From Dog Walker to $600 Million in Sales

But I also think that every single agent knows developers.

The question is, can you close one? Do you have the skill set? And do you also have an understanding of what they're looking for? Like a deep understanding? Because again, I think the way that I like to think about servicing my clients is am I doing what I would want if I were them, right? So a lot of agents, what they'll do once they meet a developer is they'll send crap.

Like

they'll send stuff that has liens and encumbrances that has no margin or is actually a loser of a project.

But they don't take the time and it doesn't take that long to underwrite something, even if it's back of the napkin math.

And at least say to a client, hey, I ran some of the numbers.

I know you want to perform within a 25 to 30 percent margin net.

You told me what your carry costs and your build costs are.

This seems like it pencils.

Do you want to see it? My clients open every one of my emails because I don't send a lot of them.

And when I do, they're meaningful.

Right.

So they're not a waste of time.

So I will say that as well.

I think everyone knows developers.

It's a question of are you actually going to put in the work to give them a value and a service that they're going to appreciate?

Put yourself in their shoes, which is such a key facet to life and certainly business, and you nailed it on the head.

And then again, create value for them.

Your credibility is your currency, right? So when you're reaching out to them, you're being super prepared and thoughtful with what you're offering.

Otherwise, they're not gonna listen anymore.

When you say sending them something that they're gonna find of interest, The only way to do that is step one is to have the conversation with the developer and say, hey, I'll work very hard to get a deal for you.

I need to know exactly what, you know, if you want to be fancy about it, you know.

uh developers or investors talk about a buy box and a buy box is just very simply like what is the criteria and and every developer has different criteria so what what are the things what exactly are you looking and you could frame it this way um what is a deal that if i brought it to you um what is the deal within reason that if I brought it to you, you would say yes.

And, and that, that's a, that's a, that's a good framing so that it's almost like the conditional close that we talk about, but it's a framing that, you know, and then, and then, and then the next thing you do is you get your, your pen and your paper out and you start writing it down.

Right.