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Justin: All right, Science Flipping podcast listeners, as always in this episode is brought to you by Rocketly.ai. If you’re looking for a seller, lead generating system that has automation in AI Bot and has sellers coming to you, then Rocketly.ai is your choice. Make sure you head over to the website, fill out an application and schedule a demo now to see the power of Rocketly.ai. What is up? Science Flipping family, you are back to another episode of the Science Flipping podcast. I have a very special guest here. He’s a local Miamian, Mr. Esteban. Andrade is here. What is up Brother?
Esteban: Wow. Man, I love the energy.
Justin: Come out let’s go. Science of Flipping this one’s getting me fired up. You have done a very good job coming into the real estate investing space and building some incredible service companies. You are a part of many masterminds. You have connected really well with people, and you offer services that I think everyone on this episode needs to understand, the services themselves, but then how they can be utilized within the real estate investing space. Who would want them? Why they would use them? These companies have made a massive difference for a lot of people in the space and in the masterminds that we’re a part of. I know because I’m in the same masterminds. So let’s talk, first and foremost, your experience starting these companies. Why did you start companies like remote Latinos or Hessel media? Why do all that?
Esteban: Dude, you know what? Man, when I started in this space, I started wholesaling my way to door knocking, going to auctions and doing all this traditional things that people do in order to generate more opportunities of market deals. And I sometimes also would just do the driving for dollars in Detroit. There’s a lot of opportunity there. So it’s very visual. But then I realized too like and quote and quote I’m someone that want to leverage myself with. I’m let’s call it. I’m a light, lazy entrepreneur, but I’m not really lazy.
Justin: I think everyone’s really, I mean, at the heart of it, if you don’t have to work and have all the money you can afford don’t want to work per se (Yeah), but you are not lazy. I know that for sure.
Esteban: I’m not lazy. However, if I were to think of myself like if I can get five times the output by doing the same amount of input and just leverage something right? Have some sort of lever where I put in this amount of effort and get five times what I want, instead of driving and getting the only one or two things, or going to options, getting one or two things, or two outputs. How can I do that? And I started thinking about, Hey, um, I know that technology is something that always going to evolve. It’s being, it’s here to say, and also, people are not doing this. So it’s an, it’s a huge open market for me to take advantage of that. So in Detroit, my first ever case study was working with a cash buyer that needed houses and me as a as the mindset of how to solve, how do I solve his problem and be in between that problem solution so I can make some money. Well, I started, I started telling him, I can do this through Facebook ads. I can do this through Instagram ads. I had taken a course that have given me all the instructions on how to do that for E commerce and how to do that for gym owners, real estate agents. And that gave me the idea of like, I can help this cash buyer find houses that are distressed from motivated sellers through Facebook advertising as well. So I one time I posted this in a Facebook group, and I got a lot of comments, hey, I know how to generate motivated sellers, and I do that through social media people that are going to come to you instead of you having to convince them that they need to sell their house, and they’re already convinced. Who needs help? I’m willing to give seven day trial. So with him, I set everything up and we did a seven day trial because I knew I was gonna work, work something out with him, and abseil, upsell him down, down the road. (Sure) This guy in his first, I believe it was six, seven months with with me, he purchased 24 properties in Detroit, just with $9,000 in ad spend.
Justin: So he spent, so we all know in the KPI world of real estate right is cost per lead, then cost per deal. He spent a total of $9,000 total for ad spend. And he got 28 properties. (24 properties) 24 properties that he bought, or wholesale he acquired. Wow. The model was for him to sell it to Argentinian investors, international investors, to get the markup. And also he would do property management for
Justin: For like sell a turnkey model. So, (Correct) how much cost per deal was that spent nine grand to $375 a deal. This is ad spend. Obviously, I definitely of course and then you have an agency yeah. But then I charged him like at that time, it was like, Maybe I think I was doing it for $1,200 to $1,500 at that time, which was good for me.
Justin: Now, that was a long time ago. Everybody it’s not $1,200 now. But even then, just you and I know this. But for the sake of the listener, a true KPI right now, if you’re getting a deal for three to $5,000 per deal, you’re doing good. You’re you feel good about your marketing. This guy was getting a deal for $375 plus mark. So he was, let’s just round it up to, he’s spending $500 per deal. I mean, that’s insane.
Esteban: Yeah. Obviously, Detroit has fair of cheap houses too (Sure) and like the lower assignment fees or just lower you know, spread. You don’t make as much. You need to do a little bit more volume. But still, it was a good case study and a good concept for me to know that I can expand this to the entire US and offer this as a solution (Yeah). But then I realized very, very quickly, dude, that first of all, we’re not just an agency. We’re not just lead gen like you, don’t come to us and just pay the per the lead and we forget about you. Because in business, there is several things in order for you to continuously grow and get more clients. You obviously you get more clients. You get those clients to pay you more, and you get repeated customers from the same clients. So if I understand that, then how do I? What are the leverages? Where the things that I can pull in order to get them to pay more or get more out of the same client, get them to repeatedly, repeatedly pay me different times at different frequencies? Well, it comes down to what happens after the lead is generated, what happens during the entire process of the client itself. So that all comes down from generating marketing for them, but also closing that deal and learning how to get the most out of that one lead, right? So we started understanding very heavily one wholesalers not only have a lead generation problem, they have a sales and systems problem, right?
Justin: That’s everything marketing and sales (yeah).
Esteban: So if I leave them by just sending them the lead, because I used to just send them a text message notification do that, but then I started listening to my customers saying they’re not picking up the phone, or there’s guys asking me for something erratic or something crazy about the house, and I’m like, How do I solve that problem? And I started inserting different levers of technology and also people that I started to hire that eventually will help them get a whole leads, convert more, have different exit strategies. So making money of the same out of the same marketing. It’s very important right now, because if you only focus, for example, on specializing in only wholesaling, but you realize that people in online, when they type in Google, I want to sell my house, cash for my house. How do I sell without a realtor? They have a motivation, not necessarily a distressed property (Right). And we capture motivation, we capture pain points, gaps in people, but with the message that we have. So it’s how do we solve that problem. And we do that through proper sales skills. So if you don’t have a sales process, you don’t have a sales framework, you’re not able to truly find a gap of the people that you’re talking to. You’re not able to fully empathize of what’s happening and understand fully what they need and where they want where they need to be at. You’re not going to be able to find solutions because, like, you’re going to be so focused on generating that need, getting the discounted rate, 50-60, 70% (Yeah), right? And, and you’re not going to make money out of that lead (Yeah). So, now we turned into, how do we help our clients even more? Now we’re partners, so we partner up with them. And some of them actually, they also pay us in the back end, after a lead is generated and after the lead is closed. But we have, we have been able to actually hire remote Latinos, yeah, train them into to the entire process of how a business, wholesome business works. What are the levers that they need to be able to pull? The skills that need to learn? All the different exit strategies that they need to have.
Justin: They actualy negotiate a deal with sellers at this point. Do you have that over here?
Esteban: No. We teach them how to do that, or we help them.
Justin: You teach the client how to do that? (Correct) Got it. So you see, so it’s not a total done for you service
Esteban: Is it done for you with a little bit done with you?
Justin: Done for you as much as done for you, up until it’s kind of done with you to help them come.
Esteban: That is correct. So that was what I was telling you this morning. Man, I, you know, I walked in with my mind blowing up, and I’m like, I’ve been calling myself agency for a long time (Yeah). But in people’s mind and agency is just the service like, how do we position ourselves to be something that we actually are, which is something better, more added value, more of a partner, right? So, we realize that we help them with lead generation. We help them with getting hold of the leads, manage those leads, insert technology. We help them with training them on the specific skill sets that they need (Yeah). So I believe the need sales skills, right? (Yeah). And they need to be able to just fully evolve as a business owner, and to evolve as a business owner, you need to leverage people, right? So, this is, this is something from the book, almanac of naval and have you ever read it? (I have not). So, he talks about, in a portion of it, he’s actually the founder of Angel List. He talks about four different levers and skills that entrepreneurs need to actually pull and use and amplify it, and that will literally build multi million dollar businesses. That one is capital, labor, technology or code and media. So right now, with this company that we have, which is Hesel Media, and now we have this community called ARIA affairs. We’re pulling two of these levers right away, the media part, which we’re making our clients go and do video and ultimately show themselves as this authority in the market that they can buy houses, their cash buyers, their wholesalers, flippers, and so that’s that’s one, not one, lever that we’re pulling. And now we’re using technology to distribute this message through Facebook, through Google, platforms like YouTube, Google, we’re targeting and PPC as well. And also we’re doing Tiktok, which is crazy.
Justin: Crazy that it works, that is the newest found out of a couple members that are doing really, really well on Tiktok (Yeah). If there’s any takeaway right now for someone on this episode right now, Tiktok ads work to find motivated sellers. They do. It’s crazy.
Esteban: It’s because Tiktok has became a place that now has SEO, which so that means that people now go search for topics, for things, and Tiktok has done such a great job of making people search for things, for education, for you know, learning new things for entertainment that now it’s more and more older people, people that are in our avatar space and for motivated sellers, are gonna go there and spend some time in Tiktok. Yeah, so if you’re able to make them, capture them when they’re doing something or searching for something, and you say that you can buy their house that they have, there’s an opportunity to work with a real estate investor. You’re gonna capture them in the right moment. So, and it’s also cheaper right now than any other one because, you know, it’s, it’s not as saturated with a lot of advertisers, (Yeah). And also, it’s more of a newer thing, you know, I mean? (Got it) So, yeah, going back to the levers, man, we help them become better business owners by doing things for them and also guiding them. So, the first lever, I believe, that I said, was capital and labor. (Yeah). So we know we need labor in the US. No one really wants to work really, really hard. It’s rare. That’s why, you know, finding talent is such a high level skill. (That’s right). It’s such a thing that you need to continuously do as a founder. Now, we do that for them. We find a players in Latin America, in America. So now your wholesaling business, that is Bootstrap. You use your own money or you start, you know you started working with free resources at first. Can afford something like that. But not only that, it can also help you amplify. It can help you grow. We have hired leaders in our company from Latin America, and I’m so confident about that dude that I can tell you you can fully replace your operations manager with a Mexican Operations Manager, and it will do laps around your American. American hire, obviously, not it, obviously not everyone, but 100% they’re coming to work ethic. They come in with the ability to learn and grasp everything they study, went to school, are willing to do everything that it takes. Have an amazing English some people speak even better than me. Now we’re gonna insert in this person and insert into the service. Now we became this full stack agency slash accelerator, yeah, so that’s what we’re doing.
Justin: All right, everybody. Before we get back to the episode, let me give a big shout out to Rotty at the rehab depot for sponsoring this episode. Listen everybody. If you want to work with the number one contractor across the country, please reach out to Rotty at the rehab depot. This guy runs all of our construction nationwide and works with thousands of other investors across the country, he is entrusted not only to put together the budget and manage subcontractors, but to start and complete and close out projects from A to Z. Rotty runs the largest rehab Academy in the world. If you want to learn more about how to become an elite rehabber, you have to follow his program for only $25 a month, that is it. It’s that simple. Go to https://www.therehabdepotvip.com/ and sign up for weekly classes. Live with him. This will be the greatest investment you could ever make if you want to rehab houses. So when do you think real estate investors should be hiring VAs like? What phase like do you believe like, even when they’re just getting started, before they’ve gotten a deal? Do you think they should be at a certain point?
Esteban: It depends on how leveraged honestly, a real estate investor should be hiring a VA based on how leveraged they want to be at the beginning and how much business acumen you have. Because if you see the biggest companies in the world, they always hire top down. They raise a lot of capital, and they hire people that already know how to build teams, already know how to build entire departments. They grow really, really fast because they’re leveraging and then these people are leveraging themselves too. And, you know, they grow really fast. But the bootstrap wholesaling company usually, it’s not that way. But if you, for example, come in as a flipper, and you have a lot of experience as a flipper, you potentially want to hire some sort of leader that can help you build, you know, business things, operational things that you could do that. But if your wholesaler just, you know, started watching YouTube videos a few months ago, and you’re doing it, you know, cold calling, or you’re doing your driving for dollars you may want to hire when you get at 70-80% capacity of what you can do in a day to day basis (Yeah). Because at the end of the day, you have to learn how to clean the floors of your studio or of your place, in order to know how everything works right? So, you have to learn how to talk to people. You have to learn how to call these people, generate the lead. You have to learn the grind, uh, because you’re not, you don’t have the knowledge. You don’t have the luxury.
Justin: Do it all first before you (A 100%) I’m 100% with you. I don’t think anyone should VA, inexpensive or expensive. You shouldn’t be hiring until you know how to do it. Because the challenge becomes, here’s what I see the challenge when people hire VAs, not just your company, but any VA. They just assume, once they are trained, you just let the VA do their thing. (Yeah, that’s crazy) And I think that’s crazy, even when VA companies will say, hey, we have a manager to help you, you still have to stay on top of the manager to make sure that they’re hitting their KPIs and that their the calls are being measured, all those kind of things. (Yeah). Unfortunately, too many people in our space, they think once they hire they’re done, they can take the day off, they can go wherever, and they’ve scaled their company. It’s just not true. You still need management of it.
Esteban: One of the biggest things that people do wrong in wholesaling is that they don’t really treat it like an actual I’m gonna say like an actual business. You come into a business and you’re not training like an actual business. So, what does that mean? So, when you implement systems in place, you start building a business. But when you want to grow you. When you want to grow, you want to scale, you start hiring people. But in order to hire people, you have to have a system, a set of expectations for them to come in. Just imagine yourself. Let’s say you don’t have experience in wholesaling, but you have experience in other areas, industries, and you go and apply to work at a wholesale company, and the wholesale company comes in and says hi to you, tells you, welcome to the company. This is what we do. This is what you got to do. And then after that, doesn’t talk to you by like, one time a week, or something like that, thinking that you have experience, thinking that you can, you know, build different things yourself. You probably will try your best. But how would you feel if you come in and there’s only dust? There is, there is no role descriptions, description of your job. There is no playbook to follow. There’s no daily training. There is no real north star that will make me work hard. There is, there’s no, there’s no way to follow a leader, because the leader is not leading is just thinking that I’m a service (That’s right), right? And so, a lot of people are lack leadership, and that’s part of it. You have to be given your team time to develop, and even. When they’re already developed, you have to make sure that you inspect what the work is done, measure their KPIs, keep them accountable, keep training them. You know, always realign the North Star and do that every single day. And then at some point, you’re going to be leveraged good enough by hiring someone that will do that for you. But the very beginning, when you’re hiring people. Doesn’t matter if they’re in Africa. Madagascar. I don’t care if they’re from India. I don’t care if they’re from here. I don’t care they’re Canadian. You know, they’re really nice people, but they can’t close as much. Now, I’m kidding. I don’t care where they’re from. They will need that.
Justin: People think to scale a business, you hire and you exit, right? You don’t have to work anymore in it’s, it’s an epidemic in our space of real estate investing is whether it’s vas, whether it’s in in house, you know, personnel that you hire in house, people think you hire and you’re out, and it’s just not the case. And I see it time and time again with all the coaching students that I have, is they’ll go to a company like yours or a VA company and say, Hey, I hired one or two vas, you know, they’re going to handle this, these things. And I say, Okay, well, how many calls a week are you gonna have with them? Well, we’re gonna have a once a call a week with them. And I’m like, once a week. So if you had an office and you had that same employee physically in your office, how many times would you meet with that employee and only meet once a week? Well, no. Well, how many times when you meet with them? Probably every day, or at least every other well, then that’s how often you need to meet with your VAs, because if you don’t, you’re gonna let the ball fall through the cracks, right? And in people have this thing of hiring and trying to escape the grind. And I get it, but you there’s no real scaling of business until your scale at the macro like, really high we’re talking about, like VC companies and, yeah, you know, companies that are going and going for exits like that can scale, and that’s where you kind of get bought out of your role. But until that even the CEO has to manage the managers. (Yeah) Right? And it doesn’t remove you from work.
Esteban: Yeah. I think one of the thing is that the way that education is is coming into the space. In the last five years the biggest gurus at some point they were selling their unique selling proposition was, you’re going to be able to make money, automated your business and forget about it. Essentially, that was a message, right? You’re going to be able to use wholesaling as a vehicle to start investing into real estate, and then you’re going to become a real estate investor full time and wholesaling, it’s just going to, like, it’s going to be an automated agency, or it’s got to be an automated company. It’s gonna, it’s gonna just be there, right? And you don’t have to, do you know, worry about it. But that’s because that unique selling position is just their marketing in order to get them into their program, or in order to get them excited about this. And we need real business people, like people like you, for example, we need real business people that are going to tell them how a 100% hard it is. But obviously the rewards. If you want to achieve the rewards of true financial freedom, of true time freedom, of true leverage, of true impact impacting people, then these are the things that need to be happening the day to day, the day to day, work, learning how to leverage yourself, learning how to learning the skills, putting in the grant for two to three years until you’re able to fully hire leadership team, and then potentially still, like, remove yourself. Like, right now we are what it’s 1pm? (Yep). I don’t have to worry about my clients. I don’t have to worry about, you know, closing deals. I don’t have to worry about certain things. I only talk with my leadership team and my my executive assistant from Colombia, and my leadership team from Latin America. Us. I have a bunch of different people around the world and and I’m already leveraged, right? And the business making money, and I’m able to now invest my time and money into another company, like remote Latinos (yeah). And going to continuously do that over and over, but the reward will come once you do the things and understand the things. I want to say this, like people need to model not people at the top. Yes, they need to model people at the top, but they need to model people that are at the top on the on their way up. So what they did to climb is what they need to model, right?
Justin: Because people at the top are already at the top. Right? (People at top already model). But the question, I would actually say, and I’m very curious to your answer. AI is a real thing? (Yeah) Right? Service industry to my knowledge is going to get hit the hardest. Do you see that to be a big problem for you with all the AI in there and the communication now that can happen with bots? Do you feel like your industry to some extent like is at risk? (As an agency or a hotel like?) As an agency as is you know, so VAs as a whole a lot of times in our space of real estate investing are used to communicate with sellers a lot of times. Now I actually advise my students use VAs for the tasks and have my students handle all communication with sellers, right? And have the VAs do the list, polling, the scrubbing, the skip tracing, all of that. Because I believe most people shouldn’t actually be having a VA handle control of any type of negotiations, etc. Now they can absolutely call a seller for data. Meaning, you know, why are you looking to sell? When are you looking to sell? But they’re not doing any type of analysis, nothing. They’re basically gathering data. (Yeah). That is okay (Yeah). But even to that extent, do you feel like a lot of that is at risk with everything that’s going with the AI?
Esteban: I think it comes down to the, you know, four levers that I talked about too, as well, because it always going to happen. Right now we’re in the era of content, their era of AI, the era of averaging yourself through media and technology a lot like looking at what’s happening with AI. I feel like more and more the minutia day to day, simple tasks that we need to hire someone for that is going to disappear and we probably need to only hire one person to manage nowadays, bots and AIs that do the day to day things at some point in our life in our business career at some point we’re going to have to learn how to leverage that too.
Justin: And I still think, you know, I mean to totally interrupt you, I just they’re still in our space. There’s got to be human interaction, right? So a lots can do the text thing and do the emailing that can bot driven. But even the data gathering, a homeowner is going to feel a lot more comfortable when they’re talking to someone answering. Why are they selling? When are they selling? Where are they moving to? Why are they selling now? Some of the general questions which is just gathering data and then can be handed over to more of an acquisition person. Can a bot do that? They can.
Esteban: I feel like it’s gonna take so long to actually train a, let’s call it an Android to actually understand empathy, understand people’s needs or true constraints, or just that human side, that it’s more of an emotional side, rather than the analytical, logistical side which is what you as a human have. So, if a body is trained that way, it’s because it has extraordinary abilities. And that could be, I think they call it general AI or something. There’s a word towards that term is not only artificial intelligence is called general intelligence or something like that. They know how to understand humans and that. But up that point is where it’s going to be. I think a few years could be closer than that.
Justin: But it doesn’t take away from the fact that like in my opinion VA should be best utilized to handle a lot of the time that have to be done by a human by the way (Yeah) and so, there’s always going to be a marketplace for that.
Esteban: A 100% look if, if we ever get out competed by AI vas, we will also use AI VAs to leverage the VAs.
Justin: Have you seen the AI VA phone call.
Esteban: A 100%I just got my business partner just sent me a recording of a guy that sounds like a Texas guy called calling a homeowner and having a full conversation it was decent. There’s still, like, some sort of delay (Of course) There is you know the Bot has enthusiasm. The Bot you know can do different formality and things like that, which is amazing. Dude like that’s crazy. (Yeah) Someone can’t change the malady based on the things that they’re saying or what they’re responding to. But I feel like that’s going to work in conjunction with humans. There’s no way that human can there’s no way that AI or Bot at this current time at least in the next 10 years is not going to work in conjunction with a human. I feel like it’s going to increase the output of what a human can do and what we can do and potentially have to hire less people. But still hire top eight player, talent, rockstar, that it’s going to understand how to leverage this lever. But there’s no way that a human can just sorry, an AI can just work by itself at this current moment.
Justin: What is your client database? Mostly hiring for you. Hire your company for?
Esteban: Right now they’re mostly hiring for appointment specialist, appointment setters, which are lead managers (Okay). So, people that have the first conversations with the sellers. I. So they essentially represent the company by having a discovery call into call or follow ups nurtures and then pass it on to the closers, which are usually our clients or their acquisition managers and too high in high demand roles right now are executive assistants. Not so not just admin but like executive assistants. So, like, they have a lot of project management experience and they can not only help you with the day to day and people that are essentially like a mini operations manager and video editors. Yeah, you know, Ryan Pineda hired us for video editors, nice and like, just so we came in video editors. Adam Maloof also did. Actually Tiffany hired us for lead managers, social media specialists and a few other like she just hired like four roles. (That’s great).
Justin: Well, you know, I mean those, that is why I love vas. I mean, I, I’m a big believer of keeping operational costs down. I don’t believe people should be getting big offices hiring a bunch of employees. I just did an episode on entrepreneur DNA, just about, you know, the cost of running a 200 person team, it’s a lot, right? But they were making somewhere between 30 to $40 million a year which is a lot. But still you have such a high operational cost that you have to start to ask yourself, where’s kind of the bottom line number that is what I’m trying to make? So having a company like yours a VA company makes a lot of sense, because you don’t have to hire such expensive people or have a lot more people. You can do it in a way that creates good penals, essentially, is what I’m trying to say.
Justin: Dude and what’s crazy is that so, we talked about this in another podcast, but people come in here with the the high intensity, the emotion of working for an US company, for an American, they’re just giving them the opportunity to get paid in the US dollars. They want to achieve more. They want to show up. They want to show that. Let’s say I’m a Mexican. I even though I cannot move to to the US, or for some reason or I got you know kicked out of the out of the US. I still want to provide my value and show up as this Latin American professional that can help your business and they’re gonna care when, when you paint them the right North Star and you give them the leadership that you they require, you will see how they’re gonna run laps or labs around
Justin: I agree. Yes, I tend to agree.
Esteban: Right now, for example we so we’re testing different things, because I’m Latino myself and I work with Mexicans in Detroit because they’re high level engineers. One of them used to be my manager. And also work with different multicultural just, just multiculturally savvy. Let’s say in Toronto, there’s a lot of people from different around the around the different world and so I learned to live with people around the world and different cultures, immigrants. So, I’m doing a test of how someone that is a leader or some sort of manager can do that role remotely. Let’s say from Colombia, from Mexico and I can just say I trust you. I don’t have to pay you $80,000-$100,000 but I can pay you 30, 40% of that, because you have the capabilities. You can do it, you have the capacity of doing it, and you’re gonna live like a queen or a king and you’re gonna help me run business. And also, in testing, like, I’m gonna hire you because you have the sales acumen. You have the character traits to be a salesperson. And I’m testing right now hiring closers from Latin America to see how that goes. (Yeah). Like for example, there’s a lot of people that used to live here in the US that they got kicked out for some reason. You know, their residency got terminated. They got deported. Something happened. They had to go back. It’s, it’s not sad to talk about these things. But they learned English. They learn the culture, and then they go back to the grind in in Colombia, Latin America, and they’re looking for this other opportunity, right? Or even people that never came to the US, people that never, never had a chance to even get a visa to hear but they learn English by themselves. They watch everything American wise. They have American friends online, or whenever Americans visit Latin American countries, and they are so culturally adapted to us. And I’m like, holy crap, like you never went through you never have that work ethic. Yeah, and they have the work ethic. Yeah, I’m gonna give you the opportunity to do higher level things (Yeah). This is what I said to myself. It’s working. Dude one of our closers, he lives in Medellin Columbia. He’s closed so far this month. I don’t remember exactly what the amount of revenue he generated, but he’s generated around $45,000 in revenue. He’s closed maybe about seven to six to seven deals and he’s just getting started as a closer and like he was just an appointment setter before, you know what I mean? (Yeah). But he was so hungry about wanting more commissions and closing more and giving more value. Be like Dude. All right, I’m gonna put you to this training. I’m gonna I want you to watch Jeremy Miner. I want you to watch Cole Gordon. I want you to watch Jordan Belfort Reid Never split the difference. (Yeah). Show me that I can trust you. Closing, closing deals, dude. So far showing that it’s working, that’s closing deals. As a matter of fact, he came from a I don’t know. Do you know Nick Berry? (I do). He came from Nick Barry, ran ads in Colombia to hire closers. Yeah, he had a lot of people. Had to go through a lot of interviews, and then something happened with him. He had to move back to Cancun. He had something, some sort of something his heart. And so he had to give those applicants to others and give them to us, because we help people get jobs (Of course). So, he found that person is closing hundreds of dozens of dollars for us every quarter (For sure) from Colombia. And people are missing out on this opportunity.
Justin: And so you’re about to add that to yes your Rolodex of what you deliver.
Esteban: A 100% we’ve already done it. (Yeah). We don’t want to like put it out there too much, because in order to find a good closer you they have to obviously have this character trace to to be a great sales individual, like empathy and being able to work hard, have conviction on your product, the skills of selling being coachable. And you can just find that in a human (Yeah). Doesn’t matter where it is, but the biggest part is the English needs to be impeccable or in a way that they can really relate to Americans that are surrounded by Latinos. Like you said it yourself, for example, Florida, Michigan, Arizona, Texas, California.
Justin: I don’t really ever think of Michigan as having a lot of Latinos.
Esteban: Dude did you know that Detroit? Because I lived in Detroit, okay, it’s so many Mexicans. (I didn’t know that). Dude the automotive industry is highly dependable of Mexico, that makes a lot of sense. Assemble plants, manufacturing plants, engineers, yeah, dude, highly dependable of Mexico. Just, I don’t know if you know about the news, but like Elon Musk literally is building a Tesla plant in Monterey. Plus GM has one. Ford has one. All of these people have in Monterey, Mexico, because they know that they can get way more workers. Where I get it also for cheaper, but also high level of education, high level skill. (Yeah)They, you know, that’s how, that’s how it happened.
Justin: So, I obviously, you’re here for a reason. Where can people find you? There’s two companies we talked about. One talks about generating Motivated Sellers, Hesel Media. Where can they find that?
Esteban: Yeah, so motivatedselleronline.com. Is something you can type on Google and you’re going to find us. We’re a company called Hesel Media, all right. So, we started with the hustle mentality, and we realized you really need to build a real business, become a real eye opener. (Yeah) Entrepreneur, right? So, you’re gonna find us in in social media. My Instagram is @estenick and actually, we have a YouTube channel that I’m putting everything that I know about business (Okay) for free. Everything that I know about, you know, growing a business, hiring team members (What is that your YouTube channel?). It’s called Esteban Andrade REI Marketing and Conversion. But you it’s also @estenick. You can, you can also find me @E S T E N I C K (Like it). That’s my first name, last, first name and middle name. Love it. And the other one is called Remote Latinos. That one is gonna become a huge mark marketplace where you can find your Esteban, your Juan, your Maria and all these people are A players (Yeah). They’re gonna be qualified by our humans (Yeah) and also pre-qualified by our bots and, like, we’re gonna be putting it into a marketplace. It’s gonna help you match. It’s kind of like a tinder on steroids for workers in Latin America that want to match with businesses in the US. And we’re going, we’re going towards the real estate space, right? Like we’re gonna go deep.
Justin: All right (That’s exciting). Make sure to get them on Instagram. Go to the websites and go to his YouTube. Check out both of those companies. If you need seller leads and you need people working those leads, Esteban has them all. I appreciate you coming on. (Thanks, brother) Right on, dude. All right, y’all that’s it for the episode. See, you know the next one. Peace.
