After graduating from university, Justin Wawrzyniak began his career as a highly recruited Engineer. It was at this point that he caught the addictive Real Estate bug! After only two short years in corporate America, Justin left his secure 9-5 in pursuit of financial freedom. That was when the Cash Flow Cowboy was born! Initially an investor-friendly realtor, he replaced an Engineering salary in less than 1 year. But that was active income…Justin was in pursuit of the golden apple; passive income. At the age of just 26 years old, Justin became a full-time Multifamily Real Estate Investor and Entrepreneur. To date, he has closed on over 25 deals and $6.5M in assets. He has started his own investment company, cashcre.com, and developed a revolutionary Direct-to-Seller software system. Justin is very active on social media logging his journey to 300 units by 30 years old. He is currently 27 years old and is up to 59 apartment units.
Check out the interview with Justin here:
KEY TAKEAWAYS:
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- You must invest in yourself and in your relationships.
- A great relationship can change everything. We often underestimate the power of networking sometimes, and the value that could bring for your business
- Regardless of the method that you’re using to reach out directly to sellers, the most important thing is the relationship. You need to be contacting property owners and you need to have a system to follow up with them.. It’s almost like you’re courting them for marriage.
- If someone is not ready to sell right now, they are not a junk lead. That lead must be nurtured. Create a system for following up
- Use a simple CRM in the beginning like Podio – so you don’t spend too much time overcomplicating it and so that you can have more time to talk to property owners.
TRANSCRIPT
Dhanesh: All right. Ralph, who do we have today?
Ralph: Very excited. Today’s guest is Justin Wawrzyniak. Let’s welcome to our Multi Family Breakfast Club, Justin. Justin, how’s it going, buddy?
Justin: All right. I’m doing well. Thanks, Ralph. I appreciate that. We’ve had quite a journey in the last two years with real estate, and I’m excited to be able to drop some secrets. And I made sure, for you guys, I have legitimate secrets that whoever stays till the end, I’m going to drop a script that we use for calling, texting and voicemail, everything. And then we have a lead capture form so when you got someone on the phone, you know exactly what to ask them, exactly what information you need. Everyone who stays to the end gets that, courtesy of you guys for having me on.
Ralph: Let’s get right into it. I know I read your bio there. I give it like a high-level overview, but tell us a little bit about yourself and how you got into multifamily investing.
Justin: Yeah. Yeah. Well, there has been a huge development in my life recently. I just got engaged, for anyone who follows me on social media.
Ralph: Congratulations.
Justin: Which is super exciting, super exciting. And like you said, congratulations. We posted on social media and I was blown away at the amount of comments that I got saying, “Congratulations, congratulations, congratulations.” And I loved it, obviously. It was so much that I ended up having to get my little sister to help me respond to all the comments that were coming in, because I wanted to interact. And so the reason I mention this is because I want to touch on my story involves relationships. And this is a particular one where everyone sees the social media post. They see that hey, we got engaged, and that’s the tip of the iceberg. No one sees the foundation that’s underneath.
And so Ally, a little bit about my fiancée. She literally got injured early on in life where they told her she was never going to run. She was going to walk in a boot, have a walker her whole life. And then she ends up crushing that limiting belief, going on, playing D1 lacrosse. She gets there, she gets injured again, just demoralizing, goes back. And now she’s in pursuit to become an orthopedic surgeon where she’s going to help others get through injuries and get their lives and their dreams back. I got to see her go through all that. During our relationship, that’s just all craziness. And on the flip side, I was no easy person to be in a relationship with. I started out, I was a problem kid in high school, right?
I had been arrested twice at the age of 18, just not a good situation. But that second one kicked my butt in gear where then I went on to pursue engineering. It was in my bio. I graduated top of my class in engineering from a state school in Florida, went on to the Midwest, where after just two years, I left because I had caught that real estate bug. And then I went onto investments, and part of that was actually being a realtor for a short period of time, where I did a bunch of transactions. And so she saw me go from degenerate to high-performing engineer, to then being like, all right, you’re going to throw away this safe, secure job to go pursue multifamily? What the heck is that? Nobody knows what that is. And so she saw all that and I saw all that.
And the reason I go into this, I think it’s such a great example is because of two things. And this applies to direct-to-seller tremendously is one, you must invest in your relationships. You must invest. And number two, a great relationship can change everything. And speaking of great relationships changing everything, that’s kind of why I’m so successful right now, and it’s someone that a lot of people in this group actually know. And it’s the MIH MasterMind. I joined a MasterMind network. I invested into relationships, and where I met Marco and Hadar. Marco in particular has been a friend and a mentor. He runs the MasterMind, and they both set us up for success in multifamily investing. And so February, 2021, I knew I caught the real estate bug. I read Rich Dad Poor Dad.
And I bet everyone who has read it, you’re like, “Oh my gosh, I got to do this.” But you don’t know what to do. You’re just like, “I have all this energy and I don’t know how to direct it.” And so that relationship, that great relationship directed me towards all right, direct-to-seller, we’re going to form the business. And we did a 10-unit last year, off market, direct to seller, text message. And then throughout the year, we kind of built the foundation. And then this year, we’ve already closed four deals, a variety of different off-market tactics. They’ve all been direct-to-seller, one that was wholesale, and then on Monday, we should be under contract on another 27-unit property in Indianapolis. We got a couple more in the pipeline too. The relationships have been the key to success. And those relationships are something that people need to use when they’re doing direct-to-seller as well.
Ralph: Yeah. I love what you said there. That transition, that journey that you have really shows how the access to real estate and becoming a real estate investor is really open to anyone who will take the time to buckle down and learn the system. If I wanted to be an engineer, that’s a little bit more targeted, right?
Justin: Don’t do it.
Ralph: I can’t just jump into there. Yeah, but investing is just really an opportunity for everyone, as long as they’ll take the opportunity, the time to learn and really dig in. I love what you said about the mindset there, about investing in your relationships and how a great relationship can change everything. We underestimate the power of networking sometimes, and the value that could bring for your business. Really great, great points there. Besides some of the obvious ones, what are some of the benefits of going the direct-to-seller route, as opposed to the more traditional method of investing? And why did you specifically choose to go through that route?
Justin: Yeah. I think the obvious ones are hey, if you don’t go through a broker, the seller doesn’t have to pay the broker commission. As a result, there’s a potential for a discount. That’s true. The other thing that a lot of people probably have seen of late when the market has been hot is that by going direct to seller, there’s a chance you’re also eliminating a huge number of buyers that you’d be competing with if the property was on market. What you saw definitely in the housing market, people are submitting 30 offers, getting on the house, and someone who submitted 50,000 more in cash gets the house. That’s not going to be a good investment for me if I’m having to go over list or change my terms so that they’re very favorable to the seller. That’s not going to be helpful.
That was why we decided to go off market, is because the deal is the most important thing. And getting it at a discount is why we do this business in the first place. I won’t discount brokers because in a sense, brokers do the same thing that we do. They go to property owners and they have their systems built around trying to find them to sell, and they collect a commission for their service. If you want to go into the direct-to-seller business, understand that it is a legitimate business that you’re going to need to invest in to put the systems in place to do that. Or if you don’t have the time to do that, find someone to invest with, or just instead of the focus being the seller, just do the exact same, everything that I’m going to tell you guys today, do the exact, same thing but be the target broker. Then, you’re following up with brokers consistently, so that you’re building relationships with brokers who might potentially send you an off-market deal or something like that.
Ralph: Awesome. Yeah. I mean, great point. Brokers are direct to seller, right?
Justin: Yeah, they are.
Ralph: They’re just the middlemen for us. Yeah. What have you found to be the most effective way to find and connect with owners in your target market?
Justin: You’re going to love this one. Drum roll-
Ralph: All right.
Justin: Relationships. Literally, build a relationship with people. In our business, we do calling and texting, and we’re now integrating email marketing. Some people do direct mail, and I know people who have had a ton of success with that. At the end of the day, regardless of the method that you’re using, the most important thing is the relationship. You need to be contacting them and you need to have a system to follow up with them. And when you do follow up, you need to pick up right where you left off. If I’m talking to you, Ralph, and I find out that you just got engaged and you have two kids, and your kids are this age or whatever, and you mentioned, “Hey, I got to go. We’re going to a hockey tournament this weekend.” You better believe I’m jotting that down in our notes so that next time I call them, or next time someone on our team calls them, they’re asking, “How did your son play in that hockey tournament that you went to last weekend?” That is the level of relationship you need to build.
And it’s almost like you’re courting them for marriage or whatever relationship. You need to act like you genuinely care about them, because you should. Because that relationship will lead to you building generational wealth by buying apartment buildings. You got to invest in that relationship, regardless if you’re texting or calling or email, get them on the phone and talk to them, and then ultimately, the next step, you want to try to meet them in person so you can further that. Offer to buy them a beer, Ralph, or go to lunch. Or if you can, it’s not going to spook the tenants, try to meet them at their property that you’re trying to purchase and get a feel for the area as well.
Ralph: Yeah. Yeah, yeah. I love that. The number one secret, everybody, is relationships.
Justin: Relationships.
Ralph: It’s sounds so-
Justin: There’s going to be a common theme here, and it’s relationships.
Ralph: It sounds so rudimentary, but it’s really true. The relationship that you can build is the reason why somebody will accept a lower offer from you rather than going with a higher offer from somebody they don’t have a real relationship with.
Justin: Exactly. And the flip side of that, Ralph, is if you have a relationship with someone and then you submit an offer, if I don’t know you and you submit an offer to me, I’m just going to immediately think you’re trying to take advantage of me. I’m like, “There’s no way. You’re trying to take advantage of me.” If you have a relationship before you start the offer negotiations, you can now sit down with them and show them exactly why you believe their apartment building is valued at this amount. And they will trust it, or at least trust it more than if you were just some Joe Schmo off the side of the road. And that is important because that is thousands of dollars worth of a discount every time you submit an offer.
Ralph: Yeah. Yeah. And I love the other thing you said there was really about consistency. It doesn’t really matter, even as a wholesaler, and I’ve been wholesaling for a little bit now. I get a lot of newer wholesalers that ask me certain questions like, what’s the best way to get in touch with someone? Do you prefer texting or calling? Is it better to call in the morning versus the evening? And the answer is always the same, whatever you can be the most consistent with, that should be what you choose to use. Because what really gets you the deal and gets you the leads is not the method you’re using, but more so are you consistent in it or not? Are you building consistency there? For sure. Love it.
Justin: There you go. Relationships and consistency. There you go. That’s it. That’s the keys.
Ralph: Love it. Love it. If someone’s just starting out the direct-to-seller outreach or lead generation, what would be the top three to five things you would tell them to focus on right from the beginning? I think I can guess what one of them is going to be.
Justin: Yeah. Relationships, consistency. But let me actually take you guys to the next level. I’m going to give you an overview of how the direct-to-seller business works. Three steps, right? Three steps. If you want to write this down, or if it’s going to be in the chat … I’m not going to give you everything because we’ll be here for days, but this is essentially what your system needs to look like. One, you need a consistent list of good properties. I mean, if you don’t have any properties that you’re targeting, how are you supposed to know what to buy. Properties, list of properties, you can get those on CoStar. You can get those on Reonomy. Believe it or not, you can reach out to the counties directly or the cities and towns directly, because they’re taxing all of these apartment buildings, so they know exactly how big they are. They know exactly where they’re located. They know exactly who owns them.
You can get a list of property addresses, and then owner names. And then what you’ll do is skiptrace. And for anyone who doesn’t know what skiptrace means, it’s literally you can pay someone, or you can do it yourself, to find the phone numbers or the email addresses of the property owner. That’s it. You need to find a way to contact them. The other thing is the mailing address. If you do mailers, that’s another way you can send them mailers, by having that. Number one, list of properties. Get it, go to the city, go to Reonomy, go to CoStar. Just get a good list and make sure it’s within your criteria of what you want.
Because like for us, we just got in a bunch of trouble. We just wasted so much marketing dollars on hitting a bunch of fourplex conversion houses in Fort Wayne, Indiana. We look at the address and we’d never buy it. And we had a list of 1,000 properties, and just littered in there randomly were these terrible, terrible houses that were properties that we’d never buy. And the reason being is we didn’t get a good list upfront. So, we started calling them and texting them and emailing them, and we’re just taking money and we’re just flushing it down the drain. So, make sure your list is good upfront. It’s going to save you money.
Number two, consistency. You need a CRM. You need something that tracks your leads. And this could be your direct-to-seller leads. This could be brokers as well. You could track brokers in it, and it just sets follow-ups. There’s a bunch of free CRMs out there. There’s a bunch of different ways of doing this. You just have your leads and then you just set follow-ups for them and make sure you’re calling, make sure you’re being consistent. And after you talk to them, jot down some notes so that you pick up right where you left off. This is literally the easiest thing in the world. And then if you guys stay till the end, I’ll give you guys the script and then the lead capture form that we legitimately use every time we talk to someone. It’s so easy. It’s literally just getting a list of properties, start calling them, and being consistent with it. And then ultimately if you do this, you’re going to have success. And you’re going to get to the point where it’s time to submit an offer.
And you might freak out because you’re like, I just did all this work to finally find a deal. You’re like, “Well, oh crap. I got to actually buy this thing.” That’s where investing in relationships is key. Just by joining this MIH MasterMind that I talked about earlier, I don’t need to worry about money ever again. There is so much money in the MasterMind. All I need to worry about is finding a deal. And that’s how you should focus it as well. You can submit offers without knowing who your partners are going to be, or where the money’s coming from. Because if it’s a good deal, the money will flow to it regardless. It’ll happen. That’s what we do. We underwrite quickly. And if you’re not a good underwriter, find someone, partner with someone that does like the numbers, and have them.
So, within 24 to 48 hours of talking to someone and they say they want to sell their apartment building, you need to have a legitimate offer in front of them. And just know that in that offer, you have 30 days of due diligence. Get it under contract and use those 30 days to shake out all the little things like inspection, and verify their financials, and see if there’s any rent restrictions and stuff. If they hide something upfront and you find it during due diligence, you can back out. And you’re not the bad guy. They’re the bad guy. That’s the three things, get a good, consistent list of properties, follow up with them consistently. And then when it’s time to submit offers, be fast with underwriting and submit as many as possible, get them under contract so you can eliminate the competition. And then it’s just you and the seller hashing out if this is going to be a good deal.
Ralph: Yeah, yeah, yeah. I love it. This is the second time you mentioned his keyword here, find someone. Find someone. And I love that, because your network is your net worth. And in the same breath, you don’t want to be a lone ranger trying to juggle seven, eight different hats when you should really just focus on what your strength is, hone in on that skill specifically, and then farm out those other task and duties to other partners, and really build something with a larger network. I love it. I love how that keeps coming up.
And so these steps are great. I’ve gotten Reonomy, I’ve got my list. I’ve scrubbed it, I’ve skip traced it. It’s good to go. I’m now going to prepare to start reaching out so I can build some good relationships and some consistency to get some good deals here. What should I be looking for as some of the top objections I’ll get from a seller or owner when I’m speaking directly to them? And how should I navigate those?
Justin: Yeah. I mean, the number one you’re going to hear all the time is, “I’m not interested in selling.” Which of course, if someone called me out of the blue, I’d be like, “I don’t want to sell. Who the heck are you?” And that’s why it’s important to try to do that relationship. What we do actually is … I’m giving all the secrets away today. All right. We classify them. We have a lead status. And it’s a new lead or if we’ve called them back and they haven’t answered, they’re no answer. And then we get into our follow-up statuses. One is future follow-up, one is nurture, and one is hot lead. These three different things. And why are they different?
If you call someone and they’re just like, “Hey, I’m not ready to sell right now,” that does not mean they’re a junk lead by any means. Don’t throw them away. Keep them and do what we talked about earlier, consistent follow-up, ba-ba-bum, and put them as a follow-up for three months from now. Call them again. See if something has changed. So many things can change in your life in three months that would force you to want to sell. And you just being the person there at that three month mark, timing-wise, and you’ve had multiple talks with this person, that’s going to be how you get that deal. If they don’t want to, the top objection will always be, “We’re not interested in selling at this point.” And how you combat that is you just keep following up with them every one to three months until they sell to you, or until they block your number and they tell you to go F off.
That’s the way to do it. And then the other one is nurture, is more of like this is a higher chance, but they’re not ready yet. We’ll do one month follow-ups for those guys. We want to stay even more consistent. Nurture is great for brokers as well. If you hit a broker every month, you’re just staying top of mind. And then lastly is hot lead. And that’s where we are following up with them tomorrow. We need to get as much information. We need to get the underwriting done. We need to get the financials, rent roll, so we can get an offer in front of them as soon as possible. The biggest objection will be, “Hey, I’m not ready to sell right now.” Don’t mark them as a junk lead, mark them as a follow-up. And it could be months from now, years from now before it actually turns into a deal. And one deal, I mean, it’s life changing. That’s what it’s all about.
Ralph: Yeah. Yeah. I love it. I love it. Future follow-up, nurture and hot lead. Right?
Justin: And hot lead.
Ralph: And I think a follow-up might be where some people kind of get stuck, because I’m calling them again. What should I say? And I just actually brought on an acquisitions manager, I was listening to one of his calls, and the seller he was talking to said, “Well, I can’t talk right now. I’m getting ready to travel. Let’s set something up later.” And he just said, “Okay, I’ll call you back.” And I said, “Hey, listen, if I told you I’m getting ready to travel, what would be the first thing you’d ask me? Where are you going to?” Right?
Justin: Where are you going? Relationship, yeah.
Ralph: Just a normal relationship. And sometimes the follow-up, I think may get some people stuck up. What do I say when I call them again? Just have a conversation. You’re talking to a human being. Have a conversation, see where it goes. But I love that. Nurture, follow-up, hot lead. And those are the three buckets, it sounds like, you put them in there.
Justin: Ralph, you’re already an expert. I mean, literally that one question, guys, that one question, look at how important this is. “Where are you traveling to?” Florida. Even if he just said Florida, in your notes, you now have you talked to him right before he traveled to Florida. The next time you call them, and you say, “How was your trip to Florida?” they remember exactly when they were in Florida and exactly when they talked to you. And that has just made you stand out so much more than anyone else who calls them asking to buy their apartment building. One question did that. And if you forgot to put down Florida in your notes, then you messed up, but you got to make sure you put that stuff down there. Yeah, it really is just … And it’s funny, you mentioned you just brought on an acquisitions guy, right?
This is the partnership, focus on people. I just brought in an acquisition specialist as well, a few months ago. And if you guys knew how much I was paying him, you’d be like, “Oh my God, this is ridiculous.” It doesn’t matter how much I’m paying him to do what he’s doing. He’s calling 200-ish phone numbers, and texts 300 a day. I can’t do that. I got to get to these Breakfast Club meetings. I can’t do that. And so it doesn’t matter what I pay him because one, two deals a year pays for his salary plus a ton. And it’s also very similar. You have to train them as well. You hear him on the phone and they are initially, every time I started listening to phone calls, every time someone said they weren’t interested in selling, he would mark them as junk lead. Junk lead, every, single time.
And so I started looking at our metrics and we had a ton of junk leads. And I was like, there’s no way these lists are that bad. Go through it and realize it’s hey, they don’t want to sell junk leads. It’s like, no, no, no. These are future follow-ups. Stay consistent, and you’ll end up … I have a guy, I’ve gotten drinks with him four times already. He has a 16-unit apartment building in Michigan. Four times I’ve gone to get drinks with him. I’ve met his sister. We went out and we got way too drunk one night with just his whole family and whatnot. And I’m not a guy that just goes out and drinks all the time. But it was like, this is a business expense, right? This is client, relationship building.
But I just keep following up with him every three months. And I guarantee you I’m going to buy his apartment building in two years from now. Two years. It’ll probably be two years before he is actually ready to sell that thing, but he’s not even going to consider selling it to anyone else. He’s literally going to be like, “Hey, it’s time for me to sell. What do we want to do price-wise?” That’s important. That’s a very important thing.
Ralph: Yeah. I love it. I’m just digging a little bit deeper here. What are some of the actual systems or softwares you’re using? You keep talking about taking notes on the seller. Am I just jotting that down on a pad? What are the CRMs you’re using, the dialers, the texting softwares, what are the ones that you specifically use?
Justin: Yeah, I’ve used it a lot. If you go into this, if you start trying to figure out this industry, you’re going to be like, there’s a software for everything you can do, but where I’m at now-
Ralph: We’re going to get a vetted list from the expert.
Justin: Yeah. Where I’m at now, and after going … Like I said, I have an engineering background, so I understand technology probably more than the average Joe, which has helped us tremendously with what we’re doing. Where I’ve landed now is that our entire business is running on Podio, which if anyone knows Podio, it is bare, bare bones. There is nothing flashy about this software at all. It is just cheap, cheap and easy, but it integrates well with other software. We have our calling system and our texting system through smartphones that integrate directly with Podio. Is it the best thing out there? No. But it’s a system, and it’s all integrated together. And we’ve taken it and improved it, so now it’s in a really good spot.
We’re also integrating email marketing with that. And we’re trying to work through the pains of trying to do that. What we’ve tried to do in everything we’ve done is try to bring all the different marketing strategies all under one umbrella so that I can email from Podio, I can call from Podio, I can text from Podio. And every time I do any of those actions, I can see it, timelined, in that lead. I go to the lead and I can see exactly how we’ve communicated with them. There’s a lot of softwares out there that are better for texting. TextMagic, for instance, you can send out specialized, bulk text messages. You can send them out, but it’s not linked with our calling system. In reality, we could be texting someone for months and we have no idea what we’re supposed to be doing on the caller side.
That’s where we’re at now. Podio, bare bones, integrated with smartphone, and then we’re integrating email right now. We’re not exactly sure what solution that’ll be. It might just be a Gmail integration. Now I say this all to be like, there is something better coming. Because I realize how difficult this was for me, even having the engineering background, technology background, I have legitimately been like, “I’m not going to let anyone else suffer this pain.” I’ve taken my own money and I’ve invested in developing a software that is going to do everything that our system does, but so much more user friendly, so much better integrations. Because instead of building it on a bare bones platform, I’ve spent the money to build it on Zoho, which is a top three sales CRM platform, and do all the custom integrations necessary to weld this into a multifamily, direct-to-seller machine.
And that’s what I’ve been doing on my own money, my own time, in the background, just so I have something that I can be like, “I know you guys are struggling with direct-to-seller. Here is a solution, a plug and play, legitimately you can start tomorrow solution.” I guess I could show some pictures, if you want to check out my social media, sometimes I’ll put up some updated pictures and stuff like that. We’re looking maybe by the end of the year to have that thing up and running. But yeah, it is going to be a game changer. Yes.
Ralph: If you’re starting out right now, Podio is your friend. Podio is very basic, bare bones. Like you said, you don’t want to spend a ton of time in your CRM anyway. You don’t do deals in your CRM. You do deals talking to sellers. But if you have an engineering background, then you just create your own CRM. I love it.
Justin: Yeah, yeah, yeah. Yeah. Which I know everyone’s like, “Well, this guy, screw this guy.” Yes. The only reason I’m putting all this money, a ton of money into building this software, is for that exact reason that I was like, this was hard for me. And I used to code. I used to do coding and all this stuff, and this technology stuff. I was like, we got to help. We got to help some people out. There’s a good chance everyone who is in here now, what I will say is if you reach out to me, either DM me on social media or send me an email or something like that, I’ll add you guys to the exclusive access list. You’ll be the first people to get access to it, probably at a discount. Most likely at a discount, so you can get started on that earlier than the general public would.
Ralph: Yeah, yeah, yeah. Awesome. And we have about another minute here, if you can give us a story in about a minute, what are some of the more interesting deals that you got going the direct to seller route?
Justin: Okay. I literally have the underwriting right in front of me, you guys, just listen up. All right, the Bronx in Downtown Indianapolis, eight units, condo units. My partner sent them a cold email, cold email, and it worked. We got a hold of them. The seller had two failed buyers. We came in as a third buyer. We got it at 94,000 a unit. These are condos that are worth today, without touching them, at least 130,000 a unit. We got it at 95. You do the math of how much we made on day one. We’re renovating them, we’re improving them. And we should be able to refinance at 100% of our equity within 12 to … Or, 100% of our investment, 12 to 18 months. I didn’t bring any money into this deal because I didn’t have any money at this time, because I was buying so many other deals. This is how it works.
What we did was different people in our MIH MasterMind, in the Real Estate Lab MasterMind as well, I’ve been part of two. Those are our partners on it. They brought the money. We brought the deal. Everybody holds hand, sings kumbaya. That’s how it works. Partnerships change your life.
Ralph: Awesome. And that is from a cold email.
Justin: Cold email. I’m telling you guys, just you got to get in. I would not wish this seller on any of you guys. He was a nightmare, a nightmare, but I knew the golden nugget was buying this apartment building, so we did whatever we needed to do to get it done. I played bad cop, my partner played good cop, and we got ourselves across the finish line after a painstaking process with this guy.
Ralph: Yeah. I love it.
Justin: Worth it, though.
Ralph: Then it goes back to what we were saying earlier. A lot of people would stay away from email all together, but it’s not about the method. It’s about consistency, building relationships. And again, having the network behind you to be able to actually close on those deals. Justin, you’ve-
Justin: And just to let you guys know, he just sent us another deal that the guy owns. We might be buying another apartment building across the street.
Ralph: Greedy customer, look at that. Yeah. Justin, you’ve shared so many secrets here with us and so many great points here. What would be the best way for people to get in touch with you if they want to speak to you offline?
Justin: Yes. I’ll drop some stuff right now, but our website just went live, CASHCRE, like CASHCRE, commercial real estate, .com. Or the best thing would be if you guys see the link to my Link App, literally it’ll have my website. It’ll have all the deals we’ve done. It’ll have old podcast interviews, and it’ll have all my social media as well. That’s going to be the best way if you want to stay up to date with the Cash Flow Cowboy, make sure you follow me on whatever. My sister has got me on TikTok now too, so there’s no excuse, guys. I’m on TikTok. I’m on Instagram. I’m on Facebook, and a little bit on LinkedIn as well.
Ralph: Love it. Love it. And last question here, what’s your favorite book and why? Apart from Rich Dad Poor Dad. What’s your favorite book?
Justin: Yes, of course, Rich Dad Poor Dad. It changes the lives of so many. But one that I just read recently … And actually, I wanted to talk about this earlier and I forgot. I’m glad you came back to it. The book is called Who Not How by Dan Sullivan. And this is such a powerful book because it’s literally telling you, stop trying to do it all. Stop trying to think that you can do all of it. If you want to scale, especially in the real estate world, if you want to apply this book to real estate, if you want to scale, it’s through partnerships. Focus on what you’re good at. I’m good at building relationships. I’m not very good at raising capital right now. We find people that raise capital and I focus on it. I just keep finding deals. That’s all I got to do. It’s all about focusing on your strengths, delegate your weaknesses, or automate your weaknesses if you can as well. Who Not How, Dan Sullivan.
Ralph: Love it. Justin, thank you so much for being a part of our Breakfast Club this morning, and for all the gems you’ve shared this morning. Really appreciate your time, buddy.
Justin: You bet.
Ralph: All right.
Justin: Thanks.
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