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Price Conditioning Your Buyers And Sellers

SHOW SUMMARY:

In last week's show, we promised to discuss price conditioning. In this episode, we discussed price conditioning for buyers and sellers. We also shared questions that should be asked, things to say, and how to go about doing price conditioning.

SHOW HIGHLIGHTS:

  • Share sponsor winner
  • Deal of the week
  • Price conditioning your seller
  • - Questions to ask when on the phone
  • Price conditioning your buyer
  • - Questions to ask if it's a rental property
  • - Justifying your price with your buyer
  • - Profit potential on the deal

QUOTES:

  • “It's like I am thinking out loud.”
  • “A landlord will buy a property based on the income.”

RESOURCES AND LINKS FROM THIS SHOW:

SHOW TRANSCRIPT:

Larry: Hello, what’s happening? How are you doing?

Kandas: Screen situation –

Larry: A lot of them, see?

Kandas: We’re trying to get our –

Larry: I told you –

Kandas: Our screen situation figured out here. It looks like we’re looking down when we have to look at the camera so we wanna raise it up, but when we arise up, it doesn’t look like we’re looking at you.

Larry: That’s funny. That’s funny. Yeah, this is my laptop, the little camera from the laptop and I’ve got dual monitors up here and she wanted to put it up there –

Kandas: We need the camera up there.

Larry: Look, Mama Teresa in the house.

Kandas: We need the –

Larry: Dave Lee from St. Louis. What’s happening? How are you doing? See, we do have another one up here so we can see the chat.

Kandas: We need the camera up here.

Larry: In live time.

Kandas: You’re gonna have to get an extra camera.

Larry: Dennis Horn in the house.

Kandas: “Finally, you are on – ”

Larry: Yeah. Teresa – Yeah, Teresa, we weren’t live on time because she was in your office, right? Am I right?

Kandas: That’s the home we’ve known every week.

Larry: I know. Kandas, Kandas, it’s time for BRAG.

Kandas: We got stuff going on. We’ve got partners joining in. We’ve got houses selling. We’re buying houses. I’m a very busy person.

Larry: You said that earlier.

Kandas: We do this in your office so you are already here.

Larry: I am. I am. This is where I buy and sell all the houses, right here. Right? That’s where – that’s where all the magic happens right there.

Kandas: This is where all the magic happens.

Larry: That’s funny. So, please share if you want to win a real estate day trading jump start.

Kandas: What it looks like right now.

Larry: That’s it, right?

Kandas: Yes, yes, I’m feeling a lot better, thank you very much.

Larry: She might be feeling better but she’s not acting any better, let me tell you that right now.

Kandas: So, to get that real estate day trading jump start, I’m gonna take the pressure off of you right now, share, share, share, share this thing here, this live –

Larry: Right? It’s the real estate day trading jump start. Includes two free tickets to see Larry live, and complete slide presentation from the live event, buy and sell houses any day using the internet.

Kandas: That slide presentation from the live event, though, you guys should really just put those seat deposit down, the $97 seat deposit down, on one of the current events. You really should. It goes for a lot of fundamentals, but for the most up-to-date information, I would say to look to the jump start just for that event material because our events now are a lot more current, right?

Larry: Our events now are more current.

Kandas: Yeah. They’re from more current –

Larry: As opposed to our events now would be what, in the past?

Kandas: This event right here. This event right here is from a long time ago, so it might not have –

Larry: Our events right now are much more current.

Kandas: It’s much more current. I’m telling you. I’m starting – I’m really starting to worry myself today. It’s like the second time that I have been confused all around about something.

Larry: That’s crazy, that’s crazy. So, anyway, so, welcome to the show. We’re glad you’re here. Please share, share, share, and we have a share sponsor from last week. Our share sponsor from last week is –

Kandas: Who is it?

Larry: Gene Buys Pretty Houses.

Kandas: Is this the same Gene from Waxhaw. Gene Bass from Waxhaw that’s pulling my signs out?

Larry: I don’t know.

Kandas: Is this you? Go ahead, call in.

Larry: Kandas wants to talk to you. Right? She’s got some current information to tell you.

Kandas: It’s very relevant. Stop pulling out my signs, Gene Bass.

Larry: There you go. That’s exactly right. That’s exactly right.

Kandas: Gene, how did you win? How did you win?

Larry: Gene Buys Pretty Houses.

Kandas: It might not be the same one, but if it is, yes, you go ahead and call the office –

Larry: I randomly pick the winner each week.

Kandas: E-mail in to customerservice@larrygoins.com and we’ll get that squared away for you.

Larry: Exactly. Exactly. So, let’s see. What else? Okay. So, Gene’s gonna do that.

Kandas: If you want a free investor’s kit, you call to 877-LARRYGO, 877-LARRYGO, talk to Zenobia, and she will be able to give you a copy of the real – the digital copy of the real estate day trading book.

Larry: And –

Kandas: And digital copy of HUD Homes Half Off.

Larry: Right.

Kandas: And it will also have some other training links in there for our full purchase model, our real estate day trading model, hard money brokering, lendering – lendering. Brokering, lending –

Larry: I’d like to write down another Kandasism –

Kandas: Oh, my God, what is happening to me today?

Larry: I have Kandasisms, by the way. Of course, I also have – I also have Pamisms from my wife.

Kandas: Kandasisms are all on purpose. That was not on purpose. Lendering, brokering, and borrowing.

Larry: So, I wanna show you some Kandasisms right now, okay?

Kandas: Why is everyone picking on me today? I’m making it easy though.

Larry: You really are. So, Kandasisms. She said not too long ago was “in agreeance.” Agreeance. If we are in agreeance – it’s supposed to be agreement.

Kandas: It’s taken out of context because I was mirroring a seller when that word came up.

Larry: All I know is I heard you on the phone and I wrote it down.

Kandas: He said it, and so when I was talking about the contract terms, I said it back to him. We were speaking the same language.

Larry: Right. You were mirroring and matching.

Kandas: I was.

Larry: There you go. So, our next Kandasism is “slown down.” Slown. Like as in the past tense of slowed or something. I don’t know.

Kandas: The past tense of slowed.

Larry: Slown.

Kandas: Slown down, you know –

Larry: Kenny.

Kandas: Traffic out there has really slown down.

Larry: I got more Kandasisms right here. “Freenas,” as in becoming free. Freenas. Can you use that in a sentence? That’s hilarious. Oh, and we were talking about reciprocity. Here’s her word for reciprocity: “Retropocity.” Retropocity. We had some retropocity. Are you guys going to retropos – I don’t even know how to use it in a sentence. I don’t even know. Oh, and she thought somebody was being a snake, and she said they were sneakily, they were doing something sneakily. Remember that? That’s hilarious.

Kandas: All of ’em can be used in sentences. I’ll be glad to say, anybody Wikipedia, if you would like to incorporate them into your vocabulary.

Larry: That’s funny. But, you know, the funny part is I have ’em – I have many, many much, mucho moro for my wife.

Kandas: Right.

Larry: Right?

Kandas: She has some good ones.

Larry: She does have some really, really good ones. That’s for sure. Okay, so, we’re also having a three-day coming up. Not anytime soon, but it’s coming up if you –

Kandas: Well, here’s the thing about the three days. We’re only doing four this year, right? We’re only doing four and they’re all in Charlotte, or Charlotte area rather, so they’re gonna fill up quick. We’ve only got three left for the year and we keep these small. We like to have kind of an intimate group. So, we don’t want them get too large, so I cap the attendance. So if you want to come to the next one which is in May, you can do the same thing, 877-LARRYGO, talk to Z about it. You can go to larrygoinslive.com to register if you wanted that as well. But I will suggest if you want to come, then you should get registered because they will fill up quick.

Larry: There you go.

Kandas: We already have eight or ten seats that is in May, we already have eight or ten seats gone right now and we haven’t even started marketing.

Larry: Really?

Kandas: Yeah. What were you doing in there?

Larry: I’m typing in a –

Kandas: So, today – oh, no, wait. The other week.

Larry: I forgot to put that on the crawler. I forgot to put the Deal of the Week on the crawler. So, Deal of the Week, our Deal of the Week is a double-wide mobile home that I just bought, okay? And I like double-wide mobile homes. This is a double-wide mobile home, a three-bedroom house and it’s on about an acre of land over in Blacksburg and I’m buying this house for $15,000. It’s little, it was little when the person moved out anyway. So $15,000. Now, I could do one of a couple different things with this house.

Kandas: A few.

Larry: I could wholesale it, for probably $29,900. I can wholesale it for $29,900 pretty easily, right? There’s a lot of people walking around cash which we just sold a house this week for cash –

Kandas: Yeah, I got – was a lot more informed –

Larry: All cash, $40,000 cash, right? So, anyway, you can wholesale this house for $29,900 pretty easily. Or, you can do a fix and flip right now, mobile homes, the problem with fix and flip is there’s not near as many loan programs for a fix and flip mobile home as there are fix and flip single-family site-built house or stick builds, we call it site-built house, right? But, with mobile homes, even if I went in and put $10,000 or $15,000 in it and sold it for $79,900 or $89,900 or something like that, I could do that, but I hate fix and flips. I hate rehabs, okay?

Kandas: If you haven’t ever heard this show before.

Larry: I know, right? So, also you can do it as a rental, right? You can put a lease option tenant in there. You can put just a tenant. You can seller finance it. There are so many different things that you can do. If I was gonna seller finance it, I will seller finance it for like $79,900 or $89,900, get $5,000 or $10,000 down, so you can do that as well, right? So, there are so many things you can do with it. We were picking it up for $15,000, a double-wide mobile home that’s not too old, and, yeah, so there you have it.

Kandas: Deal of the Week, that’s it.

Larry: That was it. Alright, so –

Kandas: In light of last week’s show, our topic this week is price conditioning.

Larry: Price conditioning, right?

Kandas: For the buyer and for the seller.

Larry: That’s exactly right.

Kandas: Current reviews.

Larry: That’s exactly right.

Kandas: Exactly.

Larry: So, let’s talk about the seller first, okay?

Kandas: Go ahead, explain it.

Larry: Whenever you’re on the phone with the seller or you’re in person with the seller, if you’re in person you’re gonna do this ahead of time, okay? If you’re running appointments and sitting down with the seller, which you can do and it’s good experience, but I like to do everything here, right? I like to do everything over the phone. That way, I don’t have to leave. So, when you’re on the phone with them, you need to know how to price condition the seller. Now, if it’s a fix and flip, while you’re on the phone with them, you’re gonna say something along the lines of, “Well, let’s take a look and see what other similar houses are selling for so I have an idea as to what your property’s worth,” ’cause all we can really do is sell our properties for what other houses are selling for. In other words, if a house is selling – if all the houses in the neighborhood are selling for $50,000, nobody’s gonna pay $100,000 for your house, right? So, what I do is I pull up and I look at Zillow, not the Zestimate, Zillow, the sole copy, you go to the address, you scroll down, and you look at the neighborhood. Get on the map and zoom out and look for the cheapest comps, okay? And then you gotta say something along the lines of, “Now, I’m not gonna show you anything you can’t do on your own, ’cause all I’m doing is looking online, it’s public information for houses that sold in your neighborhood.” That’s very important that you say that. That’s gonna take down their defenses, right? It’s gonna take that down because they’re saying, “Well, see, here’s information,” and then you’ve got to go one step further. When you find those low comps, you’ve gotta say, “Now, here’s a house at 125 Oak Street that sold for $32,000. Let’s take a look at it. Well, it’s – let’s see. Yours is how many square feet?” Now, I’m gonna bring up stuff that I know is gonna devalue their property. Let me give you an example. If their house is 900 square feet and the house that just sold for $32,000 which is low, right? There might have been some other houses selling for $60,000, $70,000, $80,000, but there’s a house selling for $32,000, I’m gonna say, “Now, here’s a house right here that sold for $32,000, now how much did you – how much square foot did you say your house is?” “Nine hundred.” “Oh, wow, this one’s 1,200 so it’s a little bigger than your house. Hmm. Okay.” So, I’m gonna make little comments like that and even if another house, let’s say their house is a three-bedroom, one-bath, but I’m looking at a three-bedroom, two-bath that sold. I’m gonna say, “Now, did you tell me your house has two bathrooms? No? It only has one? Oh. Oh, okay. This one has two,” right? So, what I’m trying to do is price condition and justify theirs should be even lower than what I’m showing ’em already.

Kandas: Now, there’s – we actually do this twice with sellers. There’s price conditioning on the seller one because when we do a sit, it’s in the sit script as well, but then Larry, when he gets on the phone with anybody as well, then he does it as he’s getting ready to make the offer. So, even though – if we do a sit to close in one script, then it’s still gonna be done twice because we’ll do it – no, subjectively is not the word I’m looking at, but you’ll do it intermittently when you’re getting the information on the property too, but then also when you say, “Let me pull it up and make sure I’m looking at the right house, right? Let me look at Street View and look at – make sure I’m looking at the right house.” Then you can go into Zillow, do those, and then the same thing again, so it actually can happen twice on the same call with the seller.

Larry: Right, right. That’s a really good point. Plus, it keeps the seller honest too, right?

Kandas: Yeah.

Larry: Whenever you re-ask them the question like, Kandas, the last – you know, when she’s talking to ’em, or Angel, and then I’ll ask the same question again, sometimes I get a different answer and then if I do get a different answer, I’ll say something along the lines of, “Hmm, for some reason, Kandas wrote down that it was X or such and such,” right? “You remember talking to her about that?” You know?

Kandas: It’s always that I wrote it down well because they don’t ever to say –

Larry: I can’t make them look bad. You can’t make your seller look bad.

Kandas: No.

Larry: You can’t do that, right? And she understands. She don’t get offended, right? She has thick skin.

Kandas: But not only that, and let anybody in that type of sit situation should understand that on the second call, they could be more – especially with a way that we tee you up being the authority –

Larry: Right, right.

Kandas: And they feel a little bit more pressure to be a little more honest with you, to kinda go back on some of the things that they, you know, told us as junior hammers, which is what we refer to each other lovingly in the side room here, in the bull pen, whatever you wanna call it, but, you know, there’s different reasons – stop. There’s different reasons that they could be doing that to him. Intentionally, non-intentionally, somewhere in the middle, however, but, yeah, it is – whenever anybody’s in a sit situation, our set position, they should understand that it’s gonna fall back on them and be okay with that.

Larry: Right. And also, like I mentioned earlier, I mean, both of us will say, “Now, I’m not doing – telling you anything, you can pull it up online and look at it yourself. It’s all free information. It’s public record.” Right? It’s public record. That’s a new term to say, it’s public record, okay? So, in price conditioning, you take a look at the comps and if a house – if you’re pulling comps and you’ve got pictures of a house and it’s a good-looking house, you wanna even scroll through and look at the pictures and say, “Oh, wow, here’s one that sold,” and you can even give ’em the date. You don’t have to give ’em the year, but give ’em the dates, but I won’t go back three or four years but a year or two is okay, right? But I’ll go back and, “Oh, here’s one that sold in August,” right? In August. Wow, okay. “And, wow, there’s pictures online. Let me take a look. Wow. The kitchen’s been updated, the bathroom’s been updated. It looks like it’s in pretty good shape. Wow, okay. Now, you told me yours needed to be remodeled, right? And you need to lay carpet. Hmm. This one’s got – this one’s in pretty good shape.” So, I’ll say something like that, and then we look at the comps and then I’ll subtract the amount of repairs, right? From what I need to pay them, and those are on the smaller cheap houses. If I’m looking at a fix and flip of higher-priced house, then what I’ll do is I’ll pull the comps, right? I’ll pull the comps but I’ll go through the rehab, everything. I’ll talk about how’s the kitchen, how’s the bathroom, how’s the – even if they say the kitchen’s fine, you’ve gotta say this, “When was the last time your kitchen was remodeled?” You know? And most of ’em are gonna be, “I’ve never remodeled,” right? That’s what most of them will.

Kandas: Now, someone, if they’ve remodeled it, most of ’em, if they have, it’s in the eighties, early nineties even, so it’s still twenty years old, twenty-five years old for the remodel, if they’ve done it at all.

Larry: Exactly, exactly. And when’s the last time the roof was replaced? Fifteen years? “Oh, wow. You know, that’s gonna have to be done before too long.” It’s like I’m thinking out loud. I’m telling them, I’m just thinking out loud. You can’t unring a bell. They hear it. It’s not an objection because I didn’t tell them, you know, your roof is gonna have to be replaced very soon. I’m not saying that. I’m saying, “Hmm, okay, that’s gonna have to be replaced before too long,” right? Does everybody understand that? So, I’m going through, and then with the fix and flip, I start looking, okay, if we go in and we do this, this, this, this, I make a big deal out of it. If we do all of this, we do new cabinets, new countertops, new sink, new, yeah, everything, you know, plumbing under the sink, all that stuff, and you have four cabinets in the kitchen, all that, and then let’s take a look at the bedrooms, let’s take a look at the bathroom, new landscape, all that stuff, so I drag it out to make it look like a lot.

Kandas: To be able to be –

Larry: To justify.

Kandas: Well, not only to justify, to be able to sell it, this stuff would have to be done, right? And there’s no telling how long it’s gonna take us to get this stuff done, so we may have to hold it for a few months.

Larry: Right. Or longer.

Kandas: Or longer.

Larry: You know. But I always tell people, “Hey, you can do this yourself. You know, if you wanna go in and spend $25,000 and deal with the contractors and get it into tiptop shape and then list it with a realtor for a year or two, I’m sure you’ll find a retail buyer, but if you’re looking for a quick cash sale right now, this is where I need to be,” but, anyway, let me get back on track. So, I figure out what the ARV is, and I say, “Now, when you sell a property for retail, it’s in tiptop shape, you’re gonna put it on the MLS, you know, and between paying the real estate commission and closing costs, you’re looking at probably about 10 percent, so let’s take 10 percent right off the top, okay? And then, you know, I’ve got all the rehab, so let’s take that off, and then I need to make about 12 percent profit, I mean, that’s – you know, with our office and overhead and everything, I mean, you called from one of our postcards, it costs a lot of money to mail out postcards and that sort of thing, you know, 20 percent is respectable, it’s what most builders make, so 20 percent, based on that, I need to be around X,” right?

Kandas: Yep.

Larry: And that’s usually less than what I could actually pay. It’s usually less than what I could actually pay.

Kandas: We’re not gonna ever wanna start out with your highest and best, honestly. You can’t ever go down, and if they come back and say, “Yeah, okay, I’ll take that,” okay, one, you know you’ve offered too much –

Larry: Right.

Kandas: And now you’re stuck. What are you gonna do? You’re gonna pay it.

Larry: You’re gonna renegotiate.

Kandas: Well, you’re gonna sign the contract with what they say and then after you do some more investigation, you could go back and renegotiate.

Larry: That’s exactly right. Now, the way you price condition a rental property that has a tenant in it, and this is a really neat little strategy that I use, I always tell my sellers, “Hey, look, you can give me all the property details, I mean, but you’ve basically told me the tenants in there, they’re happy, they’re not complaining about anything,” so I tell them, “Your value of your property is based on its income. That’s all it is.” A landlord will buy a property based on its income. And the property is gonna be around – Look, Brian’s on the line. Wazzup? Hey, I knew you.

Kandas: Yeah, you do.

Larry: So – that’s funny. So, the value is based on income, okay? And basically, little rental houses like this, they sell where the rents are about 2 percent per month. So I could tell you right off the bat what your property’s worth. If it’s renting out for $400 a month, it’s worth about $20,000. If it’s rented for $500 a month, it’s worth about $25,000. $600 a month, about $30,000. $800 a month, about $40,000. Right? So, and that’s about what they’re worth right there. So, what I’m trying to do is I try to buy them where rents are 2 percent and then I sell them where rents are 1.5 percent, right? Something like that. Now, if I can sell ’em where rents are 2 percent, I try to do that if I can, right?

Kandas: Right, it’s better if you can.

Larry: It’s better if you can –

Kandas: But it doesn’t always work out that way.

Larry: Yeah. I mean, sometimes I can get deals. I mean, we’ve gotten package deals where it’s much better than that. I mean, we got a rental house right now in Shelby, it’s just about move-in ready, and we’re paying $10,000 for it, right?

Kandas: Right.

Larry: It’s just a problem we ran in, you know, probably rent it for $350 to $450 a month. So, we can probably put a tenant in there and get $30,000 or so for it. I think we’re selling it for $20,000 or $25,000 as is. No tenant. But, anyway, so those are the different ways that you price condition your seller. Now, let’s talk about your buyer, okay? Let’s talk about your buyer. When we’re trying to wholesale a property and price conditioning your buyer, you’re gonna sell, if it’s a rental property – if it’s a rental property, you’re gonna sell it where rents are about 1 percent per month, okay? About 1 percent per month. So, if – now, I’ve done some higher priced stuff where the house, they want $100,000 and it’s rented out for $800 a month, right? That’s, you know, eight-tenths of a percent, right? So we tell our buyers around 1 percent. That’s 12 percent gross, right? And minus tax, insurance, repairs, maintenance, but by the time they get their depreciation, they’re still making close to double-digit returns or better. And one thing you gotta remember with sellers, especially properties that are owned by landlords, is the landlord will always, always, always tell you something like this: “It’s rented for $400 but I can get a lot more. You can get a lot more.” He doesn’t say, “I can get a lot more,” he says, “You can get a lot more,” right? My standard answer is, “If you can, why don’t you?” “Well, I just didn’t wanna bother ’em ’cause they never bothered me, they pay on time, I just wanna leave them alone.” That’s probably what I should do, is leave ’em alone and not raise rents, right? So, having said that, I’ve gotta pay you based on the current value of the property.

Kandas: I ask a similar question a little bit different way with the sit on that. It’s more along the lines of, “Now, do you think that rent is fair or are you giving them a break?” And –

Larry: That’s a good question. I’ve never heard you say that.

Kandas: I read it in the script, it kinda –

Larry: It’s a Kandasism.

Kandas: It’s improv.

Larry: It’s a Kandasism.

Kandas: So I ask it that way in the sit script and get them to go ahead and commit one way or the other whether they think like it’s fair or not and then I can note that for him as well.

Larry: There you go. That’s good. How did you say that again?

Kandas: “Is that a fair – do you feel like that’s a fair market rent or are you giving ’em a break?”

Larry: Oh, okay.

Kandas: And nine times out of ten, they say, “Well, I think I’m giving them a break, you know, they’ve been there long,” so some of them go into it a little bit, some of ’em won’t. Some of it will say, “Now, I think, yeah, I think you can get a little bit more.”

Larry: Good, good.

Kandas: But –

Larry: Now, on fix and flips, when we’re selling fix and flips, the way we justify the price, price condition our buyer is we pull report with comps, we use CRS data, CRS data, right?

Kandas: Is that Manny who says –

Larry: It is.

Kandas: FB put him in jail but I escaped.

Larry: It is. Look, Jack Eyer’s on the line. Jack Eyer, what’s up, buddy? How you been?

Kandas: Glad you got out, Manny.

Larry: Right?

Kandas: Good job.

Larry: That’s funny. Our e-mail must not have been out. We don’t usually have – we don’t have thirty or forty people –

Kandas: Yeah, it didn’t go out.

Larry: I wonder what happened?

Kandas: I know what happened. I happened.

Larry: We were a little busy this morning.

Kandas: My day happened.

Larry: So, anyway, the way we justify the price with our buyer, right, is we pull comps, we have a report of the comps, showing the sold properties that sold up here but our property is for sale right here and we put a profit potential on value. Right? For example, we’ve got a house in Kannapolis right now. It’s a little fixer upper, right? And it only needs –

Kandas: House.

Larry: It needs paint and carpet. We’re selling it for – I think it’s on the MLS. We just put it on the MLS for $129,900. Gotta find that wholetail person as is. It needs paint and carpet, but we’ll sell it to an investor for $115,000. They put paint and carpet in it –

Kandas: Yeah.

Larry: I thought I messed up there for a minute. Anyway –

Kandas: I like to fake you out like that essentially.

Larry: You did. Whoa, whoa, wait a minute. Anyway, so $115,000. However, a person can go in and put paint and carpet and you may not even need to put carpet in it, right? ’Cause – oh, a missed sale right here.

Kandas: I know who that is.

Larry: You know who that is. So, anyway, so, you can go in and put paint and carpet, right, and then sell it for anywhere from $150,000 to $175,000. You can make anywhere from $25,000 to $40,000 potentially on this deal, right? So, it’s a nice little easy in and out, right?

Kandas: Not always.

Larry: You know who used to say that? Steve Gaywood.

Kandas: I know.

Larry: It was Steve Gaywood. I remember the other day. Alright, cool. So, I think that’s it with the price conditioning.

Kandas: From sellers and buyers.

Larry: For sellers and buyers. Yep, there you go.

Kandas: Who was that? Dan Stewart who wanted –

Larry: I think it might have been. He’s been on the other day.

Kandas: I remember it was last week. I think it was him, but I don’t remember.

Larry: Let’s not forget.

Kandas: Anyway, I hope you guys got a lot out of that. If you want to partner with us, if you want to come in, spend three days with Larry, with the team, this year, mostly Larry, we don’t really come in, but go to larrygoins.com/live, mention your question there and the guys will give you a call, go through that process with you, answer any questions that you’ve got. Also, you wanna talk – you just did a webinar too.

Larry: I did. I did just do a webinar. Check your e-mail. If you’re not on our list, right, if you’re not on our list – look, Lynn’s online. Wazzup? So, we just did a webinar actually today at noon, we did a webinar, so if you’re not on our e-mail list, you need to call Z right now at 877-LARRYGO and tell her to add you to our list and then that way you’ll get all of our e-mails about all of our training webinars. We just did one at noon today.

Kandas: And that was on – yeah, that was on twelve steps to three deals in ninety days. So, she can get you on the e-mail list. Larrygoins.com/live, larrygoinslive.com to register for the next three-day event that we’ll be doing here in the Charlotte area in May. Is that it?

Larry: Share, share, share.

Kandas: And share.

Larry: Jack Eyer, look. Larry, we missed you at the real estate and wealth expo, February 24. I did the investors training which is all-star. Awesome, awesome. That’s good. That’s good. I’m glad your event went really well. I wish I could have been there but I don’t travel anymore except for having fun.

Kandas: That’s right.

Larry: Right? And I know it would have been fun with you guys, Jack.

Kandas: That’s not what he’s saying.

Larry: That’s not what I’m saying. Alright. But thank you guys very much for watching. Please share. We’re gonna give away another real estate day trading jump start next week, $297 value. Share, share, share. So, thank you very much. Buh-bye.