#62 Senior Living Gold Mine with Phillip Vincent
As a St. Louis native, Phillip’s passion is Cardinals baseball and Blues hockey. When he’s not watching sports or spending time with his family, he’s helping other families solve big problems. While he started his career as a home builder and developer, he quickly transitioned to buying houses from seniors, or their adult children, as they transitioned to senior living communities.
Over the last 22 years, Phillip has bought hundreds of houses and has a passion for working with senior families; his sellers love him! There isn’t much he hasn’t seen, so creativity and care are his go-to when it comes to buying houses and helping families solve one of their biggest problems. His entrepreneurial spirit and commitment to making the home-selling process easier for seniors led him to create this nationwide network of Mom’s House Certified Buyers.
Phillip has two young sons, Drake and Sterling, and a super wife, Melissa, who’s all he could have ever dreamed of. (Well, except maybe his lifelong dream to one day own the St. Louis Cardinals baseball team. #baseballnut) He is an avid tennis and pickleball player, and also loves playing hockey with his two boys. Phillip volunteers for multiple charities, including Brace for IMPACT 46, an organization that supports youth programming in both St. Louis and Haiti, and Special Spaces, which builds custom rooms for terminally ill children suffering from cancer.
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Itunes – www.TonyJavier.com/itunes
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Show Transcription:
Phillip Vincent: (00:00)
90% of the time people do one direct mail campaign equipment.
Tony Javier: (00:03)
You teach people how to do this themselves so they can do it themselves.
Tony Javier: (00:07)
You, like I said, you can turn a lot of those so-called negatives into positives.
Tony Javier: (00:14)
Welcome everybody to the show. This show is created to help business owners start or grow the real estate investing business by bringing you guests that can share their journey with you. So you can not only learn from their successes, but more importantly learn from some of their failures. I wanna encourage anyone to realize there is unlimited potential and they can get anywhere they want to by working smarter. So hopefully this conversation will prove it to you and help you to work smarter. Remember, when you want to get somewhere or get something done, don’t ask how can I do it? But more importantly, who can get me there? So I’m Tony Javier, 20 year real estate investor, and I’m known as a TV guy. If you want to dominate your market with TV commercials, go to 10 x tv.co. Again, 10 x tv.co. So we’re actually partnering with other people in real estate markets with tv. So if you want to go there and find out more, we’d love to have a conversation with you. So super excited to have with me Mr. Phillip Vincent, what’s up Phillip?
Phillip Vincent: (01:09)
Hi Javier. How are you today?
Tony Javier: (01:10)
Doing good, man. Doing good. So I love having guests like you on the show cuz you have something really unique to share something that I don’t know that anybody else or not very many people are doing around the country. So I’ll kind of let you get started. Tell people who you are, um, how you got started and kind of your journey to, uh, where you are today.
Phillip Vincent: (01:26)
Sure. Uh, you said something in your opening intro about failing my failures, not to start with a failure, but I think, man, didn’t we all get into real estate to buy houses? And we realize really quickly we’re actually in the marketing business and then you get to pick your poison of how you wanna do marketing. There’s a hundred ways you could get real estate leads, right? And so today things like do the television well, and I do this thing called Mom’s House, the senior living, these people moving into senior living. And it’s to be clear outta the gate, I wanna tell you what I’m not, it’s not the act of owning this a single family home that you do residential care act. It’s everyone that moves into senior living. If Javier and Philip are brothers and we move mom into senior living, I mean is that that transition from the forever home into what’s probably gonna be their final resting place.
Phillip Vincent: (02:08)
They have about a 28 month life there at the, the care community, whether it’s assisted living, independent living, memory care, they’re called Smith. Those are the ones that they’re usually called, but that’s that pre probate that’s before they’ve passed away. They need to sell their house Javier so they can unlock that equity to pay for the very expensive care. And so my journey started, like most of us, I’ve done every type of marketing. I’m a little bit unique that I’ve worked for some companies that do a few hundred deals a year. So I, I saw what it took to be at that scale from a marketing perspective. And so I have a lot of perspective on what it takes to make your phone ring, you know, we’re actually in a leads business. I think, you know, what do you have until you have your phone ringing with leads? You don’t really have much. And so I love this subject of leads. I love talking about things like TV and, you know, direct mail and a hundred different ways we can make our phone ring. This is something unique because there’s no one else really in my market, in the nation doing what I teach.
Tony Javier: (02:59)
Yeah. So there’s, you know, there’s list providers that will provide probate leads, right? And I think you and I, or you and your business partner and I have had the conversation about the difference between like a probate lead and what you guys provide. Can you, can you explain that? I
Phillip Vincent: (03:12)
I would love to. So Javier, I love probate leads, but they’re my second favorite lead by a pre, by a distance because if Philip and Javier are brothers and our mom has passed away and that probate case is opened, uh, you and I are gonna fight for every dollar because it’s our inheritance. And so it’s what’s in it for us, right? But if our two brothers, again, are moving mom into senior living like that 28 months before she passes, that money’s gonna go for her care. So it comes down to I trust this guy more than am I getting the top dollar because this money, whether you get, you know, 92 grand for the house or 96 grand or 88 grand, that money’s gonna sit in an account, meaning me and you aren’t gonna touch it. It’s four moms care. And it’s, I’m not gonna say that price doesn’t matter, but what I’ve found is it kind of doesn’t matter because it’s just gonna sit there until it’s whittled away before things like Medicaid kick in anyway.
Tony Javier: (03:56)
Yeah. Yeah. We’ve had plenty of those deals where they were in a nursing home they were gonna be passing away within the next probably year or so. And you’re right, it didn’t matter. But I think the only thing was is that you did have, they had to sell it for a fair amount. So do they have to get appraisals on properties like that before they hit Medicaid or Medicare? Or is it after they
Phillip Vincent: (04:15)
Yeah, great question. So let’s talk about a house an a fair offer, right? If the assessed value is $100,000 and you sell it for 60,000, you’re gonna have a problem with Medicaid because they’ll look at that as a $40,000 gift and that’s bad for the family that will kick them out of Medicaid coverage until that’s recouped. And so that’s a problem. So as a real estate professional, whether you’re a real estate agent or you follow your taxes as a real estate professional, it’s kind of like, you know, the term the BPO or broker price opinion, I’m just gonna use that name. That’s not legally what it’s called. When you give that family and their attorney the rehab numbers, my rehab numbers, they put it in the file to show the difference between the assessed value and the rehab it needed. And so do you think the judge looks at my numbers and goes 4,500 for pain? I think they can paint for 3,500. No , he doesn’t have time for that. Right? He doesn’t have time for any of that. So he is not gonna scrutinize the numbers. He just needs it. The judge just needs it in there to show why this was sold at that amount and you will want that for future Medicaid. So I’ve done hundreds of deals that had that included and I’ve never lost a deal because of it. So you just have to know how to work these deals the
Tony Javier: (05:19)
Right way. Gotcha, gotcha. So you’re basically finding people way before probate. So that’s, that’s the big thing and that, that’s why we love tv, is that we find people that are maybe not on list or not on list yet. And even before then. So it sounds like you’re doing the same thing as you’re teaching people and showing people how to find these leads before hundreds of other real estate investors are potentially sending mail to them.
Phillip Vincent: (05:37)
Yeah, let’s talk about that for a second. Direct mails tried and true, right? I’m not gonna knock direct mail, but bluntly it’s a spray and pray method. Why? Why do you mail some people over the age of 65 that have lived there over 20 years and have equity? You’re doing that in the attempt, you’re trying to narrow it down that they might need to move guys. Where are they moving to? They’re, let me give everybody a numbers, numbers person a stat that they, that I want you to take away from this people. I say, Philip, what a nice little niche you’re in. And I always laugh because they don’t understand the numbers yet. Seven outta 10 Americans over the age of 65 will live in some sort of assisted care before they pass away. About 5% of Americans can write that check every month out of their checking for that expensive care.
Phillip Vincent: (06:14)
The other 95% are gonna need to sell off assets like mom’s house to pay for that care. And so this is real estate for the next 15 years. I’ve already been doing this. I’ve been in real estate 24 years, the senior living for the last 11. I was just ahead of my time. The boomers are getting ready to take off right now. Javier, we have a 15 year run right now in front of us going forward. So guys, this isn’t something that you’re too late for. This is now, this silver tsunami is happening right now.
Tony Javier: (06:40)
Yeah, man. Fascinating. What’s gonna happen after that 15 years you think? I know that’s kind of like way down the road, but what happens when the baby, well,
Phillip Vincent: (06:46)
Holy man, you’ll be retired and just be on the pickle ball court together in 15 years, but well, people stop getting old in 15 years and of course not. What we’re talking about is this gigantic wave, they call it the silver tsunami. Uh, there’s about 54 million Americans over the age of 65 now, and in less than eight years there’s almost gonna be 74 million Americans. You can look at the charts to see that our, we are an aging nation and it’s getting worse. It’s so bad that you’ve heard phobia political conversation today. We’ve heard about Joe Biden trying to take away the 10 31 exchange. Why to pay for in-home healthcare, to pay our nieces and nephews to take care of our grandparents so they stay in the home longer so they don’t hit the Medicaid, I’m gonna use the word beds. They don’t hit the Medicaid rooms because we don’t have enough of them built as a nation. It’s in the nation’s best interest to subsidize that so they don’t have to go on the Medicaid plan. It’s a crazy world,
Tony Javier: (07:31)
Javier. Yeah, that’s interesting. So how, tell us how you got into this and you said you’ve been in, in senior living for 11 years or so. So how did you come up with this? Where did you start it from and kind of tell us about that a little bit.
Phillip Vincent: (07:41)
Sure. It was born outta laziness, if you can believe that. What I mean by that is I hate working crappy lead. When I talk to investors every day and they say they’re cold calling or they say they’re doing text message blasting, I’m just like, or banded signs. I’m just like, oh gosh, I’m glad that’s not my life anymore. Like
Tony Javier: (07:55)
Brain damage.
Phillip Vincent: (07:56)
Oh, it hurts me. Right? And I’m to the point now where my leads chase me. I have a business that comes directly to me and Javier. I’m only dealing with people that want my service. So I close about four outta 10 houses that I look at. And what’s the industry average? Like five. So, you know,
Tony Javier: (08:12)
You usually 20. Yeah, 20 to one
Phillip Vincent: (08:14)
Outta 20. Yeah.
Tony Javier: (08:15)
20, 20 to, if it’s texting and cold calling, it’s more like 30, 40, 50.
Phillip Vincent: (08:19)
So that was being nice when I said one outta 20, right? Yeah. Yeah. And so why am I eight times better than the industry average? It’s, I’m not an ninja negotiator, it’s because people want to work with me. They’re, in fact, they’re raising their hand saying, this is the flash point I need to sell my house now. So I’m only working with people that have raised their hand. Yeah.
Tony Javier: (08:35)
That’s awesome. That’s great. You found a niche. I mean, you said laziness. I, I totally get that. I mean, if, if you can do way less work and get the same results or better, why would you not do it? Right.
Phillip Vincent: (08:44)
and the origin story, it was simply this. I was, I was challenged with, I’m gonna say the word stereotypes in this case, it’s a good thing. We were looking, I think at 2011 when we bought like 66 houses that year. And we were like, what is the stereotype of, of this seller? What’s going on with them? And I said this generic story that I still, I’ll say it to this day, that, you know, dad died eight years ago. Mom’s been doing the best she can. The house is in dated shape, it’s in okay shape, but it’s dated and it’s definitely full of stuff. What do you call a hoarder that you like is mom was a bit of an aggressive collector, right? And so these houses are very, very dated. That moment she fell again. It’s almost always a fall. Javier, I read a story the other day that write this down to everybody. If you, if your parents live in a cluttered home, they’re 64% more likely to have to move into senior living because of a fall. So fall risk are a big deal. They’re being told by a doctor that they have to move. That’s why that urgency is there to sell. I’m not convincing them, I’m not motivating them. The doctor is doing that. And so when they come to me, they are ready to sell the house.
Tony Javier: (09:36)
Yeah, absolutely. When you say aggressive collector, I
Phillip Vincent: (09:39)
Like that. Oh, that’s what, yeah, mom, a bit of an aggressive collector. That’s what you call a order that you like.
Tony Javier: (09:43)
Nice. What are some, uh, lessons you learned along the way with, I mean, I guess it could be in general business or, or within that industry, but you know, like I said at the, in the intro, like the, the failures I feel like are almost the bigger learning lessons because that’s what allows, you know, us to grow, right? We learn big lessons, but also for those that are listening could, it could help them avoid some pain. So what are some lessons you say you’d learn along the way that may have been failures or things that held you back that knowing now you would do differently? Great
Phillip Vincent: (10:10)
Question. I feel like there’s this book called Fail 10 times that I haven’t written yet, but that is the, that’s gonna be the name of it. I feel like we don’t fail enough. We’re so scared. And what I see in the industry with people starting off in real estate is that they’ll fail one time and then get out of the business. Guys, if I failed one time, I’d be successful at nothing in this life, right? You have to fail forward and learn from your mistakes. And I think what happens is, and I’ll just give you one stat, one of the biggest rack male people in the nation, uh, buddy Corey, his name is Corey, tells me that 90% of the time people do one direct mail campaign and quit, right? Do you guys think that’s because they, they’re retired on the beach from that one drop?
Phillip Vincent: (10:45)
Or do you think it’s cuz they didn’t get the results that they wanted? Obvi obviously it’s the latter. And so we wanna blame everything. Well, that doesn’t work or that doesn’t work. So you gotta find what fit. Don’t lie to yourself about your own personality, about what you wanna do. You can fill the gaps in around you, but you have to find what is fulfilling to you. And I think the mom’s house, what we do with this is that we lead with the heart. And some people are very transactional and this won’t go well for them. And some people are very loving and they know how to put people first. And this word called empathy. If you don’t know, if you’re empathetic, ask your mate. They’ll tell you very quickly if you’re empathetic or not. But when you lead with the heart in real estate, there’s a bunch of money right behind it.
Phillip Vincent: (11:22)
But in senior living, you have to lead with empathy. That’s what you have to be. And I feel like the lesson learned is, well, I’ll tell myself right now, I’ve been a home builder for 20 years and I stopped about four years ago because I was finally honest with myself, Javier, that I hated the home building process. I only did it because I like to create and I like to pick out the colors. Mm-hmm. . So how ridiculous is that, that I went through all this trouble to fill this need that I had. I wasn’t being honest with myself that I really hated most of it. And so I’m kind of the guy who does the business backwards. I started off in development and home building and worked my way back to, to wholesaling, but it’s what I like. And you know, my favorite day is going to meet with three families that need to sell their house, unlocking their problems, staying around the corner, fixing the things.
Phillip Vincent: (12:01)
I really get enjoyment out of connecting people. And in a time crisis when they’re moving mom into senior living, they need a lot more than just the house. And so I, I teach people how to look around the corner, fix the things you can fix for the family being a better resource than just the house buyer and doing it in a loving way. And a good example of that is a lot of our competitors will walk in the house, they’ll have their hoodie up, they won’t make eye contact, they’ll walk through with an iPad and they’ll take a bunch of pictures. They’ll say, I’ll, I’ll email you an offer. And I’m like, what was that? You know, you be at these cattle calls like they did, took no time to build rapport. Guys, you think it’s a big deal when our family sells their forever home?
Phillip Vincent: (12:33)
I mean, my god, there’s not a bigger deal. They’re selling their life all their memories. And, and, and let’s not forget the stuff Javier people have way too much stuff. Look at the, the storage industry, what an American thing that is. We have so much stuff, it doesn’t even fit into our houses. We have to buy storage units to hold the rest of our stuff. Um, and it’s epidemic of how much stuff we have, especially the seniors who have lived there 50 years, you know, the same, this business has kind of made me a minimal, it’s just because I see these houses every day where the family’s overwhelmed and what is the stuff worth? Javier? Not much. I, in St. Louis, the average estate sale, when I say average, about 99% of the estate sales generate between three and $5,000 in revenue. That’s how much all of mom and dad’s stuff sold for. And the cost to put that sale on is between three and $5,000 . So they don’t know that they’ve netted zero until after the fact. And that’s what’s delaying them for moving mom into care quicker because they can’t rehab the house until they clean it out and get it, you know, get it fixed up and that could punt mom’s care down the road six months. And that’s the danger of this. And that’s as a company, mom’s house is speeding up the senior living sales process and that’s why we’ve had so, so much success.
Tony Javier: (13:34)
Yeah, well that’s cool. Yeah, you built a model that you know, you, you’re really helping people and you know, I think it’s great when you can make money and help people at the same time. There’s actually a guy the other day that I saw posted on Facebook, his team shirts say we help people and sometimes we buy houses. I thought that was kind of cool. I
Phillip Vincent: (13:50)
Love
Tony Javier: (13:50)
That. Yeah. So cool. So tell me about your influences, like who influenced you? So any beside any successful real estate investor or business owner, there’s always gonna be influences. There’s gonna be mentors, there’s gonna be coaches, there’s gonna be, you know, people that you kind of look up to that, that help you get to kind of the next level. Now I know for you, you look up to me for pickle ball, right? So Sure,
Phillip Vincent: (14:09)
Definitely .
Tony Javier: (14:11)
So I’m just cur I’m just curious what, who you looked up to and kind of who you followed from, from a standpoint of, uh, you know, gurus, mentors and, and people who, uh, helped you get to the next level.
Phillip Vincent: (14:20)
Do you ever hear the saying that no one will ever tear you down that’s doing more than you?
Tony Javier: (14:24)
No, never heard that. That’s actually, I love that. That’s actually, that’s actually kind of true. Right?
Phillip Vincent: (14:27)
Definitely true. No one’s got time for if they’re successful, they, they’re not picking fights on Facebook and they’re not battling everybody over their opinions. I mean, I think someone who believes in their own opinions, I don’t need Javier to feel the same way I do about a subject for me to feel my way, then that’s confidence, right? And I think when I’ve heard no a lot right in life, I, you know, I’ve done many things where I’ve heard the word no. Like I was raised very religious where I was knocking on doors as a kid, I was oh, for 11,000 on that. When you’re, oh, for 11,000 on something, you get some duck feathers kind of built up, right? I’m okay with a no and I, I’m a good reader of people and so my mentors I think are successful people, right? And the ones that tell you the warts and all, but how they got there is usually they just didn’t do one thing and hit it out of the park.
Phillip Vincent: (15:10)
They had many failures and being okay with, you know, getting knocked down eight times, but getting up nine times is a good way to persevere or have some tenacity. And I think we were lacking that in the country right now. So, and to answer your question, my family, my father built a house for us when we were kids. Like I was around entrepreneurs, my cousins are home builders and I’ll never forget Javier, I was about 20 years old and he told me a story about a home builder that made $800,000 on one deal. And he goes, well Whitney, you hate that. And I go, hate what? He goes paying taxes on making $800,000. And I go, what? I’m 20 years old going, no. I go, that’s exactly the problem I’m looking for. And it’s a mindset of my cousin who’s a framer makes great money, right?
Phillip Vincent: (15:47)
But he, he was Whitney, you hate that he said about making $800,000. And I just think that’s funny about how we look at the world, our perspective real estate is a life changing business. I feel like what we talked about earlier about doing good and helping others is the American dream. And I’ve done it for so long now that when I hear about other types of real estate, I’m like man, that sounds painful. And so I’m grateful. I’m not happy every day, Javier, but I am grateful every day that I get to do this beyond programs like this with you.
Tony Javier: (16:12)
Yeah, absolutely. What’s next for you guys? So you guys are doing some good stuff. I mean, when I heard about the thing, you know, the amount of people that you’re getting into your program and the amount of families that you guys are helping those numbers pretty awesome. So, you know, with most entrepreneurs and visionaries, which I’m guessed and you probably are the visionary, what is the next vision for you? Are there things you’re wanting to implement within what you’re doing now? Are there other businesses you wanna start? Is there anything? I guess what’s, what’s down the road for you?
Phillip Vincent: (16:38)
My wife asked me three years. She said, what happens if you put your whole in the mom’s house instead of a half? And so for me, my problem is I’ve always had success with my half. It’s pretty productive halfass that I have. And so I’ve been putting everything into mom’s house with my partner Ben, and you know Javier, we set it out two and a half years ago to say, can we help 10,000 daughter Judy a month? And when I say daughter Judy guys, who I mean is the adult child of the mom moving into senior living. So daughter Judy might be 65, might very well be 65 helping her 85 year old mother moving into senior living. So when I say daughter, I’m, I’m talking about an adult, I help those daughter Judy, we thought the goal was 10,000. We were woefully long. We think it’s probably 30 to 50,000 families a month need to sell their house, need this service. They want, they feel like they’re on an island. They say, I wish there would’ve been a book about that I could have read. My partner Ben wrote a book called Paying for Long Term Care. And so we’re scaling up this business, we need coverage, we need empathetic coverage nationwide to help 30 to 50,000 families a month. That’s where we’re
Tony Javier: (17:34)
Headed. Amazing. Yeah, it seems like a big industry. I mean you, the numbers, you said six 60 some million baby boomers are over 65, 65 years old right now.
Phillip Vincent: (17:42)
53 right now. And by the year in eight years, by the year 2030 to be almost 74 million Americans over the age of
Tony Javier: (17:48)
65. Wow. That’s crazy. That’s a big number. So that, that is funny cuz people say small industry, I even thought the same thing myself. I’m like, you know, that sounds like a great niche, but how many people can you really help ?
Phillip Vincent: (17:58)
Right. Well, and so let’s, let’s take it a step further. This is really blow your mind. 10 trillion in real estate are owned outright by boomers and their parents. There’s 10 reasons why these are the best leads I’ve ever worked. And I’ll take the Pepsi challenge with anyone. I wanna give this away to anyone listening. I wanna just wanna give you, it’s not a big sales pitch about what we do, but I’m showing you why I feel that these are the best leads and it, and if you have a better lead source, call me. I wanna do it in my own market, right? That’s how confident I am on this. Uh, but one of ’em is equity, you know, if everybody you deal with owns the house outright, that’s a deal that has potential. If you can make the numbers work for both sides.
Tony Javier: (18:31)
Yeah, absolutely. Good stuff. What are some other lessons you learned? Is there anything else you wanna share that, um, you know, our listeners could, could get value from? I mean obviously you’ve been in the business, did you say 25 years? Is that right?
Phillip Vincent: (18:42)
20. This is my 24th year. I’m 44 and I built my first house when I was 20, so Wow. I’ve been in this for 24 years now.
Tony Javier: (18:48)
Awesome. So that’s a, that’s a lot of experience to share. What else could you share with the, uh, the listeners that would be of
Phillip Vincent: (18:53)
Val? A life lesson or business lesson? Let me think. You can do the right thing and make a lot of money. I think a lot of people, there’s people in our industry that teaches things like renegotiate on the last day or get outta this contract or back outta this contract. And I feel like the word investor, this is my challenge to everyone right now. If you go to your Facebook page or Instagram or whatever you have, it’s your face. And then some line about, I’m an investor that I word is funny because who is that word important to? I feel like it’s important to us as an industry, but to the outside world, especially senior living, when they hear the word investor, all they hear is don. Right? And we have an industry problem, right? The the IBU are what did open door just get a 63 million fine.
Phillip Vincent: (19:35)
Right? And you know, and I feel like in a time when they need a hug that the, the IBU is not the right route for them. I always say that the mom’s house is the anti iyer and I’m saying there’s a way to do this business, right? And still make a great living and I want tell you about the F word right now and it’s fulfillment. I don’t hear much talk about that fulfillment word in our industry and what we do when you help others first, when you lead with that is very fulfilling to see the weight come off of the shoulders of the families. And so this is a fulfilling way to do real estate.
Tony Javier: (20:03)
Yeah, absolutely. Absolutely. What are some habits that you’ve learned over the years that have been great? I, you know, most, most successful business people have habits. Whether it’s a morning routine, whether it, you know, something you do every day to kind of help your business or to get you, you know, get you motivated for the day, whatever it is. What are some habits that you’ve learned over the years that you feel like have have been good for you?
Phillip Vincent: (20:22)
I call it yellow car syndrome. I’m gonna say yellow car. Yellow car. Your yellow car. And today when you guys drive home, you’re all gonna see a yellow car, right? It’s you feed your brain what you wanted to see. And I’m always looking, always looking for the opportunity not to always take but to also give. And so when I meet anyone I’m like, oh that’s interesting. He sells garden hoses. I don’t know why I’ll ever need that, but it’s gonna go in my file and you better believe I might buy, find a person in the future that needs to buy a ton of garden hoses. Right? Right. So I love to connect humans and a lot of times when you’re a go giver attitude and always looking for the opportunity, you’ll get it back tenfold when you give a lot to everyone around you. And so the guys, the opportunities are everywhere. Are you looking for them?
Tony Javier: (21:00)
Yeah, absolutely. I love that. One of my habits I do is I try, every morning I try and ask myself a bunch of questions and what are the questions is what can I do for someone else today? And that just kind of gets me outta my head of like, I’m not just gonna do something for myself and my business, I’m gonna do something for somebody else. So I feel like just that, even if it’s like a quick text message takes like three minutes to send a thank you message to someone and it just totally changes your perspective in your day. I’ve
Phillip Vincent: (21:22)
Got a simple one for everyone too. I try to smile at everyone that I see and a lot of people don’t ever get smiled at ever in their day. And that might be the one bright spot in other people’s lives. We need more joy and happiness in this world. And that’s something for free you can do to everyone that you meet.
Tony Javier: (21:36)
Absolutely. I love doing that with kids. If kids look at me, I try and smile at ’em because those, those are the ones that you’re gonna form their brains the most. I mean, maybe one smile isn’t going to, you know, affect them long term, but it’s something that I feel like I can do to help, you know, people growing up. Just something. I love it. Cool. Awesome man. So you talked about before we jumped on here, top 10 reasons why the leads that you provide or the leads that you help, you know, help your, your clients with are better leads. So you’re gonna give away the, the, the link here to, to, to have people download that is you, you wanna touch any more on that, on why those leads are the best leads that you can find?
Phillip Vincent: (22:14)
Yeah. Do you want me to kind of go over a few of them? Yeah, I mean I’ve got it memorized. Number one is there, I don’t have to convince ’em of motivation, right? They are being told by a doctor that they have to move. The second reason is that they own the house outright. Nine times outta 10, there might be a small second mortgage or maybe a reverse mortgage, but that’s rare. The third reason is that this is a house that I can add value to. If every house was two years old, Javier, we’d have a lot less rehabs to do if every house was in great shape, right? We’re looking for the houses that we can add value to the houses they’ve lived in for 20, 30, 40, 50 years. The dated houses, you know, mom might have got a new hot water heater and a new roof three years ago, but it’s still the kitchen’s from the wrong decade.
Phillip Vincent: (22:48)
You know, Javi, they’ve lived in these houses so long that mom got her new kitchen in 1991 is when she got her new kitchen cause they bought it in 72, right? And so now that kitchen has to be replaced and that’s how long these families that live here. The fourth reason is that there’s less competition. I hardly, it’s never a cattle call. I might compete against a real estate agent sometimes, but my value prop is very different. But it’s never me versus a hundred other real estate investors. And then the fifth reason, it’s a warm transfer of trust. There’s about 52 job titles in senior living that have been fruitful for me. When they say, call Phillip, he’s the most trusted guy in town. He takes care of. That transfer of trust is probably the most important Of all the 10 things, those five reasons weren’t enough guys to be excited.
Phillip Vincent: (23:26)
The six reasons that these leads are free. When you build these relationships where the leads chase you, you become a tool for that person in senior living to fix a problem that they face every day, which is the home liquidity. So they can pay for care, you’ve become their tool. The the best leads in real estate are actually free if you can build the relationships. And then I think last two, we won’t go through all the 10, but the last two is that this is, is uh, sustainable in any economy. People will age no matter who the president is, no matter what the economy’s doing. This is a need, especially right now, if everyone can say it with me now. Oh, shift. The market has changed in the past hundred days. That only makes my value prop go even higher cuz the past two years have been drunken market. That’s changed, right? I in that effort, that fulfillment, this is a fulfilling way to do real estate. And so I wanna share that with you guys and the document expands upon each one of those just a little bit just to say, Hey, this is what this is. Like, if you can build those relationships,
Tony Javier: (24:14)
Awesome man. Good stuff. Yeah. So give people that link and then how they can get ahold of you. Yeah, and you know, I’m sure some people would love to hear about your program and what you offer and how you can help people to get those, those leads that no one else is really getting or that most people are not fighting over.
Phillip Vincent: (24:28)
Go to mom’s house.com/ten-reasons, 10 dash reasons, 10 reasons. Let me make sure I pull that up. Yes, it is 10 dash reasons mom’s house.com/ten-reasons, uh, for that free pdf. What was the other question? Oh, about how to work with me? Um, the same thing. Just take a look at that PDF and see if that’s right for you. If it is just mom’s house.com. Uh, we’re a national company, Javier, we’re looking for more help. We have about 200 people in our program. I probably need at least 2000 to cover the nation so I’m only, you know, 10% of the way there. This is not too later. You’re not too far behind. This is happening right now in front of us.
Tony Javier: (25:05)
Cool. Awesome man. Good stuff. Well I appreciate, uh, appreciate you coming on here. Uh, Philip and I, I think we met before the mastermind. We, we uh, we we were a part of, but we see each other a couple times a year. Gotten to know Philip and we play pickle ball twice a year, which is, which is a lot of fun. So
Phillip Vincent: (25:20)
It is, I’ve been traveling with my pickle ball pedal even in my carry on. That’s how serious we, we both love the game. So I’ve been traveling with it. I was just in Vegas this week and I got to play a couple games. It’s a very, it’s not only a senior love loved game, but it’s a very just a connecting to people game. And I think that’s who we both are in general.
Tony Javier: (25:36)
Actually, you know what, now that I think about, that’d be a great way to raise private money. go, go at the pickleball courts go, you know, there’s an older crowd that typically plays that and uh, I never thought about that approach, but you know, obviously it’s fun and social. You wanna have fun with them first, not just go there to, to, you know, just to do business but could be a secondary benefit. And I will have to tell you that you got, I don’t know if I told you this, but you got a lot better this last time we played from the time we played before. So thank
Phillip Vincent: (26:02)
You. Thank you. Yes. No, I play, I tell people this is the first habit or or vice that I have that’s good for me in my life, right? And so that’s, it’s, it’s a great way to do cardio without having to think about cardio.
Tony Javier: (26:13)
Absolutely. Absolutely. Well, good stuff. I love connecting Phillip. So, uh, good to have you on the show and we will, uh, we’ll connect soon. Again, thanks for the value that provided to, to the listeners here and to, to those you listening in, I think this is a great way for you guys to generate leads that no one else is really targeting. And I guess the last question I have for you is, with those people that your clients are targeting, what would they have done before? Would they have, you know, I mean obviously, you know, probably called us off tv right? But you know, would they usually, would they, would they normally have like Googled somebody? Would they have, like do you, do you have kind of a statistic on that or have data on that that would they, what they would have done if your clients hadn’t have gone to the senior living facilities and created those relationships?
Phillip Vincent: (26:58)
So long story, sure everyone knows a real estate agent. They usually get caught in the trap of trying to rehab Most children, adult children live over 400 miles away from their parents. I’m, it’s hard enough to rehab a house in your own town. Imagine doing it 400 miles away. They usually get caught in the trap of the real estate agent said to hit the Zillow price, I need to clean this house out, I need to do this list of updates and they get their head knocked off on the rehab. And so I’m a replacement for all that pain and I can tell the story very clearly. Um, one of the greatest tools I have is cost versus value guide.com. Cost versus value guide. For 20 plus years they’ve been chronically in your local market of the average cost. It does to do routine rehab items in a house.
Phillip Vincent: (27:37)
One example is a Midwest bathroom. The average cost to put a bathroom in is around $23,000. The value you get back is around $13,000. So you lose about 40 or 45% of your money and it doesn’t get better. The more things you do, it gets worse. And families, after they type in the third thing, they’re like, why would I ever do this? Why would I ever spend money to get half of it back? And the answer is exactly, that’s where we as real estate professionals, our offer can be where they’re gonna net the same. You can tell the story how you can connect the same without the effort. No logical people want to do that risk if they can net the same amount with no effort.
Tony Javier: (28:09)
Can you give that website again, I typed it in cost versus value guide.com.
Phillip Vincent: (28:13)
I think it’s cost versus value.com. I don’t know if the word guide there, if you just go to Google, it’s type in cost versus value guide. It’ll find it, but I think it’s cost versus value.com. Okay,
Tony Javier: (28:21)
Cool. And
Phillip Vincent: (28:22)
Hey and Javier guys, I just gave you guys man, go there. There’s a downloadable pdf. Page seven is worth, it’s waiting gold. Uh, your numbers, you guys will look like heroes with your rehab numbers compared to what the industry averages
Tony Javier: (28:34)
Are. Yeah. Cool. Good stuff Philip. Well thanks again. Hopefully people will connect with you and, you know, look you up and take advantage of some of the things that you’re doing. So I appreciate your time coming on and, uh, we’ll see you next time.
Phillip Vincent: (28:44)
Thank you for having me. Appreciate it guys.
Tony Javier: (28:45)
All right, see you bud.