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Robert Nickell

Episode 5: Expert Real Estate Virtual Assistant Services

Robert Nickell is a national speaker, published author and one of the most successful real estate investors in the nation. Robert is known for his unique ability to teach, train, and run successful virtual businesses.

Robert co-created Investor Virtual Assistant Services, LLC (IVAS) with the purpose of sharing his knowledge, experience and success with fellow investors around the world that are looking to take more control of their time while increasing productivity and reducing costs.

What you’ll learn about in this episode:

  • How to find Virtual Assistants already trained in real estate investing
  • All about real estate virtual assistant services and how they’ll help your business
  • Learn how to become a better employer by learning to delegate
  • A solution for entrepreneurs who aren’t good with important, but boring and consistent/repetitive tasks
  • Get time back for yourself so you can be with family and focus on your business growth
  • Understand the value of a VA both for you, your business, and the VA
  • Powerful examples of how a VA can not only pay for themselves, but make you money
  • Your VA will Handle day-to-day tasks that NEED to be done, but will otherwise slip through the cracks
  • What should you pay for a VA and what do you get for it?
  • Are these trained employees the right choice for your business?
  • How does your business culture matter, even for a VA?
  • Get coaching about the best use of your VA for your business
  • Great advice to make sure you never have to panic if your VA leaves
  • An exclusive offer to listeners from Robert Nickell




Mitch: Hello, everyone. This is Mitch Stephen. And I have a very special guest on the line today. We have, Robert Nickell of I.V.A.S that is Investors Virtual Assistant Services. Robert started this business a couple of years ago. Am pretty much sure he started out on a [Inaudible], we’ll get to hear from him — from Robert himself.

And, how you doing, Robert?

Robert: Great, Mitch. I appreciate you having me on.

Mitch: Well, am excited to have you on, because, I wanna let know everyone out there that, you know, I buy just a hundred houses a year in my hometown, San Antonio, Texas. And, part of the reasons why I can do that is because, I met you at a think tank blank consortium group called, Collective Genius with Jason Medley. They get to know you down there and you kind of opened my eyes to the world of Virtual Assistants and real estate virtual assistant services. And that group in general was all about, systems and getting more down with less. And so, I took the leap and I get involved with I.V.A.S and I do have a virtual assistant now that you provide me, her name is Margo and she’s been with me for over a year. Doing a great job and am so impressed with the whole thing, that I started talking to my student and other people around me about what you are doing and how it has affected my business.

So, that’s why I’m excited to have you on the phone call, ’cause I know that this has been working for me. And I know that it is working for some of my other students and I know, it worked for you, so, tell me a little bit about, how Investor Virtual Assistant Services came to be.

Robert: Yeah, so. I started that thing in real estate myself back in 2008. I was doing one property at a time with my best friend, we were rehabbing, we purchased a property, we do the work ourselves, we were running the electrical, the [Inaudible], the plumbing, installing insulation, literally everything ourselves. And in 2010, I was not really happy with myself, with my current situation, and my life, I was just overwhelmed. I had too much going on, I was trying to do too much. And I joined a mentoring group late 2010 late 2011, where I really learned about systems automating and wholesaling. And this whole idea in putting system into your whole business and being able to leverage processes in other people’s time to be able to get more done, although, it sounds it was an easy contest, it was new to me. It totally blew me away.

And quite honestly, changed my life. And this idea being able to do both, owner finance and wholesaling, was just so—so powerful. But, pretty quickly, I ran into a wall. I was able to do 3-4 deals a month max. And that was if I was working 70- 80 hours a week, ’cause am answering the phone, am running the comps, I am doing all the follow up. Literally, every single thing from contract to close, I was doing every bit of it. My broker who I hung my life since under, he was exploding in business, he was growing like game busters in 2011. And he didn’t seem to be hiring anyone else, because his office didn’t have anybody else in there. And I started talking to him about how he was so successful, how was he able to get so much done in a couple of so much, without a team.

Well, I found out that he did have a team. There was a big team that he was leveraging to get everything done. They were just overseas in the Philippines. And so, that was the first time, I really learned about virtual assistants with through my real estate broker. So, I just took that concept and I already have a business. I was wholesaling 3-4 properties a month. I was doing one rehab at a time.

And so, I took all my systems, all my processes, all my scripts, the way I ran my comps, that I already put together and I started training virtual assistants, how to get it done. Well, over time it transitioned into my virtual assistant pretty much spend all their time, training other people’s virtual assistants, how to do their work. Because, people saw me leveraging, people saw that it was working. But, they didn’t know how to go through that process, themselves.

So, I formalize about little over 2 years ago, I formalized our training. I formalized the recruitment, where we have a full infrastructure around screening, recruitment screening and training, so, we have a huge infrastructure around recruiting, we bring tons of people in the pipeline, and then we are very selective about who we use, because it is a value proposition, and our clients has to get a ton of value and get a lot of traction out of their V.A. So, we bring people in, they go through background check, federally and locally, and they sign non-disclosure agreement, we are personality profiling them. And they grow through about a 6 week training program, where they did not only learn retail real estate but investors specifically. And then, they get live practice. They are working on live absentee owner leads both inbound and outbound, save and run comps with and without MLS, they do agent enrollment. The idea is after about 6 weeks about going through of this robust training program, their totally competent to fill any role, in any investor’s’ systems.

So, anything that can be done on a phone or in a computer, we have clients all over the country, and literally all over the world. From, the U.S to Canada to Spain and Israel and Columbia. Investors who are leveraging our trained virtual assistant to just plug in and play their business, fill an immediate need and do all the end flurry day to day, important tasks, but may or not be as high in the best years of the business owners’ time, to allow them to grow, to get more done. And sometimes, not even to grow, like you Mitch for example, you got so much going on, you are not necessarily looking to grow, and you are just looking to get some of your time back. So, if I understand correctly through our conversations, one of Margo’s biggest value as for you and your business, was that, you are now able to spend more time with your family and get more stuff done and get from your time back, because, you are leveraging Margo to do some of the day to day stuff. So, that’s a long win today, and so you know who we are and where– but, that’s the story. [LAUGHTER]

Mitch: Oh, no. That’s good. So, you know, Kenzie Angelo, the founder of HomeVestors, once told me, he was a friend of mine. His daughter and son lived here in the same town. And I was fortunate to meet him, and he said, you know. An entrepreneur rarely ends up in the business you started. And so, I’ve seen that in your business, in my business, all the time, I see it all around me. And, you probably didn’t mean to go to the V.A. business, but it just, you just keep upping your game in that department.

You’ve done a great job.

Robert: That’s exactly, right. It was just serving a need. So, it was really fun. Right? Because, I had no idea. It’s funny you say that because, people just asking all the time, “How’d you get in the V.A business”? Well, I had a need. [LAUGHTER] ‘Cause everyone else did, too. So–

Mitch: No one was filling it, the way you wanted to. You know, I invented live comps for the same reason. The phone services, the phone capture, phone number capture, mass texting services. I invented them for the same reason. No one was doing it the way I needed to do, at a price that I could afford. And so, I just did it myself.

Robert: Yup.

Mitch: It may be bigger than anything I’ve ever done. You know, when I end up when everything’s said and done. I don’t know. But, so– Your unique value proposition. Because, you are not the only person out there that has V.A’s to be hired. And I think, you know that. I mean, you know that. I mean, you know that. I know that. But, your unique value proposition is that, you’ve extensively trained these people to understand our language. The creative real estate investor’s language and you’ve taught them how to do all these spreadsheets and do property searches and do all these. And so, I don’t have to train them because, that’s what really got me excited about your program. Now, when I look at the price that you are charging, you are charging, like $ 9.60 an hour and you can use them part time, 4 hours a day or 20 hours a week. Or you can get full time. One or the other, I was a little bit daunted when at first when I saw the price because, I know the price in Philippines, V.A’s in the Philippines and India, and they can be very cheap. And, I’ve seen them as low as $1 or $2 an hour, you know.

You know I had one home, when I asked them how much they wanna get paid for this function that I asked them to do. They told me a dollar an hour. And I honestly, I felt guilty about that, and they finished the job and I paid them $2 an hour, just to give them a 100 percent increase bonus, just because they did me a decent job. The problem is, they didn’t hang around. You know they are always going to the next thing. And they weren’t focus on my business, and when I go and try to get to do something else, either I can’t get hold of him or he was tied up with something else. So, and then—

Robert: So yeah, pay is always an interesting point. And it’s you know, people not having an initial inversion to pay people more. But, for us it’s really simple. We want the highest quality people that we can get and we want dedicated loyal employees that will stick around forever. So, if you look at the industry average or turnover in the real estate virtual assistant services business. Well, one, you’ll never going to get an honest answer because, the way people calculate turnover, is about as crooked as you could ever imagine, because they are just manipulating the numbers. We have a near zero turnover rate and it’s one of the things, am most proud of. Because, of the culture we created within our organization. We value the V.A’s, we take care of them and we provide a great life for them. They— the V.A’s that we are hiring, have other options, they just choose to work for us, and some of that has to do with pay but a lot of it has to do with the culture in our organization and the type of client like you, Mitch, who have valuable important roles for your V.A’s to play. Not only they are getting paid more, but they are valued member of the team, doing important stuff which we all wanna be as significant as human beings. We all wanna be valued in whatever we are doing. From a pay standpoint, all the way to culture, we are just trying to create an environment, where we see success and not just cheap dollar [Inaudible].

Mitch: So, you know. When you are paying these V.A’s out of the $9.60, you are paying them $4-5 or maybe a little over $5 an hour, this is a lot of money in some parts of the country. I mean, that’s a lot of money. I mean, do you know what’s that equivalent to in the United States? I mean, more or less.

Robert: So, yeah. In the—a, when you get up to around $6 an hour in the Philippines, that is like you are paying someone between a 120- 140 thousand dollars a year in U.S. So, a $ 4 or $5 an hour a person will be a high level person. That will be a 60-70-80 thousand dollar in our person here in the U.S.

Mitch: Yeah. It is not something and they say– you know, I mean. Margo, my V.A has never missed a day with the exception of one time, a monsoon came to her or something, and everybody walked down the river full of mud. But, then they came back–

Robert: Yeah [LAUGHTER] you know, every now and then, natural disaster happen and you can’t control that. And yeah, Margo, is not the exception, she’s the role to what we are doing, because, again it is a value proposition. It has— you are talking about the costs is $9.60 an hour but the value Margo is providing for you, far exceeds her costs.

Mitch: Oh, No. If I may be given an example, I mean, I started Margo to go and collect the email addresses and cell phone numbers of every realtor in San Antonio. And I knew how to get this done, but it was just a big job. As a matter of fact, it was such a big job, that I hired someone in India just to do the whole spreadsheet thing, because it was such a mundane long task and it was nothing you needed rocket science for. And then, I worked with Margo to take that list, mail merge it into some emails and I started her sending out 100 emails a day to 8,000 realtors in my town. And that worked okay. We were to take the realtors that responded. Basically, what we were doing, we were trying to appeal to every realtors to say, you know, “We’ve bought just a hundred houses last year, we need to know the houses that you are troubled or situational problems, or maybe we can still help, and we wanna know about, basically, we would like to turn your trash into cash”. And that was the message that we put for now. And then, when a realtor would reply to us favorably, then we moved them to a different list called, “My realtor list”. And then, if any of them ever said, “I think, I have a deal for you”, whether the deal was any good or not, we moved them over to a slimmer list that was called “My active realtor list”.

So, now the people on that list not only contacted us back and shown interests but, actually made some kind of offer, or brought something to us they thought was a deal, whether it was or wasn’t irrelevant. And then, that worked okay, but then– we started really taking off, is when I put someone in town, I hired an acquisition manager, to take the people that Margo was giving to me. The ones that moved on to the more smaller list, he was the one to call them, visit them, shake hands with them, put a face on the name of you know they have a call. And then, it started to change and we started to buy houses, and in the last 2 months that since I did that, we’ve directly bought 6 houses from realtors. And when I look at what we’re going to make of those 6 houses compared to what am paying to the V.A. and even the commissions I am paying to the acquisition manager, it pays for everything. It doesn’t take Margo that long to do this one little part tasks, we still probably have 3 and a half hours of the day leftover to do something else.

Robert: Yeah, and I love hearing that Mitch. Because, what I’m hearing from you is that Margo is competent. And so, you have her start off a specific job, she was going through it and then, your confidence grew in her abilities, and the thing she was doing and then, the next thing you know, you got to had her to other tasks and she’s crushing it and she became a revenue producer for you and a ton of value there, which means she is confident, she understands what was going on and she can crush it for you every day. So, I love hearing that.

Mitch: So, it’s move forward we’re on that. The first thing I wanna do was to give her the simplest task and I need her to grow into my role as the owner and overseer of this V.A and I needed to figure out what we really can do from the distance. It was all new to me. You know what I mean, the fact that I couldn’t see this person, I don’t know. It was kinda foreign to me, you know. And so I, first I just made up the first easiest things, but today, she checks who’s new on the tax delinquency list, you know the property tax– she checks that once a week on a given day, she checks the code violations or what we call in San Antonio, the “nuisance and abatement judgments” and she’s checking probate filings and estate filings and she’s making this list and then, also, when we send out our post cards, she keeps adding to our list, when she finds these people they got into our mailing list and they get into our “hit list”, we call it our hit list. And they get on into our hit list, and the first thing that we do is to send out mailings.

We also get a lot of return mails, which we number every card in this sequence. I think I am up to like 700 in the return pieces now and we hand out these postcards to my acquisition managers and I have to follow up and use my TLO (Lexisnexis), some people use (LexisNexis) I have TLO, it’s a skip tracing software and go find these people that the mailman can’t find. And so now, Margo, we send her the address of all the returned postcards where we sent them and she does the TLO, you can regulate what information people get of course, we crooked out she can’t get social security numbers, she can’t get date of birth, we don’t need her to get that. But, she can find out phone numbers mostly or where people might have moved to or where their relatives live and she send back this report on each and every returned postcard and we assigned it to the acquisition managers and they go out and get to the important part, their important part of trying to get a contractor or to get someone on the phone to make a decision.

This is really changed because, how I keep my 4 or 5 acquisition managers, how I keep them. Number one, I pay them the percentage of my profit, when I flip houses. But, I also provide a ton of lead and services for them, which I am [Inaudible], which Margo, she’s the one really that is doing it all. And so, I have this value to this acquisition agents out here, that only worked for my company, they only find houses, they only find acquisitions for my company, but am able to give them all services through your V.A. program through Margo, which I think really has changed in the phase of my business.

Robert: That’s awesome. And not only that, but your acquisition people are probably happier having all their– a lot of important but brain damage type stuff are already taken of their plate, so they can focus on highest investment of their time.

Mitch: Well, I think that was exactly– everybody’s focused on their pieces of the puzzle. Everyone’s focused. Margo’s focused on her piece. When she’s done, she hands off it to them, and they focused on their piece and everybody can stay more streamlined and not so be scattered in their thoughts and in their actions. Everybody knows exactly what they are doing. It’s a very thin slice of pie, which makes it easier, which is the whole reason why, you and I needed to get systems in the first place, right? Because, we know how to do everything. The problem is, there is not enough time in the day to do everything. And if we do everything, you’ll gonna do all of it kinda half-half, and you’ll gonna do it any of it really good. And then, you don’t have a life at the end of it, just like how you described you’re working 50-60-70 hours. I did that. I know how to look people in the TLO, I know how to trace people down. I know how to write contracts. And the guys, I go hiring to do these, they know how to do what I do. But, you can’t do it all. And we’ve seen together, so that we all make a lot of money. That we all have a job that is manageable. And that we all have a life after our daily routine of making some monies over. We all have a life outside of that.

And so, I am really happy to have Margo here and you know–we’re about to take her full time, I believe. And I also tell you this, I also tied Margo on my bottom line. I tied my V.As to the bottom line. Anytime, Dave, my acquisition agent, buys the house from a realtor that was on her list, that we got a response from, I mean I give her an extra 50 bucks, and last month that was 250 bucks, and I think in the Philippines, that’s a lot of money.

Robert: That will be great money. But, Mitch part of it, the fact that you value your employees and some part of it why Margo is running through a wall for you, is not for the 250 bucks, that definitely improves her life. It is definitely important, but, it is because of the structure that you have, that you are describing right now, the way you run your processes using real estate virtual assistant services. The way you value your team members and the way you structure everyone. That’s truly why she’s running through a wall for you. The money is great. The money just proves to her that you value her, and you care about her well-being and you care about her stability. It’s just a bonus to what you are providing her in a day to day, which is awesome.

Mitch: But, I also firmly believe in carrots. I think there is, you know– if you get your carrots in the right place in your organization, if our government agencies could get the carrots in the right place, we’ll all be moving in the right direction, you know– but, we got all the carrots in the wrong places, then you move in the wrong direction. So, that’s one of the reason, the other reason is, I really do appreciate her. And then, I wanna talk to you about something else that I thought was really unique. And I wanna tell you about a situation that happened to me. You appoint everyone that hires a V.A from you. You not only get a success coach, I guess. Is that what we call it, a success coach?

Robert: Yeah. Yeah. It’s just a middle manager who understand real estate really well. They help you not only from an infrastructure and set up stand point. They help mine map your business, create your tasks charts, set up accountability, infrastructure resources, any kind of best practices. They are there for you at the beginning. And then make you sure you get all set up and have everything that you need. Because most of us, even to this day, if when we’re going to hire someone new, am looking around like “What the heck are we going to tell him what to do”? Like, how do I know how to make this person as efficient as they can be? How do I know what’s best use of their time”? “What should I be delegating”? So, the coaches are there for you at the beginning to eliminate any of the fears or the obstacles that you have to get in dealing. And once, you are up and running with your V.A, they’re checking in with you weekly to make sure that you have everything that you need. And they are also helping manage the V.A on the back end.

So, we know before you do, if the V.A’s going to be sick or if there are some kind of emergency or they are just crushing it every day. We wanna know that, and we are managing them, since we are micromanaging both sides. Both, the client and the V.A so that they can grin all the way across. And they can get just enough value, we are looking to provide all the resources that anybody’s need to be successful. That’s really why the success coach is there, as a guide, as a resource, as a best practice person to make sure that you have everything that you need throughout the process.

Mitch: Just so you guys are clear out there. I hired a V.A named Margo and then I got appointed a liaison between me and Margo, it was a liaison, middle management, her name is Jesse. And Jesse contact me once a week to see if everything is going fine between Margo and I. And one time, this is a story I really wanna tell, Robert. One time– when she came on, when Margo came on, I said ” Margo, this is what I want you to do, I want you to do this one task”. And we talked about that realtor task, but then, once we got figured for a couple of days and it was going smooth,” I want you to take one day and I want you to get a screen capture with a microphone and record and talk into the microphone exactly how you do this process to get this spreadsheet filled out with hundreds of people a day or whatever”.

And she said, “okay”. Well, she didn’t know how to do screen capture at that time. And she says, she’s researching it. She was having a little bit of problem, and so she called her success coach, our success coach, Jesse. And Jesse taught her how to do it. So, that she could come over to my side and do it for me. And one of the things that I like about Margo is, she documents everything in that way. When, we give her a new task to do and she figures out how to do it, one of those spreadsheet she record a video, she puts it on a file for us online.

So, that if ever she’s not there, then I don’t have to start over from someone else, I can just say, “Hey, you know Margo’s not here anymore but welcome aboard”, to the new person, and say now “This is the task I want you to do, watch these videos”.

Robert: Yeah, sometimes life happens and they’ve come up. Your success coach is going to understand your business really well and so, we can grow across the board, if ever there’s issues, or not even you’re just looking to grow, and if there’s no issues and everything’s going great, you wanna add on. You don’t have to re-integrate or you don’t have to re-train, it’s just plug and play. I love, it’s an awesome story. And I really appreciate that feedback.

Mitch: Well, that’s good. So, tell me the normal way it goes with set up fees and everything when it comes to getting your real estate virtual assistant services set up. And tell me what you would offer people if you would click on the link, I am fixing the gif.

Robert: Yes. So, normally for a set up fees, it ranges between $995 and $9095 and it just depends on, we really have 2 packages, 2 resources. So, if you are looking just for a plug and play V. A, you have your systems in place, you have your processes in place, you really just need some help. You needed key member to jump in and take off. Of course, you get the success coach and everything else. But, you really don’t need any help in terms internally with your structure or with your scripts or anything like that, that’s usually $995 set up fee, and then if you want all of our systems, resources, our scripts, our processes, everything that I’ve used internally within my own business, and that would seem to work across the board with other businesses as well, we are happy to set up strategy called and share all those resources with you, and normally that is $ 9095. But, coming from you, Mitch, I’ve been more than happy to cut that in half. But, it’s only for your students and only people coming through your link. So, if they are not coming through your link, its full price because of our infrastructure, the way we have things set up, we have enormous overhead. And so, for people coming from you, if they want a V.A, if they want a plug and play V.A. You get the business coach will help you structure your business, we’ll make sure you have everything all that you need, that will be $495. And then if you want the business elite package, which is the full monty, everything that you’d ever need, that would be $995 instead of $9095.

Mitch: Man, that’s a tremendous offer and I appreciate it. I think, a lot of my students are pretty high level, so hopefully they don’t press you out too hard. So, they’re pretty much batch skill gears [Inaudible]

Robert: Well, I mean we got everybody from the mom and pops doing a couple of bills a year to we have some of the biggest non institutional investors in the game like L.A Shawn Terry and Matt Theirault and Ronn Philipps, did 800 deals last year. And so, I know you know some of these guys. So, everybody that is from doing a couple of deals to doing a thousand deals a year, we service them all.

Mitch: Yeah, yeah. Man, that’s incredible. So, the link is 1000houses.com/va, if you wanna get their tremendous offer, where he’s going to cut the set of fees in half, you know for round number sake, for 1000 down to 500 or 2000 down to a thousand. It is a tremendous value. So, just so you understand that right, I have a full time V.A. costs $1,536 a month, I don’t have to do social security, payroll, tax or anything. I just simply get set up with Robert Nickell and I.V.A.S and they automatically debit my account, if for any reason I was not happy with the V.A., which I couldn’t imagine but, if in case, I don’t have to confront my V.A.

Robert: Yup. We are here for you. For anything that you need. For as long as you’re with us. Again, it’s just about value. It’s one of the reasons why I love what I do so much. We just get to help people go from a place, from an idea to implementation. Most people have an idea what they want to happen they just don’t have a clue or the resources to get there. And so, we are really that bridge over that gap. Between the ideas and the implementation, that actually get it done.

Mitch: That’s a great thing to bring up, because I talk to people that say “I need a V.A but am not sure if I’ll know what I’ll do or how to do it”. That’s what your success coaches are for. And they’ll bridge that gap. If you’ll have a conversation with them, and then you get off to a good start, with very little down time, you just get the V.A’s going. And I also wanna talk about my experience in the very beginning, when I said yes, am going to do this and I want a V.A. All of a sudden, I started getting all these resumes and these packets are sick. They had personality types of coding, aptitude test, Robert’s company does the federal and local background checks. They are really verified these people.

They don’t just take anyone, you know, they check their prior employer, I mean they are looking for good people that are worthy of a great job. Then, they started sending the videos over and people just like a video interview where the V.As were talking to me. They didn’t know it was Mitch Stephen. But, they knew they are talking to someone who’s going to considering hiring them. And, they talk on camera and you get to hear their English and their level of competency – speaking. And I was really impressed with all of them. In fact, it was a hard- it was very hard to make the decision, you sent me so many people that were so good and I remember my wife and i were going over it and I said, “How do you pick from these”? And she says “I don’t know, they’re all good”. You know we eliminated a couple for one reason or another. But, there were a lot of choices that I had. And I supposed there were even more choices if I didn’t find one that I liked out of that bunch. Right, Robert?

Robert: Exactly. It’s all about getting the right person in the right spot. So, the first step, for any one is to work with the placements team, to have a solid understanding of what you are trying to accomplish. Even if you don’t have really any idea of what it is at first. We work with you to really figure that out. And then from there, we’ll going to send you candidates that we feel that is a great fit for that role. And so, you’ll get 3, 4 or 5 resumes and candidates that we feel like are really strong. And like you said, they got their DISC profiles, the personality profile in there, their work history. So, you really have great insight. Not only into just their abilities but who they are as a human being. And then, once you go through that process with the placement team, you set up live interviews where you get to hear them, see them, interact with them. Just like you are hiring a regular employee. But, like you mentioned before, we are eliminating, all the risk and liability from actually hiring people internally where you as US based company, you just 1099 my company at the end of the year and it is as simple right off as employment next step.

Mitch: Great. They are not employees, really they are sub contract. We are hiring your company.

Robert: Exactly, right.

Mitch: Last thing, and I’ll let you go because you have been very gracious. We’ve been on the line now for about 40 minutes. One last thing before we go. I wanna give you another real life example of how having a V.A, and specifically having Margo, my buddy Margo over in the Philippines help me is, is all about consistency in our business. And I tell these to my students all the time. It is about consistency. You have to check those courthouse records, every Friday to find out who’s new on the list.

You know– all these things we need to do on a regular basis and here’s the problem, we as entrepreneurs, lot of us triple A, ADD, scattered brains, filled with a lot hole in the wall to see what’s ticks. We are not good with consistency. That’s not what we do. So, you can tell yourself, that you’ll going to check this list every week and you’ll going to send out so many mailings per week and you’ll going to all these stuff on a day by day basis, but you are not going to do it. Because, you are an entrepreneur. [LAUGHTER].

Right, Robert. We are entrepreneurs? We don’t do it, but you know what, one of the things I needed to do was I had a commercial building, it was half full. Half full meaning, instead of making $8000 a month, I was only making $4000 a month coming in. The potential of the building was half.

And so, I told myself, am going to place an Ad in Craig’s List, you know, every day for different size officer and put different pictures in. And I went out and made the five Ad, and I have them there and for about a week, I did it. And I fell down, and I went for 2 months, where I didn’t placed any Ad. Got myself again, and did it for another week. And then, you know– a squirrel went up a tree, and Mitch Stephen took off after the squirrel. And so, I dropped the ball again. But, when I got my V.A. one of the things she needs to do every day, is to place one of these Ads for my building. My building’s now full and it has been full for over a year. But, it went for 2 years half full, because I, couldn’t stay focused just to do the one Ad a day. And being consistent and place that one Ad a day in Craig’s List filled my building up, changes my income by an increase of $4000 a month over what it was like when I was supposed to be placing the Ad. And so, I constitute, Robert all the time how these V.As being paying for herself and she does it over and over again. And I just really wanna thank you for the service that you offer and thank you for having this interview with us.

Robert: Hey, thank you so much for having me on. It is my pleasure. You know, Mitch, you and I have been friends for a while, excited that I get to provide value to you and to your business. Which is just an honor and it is so humbling. And am so excited to be part of what you have going on. And it is hilarious what you are talking about, as an entrepreneur, you didn’t get the stuff done. That’s me, right? If I wasn’t surrounded by my V.As, I wouldn’t get anything done.

Am a disaster when it comes to the details and making sure the small things are happening every day. But, that’s really the separation between those who do and those who don’t, is making sure that everything single day, all the task, everything that needs to be done, because that’s what get the momentum. And the fact, that you get that and you are preaching that to your students and the fact that, you know you are setting up a legitimate coaching program, you are not just a smoking mirrors guru that is traveling snake oil salesman. It’s just, thank you so much for having me on. And am honored to be part of anything that you are doing.

Mitch: Well, thanks, man. Because, it is about consistency. I tell them all the time. And when I decided to do that realtor revolt, we will going to infiltrate the local real estate community. And become a branding source. I knew this was going to take a year. And that– in order not to stamp people or get too many responses, so we couldn’t follow up or make people mad. I was only going to send out a 100 emails a day. So, I get to 8 thousand people, which is a long haul. It took about 7 months but we finally about 250-300 realtors, that know our name running now and 30 of them bringing us deals. If you have 30 realtors out of 8000 that will just bring you one ticket a deal a year, I mean, that’s a pretty good plan like there. That’s 30 houses out of the way, right there. So–
Robert: That’s amazing.

Mitch: It all works because of Margo’s consistency and doing the day to day tasks that we, desperately need to get it done but nobody’s going to really stick with them. And make sure to get it done. Now, we have person whose job it is to get them done. They get paid very well to get this done. Like you said, the equivalent to a $120- 160 thousand dollars a year in the United States. Someone’s getting paid really well to do this job and they don’t take it lightly. And I really have come to admire, the level of respect that my V.A. has for our business and our relationship. They have a high level of respect. You don’t see it in the United States like that. It’s one of the first things I noticed. I mean– “Yes, Sir. No, Sir. And Mister and Missus”, very high level of respect. I didn’t even know we are missing so much in the United States. But, when I see and hear your V.As, I noticed that United States is lacking in some high level manners when it comes to just communicating, you know.

Robert: Oftentimes, it’s a matter of perspective, right. Whenever you are in the Philippines, you might value things in your life a little bit different when you are as privilege as we are in the U.S even if you don’t really view yourself as privilege, we are all privilege to be born and raised in the United States and have freedom of choice in a capital society where we can live our lives and stir our lives however we see fit. And so, by providing opportunities to other people that have a different perspective, sometimes, it is eye opening. And it just goes to show Mitch, that how quality of a human you are. Your ability to appreciate and respect your V.A.

Mitch: Oh, it’s great. And I think of thinking more things, Robert, that I want it there. Another one was, you know I said to Margo, “I needed to talk to you every day at 2 o’clock, what time it will be in the Philippines at 2 o’clock. You know, it’s going to be in the middle of the night, I think, it’s what she said”. I finally got it out that it was the middle of the night. But she said, “It doesn’t matter what time it is in the Philippines, what time do you need to talk to me, what hours do I need to work”? And you know, I didn’t even go and look at my Filipino slash versus U.S time clock, I just said, I really need to do it at during these hours, and that’s how it was–

Robert: Yeah, they’ll going to work at your time set, in your time zone, everything in real time, like an employee for you. It is overnight for them but again, they are provided for in a way that is totally worth it for them and they appreciate the opportunity and of course, it’s not always the easiest situation to work overnight but it is what it is, and Margo again, she is not the exception. It is what we do and they are excited to show up every day and they are 13 hours ahead of Central Time. So, it is a unique dynamic. But, it works really well.

Mitch: All right, man. Well, I think, that’s more when we hang up but we got enough, so if you guys are interested out there, and wanted to talk someone at Robert’s company about his real estate virtual assistant services, go to 1000houses.com/va, as in virtual assistant. Am sure they’ll hook up you up with everything you need and show what you need to know, and answer any of your questions. Robert, it’s been a great, great conversation. I hope I wasn’t too much all over the place but, I just kept thinking of other things that I was so impressed with her. I didn’t wanna leave them out.

Robert: No, this is great. Again, Mitch, I really appreciate you and your time. And am more than happy to be on the call today.

Mitch: All right, man. Will talk to you soon and am sure you’ll hear from some of our people.

Robert: Awesome. Thanks, Mitch.

Mitch: Bye, now.


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