what’s on their website and start acting as if you were going to take that asset down and start talking about the deal. Start doing due diligence out there. You’re not a note investor. Are you more of a fix and flipper?
We’re in a land entitlement deal in that last bit of Pittsburgh and then it’s going into notes. I’m trying to get my feet under me. I’m just trying to figure out what it is I’m going to do with notes. I know I don’t have any cash now. You overeducate and can’t pull the trigger.
You said this throughout and everybody picked it up but the fact that you are like, “I don’t have any investors,” that’s a mindset that many people have like, “I’m with my own money. I can’t go make offers. Why am I going to market for offers if I don’t have the money to write the check on the backend or fund it?”
I get that. We’ve all been there. What you have to do is you have to flip the script and realize you’ve got plenty of time. If the deal makes sense, you’re going to raise capital if you market. If it comes out of the marketing, it comes down to that basic stuff. Sending an email once a week, got to have a database to send to.
That means you got to spend some time on LinkedIn and other places to connect with people out there. That’s why we talked about the BiggerPockets, Octopus, LinkedIn, meetup and networking. Taking all those contacts, time and money that you spend to go to these places and meet these people, put them in a spot where you can send an email out to them once a week. What’s the worst thing they’re going to? Unsubscribe? “Thank you,” but you have to do that one basic thing. Send an email out and you got to start. LinkedIn is the easiest way to find investors in any market out there. That’s why it’s such a strong point.
You got to take the time, put it on your schedule, do it, stick to your schedule and fill in everything else. We go back to your schedule. If you were doing other things, you want to say, “I got to talk to contractors in Pittsburgh. Let’s do it between 11:00 at noon Pacific Time.” You do it when you have spots available. These spots that you have things down, we’ve talked about things. You got to stick to them. You might even want to put this on your wall, calendar or somewhere, “I got to do this for the next 30 minutes. Don’t interrupt me,” and go from there.
You’re welcome. Thanks for jumping on. I appreciate it. Somebody asked me, “What if you’re not good at email?” You have to practice. It’s like riding a bike. Many of us are walking. I hate to say that but it’s the truth. Sending an email doesn’t have to be complicated. It can be short and sweet, “I wanted to start letting you know about my journey and what we’re focused on.”
Erin’s first email to her database should sound something like this, “I hope you’re doing great. I want to keep you in the loop of what I’m doing. Many of you know that for the last years I’ve been active in pharmacists here in sunny, San Diego. Maybe you don’t know that I’ve also over the last couple of years, been an active real estate investor, buying different properties in different markets like Pittsburgh when I live in San Diego. It’s because I find better deals outside of the communist state of California. Here’s a couple of pictures. I’m going to be sending an email out once a week, just sharing my journey. If you’re interested in finding good deals or putting some of your lazy assets to work because there are some phenomenal deals in the distressed market, let’s talk and check out the video that I filmed on my latest flip in Pittsburgh.”
It’s something short, sweet, doesn’t have to be anything long. That’s the first email. The second email could be talking about another case study or, “Here’s another thing that we’re focused on with a crazy market. What happened last week? They extended the eviction moratorium. How does this affect real estate? It means there are going to be distressed assets out there because people aren’t paying their rent. The landlords can’t pay their mortgage. They’re not getting any rent. That means we’re going to see an increase in defaults, notes and some REOs in different areas. If you’d like to be kept up to date of what’s going on, feel free to connect with me and let’s talk. Pick a time at my schedule. We’ll be glad to talk with you for 15 to 30 minutes. I’d love to catch up.”
One thing that I did and still do is if I ever go to a networking event and expo, REIA, if I have a booth there we collect cards. I still use an Octopus every day to collect my database. I’m constantly adding people to the database so that when I get a business card in, the thing if I was at a Friday, Saturday Sunday event, I got cards Friday. I sent out an email Saturday morning or Friday night. The same thing, got cards Saturday, I send an email Saturday night or Sunday morning. The same thing, got cards on sunday. I send out an email to them individually then I’d follow up with an email on Tuesday to everybody that I met at that three-day expo to say, “I want to connect with you. You may want to check out my show, website or case studies.”
You all have value in what you do. Be you. You don’t have to try to replicate me but you have to do some of the same actions on a day in day out basis. If you go to a meetup group and you only meet four people, that’s four people more than you had to walk in. One thing that Erin might consider doing is you might want to check out a company called Exact Data. It is a list polling company that can pull lists of people that have an IRA that may not be self-directed but IRA investors, 401(k) or even professionals. You could pull up all the pharmacists, people that work in the pharmacy in California or San Diego County. That could be a direct mail campaign or a lot of times other email addresses that you put into it and send an email blast out to.
We’ve all got different things that we can do. It is just a matter of setting the schedule, blocking out what you got to do. If you’re working a part-time or full-time gig, that’s okay. Everybody has to do things. It does not mean you’re a failure. Do not think that for a minute. It means you are doing the things that you need to do to provide for your family. You should not ever be upset about that. Don’t give up on your dreams. That should burn a fire in your belly to do more with your spare time. I know when I failed as an entrepreneur initially, I had to go back and get a job. I was upset about that but it made me realize that I have to do the things that I do on a daily basis.
“I leave early in the morning and get home late. I’m not sure when I’ll have time to call people.” You don’t have to call people, Brendan. If you’re gone early and you get home late, you aren’t going to call anybody. What you can do is jump online. Use LinkedIn. You can jump on and connect with people that way and schedule phone calls during your breaks or what’s the best available for you. If you’re working a full-time job, early in life, you don’t have time to call. If Erin wanted to make some phone calls, she’s got some time in the afternoon, maybe in the morning to call me East Coast if she wants to do that. If you don’t, that’s okay. Leverage where everybody else is, leverage email, LinkedIn and get the word out that way.
This is the same thing we’ve talked about before. If somebody is a hard money lender, they want to be in the first lien position on title. A hard money lender is not going to fund a note purchase. They want to know the property. It’s not going to happen that way. What I want to share with you is what my calendar looks a little bit like. I’m going to plot it all out for you so you know exactly what I do. I’m sharing this with you so you have a bit of an idea of how I kind of approach each week. There are days that you are Helter Skelter. I didn’t get that stuff done but I get back on the horse the following day.
It was a rougher day. I was tired. I don’t know if I had too much sun. We’re going to the yard, grills and stuff. I was worn out but the thing that I had to do was with you guys. This motivated me to get up, get rocking and rolling, go through this and spend the time with you. The good thing is I had already pre-written emails that went out to you. I wrote them all so I didn’t have to worry about, “I got to get stopped.” I ran to my computer and send an email out.
I have VA’s that do stuff for me for the most part now in the Philippines but they communicate with me in the afternoons. We give them the stuff to do but here’s what my thing is. I get up in the morning. I’m not an early riser unless I have to be. My alarm goes off at 8:30. I’m up out of bed 9:00 or 9:15. It depends on what the day is but I’m usually in front of my laptop by 10:00 in the morning. By that means I’m not checking emails first thing in the morning. I don’t get into that, check my emails and let somebody else dictate to me. If it’s an emergency, they know to text me or something like that. The first thing I do is at 10:00 AM, I hit LinkedIn and start Octopus CRM every stinking day.
I had to go between 50 to 100 invites out to new. I have a variety of different lists. Asset managers, bankers, real estate investors in Texas and in California. A variety of different lists that it sends stuff through. I’m on that every morning at 10:00. It takes me less than five minutes to pull over another 1,000 names a day of a note investor to pull that into my database. It went out to 75 but that has helped me grow my database from 6,000 to 26,000 over the last couple of years I’ve been using it. Octopus CRM so well worth it. It gets conversations going. I had a guy reached out to me looking to buy some notes. A guy reached out to me who is looking to fund some deals. He’s got some private capital to some stuff.
You just have to work it and put stuff on there on a daily or weekly basis a little. My number one event each week most of the time is Monday night at 7:00 PM. What does that go into? It means I start preparing for Wednesday night. Next episode, I’m already preparing for it and I need to have it finalized by Wednesday or Thursday. I need to have my topic picked by Thursday at 2:30. Either I created or my VA creates my infographic.
My first email goes out by 3:00 on Friday afternoon. If it’s after 3:00, it’s a worthless email because nobody’s checking their email after 3:00 usually because they’re all busy about heading out of town or the weekend. It’s the lowest open rate after 3:00. I get it out by 3:00, 2:30 preferred. That goes out. I have an email that goes out again then I wrote same email. I replicate it to my audience. It goes out Sunday night. It says instead of next week here, “Join us Monday night.” This one may say tomorrow night with a different topic but the guts are still the same. Same thing come Monday morning, Note Night in America email.
The same email goes out Monday morning to those that didn’t open Sunday night’s email then I sent another email out an hour before, “It’s a one-hour reminder for you guys that we had an hour presentation tonight.” The big thing why do I send those out is because I want to connect with you. I want to talk with you, Erins or Johns. I want to see what’s going on. You guys are good about asking questions or communicating. Those are 6 things for 1 marketing piece. This will happen after this episode.
What I’ll do is the next day I’ll send an email out. You can see it on a replay. This goes out tomorrow at 12:00 or 12:30. I usually premier the video at 12:00 on Tuesday because that’s what YouTube tells me is when most people are watching my videos. That goes out and I have a day off from the show until Thursday or Friday. Here are the other things that I do. Every morning LinkedIn, Monday through Friday, don’t do it Saturday or Sunday. We look at the rest of my day here on Mondays. We have the email goes out and I have a spot on my calendar Monday through Friday to either be a guest on somebody’s podcast or to do an episode for my show.
We are starting a new series on the show. What are the things to be doing step by step and a topic each day going forward? We’ll probably do those live across the board on YouTube. We’ll probably do those live on Facebook and then upload them to YouTube the next day then they go on the show. That’s Monday through Friday. That’s what got my show to where it was. It’s time to get back to you on a weekly basis or daily basis. I also will talk to people in the morning. Sometimes I have appointments set to talk with bankers in the morning because bankers often prefer to talk first thing in the morning versus late in the afternoon then I also will listen in on Clubhouse.
I will spend some time on Clubhouse on a couple of rooms. I’ll see what rooms are rolling in the morning and see if it’s worth me jumping in, listening in and commenting or just doing my own thing. It all varies. That’s one thing. If you don’t have a podcast, maybe you should jump on Clubhouse and listen to it. We have videos that go live on YouTube every day. I had Note Camp. I’ve had videos go live every day at noon, Monday through Friday. This is a big marketing piece here for me, reaching out to those things.
Mondays and Wednesdays, I look at portfolios. What did I mean by that portfolio? I have my list of notes that we own. We service. Hazel just sent me the newest update the first week of the month. We’re going through that, “What needs to be sent out? Do we need to send any acceleration letters? Do we need to mail in any attorney letters to get them to take over to start foreclosing or evicting?” That took a bit of kick in the shins of doing that here but Hazel, “I need to get this. Did you get in a copy of the payment arrangement or the modification? We need to get those back in and scan.”
Tuesday and Thursday, those are emails that go out to asset managers. Tuesday at about 1:00 or Thursday. It rotates. Whichever one I do, I flipped the other 48 hours later two opposite times. If I do one in the morning, it goes in the afternoon later on. I just want to put them in there. I want to make sure and get asset emails out to those things. Friday, usually I’m submitting bids from stuff that comes in throughout the week or I’m reaching out to buyers, submitting bids. I’ve got some assets that we’re looking to move. You probably see some marketing emails or posts on some assets that we’re looking at. Mondays, usually in the afternoon, if I’m not talking with anybody between 2:00 and 5:00, I’m taking phone calls from people a lot of times.
I’m working with vendors, I’m talking with other investors or our one-on-one coaching students. I usually reserve the afternoons when we have our one-on-one spots for our coaching students. Those would fill in with that stuff. What I do is I’ll pull a self-directed IRA list and see if I can’t do them, put mail merge and then it will try to drop out cards or direct mail. If we’re doing direct mail out to people, we’ll send those out by that Friday. I dropped 46 pieces on Friday afternoon out. Many of you guys will be getting something like that. You’ve seen something that says, “Get emails.” This is a service that I use that when you have a website, I have a thing on my website that tracks IP addresses.
When people come to my website and they will take a look at their IP addresses, when somebody visits your website for the first time, it goes out and finds an email form. It’s cool. I don’t want to say stalking thing but it tracks. I had nine people come to my website whether from YouTube, Google, podcast or some search. I know what page they came to. I want to make sure and get an email out to those by 5:00 each day, Monday through Thursday. On Friday, by 3:00. Usually Friday, I’m wrapping about 3:30 to 4:00 most of the time, unless I’m teaching. I look at 5:00 for getting emails who came in and we sent an email out to those.
Sometimes it’s anywhere from 2 to 35 people visit a website. We’ll send either an individual email to them and then we’ll upload them into our CRM. The same thing comes Tuesday. I’ll take those that registered and upload them into Keap, add them to my database and on a regular basis, each week, 20% of those are registered from the show are brand new contacts on my database.
That’s how we’ve gone from growing from 0 to now having 60,000 in the regular investor database. I’ve got a whole bunch more that we filter in a little bit at a time. That’s an email that goes out and we test those usually Tuesday and Wednesday. I look at those in the afternoons, depending on my schedule, as those that have the emails of balanced media to get rid of or clean up our database.
This is my generic marketing calendar. There are days that don’t get done and then I make sure, “If I missed today, I’ll get back on track.” You have to give your guys some slack, like Erin. I guarantee there may be some days she’s driving later in the afternoon or earlier, depending on what’s going on. Life happens. You would get a phone call or you get a longer ride somewhere. It’s a hot time of the convention in town. If I was Erin every Friday, if I was driving Uber, I would be down by the Westchester Hyatt or the Marriott because there’s always conferences going on, people coming and going airport to there. That’s where I’d be hanging out.
That’s where I’ve always ordered an Uber in downtown, like a gas lamp district. Those days may run longer and nights may run a little longer too. Monday night, after some of my emails were out, I looked at my presentation. I know my presentation is about because I knew about it but I’ll tweak or edit my PowerPoint real fast and go from there. The reason I want to have my topic known by Wednesday, Thursday or the week before is that if it’s going to be a complicated topic, I need to make sure my presentation looks good. I knew that you’re going to do time-blocking and then these step-by-step things that you need to put in place.
I was like, “I’ll just go and put a couple of spreadsheets together, make it simple and visual for you all to see what I’m doing.” I block it all off there for you. This is something each and every one of you can do. Fill in the blanks and gaps. There are things I could do on here. In Austin, before the lockdown, I was meeting with my trainer Monday through Friday, 4 to 5 days a week. I would go and block out 12:00 to 1:00. That’s what I would do. Thomas would come to the office. We’d go down to the basement to the office or go to the gym in the office we would work out.
He put me through the ringers for 45 minutes and then I would go run home, shower and be back. It’s from 12:00 to 1:30 or I jumped in the shower there. I would block that a lot. If you’ve got time each day with your kids, you want to spend on it. I asked Erin about when she picks up her son. For the little ones, you probably want to make sure they get started so you had a plan an hour or an hour and a half when you working from home.
Here’s the biggest thing. If you find that your Monday through Friday, your 8:00 to 5:00, 8:00 to 6:00 or 7:00 to 7:00, it’s full of work and you’re not happy with it with and your spouse, you got to carve out some time. One of the biggest mistakes I’ve seen from some people is they don’t carve out time with a spouse. It led to divorces or hurt feelings because they’re coming home from work and then to go do another work real fast, another job or other things.
You got to spend some time. Tell your spouse or family members, “I’m not happy with what I’m doing. I’m going to spend some time after hours. Maybe it’s from 8:00 to 10:00 or 10:00 to midnight. I’m going to spend time with you. We’re going to have dinner, sit down but I got to spend it an hour to an hour and a half.” Your family will support you. If you told your family you’re going back to school to get a job, degree or do something else, they would support you. You’re going after-hours. Get them involved whether it’s stuffing letters, helping you with some searches or it’s helping you design something on Canva.
We’ve all got family members that have different strengths and weaknesses. There are always different things that we have going on. Maybe you need them to help you scan your cards in the card scanner to put them into your database. Get your kids and family involved so that they see the activities that you’re doing.
Maybe it’s the stuffing envelopes to raise capital for local IRA investors. That’s always a tangible thing at any age, for the most part. Make sure young kids should put the stamp on, “Can you help me with something?” Help them put your database together or with an email campaign and set up something. Don’t try to do this alone. That’s one of the things I know that many of you look forward to Monday night because it’s a chance for you to tap in.
Sometimes it may be the only thing you have that week to tap into your side hustle. I get it. I feel very blessed for everybody whether it was 1 person or 1,000 people in the show. I’m here for you. I know that going to meetup groups and things like that, maybe that’s what you have to do each week. Maybe you take your wife out or your spouse out maybe they’re interested in what you’re doing. Maybe like, “We’re going to go to this. We’re going to go grab dinner then I’m going to meet up group or something.” I know that a lot of people when they get their spouses or significant other ones involved, the spouse want to be involved.
If they love you, you’re important to them, they want to know what you’re working on. They just want to feel like they’re being involved and helping you along the way. That may be one of the things you want to sit down with them, “What do we have going on? What’s going on this week” Steph knows. Monday night, 7:00 PM. She knows I’ve got this going on.
She schedules our travel schedule around, “I’m making sure you’re somewhere going to be accurate for that class or whatever it might be.” She’s involved. She knows what she’s doing. She’s VP of Operations and doing other things too with what we got going on. We have to realize, communicate. what’s going on. If you’re struggling with something, don’t sit here and push it off. You can’t say, “I haven’t done something for four years.”
Maybe four weeks is the biggest or four days but you can’t use 4, 3 or 7 years excuse. You are all are smart, intelligent people out here. You all know what needs to be done. You got to market and do it consistently. You don’t want to send emails out? Don’t do send emails out but you got to jump on the social media networks and start doing it. You’re not going to be on social media then you got to send an email out. It’s either-or. It’s going to be better if you do both because you can use your videos as your email content in cases of sharing, which is what we do but you got to do something consistently.
It’s like going to the gym. You’re working that muscle. The biggest muscle on our bodies isn’t the bicep and the quad. It’s what lies the 4 to 6 inches between our ears. That’s the most powerful muscle you have. The more you use it, the better you’re going to get your marketing, the better you’re going to get at finding deals, raising capital, communicating and the stronger it’s going to get. You don’t get sucked into these, I don’t say pity parties but, “It’s me,” kind of mentality. The stronger your mind is here, it’ll get you through those Debbie Downers days. We’ve all had them. We’re all tired, worn out from the weekend. I’ve been there. You don’t want to be there. Don’t be there long. It’s okay if you feel like a bad day. Take a rest.
I took a nap. I was knocked out snoring on the couch for two hours roughly because I’m in the mud. I’m excited to be here with you guys. Your schedule, if you start getting a habit of doing these things, you will look forward to them, you won’t put them off. Most importantly, you’ll start seeing the success, those sprouts, growth of success sprouting up through the dirt and you’ll start feeling and seeing amazing things. You’ll start seeing growth and responses but you got to give it time. You got to take action and you got to do it consistently. That’s the step-by-step success plan for you. Map out your day, start plugging in things around your free time that you have available.
Go do it. Everybody has messy desks. Any entrepreneur has a messy desk. If an entrepreneur has a clean desk, it’s usually because they’re not doing anything. Organized offices often mean that they’re not having any type of business come to that. Don’t wait to do something, “I’ll wait until then.” Then is now. You cannot afford not to take action now. For all of you out there that have side hustles on the side, bravo to you because you’re taking action. You’re putting bacon on the table for your family, doing the things you need to do. These are the things you need to do around it. You can do things mostly from your phone these days. There are a variety of things.
If you ever want to question, “What can I do from my phone that we market?” When I’m now in front of my computer and I’ll give you a list of them to do. It’s very easy, short and sweet but effective. Erin, if you’re doing fix and flips in Pittsburgh and you live in San Diego, you don’t have an old brain. If you can do what we just gave you, I know that you can do it. A little bit of time, pick one thing and add it to your account. If you don’t know how it is, Google or YouTube it, “How do you set up your email?” You’re a smart person. You can do it. I know you can. It’s not that difficult. You just got to spend some time on it.
YouTube it. If we go to, “How to bake a cake? How to cook something?” We can do it, “How to get my email cooking?” Somebody asked around the questions about our monthly membership. Many of you guys have signed up for a workshop. I want to thank Erin for jumping in and being our guinea pig. It’s brave to do that. Thank you. I always love that. Thanks, everybody.
If you’re curious about tasks you can do, feel free to go to TalkWithScottCarson.com. Schedule a 30-minute phone call with me. Part of the WC and Crew membership is you get a 30-minute call with me. It is usually sometimes longer than 30. Sometimes it’s one hour but call with me, monthly. “What’s going on? What are you doing? What’s your focus?” Sometimes you just need a little gentle kick in the butt to keep things rocking and rolling. That’s included with that as well. We’ll see you next episode. Be safe. See you at the top.
- Octopus CRM
- Darin Adams – past episode
- Exact Data
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