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Cris Chico

Episode 16: Virtual Wholesaling in Real Estate: How to Create A Profitable Real Estate Flipping Business That Runs WITHOUT You

Cris Chico pioneered and perfected the concept of “virtual” real estate investing, where you can do deals literally from your laptop, from start to finish. He then streamlined his methods into a fully integrated system called Virtual Wholesaling.

He has successfully sold hundreds of residential properties all across America using his unique and ground breaking system “Virtual Wholesaling.”

When not flipping houses or teaching others, he spends his free time with his family.

What you’ll learn about in this episode:

  • How Cris developed his virtual wholesaling practice
  • Generating leads through direct mail
  • Why Cris doesn’t put the fact that he wants to buy houses on his postcards
  • How Cris structures his postcards
  • How Cris has redefined what a lead is
  • Why you should even call back the people who don’t leave a message
  • How Cris deals with the people who don’t leave messages (and why those people make up to 60% of Cris’ business)
  • Why the only thing your postcards need to do is collect phone numbers
  • How Cris’ strategy gets a 5% response rate (the average is 1%)

Resources:

Transcript:

Mitch: This is Mitch. Your wonderful and all-knowing host here at Real Estate Investors Summit podcast. I have a tremendous guest today. He’s gonna teach us how to buy deals by never asking if they have a house for sale. Get that, quite counter-intuitive, but we’re gonna learn how it works.

Our guest today is Cris Chico, that’s C-R-I-S, last name Chico, C-H-I-C-O. And he’s been in business for 20 years; he’s a 20 year veteran of the creative real estate business. He’s known as the “Godfather” and creator of “Virtual Wholesaling”. So, he lives in Florida but he buys houses all over the nation and he never visits them personally.

It’s quite a unique strategy for buying and selling real estate because a lot of places in the country it’s very difficult to buy and wholesale deals. You know, you’re in Los Angeles or San Francisco or some places in Florida, even, or Las Vegas, sometimes those aren’t the best markets during certain cycles of the economy and being able to buy and sell all over the nation is a tremendous strategy. This guy specializes in direct mailings.

He does hundreds of thousands of mailings per month — that’s per month — and he does that for himself and for others.

So, without any further ado, how are you today, Cris?

Cris: I am doing great, Mitch, thank you for having me on and, in anticipation of our interview to make sure that I would have an abundance of energy, I’ve been drinking 1 cup of coffee every 15 minutes since 6 AM, so I am ready for you, sir.

Mitch: [LAUGHTER] Oh my god, someone peel him off the ceiling.

Cris: Yeah, that’s right, that’s right. So, I am ready.

Mitch: So, just — I like to get this out ahead of time and then a couple of times in between but, any time you wanna learn more about Cris Chico and his “Virtual Wholesaling” and about his “Blind Real Estate Marketing” to generate more deals, you’ll go to REinvestorsummit.com/chico, C-H-I-C-O. That’s REinvestorsummit.com/chico. So tell me, how in the world did you ever get the nerve to start buying houses across the country that you didn’t see and then virtually wholesale them?

Cris: Well, you know, it started with me. I was here in the South Florida area and I just — you know, everything was working well here, we were flipping houses and then what happened is that there were other parts of the country where I knew that these other investors were buying properties in those markets and so, you know, I was just — I started to get involved with the internet, internet marketing. I just thought to myself, “Well, gee, you know, how can — is it possible for me to go into these other markets and do deals there?” Because, in that way, it’s kind of, like, a protection against my local market. If my local market fails, then you know these other markets are still viable markets.

And so, through a lot of trial and error, and even back then it was little bit more difficult because back then, you know, now we’ve got Google street view and we have a lot of other tools, you know, back then, there was none of that. And, so, it was a little bit more manual and a lot of trial and error. But, eventually, I figured out a way to do that, where I could literally go into a market that I know nothing about, that I’ve never set foot in and, you know, within 30 days, be in a position where I’m able to successfully wholesale properties and do real estate.

What I ended up doing is I created a — I created — I had an operations manual and training for my staff and I just, you know, shared that, you know, uploaded it to a site and shared it with people and, then, that became the the genesis of Virtual Wholesaling and kinda what I’m known for.

It’s really, I think of it not so much as going into a different market, alright, because I tell people all the time that, you know, your local market might be a great market to be in, there’s no reason to move from there. And, so, I look at virtual wholesaling in real estate more also as a way to run your real estate business using systems, using people, using technology so that, therefore, you don’t have to do a lot of the physical work that most other investors do. And, so, like here in the South Florida market, I’m here locally but, you know, my acquisitions manager works, that works with me, she’s out of state — she’s never been in this area — and I personally never go see any properties at all. And, so, we do everything virtually, even though we’re in a local market. So, I think, you know, you could use it both ways.

Mitch: Yeah, so I mean, virtual wholesaling in real estate has gotta be, you know — it’s a huge topic, I’m sure we could talk about it for days — but, what I wanted to focus on that I found interesting is generating the leads. Because it all starts with the deal, without a deal there’s — this business doesn’t exist so, I kind of wanted to cut to the meat of the conversation and let the listeners here at Real Estate Investor Summit find out how you or mining for leads, because I understand what you’re doing is kind of unique because you’re not really telling people that you buy houses. Can you explain to us how blind real estate marketing works for you?

Cris: Yes, I will do that. So, before I do that, just kinda want to establish a couple foundational items, right, to make sure everybody here is on the same page. So, you know, my specialty is direct mail, so, as always when as I was first starting out as an investor, I was doing a bunch of stuff and, you know, you’re just trying everything because you don’t know what’s gonna work, but there was one commonality that I saw with the most successful real estate investors and that was that they were all doing direct mail.

And so, for me, I put everything aside and I focused on direct mail. And, I was able to get that to work, and so that has always been my foundation in order to generate seller leads using direct mail. It’s the easiest way for somebody to implement and, you know, it’s very predictable. If I wanted to talk to a hundred sellers next week, I can easily put together a mailing campaign anywhere in the country and be able have that happen, you know, very predictably. Alright, that’s number one.

Number two is, you know, I’m sure all of you are familiar with real estate investor marketing. You know, people sending out letters or postcards and saying “I wanna buy your house for cash”. And so, I kind of go into the marketing that I use right now by maybe perhaps sharing a story, the story of how it happened.

So, I was doing a lot of postcard marketing, as I always have, and all of my mail comes to my — my UPS box location, returned mail. So, I go in there, I get the returned mail, flipped through it, and what happened is that, as I was flipping through the direct mail, I noticed my post cards but then I noticed that there were some other investors’ post cards snuck in there, right? And, I didn’t notice at the time, but there was a few other real estate investors that were in the same UPS box door, right, they were getting their returned mail there as well.

But, the people there at the store, to them they all looked the same, right? You and I can see the postcards and see that they look different, but, to them, it’s all the same thing. And so, they were kind of mixing them up together. And, as I looked at those postcards and I looked at mine, I said, “Well, gee, they’re almost the same.” I said, “How can I — you know, how am I gonna differentiate myself with another investor if we’re all saying the same thing?” They’re all saying the same message, right? “We buy houses cash”, or a derivative of it, right make sense?

Mitch: Yes, yes.

Cris: So, then now, what happened is, I said to myself, “OK, how can I be different?” How can I — and I spent weeks trying to figure out how to say, “We buy houses for cash” in a different and unique way and I couldn’t, right? Because how could you say that, in a unique and different way, right? So then, what happened is I said, “Well, how — what would be the ideal scenario? What could be better than a post card?”

I said whoa, the ideal scenario would be that, the seller called me and said, “Hey, Cris, come on over and I’d like for you to sit with me at the kitchen table and I’d like to have a conversation with you.” And I was there talking with him, and explaining to them what I do and how I do it and getting them so say, “Yeah, I wanna work with you.” However, though, it’s hard to do that, right? Because, how are you gonna — it’s only you and there’s thousands of sellers. And so, I said, well if you think about a seller and they’re sitting there at the kitchen table and they have all these postcards from investors and, you know, they’re trying to decide which one they’re gonna pick up.

So, my thought, well, how can I get them, you know, ideally the — what I would want them to do is I wanna get to the front of the line. So that instead of them reading my postcards, like everybody else, you know, and they’re reading everybody else’s post cards, if I could get them to listen to my voice mail, before anybody else’s voice mail, then at least now I’m a little bit further ahead in the game, right? 

Because, now they’re hearing my voice, hearing my — me talk to them, right? So, it’s a bit more personal, right, than the postcard. Then, if that was my intent, then how can I get them — how can I move to the front of the line? Then, I came up with a concept called “Blind Marketing”. And, in blind real estate investor marketing, we never tell the seller that we want to buy their house.

We never mention that we’re a real estate investor or anything like that. So then, when they’re looking at our marketing piece and they’re looking at somebody else’s, if they’re looking at, let’s say you send them a postcard and it says, “We buy — I wanna buy your house for cash”, and their looking at mine, they know what yours is but they don’t really know what mine is. And all it says, my postcard, all it has is a phone number. And so, that then comes to me to kind of — does that make sense so far? I wanna make sure —

Mitch: No, no, I’m following you. So, but, I am curious as to — you just send a postcard with a phone number on it? Well, I mean it had to say something, what did it say?

Cris: So we’re gonna — I’m gonna talk about that. So what does a post card say? But, before I tell you what the postcard says, I wanted to share with you a tip for — in terms of why this postcard is structured in that way. And so, what the mistake that I see that a lot of real estate investors do with all their marketing is that they are trying to have that marketing piece do too much. So, if you think about it, if I send you a postcard and it says, “My name is Cris Chico and I’m a real estate investor and I’ve been in business for X and I wanna buy your house, please call me.”

Then, on that post card, I’m asking so much from that post card. I am asking that post card, when you received it in the mail, I’m asking that postcard to convince you that, “Hey — I, you know, you wanna sell your house? I’m the right guy for you and I want you to call me, so that you will — you and I can have a conversation and I could buy your property”, right? You’re asking a lot of that postcard. So, what I’m doing is I’m actually only focusing on one thing; the only thing I’m asking the postcard to do is for — to get you to call the number on the postcard, right? Does that make sense there?

Mitch: Yes, yes.

Cris: The only thing I’m focused on is I want you to dial my phone number. So, my post card says, and I have a variety of them, but one of them may say, “Third notice”, and it says, “Hey, I’ve been trying to reach you about your property at 123 Main Street. It’s important that I speak with you. Please call this phone number and you can call 24 hours a day, 7 days a week and it’s really important that I speak with you in the next week.” And I’m paraphrasing with the postcard says and, again, we’ll give everybody an opportunity here to download a copy of the postcard. But, in general, it piques curiosity. It tells them it’s regarding their property and now it’s asking them to call in to the phone system, right?

Now, all things being equal, you know, I would say, you know, not to put you in a spot, but, if you have two postcards, if you are a seller and one said, “I wanna buy your house for cash”, and another one said, you know, “Important! I need to talk to you about your property.” — You didn’t know what it’s about, but it said call this number, it’s a 24 hour recorded message, no one won’t pick up, you can call anytime you want, would you call that second one at least to see what this thing is about?

Mitch: You also put on there, “third notice”?

Cris: Yes, I put, “third notice” and we found out —

Mitch: That’s what got me, was the “third notice”. It was like, you know, because it sounds kind of official. It sounds like, you know, they’re only gonna go through so many notices and then something’s gonna happen.

Cris: Right, exactly, exactly. So, what we’re trying to do is get them into — because here is the thing is that I’m not trying to convince the seller, “I wanna sell you — Cris Chico, I wanna sell you my house’. What I’m trying to do is I’m trying to get the seller to call the phone system,. Because, once they call the phone system, right, then now, I’m further ahead than any other investor because your card potentially is still sitting on the kitchen table, whereas now they got the card — and my card in their hands and they’re hearing my voice, right?

So now, I’m a little bit further ahead. But now, we get to another kind of a lesson for everybody here is, is also at the same time redefining what a lead is. So, if I ask most real estate investors, and I say, “What do you consider to be a seller lead, a motivated seller lead?”, somebody would say, most people would say, a motivated seller is somebody who’s called me and — who picks up the phone, leaves me a message and says, “Cris, I wanna sell my house, could you please call me, because I’d like to see what you would offer me on the house.” That seems reasonable, right? 

Mitch: Yes.

Cris: So, I would say that my definition of a lead is not that. My definition of a lead is anyone who calls my phone system. So, if you noticed, the difference is basically it doesn’t matter as long as you call into my phone system, because again, when I’m doing my direct mail, I’m using a very targeted, you know, I’m targeting my list appropriately, right? So, I know that the people that I’m sending my postcards to are in fact owners of properties that have owned them for, you know, 10, 20, 30+ years, that they have equity and potentially they might be in a position to where they’d want to sell their property.

And so, what happens is that, then, my definition of a lead is anyone who calls into my phone system. Because now what I do, that’s a little bit different, when someone calls, if you have a 24 hour recorded message on — and you’re using any sort of mechanism like that on your post cards — then, what happens is that a certain number of people will call in, but not everybody leaves a message, because some people won’t and then some people will. And, typically, most investors call the people that leave a message and says, “Hey, please call me. I want an offer on my house.”

However, what I do is I call everyone back. I call the people that leave a message, of course, but then there’s a bunch of people that I call “invisible sellers”, that they call the phone system, they listen to my message and then, instead of them leaving a message for me, they just simply hang up the phone, and they disappear, they go away. And most real estate investors ignore those people. Most real estate investors believe that, you know, they’re not really interested because otherwise they would have left a message, but there’s a variety —

Mitch: A lot of people don’t have systems that allow to capture the phone number of the person that called in. So, I’m guessing, from what you’re saying, is that not only do they get to hear the recording but your system has captured their phone number, and so, you have the opportunity, yes or no, to call them back.

Cris: Correct. I have the opportunity to call them back. And so, then what we do is we call everybody back. And so, what happens with this approach through Virtual Wholesaling, a typical real estate investor, if you send a “We buy houses cash” kind of postcard, you know, you’re generally gonna get, you know, let’s say 1% response rate. However, with my approach, in my current local market, which is a very competitive market, I get upwards of 5% and, in some markets, it could be even more.

But let’s say, you know, I  get a routinely 5% response rate. That means that, if I send out a thousand post cards, I’m gonna get 50 people to call me. And so, that’s significant because, for anybody starting out brand new, number one is now you have the opportunity to have your marketing dollars work better for you. So now, you can spend less money on marketing to generate more leads, right, than you would’ve before. And then, what we do is we call everybody back. So, when somebody calls into our phone system, and we have this kind of, a bit of a process laid out, as soon as they call in, if they hang up the phone, the first thing that happens is they get a text message from us.

And the text message, within a minute of them calling, says, “Hey, I missed your call about — hey, I just missed your call, do you have a property for sale?” I’m paraphrasing the message, but it basically it texts them. Some people text back and say, “No, I’m not interested” or some people will text back with their information. 

However though, what we do is that then, we have somebody here on staff that then, what they do is they go ahead and pick up the phone and call that number and say, “Hey, you know, this is Cris, we missed you call the other day. You called about a property for sale. Do you have a property for sale that you’re interested in selling?” And some people will say, “No, no I’m not interested. I was just calling, I was curious.” And some people will say, “Yes, I do have a property for sale. I didn’t wanna leave a message. Maybe I just didn’t feel comfortable leaving a message, I wasn’t really in a place where I could leave a message and so I didn’t leave it.”

And we would say, “Great, you know what? We’re here, on the phone together, let me take down the information, and let me see if that — if your property might be one that we might be a fit for what we’re looking for.” And then, all of a sudden now, we’re talking with a seller that likely is not leaving messages for any other investor, right? Because, they’re not really ready to do something yet, perhaps. But now, — again, taking the concept of moving to the front of the line, right? In the beginning, our postcard, right, moved to the front of the line, because they picked it up.

Then, we move further to the front of the line by them dialing into our phone system and listening to what we have to say, and listening to our voice, etcetera. Now, we moved further along the line, because those sellers hang up and now we’re calling them on the phone, and now, we’re now getting — now we have a dialogue with them. And the interesting thing, Mitch, is that, if I did 10 deals this month, if I did 10 deals this month, 60% of those deals come from those hang ups, so that means that —

Mitch: Those “invisible sellers” — 

Cris: Those “invisible sellers”. 

Mitch: So, what you’re doing is, you’re sending out a postcard that’s — that causes some curiosity. It says “free recording”, so they’re not intimidated by the fact that they’re gonna have to confront somebody —

Cris: Right.

Mitch: It’s a lot less confrontational for someone to call a recording, than it is for them to dial a number where they suspect that a real person is gonna be on the other end of the phone, and either put pressure on them and start asking them questions. So they — so you’re going from 1% response rate to 5% because you’re leaving some room for their curiosity, not explaining exactly what your cards about. You’re offering a recording, which is non-confrontational and then you’re capturing those phone numbers, if people listen to the recording and then they just hang up, you’re capturing those phone numbers of what you call is an “invisible seller”, because they didn’t identify themselves, they didn’t leave a message. They just hung up. But, you captured their phone number and you’re causing — beginning the touch game — I like to call it the touch game —

Cris: Yes, exactly.

Mitch: When you reach out and you touch people as many times and as often as you can. You touched them once automated, because your system automatically takes the phone number, ciphers whether it’s a cellphone number or a landline, and if it’s a cellphone number, it sends a text. And then, you also have someone follow-up with a personal, real life person calling —

Cris: Right:

Mitch: — to see if you can make some head way. So, we’ve already got, like here, 4 touches. The postcard went out, they read it, then they call the number; there’s a touch. And then, they listen to the recording. That’s kind of another kind of touch. And then, you sent them a text; that’s another touch. And then, someone calls them personally; that’s another touch. We’re already up to, like, 5 touches. But the game is just getting started.

Cris: Right, but the game is just getting started.

Mitch: It’s a game of touches, right? Isn’t it, Cris?

Cris: Right, it’s a game of touches and then, you know, if you think about it, I’m much further ahead than anybody else, right? Because now, you know, so — it’s a game of inches, right? It’s like football. They always say football is a game of inches and that’s what this is. It’s not a game of “I’m gonna send a postcard”, and this is what the investors do most of the time, “I’m gonna send a postcard and then I’m gonna go from that postcard to getting a seller to say ‘yes, I wanna sell you my house'” all in one big swoop, right? And so, you’re asking a lot of that postcard. And, you know, like I said, I struggle with that because how many — how different are you gonna say, “We buy houses for cash”, and so —

Mitch: It’s impossible.

Cris: Yeah so, so the other thing to think about when it comes to virtual wholesaling in real estate is this; is that my intent with this method is I’m looking to develop a database of phone numbers, right? Because, that’s — the also distinction is that I’m developing this list of bank of phone numbers from a targeted list. So, the example would be, and this is a great way to use this approach — let’s say, for example, that we really look at an extremely targeted list, let’s say that we look at tax — tax deed, I don’t know if, in your state, do you have tax deeds, or tax auctions, etcetera?

Mitch: Yeah, we have tax auctions.

Cris: So, let’s say that, you know, I’ll give you 3 choices, 2 choices, let’s say, Mitch, I’m not saying that you would  do it, because we’re pre-supposing that maybe you have somebody on staff that would do it, but let’s say Mitch, you have — which one do you think would give us a better a better return; if we took all the tax deed, all the people that own tax auctions, and you just send them a postcard, “I wanna buy your house” and then you’re gonna see what comes of it, knowing that there’s other investors sending them properties, sending some stuff or what if I told you, second option, Mitch, what if I gave you the cell phone number? Because most people calling in nowadays are calling from cell phones anyway, what if I gave you the cellphone number of everybody on that list and then you can have somebody in your office call them and say, “Hey, you know, this is Mitch. I’m interested in your property and noticed this is going to tax sale, you know, would you be interested in selling it?” — Out of those two approaches? 

Mitch: No, I’m gonna take the phone number.

Cris: The phone number, right. 

Mitch: Absolutely.

Cris: So, what we do, so this is a great approach for —

Mitch: So, you’re saying, quit worrying about trying to make the postcard do everything. Just make it do it’s one little job; it’s just get you a phone number.

Cris: Right, because now, if you take that list of auction — let’s say tax auction and let’s say that you pull that list and I know your area is enormous, but let’s say you just pulled out 500 of those postcards, right? And 500 of those sellers, and you went ahead and you sent them a postcard, like the one I’m describing now. And then now, all of a sudden now, you know, you have 25 people to call, into the — and sometimes depending on the list, I find that with these lists, these targeted lists, like the tax auctions, the probates and or also like, for example, evictions, the response rate will increase, right?

Sometimes, I’ve seen as much as 20%. But, let’s say that it’s 10%. So, if you did that, if you send my blind copy to 500 tax deeds and you got 50 people to call in to the phone system, I mean, I would have to say that you would definitely — I would say that, there’s a pretty good chance that there might be a deal there, if you had the opportunity to speak with 50 people on the phone that had an issue and everybody else is sending them post cards, but you’re the only one that’s actually able to speak with them on the phone.

Mitch: Yeah.

Cris: And that’s really what I’m saying. It’s really just putting yourself in the position where now — you know, our business is a relationship business. I always say that the best analogy I can — the best example — the thing I always say it that, if you’re a seller and you talked to me over the phone, right? Chances are you talked to a bunch of investors and everybody sounds the same, right? Because, you know, some people sound like they know what they’re doing, some people don’t, sometimes you might talked to somebody and say, “You know about that guy, the guy was rude and he just…” — but, if you and I talk with each other and then you — the objective is, is for you to drop the phone after our conversation and you say to yourself, “That’s the guy, that guy…”

Mitch: “…He had his stuff together.”

 Cris: “…He had his stuff together, and that is the guy that I’m gonna sell the property to.” It’s a people business, you know that. Because, you do a lot of deals and the type of deals you do, you got to have people trust you. But you can’t even begin that process if you’re just a postcard sitting on top of the kitchen table. It begins with the phone. Maximizing the number of leads that you are gonna have the opportunity to personally speak with, that’s all. 

Mitch: So, you are willing to share a copy of this postcard with the listeners? 

Cris: Yes. I’m willing to share a copy of the postcard with the listeners and so, I’m giving you a special link.  

Mitch: Let me give out a link, so they can get a copy of that postcard. It is– you just go to, reinvestorsummit.com/chico, C-H-I-C-O. That’s reinvestorsummit.com/chico, and he will get you a copy of that postcard that he’s used so successfully. 

You know, we could talk forever, Cris, but I think this is a good time to wrap it up. Because, we’ve got this one special nugget. I think it’s really important. We use recorded calls on our postcards all the time. Although, I learned something from you today, and I always learn something from the people that I talk to. I am sending out that same card, like everyone else, and maybe I need to think harder about, you know, to use an original card to get people just to call the number. Even if they just wanna find out like, “Who is this?”

Because, like you said, once I have the number, I didn’t mail these postcards to people that didn’t have a certain amount of problems with some property. Everyone that it goes out to, has a problem, whether it be a tax delinquent or they are headed for a foreclosure, or they have a nuisance or an abatement filling on them or something. So, no matter what phone number is on that list, I know that that person on the other end of that phone has an issue with a property and I need to strike up a conversation and try to get to that point.

Cris: Exactly, that’s perfect. Yeah, because we’re not — it’s not, like, as if you’re calling people out of a phone book, right? That would be different. You’re calling people that have a problem. 

Mitch: Now, the only person that will ever call that, or whatever get that number, would be a hand selected person that I know has a problem with a property.

Cris: Exactly. 

Mitch: So, if there’s a phone number in that text distribution list when they call in, well then, they got a problem and we’re calling them. Very, very, very interesting because, you know, I’ve been doing real estate for 20 years myself, and hundreds and hundreds and hundreds of deals. It never ceases to amaze me how intricate this business is, and how much thought and experience, and trial and error that people will put into things. And then, if you’ll listen hard enough, you don’t have to reinvent the wheel and go through it all yourself. Cris Chico mails out hundreds of thousands of postcards per month, okay? He’s tried all different kinds of things, I have no doubt. Cris and I met in a mastermind group that we were in a year together. It was not a cheap mastermind group, it was pretty expensive, as I recall. And, it took some time and some effort and that’s how I met Cris and that’s why I got him on the Real Estate Investor Summit podcast today. Because, I know how much testing and A/B testing he’s done to come to the conclusion of what postcard you use, so that you can get a 5% return instead of a 1% return. That’s a huge difference.

Cris: Yeah.

Mitch: That’s a huge difference in direct marketing. A huge difference. So, again, go to reinvestorsummit.com/chico and, if you want to learn more about Virtual Wholesaling in real estate, or you want to learn more about his marketing program, because, he will do all the marketing for you. He will help you set up your system. He’s an expert at that, that’s what he does. Besides, buying a lot of houses, he has created this plug-in for you. And, if you want someone to handle your direct marketing and get you on a 5% rate of return and, of course, you can’t guarantee a rate of return but, if it’s 4.5% or 5.25% or 3.75%, anything is better than 1%. And 1% is, like, isn’t that, like, the national average?

Cris: Yeah. That’s about the national average, you know, so anything better than that — and, you know, the 5% is really in my area. I have other areas and other students that mail the same postcard, and get upwards of 15% to 20%, but it just depends on the area. 

Mitch: Oh, wow. It can go that high too, huh?

Cris: Yeah.

Mitch: Okay, so, reinvestorsummit.com/chico, C-H-I-C-O. Man, I appreciate you being on, Cris. I know that you could talk to us for days and days and days, but I like to give people a little slice of the pie at a time, so we don’t overwhelm them, you know what I mean?

Cris: No, no problem. I appreciate you having me on and I’m going to have a coffee detox, as soon as you and I are done, to kind of eliminate all the coffee from my system. And, I appreciate you having me on the call and definitely would recommend go ahead and download the postcard, start using it today in your real estate business and start using this technique. And I guarantee you that it’s going to dramatically change your results and of your — the way that you approach the business. It really is groundbreaking and I just wanna share with everybody. So, thank you for giving me the opportunity to do that. 

Mitch: And, if you guys are in parts of the country that are not really suited for the house business, I mean, you know, Los Angeles or someplace where houses are really expensive or, you know, you just want to have a nation as your stomping ground instead of a city or state, then talk to Cris about his Virtual Wholesaling courses. He’s been doing it for a long time and there’s no doubt he knows what he’s doing and that he’s made all the mistakes and ironed out a path that you can go down and have less adversity. 

So, thanks again, Cris. It’s been a pleasure and we will talk again, soon. 

Cris: Thank you, buddy. 

Mitch: Bye now. 

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