Show Summary

So many real estate investors refer to themselves as “entrepreneurs”, but in reality, their businesses are so dependent upon their involvement that they’ve really just created a “job” for themselves. Todd Toback of Get It Done House Buyers and No Limits Real Estate Investing training and Podcast shares his story and tips for how real estate investors (newbies or veterans) can grow and take your business to a whole new level, and not let your personal bandwidth get in the way of growing your real estate investing business. Todd’s energy and inspiring stories will get you jazzed up to get out there and make it happen!

Highlights of this show

  • Meet Todd Toback, high volume real estate wholesaler and man behind No Limits Real Estate Investing.
  • Learn Todd’s story, and how one juicy deal at a young age was all it took to get the real estate bug.
  • Join the conversation with Todd about building a great team around your business, allowing you to scale up and truly achieve freedom.

Resources and Links from this show:

Listen to the Audio Version of this Episode

FlipNerd Show Transcript:

Mike: Welcome to the Flipnerd.com podcast. This is your host, Mike Handbright, and on this show I will introduce you to VIP’s in the real estate investment industry, as well as other interesting entrepreneurs whose story and experiences can help you take your businesses to the next level. We have three new shows each week, which are available in the iTunes store, or by visiting Flipnerd.com. So, without further ado, let’s get started.
Hey it’s Mike Handbright, back for another exciting Flipnerd VIP show. Today I have with me Todd Toback, who is an active real estate investor that kissed his corporate job goodbye and has built a lifestyle that enables him to do a lot of things with his family, on a lot of great things. He’s done some mentoring and coaching, but primarily focused on just growing his business and he’s growing like wildfire. So, before we get started with Todd, let’s take a moment to recognize our featured sponsors.

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We’d also like to thank National Real Estate Insurance Group, the nation’s leading provider of insurance to the residential real estate investor market. From individual properties to large scale investors, National Real Estate Insurance Group is ready to serve you.

Please note, the views and opinions expressed by the individuals in this program do not necessarily reflect those of FlipNerd.com or any of its partners, advertisers or affiliates. Please consult professionals before making any investment or tax decisions as real estate investing can be risky.

Mike: Hey Todd, welcome to the show.

Todd: How’s it going, Mike? Thanks for having me.

Mike: Good, good. yeah, thanks for being on. So, we got to talk a little bit before the show. Why don’t you tell everybody a little bit about your background. I know like me, there’s a lot of folks, I refer to myself as a corporate refugee, I don’t know if you ever refer to yourself as that, but I was in the corporate world and just one way or another realized that that is limiting you and dove into real estate and kind of went from there. Tell us the long version of that story, the longer version of that story.

Todd: Sure. Well, I think it goes back to everyone who’s in the corporate world, it can go back to either when they got out of high school or college, and all their friends, what are they doing? They’re going out and they’re like, ‘Hey, I just got a great new job and I’m making $35,000 a year, I’m making $50,000 a year’. And that sounded like a lot of money back then. I was like, wow, that sounds great. I remember I was going to school in Grand Rapids, Michigan at the time and there was about five feet of snow on the ground and I just had it. I had just graduated college, and I’m like, you know what, I’m going to California. So I took my ten year old Labrador retriever, I took me 1989 Mercury Cougar, $300 in my pocket and drove out to San Diego, California. I remember coming over the mountains of Colorado and coming into the desert of Arizona and California, and all of a sudden I saw the ocean coming over the mountains and I’m like, oh, that’s it. Freedom. I’m going to enjoy the sun, the sand and the surf and my life is going to be great. Just like it was when I was 18, 19, or 20, but now I’m going to enjoy this sun year round. I’m going to get a great job and life’s going to be great.

Mike: California dream.

Todd: In my mind. Well, a California dream, right? So I went and my plan was to get a job with a pharmaceutical company. So I got a job through a stroke of luck. I have no idea why they hired me, by the way. I had a C average.

Mike: Where are you from? By the way, are you from Michigan?

Todd: I’m from New York.

Mike: Okay, okay.

Todd: I’m from New York. But I had a C average and I came from a small Christian college called Calvin College, not that many people have heard of it. I got a job working for Pfizer, and the thing that i learned from this experience is that it doesn’t matter where you come from or your background. The way that I found that job was I used to hang around medical buildings and wait for the sales reps to come in and I was like, okay, I’m really looking to break into this industry, do you think that you can get me an interview with your manager? And so, I would say a stroke of good luck, but I guess it wasn’t, I got a job with one of the best pharmaceutical companies out there, which is Pfizer, at the time. And their big flagship drug was Viagra.

Mike: Yeah.

Todd: So I got this job and I’m like, yes, this is going to make me happy. It’s a lot of money that these guys make. They get a company car and the best insurance and they make close to $100,000 a year. If I do this, I’m going to be free. Wow, all my friends are going to be jealous and I’m living out in California. Well, about 6 months in, I was really excited and that excitement started to wear off. Where you’re just at a total low, and I mean, a lot of corporate refugees, I mean, this is probably pretty common, you’re like, is this all there is?

Mike: Yeah, is this as good as it gets?

Todd: Yeah. Is this as good as it gets? So, the first reaction that people have is, hey I just have to make more money. And that’s going to make me happy, right? You’re looking for a change, and that’s what I did. I met my boss for coffee, and by the way, he was awesome. A really, really nice guy and he taught me a lot about sales and dealing with people. But I said, ‘Hey, Derrick. I want a 50% raise’. And he was just like, ‘Hey, thanks for asking but that’s not how the corporate world works, it’s not happening and you’re showing a certain corporate immaturity to even expect that. It’s not going to happen. He said these words to me. He goes, ‘Should I continue to invest in you now that you know that this is the case?’

Mike: Yeah.

Todd: And I got in my car, I was a little depressed and I was like, ‘Ugh’. And the question burned in my mind. Am I wasting his time, am I wasting my time, where am I going? And I’m driving along the 101 freeway and out of the right hand corner of my eye I see a Barnes & Nobles bookstore about three lanes away from the exit. Pull over. So I pulled over three lanes and everyone’s honking their horns, honk, honk, they’re giving me the finger and I just walked into Barnes & Noble and I got sucked over to the real estate section, I picked up a book called ‘Multiple Streams of Income’. I have the original copy right here. I have the copy right here, this was it. And I remember actually it was signed by Robert Allen here, I decided to be . . .

Mike: Awesome.

Todd: But I was so excited and one of the things this book told me to do, I read this whole book in two days. I was so pumped. And one of the things it talked about was finding a motivated seller. And I didn’t know what I didn’t know, and I was like, great i can take on the world and I know everything, right? I went and it says find those out of state owners. And for all the newbies listening, one of the best ways to find motivated sellers is to find people who own property in your area who live out of state. And back then, there was no data sources where you could, you know, the computer. This was back in 1999 or 2000. Some of the counties were online, some of them weren’t. But in Santa Barbara, that’s where I was living, you actually go down and physically hand do it. So I went down there with some donuts and some bagels and I said to the lady at the front, ‘Hey, I’m looking for out of state owners who own property, how do I do it? So she brought these big old catalogs, and I wanted to target the condo complex that I was living in. So I wrote them all down and I found all the out of state owners and it had like 46 names. And I’m like, ‘Look at all these names, this is fantastic’.

Mike: Yeah.

Todd: 46 names.

Mike: You’re going to get half of them.

Todd: Oh, absolutely. I’m going to buy 12 houses from 46 names. By the way, if you’re new, we’re being very facetious.

Mike: Oh, yeah, yeah, yeah.

Todd: So I hand wrote 46 letters. And the envelopes, all I had at my house were the small envelopes, so I actually had to hand write them and then stuff them in there. Hand wrote them and put the stamp on there. And out of these 46 letters, I sat over these letters and I prayed over them. I was like, ‘God, please let there be a deal in there. Ask anything in your name and shall be given’. And I was so enthusiastic and I thought that I was going to get a deal. Well, lo and behold I got one phone call.

Mike: Yeah.

Todd: I got one phone call from a couple that lived in Bakersfield, California. This was their vacation home and they never used it, and they wanted to sell this. So they said, ‘We’ll meet you next weekend at the property’. So, I met them at the property and I didn’t know, again, what I didn’t know and I was really, really nervous and they said, ‘You look kind of young, can you afford to buy this property?’ And I’m like, ‘Um, yeah, I can up with the money’. And I just kind of faked it until I made it. I didn’t know how much of a discount that I needed. I just knew I’ve got to buy this house as low as possible. So they agreed to sell me the house for $285,000. We didn’t even write up a contract, we agreed to it verbally. And then we just kind of set back this letter intent on my word processor at the time. We opened escrow. And I knew the property was worth at least $100,000 more than that. So I started calling up everybody I knew. By the way, I didn’t what sailing was at the time, and I didn’t even know you could lock up the property without closing, so I was actually looking for the money for this property. So I called my dad and he said no. I called up my brothers, they said no. My friends and other family said no. And finally, I got my brother in law. He said, ‘I’ll do it.’ So he went and he put 20% down, got a traditional bank loan, we bought the property. While we were in escrow, we were selling it.

Mike: Yep.

Todd: They were people who really, really, wanted the property and there was a war on it. We sold it for $379,000 three days after we closed. It was a thirty day escrow on that. Basically, long story short, I made $40,000 on my first transaction. And my brother made $40,000. And I’m like, whoa, I’m never going back. I’m never going back. But here was the problem, and we’re going to get into this later, that $40,000 was awesome. But my corporate job actually made me soft. I still had that salary coming so I wasn’t hungry. So it took another five years after that for me to quit my job, for me to realize, wow, this is not what i want to do. I’m wasting my life. And finally, when I was sick and tired of being sick and tired, that’s when I made the move and became a full time real estate investor. So, that’s the long story short of how I broke out of corporate America.

Mike: Yeah, yeah. And a lot of folks, we talked about this a little bit before we started, is there’s a lot of folks who have an interest in real estate investing, but they never even took it as far as you took it. They never get out of the gate. They’re the armchair type folks who are like, you know, I really want to do this. Or I really dislike my job. And it’s such a shame that they never make that move when the opportunity is there. And there’s some folks that, much like your experience, have a bad experience on their first deal. They overpay for it, they don’t know what they don’t know, and they somehow lose money on it and then they say, I’m never going to do that again. All those people that say there’s an opportunity to live this incredible lifestyle, or not have to work for the man, for a big company or even a small company, and they just delete that opportunity from their mind because they lost on their first try and now this is not what everybody says it is or it can’t be that way.

Todd: Right.

Mike: So what do you think differentiates you and some other successful people you know and even, obviously you’ve mentored some folks, too. What differentiates the people that do get out of the gate and do make something out of this from the folks that never really do?

Todd: One word. Hunger.

Mike: Yeah.

Todd: Hunger. I don’t really do coaching anymore, the real estate business is going crazy. But I’ve coached people in the corporate environment who were making $10, 15, 20,000 a month. And I’m like, ‘Oh great, this person has money for marketing. They’re interested, they’ve got some sales experience, they’re going to do really, really well.’ And then I’ve coached other people with like no money, no resources, no network and nothing. And I’ve seen many times, most of the time, a lot of those people do better than the people with a few bucks in their pocket. Because they’re nice salary is making them nice and kush. Right?

Mike: Yeah.

Todd: Let me tell you a quick story. Well, two stories. I had this guy Michael call me one time and he called me, he’s like, ‘I want your course’. Now, I used to be into lease options a long, long time ago. We love wholesaling now, but I used to have the lease option course. He called me and he goes, ‘I want the least o- [inaudible 13:38]. I’m really, really hungry. I’m living in my car and I have no money. Like, I have to make this happen.’ And I said, okay, I think I’ll sell it for like $600 or something like that, and he’s like, ‘But I don’t have the money for your course, either. I have 200 bucks and will you let me make payments?’ I said sure. So he sends me the money order for $200 and he says, ‘I’m going to send the other $200 in a couple of months’. And I think, there’s no way I’m getting this money back. He’s not going to pay me the two payments and I’m probably never going to hear from him again, right? Well, anyway, in six days, he calls me later and he’s like, ‘I got my first deal under contract’. Boom. He made like $6,000 on this lease option. And then he did another deal and another deal and another deal and another deal, and this guy was hungry. And he made it happen. I got the $200 money orders, paid off the course, and he became a raving fan of the business.

Mike: That’s awesome.

Todd: And it was just that [Inaudible 14:40], and he just wanted a change versus people who sometimes, they think they want it. They like the idea of becoming a real estate investor, but they’re not willing to go through what Seth Goden, there’s a great book called “The Dip”. Have you heard of it?

Mike: I’m familiar with it, I haven’t read that one. I actually just ordered a Seth Goden book today. But that’s not the one.

Todd: Okay, well. Like, a lot of people are listening, like someone is listening to this podcast now and they’re so excited. They’re like, ‘I’m going to do this and this is great. I want to make seven figures a year or middle six figures, whatever that is, right? $100,000 a year. And they’re at their seminar and they’re really, really excited. And what happens is maybe there’s a roadblock, or maybe a friend tells them, ‘You shouldn’t do that’. And now they’re at that dip, it’s a roller coaster. Most people will never come out of that dip to get over the hump. But once they get over that hump, that momentum is going to take them forever.

Mike: Right.

Todd: But they can never get past that dip, that different round of [Inaudible 15:42] signs they didn’t put out, or the mailer that they didn’t get the response that they thought they would. Or a competitor is stealing a deal. Or maybe that initial fear of sending out your first thousand post cards. They never got past that. So, I think that’s the biggest thing. Number one, is fear, inaction. But two is the hunger. They’re missing that hunger. And i would say that only a small portion of people have that. Right now, we have sales team who locks up deals for us. And I have a little pact that I decided I was going to do. And for the second interview, I made people show up at 4:00 in the morning. Guess how many people I’ve gotten to get to show up at 4:00 in the morning?

Mike: Probably very few.

Todd: Zero so far. [Inaudible 16:38] real estate, right? And I’m thinking there’s go to be somebody. And so, this is something that we’re just trying and seeing if we can’t pull anybody out, but for now, what we’re looking for in our organization is, I don’t care where you’re from, what your education level is, how good you think you care. Show me, right? Don’t tell me.

Mike: Yeah, I use a different word when I talk to, I mentor and coach a lot of folks and I often use the word hustle. Hustle business. And one of the challenges is that so many real estate gurus and folks that make their living selling education rather than actually doing, they make it sound like it’s too easy. You just have to decide to do it, and then you can go to the beach and collect shells and you never really have to work that hard. It doesn’t work that way for me. I’ve always had to hustle, and this is one of those businesses that you could make a lot of money on that one deal, but that deal’s done, you’ve got to go do it again. It’s not, you have to just keep hustling. You can build processes and systems and things like that to kind of expand, but in the beginning, you’ve got to be willing to roll up your sleeves and work hard.

Todd: Yeah, I would agree with that. The word that we use around our office too is sense of urgency. Right? Sense of urgency. So, for me, Mike, and let me say this, I haven’t met with a seller in two years. I don’t really meet with our cash buyers to sell them properties, our team does that, but I’ll go out for coffee sometimes with these guys. But somebody is hustling in our office. Whether it’s someone on our team, and so you’re not going to start out, either, by having other people run your company for you. When you’re first getting started, you’re right. you’re going to get those calls in and get on the phone and work it. And pound the phone and pound the phone. And someone’s hungry, get out there today. Don’t be like, ‘Yeah, I’m available on Thursday’ if it’s a Monday. You got to attack it. And so, that’s like a gut instinct, and you have it. I can tell just by what you’re talking about. Hey, there’s real money on the line and you’ve got to go and get it.

Mike: Yep. Absolutely. So talk a little bit about your business. I know you’ve primarily been operating in San Diego and now you’re taking over the world. So talk a little bit about how you’ve expanded, talk about the early days and then how you’ve been able to grow that because one of the challenges that all small business have is finding good people. You just talked about it a little bit, but finding good people. And find people, I’d say, in this business is tricky. When it comes to sales guys and folks like that because sometimes they invariably start to think, ‘Well what do I need to work for him for? Why can’t I just do this myself’. So talk a little bit about building of team with those issues.

Todd: Okay. Well let me talk about what I used to be. I used to be [Inaudible 19:38] mess. [Inaudible 19:41] where, Robert Grand had this great course. He’s got this three part system where it’s like, you’re the rehab person, you’re the wholesaling person, you’re the resale person or you’re the option person and all this other stuff. And then you also do rentals. And that’s the person I was. You name the deal and I would do it. Right? Well when you do this, your business is like a huge cluster and you have all these things going and you can’t really hire and train people because there’s too many processes and too many variables. And one day I had a coach and he was like, ‘Write down all your streams of income on the wall’. And I wrote down them all, and we wrote down the revenue and the hours that it took, and he’s like, ‘What’s that one? What’s that one right there?’ And I’m like, ‘That’s wholesaling’. And he’s like, ‘Well that generates a lot of revenue, and it looks really easy, it’s the simplest. Why don’t you just do that and get rid of everything else?’

Mike: Yeah.

Todd: And I’m like, no I don’t want to let go of these streams of income. I didn’t want to do it. He’s like, ‘Do it’. And I was paying him money to coach me and he was like, ‘Do it. Trust me.’ He goes, ‘You’ll be able to hire people, you’ll be able to train them. You’ll be able to laser focus on what you’re trying to do’. And I did it. And it was scary. Best decision I ever made. Best decision I ever made. Because now I become, from being a real estate investor to really just focusing on marketing. And I knew that if I could hire a salesperson and a team and let them have unlimited income, right, and say, okay look. If a house is worth x, we can pay x. And that’s it. Gave them the script, and we’re coming with cash offers. And I know we’re leaving money on the table, but I’ve simplified the process. My mind is clear. My sales team is clear. I can create easy processes that will fit on one sheet of paper.

Mike: You’re saying that you’re leaving money on the table in what way? Because you’re not considering retailing and . . . .

Todd: Right, I’m not doing, like a lease option anymore. Or I’m not doing rentals and anything like that. I’m not doing owner financing deals where . . .

Mike: . . . you could potentially pay a little bit more for a house, you’re saying.

Todd: Pay a little bit more for a house, right. But then I’ll have to have a whole new process of selling that property. And it’s so much harder to train someone in what I do, because I knew that my goal for my lifestyle, I have four kids. And I started doing this right before I had my fourth kid, where I’m like, lifestyle is more important than the business. So I have to simplify by hiring other people. And to hire other people and to have them, especially with sales people, you have to get them making money within the first 30 to 60 days. And if not, you’re going to lose them.

Mike: Yeah.

Todd: So, for me, that was really, really important, was just to simplify that process. To know that I can hire somebody to help me with the business.

Mike: Yeah.

Todd: And so, that’s what we did. So we were near 250, at two, two and half years ago, but I was working like a dog. My wife wasn’t pleased with me and I wasn’t pleased with my business, and I’m like, well I might as well go and get a sales job because I can make this much selling but not take it home every night. And that’s when I had to decide to maek the change. well now, our wholesaling business is a couple million and I’m working about 20% as much.

Mike: Yeah, that’s awesome.

Todd: So that’s the first thing. Thinking about simplifying your business by subtraction. And a lot of guys may think, like, for me, I had to let go of my ego. Well, wholesalers is just the beginner’s game. And a lot of people think that. That’s okay. We flip hamburgers and we love it. That’s the biggest thing. The second thing, I would say, is [Inaudible 23:44], where I could take over. And you’re like, why does this person need me. Or why should I work for this person? Well, the biggest thing is your leadership means a lot. Right? So A, you’re doing marketing because you should be doing marketing for your team. If you’re not, maybe you’re not offering enough value. Two, you need to provide excellent training. The worst thing you could ever do is hire a salesperson and say, ‘Okay, great. Here’s some calls, go lock up a deal.’ That’s a huge mistake and I’ve been guilty of it. It’s a great way to, it’d called orphaning a sales person, where you’re like, ‘Hey guys, welcome to the team. Here’s our database. Make some phone calls, kill it’. And that doesn’t work. You have to have a specific on-boarding process where you’re working with a sales person, you’re role playing every day, you’re teaching them how to use the internet every single day. And you’re going back and forth and back and forth and back and forth. And that training is real benefit to them. So A, lead, B, training. C is, I would also consider hiring two to three people at a time. In the sales arena, if you’re providing leads, you can hire people 100% commission because you’re offering so much value. Now, if you’re not offering value through A, marketing and B, a training program, you have to re- think why are they going to come work for you?

Mike: Right.

Todd: That’s the big mistake I made was, when I first hired one of our first team members, I had like a picnic table, right? And there was, I brought it from home into my office, with like, a little barbecue sauce on it. And now, my sales rep came in and he’s sitting, we call it the barbecue table, we joked around, and I’m like, how is this guy going to take me seriously? [Inaudible 25:43], through some miracle Brian stayed with me. And he’s helped us grow and he’s loving the processes and training. But you have to ask yourself, who am I? And what is my company that I’m going to attract people and offer them enough value so that they can do better here than someplace else?

Mike: Right, right. And I know you’re operating in a different market, so do you have boots on the ground in those markets or are you trying to do it all centrally?

Todd: No, so, in San Diego, we noticed that we were doing about 35% of our sales right over the telephone. So we’re like, okay, why can’t we do 100% of the deals over the telephone in the other markets?

Mike: So without actually seeing the house, you’re saying.

Todd: Right. Without seeing the house. Now, we’re going to be pretty aggressive in what we can offer for the property. We’re going [Inaudible 26:27], so we’re not rehabbing. So we can afford to make mistakes without losing our shirt. So after we lock up the property you can send someone out there on the ground to go take pictures of the property so that you can then proceed to sell it to one of your cash buyers. So eventually, we’re going to have someone go out to the property. It doesn’t have to be you, but it will have to be someone on the ground there, or a company who can go out and do it. And there’s a lot of different companies who will go out and take pictures of your property for you.

Mike: So if you find out . . .

Todd: There’s a company called, if you want to . . .

Mike: Go ahead.

Todd: There’s a company called WeGoLook.com, who will go and take a look at pictures and take pictures of your properties for you.

Mike: That’s interesting. So if you go out and it turns out that the rehab is much worse than you estimated, or whatever, do you try to go back to the table and negotiate or try to terminate the contract, or . . .

Todd: Yeah. Go back and renegotiate.

Mike: Yeah. Yep. Cool. So talk about, you know, one of the things we talked about a little bit before we started today was the just lifestyle. And you’ve got a whole herd of kids in your house, and I didn’t realize how you might be missing out on things if you’re working too hard. Talk about the balance between having a successful business and having a successful lifestyle, and kind of having that balance. Something I struggle with, in all honesty.

Todd: Yeah, it is. So, I have a good friend, Joe McHall. Do you know Joe McHall?

Mike: I don’t think so. The name sounds familiar, but . . .

Todd: He has another podcast, and he’s another real estate investor friend of mine. And to my knowledge, his real estate business isn’t as big as mine, but the coolest thing about Joe, and the thing I loved about him is that we’re speaking sometimes about business and he’ll hang up, like, mid-sentence. Like, ‘I got to go, I got to go. I’m with my kids and I’m doing this or I’m doing that’. And he’s always like, ‘Oh, I’m sorry I had to go I was with my kids and my wife’, or something like that. And I really have always admired that about Joe, he’s always got his priorities straight. It doesn’t matter what’s going on, but his family is his focus. And so one thing I’ve learned about me is that the more money that I make the more money I want to [Inaudible 28:51]. There’s no amount of money that’s like the end all, like I’ve arrived.

Mike: Right, right.

Todd: I’ve arrived, right. It’s just not going to happen. So, the one thing I’m really working on right now is, we have a team who runs the business, but we’re also just taking a lot of time of really, really enjoying the benefits of the business. So if you’re making $100,000 from the business, it’s like, enjoy that. That’s a lot of money.

Mike: Right.

Todd: Right. And now, something that we’ve done is we take eight to ten weeks of vacation every year. We put it in the calendar and we block it out. Even if we don’t know where we’re going, we just put it out in the calendar and we’re gone. Eight to ten weeks.

Mike: That’s awesome.

Todd: Even if it’s a stay-cation. And that’s something that we really, really, really enjoy that we do. So for me , that’s one thing. And then, what I’ll do is every fourth week that we’re not on vacation, I’ll make sure that I’m home from the office no later than 3 p.m.

Mike: That’s cool.

Todd: That entire week.

Mike: That’s great, that’s great. I’d like to try that. I’d like to try that. It’s always interesting hearing, I think of a lot of things that I want to do, personally. But then, it’s time to go and I’m like, I still haven’t finished this, and I haven’t talked to that guy. I haven’t done this. There’s always, it never ends. It never ends. My list is never complete, which I’m sure yours is the same way.

Todd: It’s not. There’s a great book, by the way, a great book you should read. Have you heard of The One Thing by Gary Keller?

Mike: Yeah.

Todd: Yeah. Well my good friend Zack and Tamara Peterson, they’re from our church. I picked it up and it talks about, look, if you just focus on the most important thing that would make a huge difference in your life and your business, what would your business look like?

Mike: Right.

Todd: Right. This is different for everybody, so if you’re brand new, you’re one thing is probably calling up the post card company or letter company and sending out letters and then getting on the phone and talking to sellers. That’s your most important thing. Not setting up an LLC, not going to REA meetings, not ordering your business cards. Just getting on the phone. Once your business matures, it’s about hiring and training people. So my one thing right now is hiring and training the best talent. And that’s it. That’s the only thing that I should be doing. And everything else is inconsequential. Because I shouldn’t be doing anything else.

Mike: Yeah.

Todd: It’s just hiring and training. And once you do that, it just helps to block everything else out a ton. And clear your mind. So I’ve had a lot of opportunities to do things. I have a lot of people ask me about mentoring or coaching and I’m like, I can’t. And they’ve offered to pay me a lot of money. But it’s not part of my one thing right now. And even though someone would pay a lot of money for that, still I have to return a phone call in an expeditious manner, or an email in an expeditious manner. It’s that one thing that can clog you. Or your brain. That once contract that you have to speak with. So I ask everybody, if you’re in your business, to think about that one thing. For me, again, if you own a business, hiring and training those right people is probably a universal answer for a lot of people.

Mike: Right, right. Yep.

Todd: To do that. And so, I’ve been really happy with the results so far.

Mike: Yeah. That’s awesome. Good tips in there. The one challenge that a lot of folks have is just actually doing what is that they know in their heart that they need to do.

Todd: Yeah. If you’re new, I can tell you right now that that one thing is just ordering some letters or postcards, or bannett signs and getting on the phone. Nothing else matters. Not more education, not cards, not whatever it is you think you need to do. It’s not it. And whatever guru course you bought, they’re great. Most of them are really good. Use the course. Don’t try to sit here and re-write it or anything like that. Just send it out and make the thing happen.

Mike: Yep, yep awesome. So tell us how folks can find out about your podcast and obviously, the same named website as well. If they want to learn more, follow along, hear some more of your stories and some more of your lessons on how to be more efficient, or how to be more successful in business.

Todd: So sure, check out [Inaudible 33:20] realestateinvesting.com. NoLimitsRealEstateInvesting.com. That’s our website. And our podcast is the same on iTunes. If you head on over to our website, get the MAP I give away. It’s call the No Limits Wholesaling Map, Massive Action Plan. And in that plan, I talk about how to go from dealing your first deal or no deals, starting with nothing, to scale up your business up to seven figures in six months or less. Now, obviously, most people won’t scale their business that fast. But it will give you the plan to do that. And your road to be able to scratch and claw your way to first deal. And then do a few more and get some more capital, invest it, and then hire some more people. And so the question is, I’m in a challenge, no matter what I say or do, or Mike says or do, there’s going to be a small portion of you who are hungry enough to make it happen.

Mike: Yep.

Todd: Right, so whoever is the most hungry is going to go that site right now, they’re going to download it and they’re going to pull a list and they’re going to mail out to a motivated seller.

Mike: Yep.

Todd: And they’re going to listen to, probably, every one of Mike’s podcasts, every one of my podcasts on the way to work and just crush it. So, that’s where you guys can find out more about me and I would love to hear from you, and that’s pretty much it, Mike.

Mike: Awesome, Todd. Well, hey, I appreciate you being on the show. I appreciate your story here and kind of how you went from a corporate schlep to a real estate mogul.

Todd: Can I give you a quick compliment, Mike?

Mike: Uh, sure.

Todd: So, all the listeners here, I can tell, Mike loves processes. He’s successful for a reason. When Mike booked me for an interview, I got an email from his assistant with like this eight process thing of what I needed to do next. And I was like, ‘Oh my gosh if this is not done’. They’re like, [Inaudible 35:12]. Then another link to something on how to make sure the quality of our video was really, really good. And meanwhile, that was working for you while you were sleeping. Right? And I really, really enjoyed that. And so the reason why Mike, and I’m sure you have this in your business, is successful, is no accident. And you have that picture of the FlipNerd in your background. It’s just another layer of branding and professionalism that you’ve added to your business. So, I just want to compliment you, I think that was really great.

Mike: Well, I appreciate the opportunity to get to know you a little bit better, and there’s no doubt that you know what we’re trying to do here on the show, which I kind of told you beforehand, is just really provide some education and knowledge to the world and get a chance to meet awesome people with great stories like you, that will openly share your story and tips on how to be successful and stuff like this. There’s a lot of folks out there and I’m blessed to have folks and be meeting folks that want to share their story and I believe in karma, so I know it all comes back around one way or another for everybody, so . . .

Todd: Very cool.

Mike: . . . that’s what we’re doing. Well I appreciate you, and all the links that we talked about, we’ll have those below the video for anybody that wants to find you. And I definitely encourage everybody to go check out Todd and learn more about what he’s got going on, because he’s got some great stuff going on. Thanks, Todd, I appreciate your time today.

Todd: Thank you so much, Mike.

Mike: Alright. Talk to you later. Bye.

Todd: Bye-bye.

[RECORDING: Thanks for joining us on today’s Flipnerd.com podcast. To listen to more of our shows and hear from incredible guests, please access all of our podcasts in our iTunes store. You can also watch the video version of our shows by visiting us at Flipnerd.com.]