#54 How To Talk To Sellers with Brian O’Neill
Brian O’Neill is an experienced real estate investor and business owner providing flexible real estate solutions for both buyers and sellers of Greater Chicagoland real estate and beyond.
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Itunes – www.TonyJavier.com/itunes
Welcome to the real estate masters podcast, where we interview the top names in the real estate game. If you wanna grow your real estate business, see more podcast or get free resources, go to www.remcommunity.com. The only podcast that allows you to directly connect with the guests in many of the highest level names in real estate game, you are in for a treat with our next guest. Do me a favor, subscribe to the podcast, leave us a review. And don’t forget to go to REM community.com to connect with some of the highest level real estate professionals in United States through our community and through our high level masterminds. Let’s go
Welcome everybody to today’s show. I’m Tony Javier, your host of real estate masters podcast. Today we have Brian, O’Neil look forward to talking to him about, um, some great things he’s doing with his business. Uh, we’re gonna talk phone, we’re gonna talk terms, we’re gonna talk some really good talk, some talk about some really good topics that, um, that you guys are really gonna enjoy. So tune in and listen in until the end. Uh, so Brian O’Neil, how’s it going, buddy?
Hey, Tony. Good to be here. It’s going great. It’s a beautiful day in Chicago, 60 degrees today, having a, having a good time.
Awesome. As we film this, the temperature’s changing in many different locations. So I just talked to my team in Wichita and they’re like, oh, it’s finally getting warm out. So I bet Chicago’s beautiful this time of year.
It definitely is. It definitely is looking forward to it.
Awesome. Awesome. Well, cool. So Brian, uh, you’ve been in the business for a few years now. Sounds like you’re doing some really good things. You have your own podcast as well. Mm-hmm , um, which I’m gonna be on later this week. I’m excited about, um, so tell people kind of how you started. It seems like, um, you know, Chris pre Fontain is how we got connected. He’s been in on our show a couple times. Um, he does a lot of great stuff in the space, but it sounds like that is how you got into real estate. So you wanna talk about, uh, I guess how you got into real estate and kind of some things you’re doing now and we’ll ti dive into some, some really good topics here.
Yeah, definitely. So just to go back a little bit, I was, uh, I, I was in corporate America for 25 years. Uh, I was in sales for 25 years. I worked for the same company for 17 years. I was actually an elevator salesman, so nothing to do with real estate at all. And I’d always, I’d always known or at least I, I should say no. I felt that there was something bigger for me, something, something more for me. I just didn’t know what that was. Real estate had always fascinated me. Uh, I remember when I was a, when, when I was a kid, I would beg my parents to take me a look at model homes. I was just, I just loved real estate. Right. And I started consuming information. You know, I read books, I listened to podcasts and, and, and it was everything like I took on the full suite of real estate services.
So I was looking at doing rehabs flips, uh, long term buy and hold apartments indications. That’s ultimately where I started to go. I said, okay, this model makes sense for me. I like this. And I went ahead and I started consuming all this data podcast research. I even looked at properties. I was networking. Uh, I never did anything. And it was for two reasons. Number one, uh, is I was petrified. I was scared. I didn’t know what I was doing. I did not have mentorship. And the second reason was fear related, but I was afraid of investing my own money and letting my family down. If it didn’t work out and number two, asking other people to invest their money alongside of me. So that ultimately led me to kind of paralyze and freeze and get stuck in that an analysis paralysis phase. It was right about that time, where I heard Chris talking on a podcast about how he bought his office building on owner financing. And I said, I gotta go. That’s exactly what I need to go, uh, research. I went right to it and he ultimately became my mentor. And now, now I know how to buy properties, um, on terms, none of your own credit, no banks. And now I know how to go back to those same apartment buildings and buy those on seller financing. I would to find ’em. I know how to finance. ’em
Awesome. Good stuff. Um, so one thing you mentioned was books and podcasts, and then you talked about fear. Like that’s, I think the biggest thing that separates those from being successful and not being successful. Um, so first of all, starting with the education, right? Some people don’t even pick up a book or listen to podcasts, so that’s the first part of it. Yep. And then the second part is the action part of it, which we’re gonna talk about something here that you, you wanted to talk about, uh, but really taking action and like jumping into it, right? So like what got you from being petrified and afraid to do deals or to start making calls or to start getting to the business to where now you’re full board into it. You’re, you’re, you’re, you know, doing some really good things. What kind of got you over that edge to really start taking action?
It was, it was a, it was a multiple, multiple things. And number one, I was fed up. I was sick and tired. I was sick and tired of not, you know, of saying I was gonna do something and not, and not chasing my dreams. Right. There was a lot of personal stuff related to that. Um, and then I had also, I had also covered some of the other areas that were bothering. Number one, I support like, what do I do when I get a deal? You know, I, I, I had that covered at a coach. You know, I, I think that it it’s strange Tony, how we spend our entire lives in school. If we play sports, we have coaches, we have mentors, we get outta school. And all of a sudden we think we got it all figured out, right. We go to work and we don’t need that anymore.
I made that mistake for 25 years and I’ll never make it again. I’ll never not have a coach or a mentor of some kind or multiple. That really helped me with the mindset piece, knowing that I had the support. If, you know, once I got a deal or how I get these deals, or what do I do next, I can, I still use them as a sounding board today. It’s super, super important to have those people in your life that can help you because it’s going to get difficult. And then the biggest reason, I, we talked a little bit about this before we hit the record button was I really, I have a really strong why, like, why I want to do this. And it’s because I was missing my son grow up. And he didn’t like when I was gone, he didn’t like when I left for these long trips and he was scared to be alone in the house with his mom. So that was what ultimately pushed me over the edge to, to, to not miss him grow up. I only got one shot to watch him grow up. Right. And that’s what really drove me and got me over the edge and keeps me going today is my family.
Yeah. Awesome. So a big a why, you know, that’s, I think a, a big reason why people do things is that why, whether it’s family, it’s sick and tired of what’s, you know, what’s happening in their lives. I mean, there’s so many different reasons. So if you can get a why to really drive, you can kind of get you that over to edge to, to create action and do something that you normally have done. Right. Um, so let’s talk about terms. Um, so when you say terms, there’s a lot of different, you know, some people call creative financing. There’s like different ways that people talk about what you’re talking about, which, which you call buying properties on terms. Um, so it’s interesting that, and you may have the same philosophy. I actually heard this, this last week at a mastermind. I was a part of someone’s like you name the price, I’ll name the terms. If you name the terms, I’ll name the price, right. Cause almost every property, um, not every property, but most properties you can buy. Um, if you either change the terms of the price to make it fit what you’re looking for, right. Obviously there’s properties that are over leveraged that you just can’t do anything with. Um, so just tell us how, how you put deals together and, and work your terms deals.
Yeah. We say terms, we are talking about creative financing or seller finances, a bunch of different things, as you can say. And, and it’s interesting that, that, that mastermind, uh, that, that you, that you mentioned what, what the gentleman said. I, I, I say something to the effect of, you know, I’m willing to give you the price that you want. If you’re willing to give me the term that I need, you know, it just basically the same thing. It’s just, just, just word it differently. And I think there’s an opportunity in, in, in most transactions to do something on terms, just as long as you, as the buyer, me understand what the seller situation is, understand what their problem is. And that’s what we do. Um, I kind of leave the real estate thing aside. I’m looking at what specific problem, or maybe it’s a multiple, multiple problems that I can help seller with and then use a terms transaction, whether it’s seller financing, if they own their house free and clear, which is one third of all houses in America, don’t have a mortgage on ’em or if they have some equity or little, you know, some equity, we can work out a transaction there to protect their equity.
This all comes from a personal experience. I had like six years ago on my personal residence where I did what everybody, most people do, they hire a broker, they put a sign in the yard, they take a bunch of pictures and they hope and pray that they’re gonna get the price that they want in a short amount of time. Um, when I sold my house, when we put, we put our house for sale, I thought I was gonna get $40,000 in equity. After everybody got paid after it was all said and done, I got 4,000 bucks. And at the time I said to my wife, I said, I could have done that. Like, I didn’t need to hire all these people to get $4,000 I could had, have done that. And I didn’t know what the answer was at the time, but if I had known me six years ago, I would’ve got the 40 grand. And that’s ultimately what we’re trying to do when we’re talking to sellers is protect their cash position. It’s their money. They’ve worked hard for it. And you ultimately give it away to everybody else. If you willing to finance, you can get more and way more for your house.
So tell us, um, so terms and price. So I I’ve heard people explain it different ways. It’s there, there’s usually one like kind of pretty solid way to do it, but then there’s also other ways to, to do it. So, so let’s go into a situation where someone has a house that’s paid off, cuz the time I think the creative way that you do it, from what I understand, the property needs to be free and clear, which I actually heard the, the numbers higher now, um, at this mastermind. So there’s a lot of high level guys at this mastermind and guys that know data and all kinds of stuff. And they said, I think it’s reached 40% is what the number is of houses that are paid off in the us. And the reason he said that is because people think that there’s a crash potentially coming well, you know, how can a crash happen when there’s so many houses paid off and they don’t need to sell, they’re not underwater. Right? And even, even people that have mortgages, they still have a lot of equity. So, you know, it, it forces doesn’t force them to have to sell. And so, uh, so let’s say you have a property free and clear, it’s worth $200,000 in its best day. Someone comes in and says, Hey, I need $180,000 for this house. Talk us through how you would structure a deal like that. Um, knowing that if you gave them that price or even close to that price, the, the terms or the, the deal typically wouldn’t work.
Yeah. So if I’m tracking with you correctly, the seller wants 200 or they want 180,
They want 180, you know, when it’s best day that it that’s a $200,000 house. Yep. And it needs some repairs, it doesn’t need 50 or a hundred thousand worth of repairs, but it needs some updating, you know, maybe, you know, it’s called $20,000 worth of repairs. Um, how would you structure that deal to get them close to that price that they need?
Sure. Okay. So that’s a great question. I just wanted to make sure I was on the same page either there. So as, as we go back to what we had stated about that, if I get the term, I want like price becomes irrelevant. If a, if a seller owns their house free and clear and we get the length of time that we need and we can STR we can structure something on principle, only payments, which a lot of our owner financing deals are that way we pay principle only the prices are relevant. So on a hundred thousand dollars house, as long as that house is habitable livable, and I don’t have to, you know, fix major issues like foundation or roof or mechanicals. I, I, and I get the term I want, we can structure something, uh, at 180,000 or potentially even more if we get the term that we want.
So it’s all about finding out what the sellers motivate is and what their, what their goals are. So I’ll ask a seller, you know, if I could get you to that number 180,000, uh, and weekly upon a payment, that makes sense for you monthly, how long are you willing to go? And I let them answer. You know, I say, well, I don’t know. You know, maybe what’s the, what’s the average. And now I’m in the driver’s seat. I I’ll say, well, some, some of our sellers see the benefit of, of taking payments over a 20 or 30 year period for tax purposes or estate planning purposes. What were you thinking? I still haven’t told them anything. Like they’re gonna tell me eventually, well, probably I don’t want to go that long. Maybe 10 right now. They just told me 10 years. And honestly, Tony that’s there I’d pay him the 200. If I got 10 years, principal only payments again, it doesn’t make any difference what the price is. If you get the term that, that makes sense for you.
No, that’s good. I, I, I like that. I love those open ended questions because when you ask, because, you know, even when I’m sold something like not even just houses, but some people will just like sell, sell, sell, and then, you know, they don’t let me do any talking, but if you can ask questions and let the other person that you’re trying to sell or negotiate with, answer the questions, that’s where the magic happens. And then you, you, you used a, a well known tactic, which is basically give them like a scenario that’s way. I don’t wanna say war than you’re willing to accept. So that way, if you said, if you said, you know, most sellers go five years, 10 years, 15, and maybe 20 years, then the, in the mind, the seller’s gonna say, well, I’m gonna choose five years. But when you say 20 to 30 years, then that seems like a huge number.
So then if they come down to 10, it seems like they were able to get a good deal, right. Instead of going 20 to 30 years, you know, they, you were willing to work with them and do 10. And even if you, even if they did five, as long as you could make the numbers work and make principal loan payments for five years, I imagine you could still make that deal work. So for those who are listening and don’t quite understand concept, I’ll kind of explain when you buy a property for 180,000, typically you’re putting 10 to 20% down. You’re making principle and interest payments and a good chunk of the interest is going towards, um, a good chunk of the payment I should say is going towards the interest. So if you’re making a $2,000 payment, it might be thousand 1200, $1,500 a month, depending on how much you’re amortizing is going to go towards, um, interest.
So if you’re able to get that going towards principle then, and that’s a huge amount of money, that’s going to pay down the property that normally if you would’ve gone to a traditional bank and gotten the money that would go to them instead of the property. And so that’s why, um, you’re able to pay the higher prices because of those payments. Um, so how would you tell us a little bit more? Like, what would you, what would you do from a standpoint of like proposing payments? Cuz you could say a thousand a month, you could say 10,000 a month. How do you come up with the amount of money you’re willing to pay someone on that property?
Sure. So great question. And I just go back to exactly what I did with the term and we call that term anchoring where I’m starting way out in the future and then, you know, coming up with something that may sense and yes, four years, five years, I’d, I’d take that at, at that, at that deal. When I talk about the monthly payment, cuz ultimately what I’m looking for from a seller is like, we can’t give them everything right? Cause sellers are gonna be concerned about the price, the monthly, the down payment. In some cases, some sometimes I want a down payment and that interest, especially on longer to terms. So I can’t give them everything. So I normally will ask what’s most important to them. And then I get a feel for how I can structure the deal. But the same thing on monthly, I would just say, Hey, what’s the lowest you would accept on a monthly basis.
What’s the lowest payment you would accept. They’ll answer you. I will have done my research. I will look at, okay, I gotta pay is on this house. I gotta pay insurance. I gotta look at what rental comps are in the area. Cuz I need to make a spread on a monthly basis. And as long as their number, uh, is within a range that I want to get, then I I’m then I’ll accept it. Now, one thing I’ll just mention about having these conversations, that if you do it the right way and ask the right questions, the, the seller will write the deal for you. Like you don’t ever have to make an offer. Like they’re telling you like, okay, I’ll go five years. I’ll take 180 and I’ll take $900 a month. They just wrote the deal. And as long as it fits within your parameters, then you send over the offer or you send over the contract. Right. And they sign it. It’s all about how you frame the conversation and insert their motivation.
Yeah. This is such a, a, an like I’ve been in the business 20. This is my 21st year now. And this is still something I’m not doing that I really know that I should be doing that I’ve kind of talked to my team about and they gave me some pushback on, uh, but not a lot of people know about this method. Right. And it’s, it’s a difference like, you know, let’s say you’re doing, you know, 20 deals a year. I’ll just throw out a number. What if you could do one more deal a year, two more deals a year, three more deals a year. I imagine those that are getting a high volume of leads could probably end up doing a lot more deals per year, uh, by using this method. Whereas, you know, without this method they wouldn’t be able to do those deals.
So I’m encouraging you guys to think about, um, how you could take some of the leads that normally would’ve thrown away where they’re asking way too much and see if you can do those deals. And I’m honestly, I, I’m gonna go back to my, after having this conversation with you. And I had a with, with Chris, Chris Ponta, not too long ago as well. And for some reason I just, I, I keep sitting on it and not, not pushing forward with that idea. So I think that’s good. Um, so let’s move over into another topic before we start wrapping up. You mentioned before we hit record that people have fear of the phone. Um, you know, something that I hate, I hate the phone. Like if I had a cold call, if I had to reach out to people, it, you know, to me, that’s not my personality, I’m an introvert, even though people think I’m an extrovert cuz of, you know, podcasts and stuff like that, um, that I do and the videos that I do, but when, when it comes down to it, I, I I’m, that’s not me.
Um, I, her a story and this will kind of play into what you are you’re, you’re probably gonna come in and talk about is, um, same mastermind was out last week, there was a guy we were sitting down at dinner and he said, um, there’s a 25 year old kid. And I say kid, um, stolen adult, a 25 year old that is worth, I think he said four. He threw out a big number. It was like 40 million, 25 years old. And the way he made his money is when he was like 21, he was cold calling billionaires. He would cold call billionaires. Most of ’em the, you know, the secretaries would say whatever, I’ll take a message tell, you know, but he was able to get a hold of one that said, Hey, let’s meet for pie tomorrow. Right? Just random. Let’s meet for pie tomorrow.
And so he goes and meets with a guy and over a, a few month period, the guy’s like send me ideas, I’ll look at him. And so finally he comes up with an idea and it was basically something you could do with storage units. And the guy says, okay, that’s a billion dollar. Right idea. Cause the guy was like, how do I become a billionaire? The kid, the, the 20, 21 year old at that time. So anyway, over J just the last and I may, I may have my numbers wrong. He may be 27, but it’s been like four or five, six years, maybe seven that he’s been in business. And he started because he cold called the billionaire was able to get him as a mentor, which he mentioned already having a mentor. Um, and, and I’m, I’m assuming he didn’t get this far into, but I imagine that billionaires probably back in some of the stuff he’s doing. Right. Um, so tell us how cold calling has helped you and how, how it could help other people, um, if they could be good on the phone and, and get up the nerve to do that.
Yeah. And it’s something that we, you know, I, I, I deal with it all the time with people who are just petrified of the phone and, and, and it’s okay. It, it, it really is. It’s not for everyone. I was on the phone for 25 years. I was talking to people that were 10 times my net worth and, and having success, selling them various products. Like I said, I was in the elevator business. So I talked to a lot of business owners, but I can tell you the first time I talked to a seller, I was scared outta my mind. And it was simply because I did not know what to say. I had to learn an entire new business and I was projecting onto the conversation was already laying, playing it out in my head like this seller’s gonna hang up at me. They don’t want, they don’t need me.
And you just have to get over that. So I always go back to my why. Right. I remember I would sit there and I would look at the phone. I said, all right, I’m doing this for my son. Like I don’t, I don’t, I don’t want to miss my kid growing up anymore. So I always used that. And then I got to the point where I was well rehearsed. So it was just reps for me. Like I had to get good on the phone. So I listened, I, I read my scripts. I listened to my recorded calls. I listened to other people’s recorded calls over and over again to the point where, okay, I have now eliminated, not knowing like I’m rehearsed, right? Just like guys who play in the NFL, like the there’s a reason they’re good on the field. They’re practiced. They’re they’re well rehearsed.
And then I, then I developed a mindset where, okay, I’m talking to somebody who’s trying to sell their house. Right. So I’m calling people or actively trying to sell, like, what would I do if my neighbor put a for sale sign in the yard, what would I do? I would go over and talk to them. What’s the situation? Why are you selling? Where are you going? That’s it, that’s what I talk to sellers. Those are the questions I’m asking them. Like, why’d you take it off the market? Where are you going? When do you need to be there? You know, what’s your situation. You’re trying to find out what their situation is, what they motivation is to see if you can help versus I wanna buy your house for $50,000 and they click and they hang up on you. Right? So you’re really trying to have a conversation. This only takes like two or three minutes to, to, to establish this. And just by rehearsing and having that mentality, like go find somebody I can help today. That’s what I always do. I, I make phone calls. It’s like, all right, there’s somebody out there that needs my help. They’re behind in their payments. They’re buying their taxes. They owe what the house is worth. They don’t want to use a realtor. Like, like those people exist regardless of how hot the market is or isn’t they exist every single day. You just gotta go find them.
So from a standpoint of, of calling, is that how you find your deals? Do you do a lot of cold calling?
I do. I did in the beginnings. When I, when I, when I first started, I was doing all the calling for a couple reasons. Number one, I needed to get good at it so I could teach it to other people. Mm-hmm and now I’m doing second level calls. Like I structure the deals, man. So I have a team, I have VAs that are calling and screening folks and seeing if they’re interested, but I’ve trained them on how to do that. And then I’ll, then I’ll take the, the, the higher, the second level calls, the people who are shown motivation and an openness to, to do something on terms. That’s who I talk to.
How about outside of, uh, real estate? Have you used the cold calling or just in general, the conversations in, in contacting people directly to really affect your business? Or is it mainly, mainly through, uh, through real estate investing?
Yeah. I mean, I’ve, you know, I I’ve always, I still call people today. Right. You have to be good on the phone now. I, I do a lot of networking, right. So it’s difficult to find in this market. It’s a little bit more challenging to find deals. It’s not like it was a couple of years ago. So I’m calling, I’m calling realtors, you know, I call like two or three brokers a day just to say, Hey, I’m, I’m buying I’m in this area. Uh, do you work with investors? What areas do you serve? So I’m just always trying to connect with people. And those are cold calls, you know? And not everyone’s open to that, but you have to have the mentality that, you know, someone’s gonna, I did that. I talked to a realtor this morning, before we got on and she had a 12 year unit portfolio that she was looking, looking to help a seller with. And they don’t want to take a lump sum. So it’s like, if I didn’t make that call, I would never be presented with that opportunity.
Yeah. One, I just I’ve been taking notes this whole time. And this thing that I took a note on, I think was probably the biggest nugget that I’ve gotten here. Um, and it’s, it’s it, I say it’s a little bit random. So you, you mentioned, uh, VAs, you mentioned cold calling, and then you mentioned reaching out to agents. So I’ve been thinking in my mind, the last, like few months, I’ve got a ton of businesses and I’ve got so many different things that we can do in our business. I need to hire more people. And I need people to focus and concentrate on things that are very like high level, dollar productive activities to continue to grow our business and the trajectory we want it to go. And so, you know, I, I’ve got about four or five hires that I need to make here soon.
And I’m gonna add to the list, uh, a, a VA to cold call real estate agents and brokers, because they have deals that, that are coming through the pipeline. Like you just said, they have like, if, if, if a residential agent gets a multifamily property, they probably don’t know what to do with it. Right. So if you can hit them at the right time, oh, I had a seller call me about a six unit or 12 unit or 20 unit. Like I have no, no idea how to price those properties. Why don’t I connect you just pay a referral fee. Um, and then even commercial brokers, I mean, you know, E every industry’s hot right now. So they, they may wanna put ’em on the market for their client, but who knows, they may have an off market property that they could send you. So, uh, I appreciate you sharing that. That’s and, and just to re, just to round off the, the, and I’ll let you finish your thoughts here, but that’s why some of the highest paid professionals are salespeople it’s because there are like, when you ha when you get the skill, I don’t even know. I don’t even know if I’d call it a skill. Um, we’ll call it a skill for the, for the lack of better terms right now. But if you can master the skill of calling and talking to people, you can make a lot of money that way. Right. So
A hundred percent, I mean, a hundred percent. And it really all just comes down to you, you as the, the caller, just really getting over yourself. Because what I learned was that the sellers that I was calling initially were more fearful than I was, because they had no idea what I was talking about. So if I’m sitting here saying, I don’t know what I’m doing. Well, at least I have an premise of what’s seller financing. As I have an understanding, they were even more scared and they’re guarded, right? So you just have to, you just have to, it’s just, you, you could call it a skill, but it’s just having a conversation with somebody and treat it as such. And don’t, you’d be surprised what people will tell you. If you talk to them the right way and make it about them. I do. I talk 20% of the time when I’m on the phone, I’m mostly just listening, mostly just listening. And if you could, if you could master that skill right there, listening versus, you know, telling everyone how great you are, you’re gonna get people to reveal their situation. And then again, like I, when we went over the, the owner’s financing opportunity, they, they can write the deal for you. I’ve had that happen. I’ve had that happen.
Yeah. All right. Good step, Brian. We’re gonna start wrapping it up. Mm-hmm last thoughts. Last, last tidbit of information that you wanna share over the last few years, that you’ve really started to scale in your business. What are some tips? What are some things that you would tell our audience if they really wanted to make a big difference in their lives today?
Yeah. Uh, that’s a, that’s a great question. And, you know, I would say that belief in yourself is really something that that’s something that blocked me for a long time. Like, I didn’t think I was worthy and I, you know, sometimes I still with that, right? So you always have to have this belief in yourself that you are worthy. One of my favorite quotes, I read it. It’s an AF I turn it into an affirmation. I read it every day is I am just as worthy, deserving, and capable of achieving my ideal outcome as any other person on this earth. I will prove that today with my actions, like that’s how I live my life in the difference between the folks who are, who are super successful versus those who are not is because they take those action steps every day. And you don’t have to chop the whole tree down in one day, just take, create small wins, like stack a bunch of small wins together. And then all of a sudden that Stack’s really high. And then you get that momentum that forward momentum, and it’ll just crush your goals. So that’s what I would, that’s what I would say to the listeners is don’t create these small wins on a daily basis. You know, whether it’s make one phone call tomorrow and then make five the next day or whatever, just keep stacking.
Yeah. Good stuff. Love it, Brian. Thanks for joining us today. How can people get a hold you if you want them to connect with you?
Yeah, I’m all over. Uh, I’m all over, uh, social media. So I have an Instagram page. It’s uh, the real Brian O’Neil. You can email me as well. If you go to Brian at, at B KW property solutions.com, I actually have a, an ebook that I wrote. Uh, that’s just about to be launched. So if you email me, it’s how to master the phone in 90 days, I’ll give it to all your listeners are free. Just have to either hit me on Instagram with a DM, uh, or email me. I’m happy to give it happy to give it away. Cause I really think it’s super important for everyone to have.
Awesome, good stuff, Brian. Well, keep doing what you’re doing, Brian, appreciate you. And I, I look forward to connecting again soon.
Thanks, Tony. Appreciate the opportunity. Good seeing you.
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