Why Real Estate Investors Are Problem Solvers With Ivy Morales
If you're ready to take your investment property portfolio to the next level, then you’re in the right place. In this episode, Renee Williams and Camille Davis sit with mortgage loan officer Ivy Morales and shares an insightful conversation on how real estate investors are actually big problem solvers in the industry! Tune in and find out how she has been able to consistently turn around difficult situations, take advantage of unforeseen opportunities, transform the lives of those she encounters with her unique problem-solving skills, and how you can do all these too!
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Why Real Estate Investors Are Problem Solvers With Ivy Morales
In this episode, we are talking to Ivy Morales. Ivy is a licensed mortgage loan officer who is practicing as a real estate problem solution strategist. She finds solutions for individuals with real estate problems dealing with life challenges such as divorce, job loss, health issues, grief, or any situation that is not allowing them to make house payments or making it difficult to keep their property. She helps those clients achieve peace of mind. She has dedicated a year to learn how to invest in real estate using little to no money. Her favorite strategy now is wholesaling. We're going to learn more from Ivy Morales now.
Thank you, everybody, for joining us. We are with Ivy Morales. She is going to tell us all about her entrepreneurial journey and the awesome things she is doing in real estate now. Welcome to the show, Ivy.
Thank you for having me.
Before you start, I want Camille Davis to tell us. How did you meet Ivy?
We went to Greater Houston REIA. It used to be the Rich Club. They're now transitioning to a different group. They had asked me to speak on the worst deal that I'd ever have in real estate. I was going up there, but I was the last one. Ivy was there, and she couldn't stay for the whole thing. She didn't even see me, but we got each other's numbers. From there, she had a wholesale deal. It was a subject-to. She said, "Do you want to do this deal?" I said, "I would love to do that deal." We started talking from there. I said, "You need to share your story with everyone." She's one of those whose whole life changed. She dropped everything and became this amazing successful wholesaler. She had to share her story.
I loved how you teed that up for us. Ivy, tell us all about you, what work you're doing, and how you got started with all of this.
The way I got started, I had some life challenges. I thought I was going to be doing mortgage loans. My sister-in-law invited me to a real estate meeting. Because she thought I knew about the mortgage, you naturally know about real estate. No, it's not about investing. I went to the meeting. She ends up getting the actual classes and paying a very high ticket.
Can you tell me how much you paid for this?
It was $40,000.
This is normal. For $20,000 to $40,000, even up to $60,000, people will pay to learn to do real estate. What normally happens is they don't get hands-on, don't get the one-on-one, and don't take action.
What happened was when I saw her pay $40,000, I was like, "I have to commit to this. I have to do this." For her, it was different. For her, it was more like, "I paid for it," and she never did anything with it. She didn't try to understand the whole system. This particular program that I enrolled in, Epic Real Estate, will give you one-on-one coaches. I knew that if I had a coach or a mentor, that would work wonders with me. I knew I would go ahead and take the time to learn and take action because I committed. When I saw her pay that, I committed. After that, I started learning, and like everybody else, I had to have that contract. That first contract is everything.
I started doing everything I could to be able to get my first contract. I went through Craigslist, purchased a Real Estate IQ list, and got my first contract. It came from Craigslist. That's something that I love about Craigslist. I'm committed to Craiglist. Most of my best deals come from Craigslist. After that, I started getting one deal. I started learning that in the real estate investing business, there are many strategies. It's not just one. I started learning the different strategies and taking action, implementing them little by little with the help of my mentor, coaches, and so forth.
In the real estate investing business, there are so many strategies. It's never just one.
It's been different than the mortgage, night and day, but it's been very fulfilling. You first go for the money. That's my experience. I first went for the money, but I noticed I became successful once I started thinking about problem-solving it. Once I made that switch, I started getting more deals and knowing how to handle and solve them. Now, I do a lot of wholesaling because that's my preference at this moment.
When I spoke with Camille, she was talking like, "You have to think about your future. You have to have something coming in." I'm happy to say this. I'm working on a deal where I will be holding it. Hopefully, everything is going to go well. It is a subject-to. I was able to see how it worked. At first, it was so new. Believe it or not, I have two more subject-to-I'm working on. I'm excited about this one. Let's see how it goes.
If you need help with that, that's what our women's group does. If you want to become a part of the community, we will help you do the deal and the financing, and we can partner. There's all the opportunity with that too. You don't have to do it by yourself. I can walk you through those deals and be a partner or a hand holder. You can buy me out. That doesn't mean I have to stay in the deal with you or anything. That's part of the women's group that we're doing.
Let's talk about Women's Wealth Collective. We're going to take a tangent for a second. Tell us about Women's Wealth Collective and how women can work with you.
It's transformed. I have to say Renee is the reason this is all happening. I'm not going to forget you, Renee. I promise you I'm not going to forget because you were the catalyst for all of this. I wouldn't have done this without Renee. Misty is our coach. For people who want brand new and don't know anything about real estate, we get them in, and Misty coaches them. There's an eight-week program. She teaches wholesaling, but it's also business processing. It's how you get your CRM in place, how you get your calls, and how to get your list. It teaches the basics about real estate. Once they get through that program, they can come partner with me.
We provide the foreclosed Houston list, people search, and private lending. I have private lending contacts. It takes a long time to build up your private lenders. I provide all of that, and I love doing deals with people. I have one lady whose father just died. She has an estate and has all this money that's going to be coming in. She has a deal she found and was going to wholesale it. I said, "Don't wholesale it. Let me partner with you and put up the money. When your dad's money comes through, buy me out of it. Now you have the deal. Instead of wholesaling it, you can keep it."
I'm all about keeping them. Every person I've ever talked to, all the wholesalers, they all say years later, "I wish I would've kept more of my properties." With me and Misty, we're not charging $20,000 or even $10,000. You're getting a community, hands-on, and a lot of help. The whole purpose is to do what you have felt with the coaching you've gotten help with. It's amazing.
I wanted to say this too. I keep thinking of Misty Flanagan. Misty got married not long ago. She's got a new baby. It is now Misty Hassenstab. Ladies, if you look back through the episodes, Misty was in one of our earlier episodes. I changed the name. I didn't have Misty Flanagan. She's Misty Hassenstab now. We changed the name of the episode. Look for her, and you can read the conversation with me, Misty, and Cami.
That episode lasted 90 minutes as we talked through all of the coaching stuff. Ivy, I want to come back to what you were saying that is very important. You found it helpful to have a program that you signed up for. You put money into it, and you worked the program. Your sister-in-law also put money into the program. Did you both pay separately? Was it one payment for both people?
It was one payment for both.
She did nothing with it, but you took the ball and ran. In any program, it's all about what you get out of it, like Cami's program or the one that you went with. What you get out of it depends on what you put into it. It's like diet and exercise. If you don't work the system, it doesn't work if you don't work it. You have to be willing to make that commitment. You can be successful in any niche of real estate investing works if you work it. Is that the case for you now?
That's what I've noticed. As I learn different strategies, I tend to implement them. You start learning about probates, and all of a sudden, a probate deal comes into you. You start working on them. You start learning how to get all of these different signatures from everyone, how some percentages are involved, and how to be able to talk to them because you have to treat them differently. The people that are going through a divorce are different from the people that are going through probate and the people that are going through pre-foreclosure. That's a different type of person. It's very interesting. I like the whole dynamic of the whole thing.
When you first got into this, did you already have a mortgage license? Were you already a mortgage loan officer?
I became a mortgage loan officer but in theory. I went in and got my license. I'm still licensed, but I didn't practice because as soon as I got my license approved, my sister-in-law asked me, "Please come with me so you can ask questions and answer questions for me." I thought, "Okay." When I saw that, I was like, "This seems interesting. Now she did this and is not doing anything with it. I have to do something." It came down to being committed.
That's a good word, committed. That's the word of the century.
It comes back where you have a plan, and you think you're going one way, but those plans connect you to other avenues that are meant to be. We were talking about that earlier, me and Renee. It's these puzzle pieces. I was the nurse and ended up becoming different. All those skills and the things I learned, going to school, and becoming a nurse, slowly became this real estate thing. All those steps were meant to lead me to where I am now. That's what happened to you. You learned about the mortgages and finished that schooling, but it still directed you to the right place that you were supposed to be.
When I started looking for private money, I was like, "I'll become a private broker." It's a bunch of things there, but at the same time, it's all connected. I've been doing this for almost a year, as we said earlier. I know it's all going to come together.
The opportunities are endless when you start learning all these different things with real estate, all the different jobs you can provide for people, and all the different avenues you can go to. It opens up this whole other world, and there's so much opportunity. It's freeing and exciting. I love it.
The other thing that I noticed, too, that I wanted to mention was when you started, you were not brand new to mortgage lending. Before that, you weren't in real estate. Were you in real estate before you were doing mortgages? No, so you don't have to have a real estate background necessary to be successful as a wholesaler or a real estate investor. People think they need to have real estate knowledge and need to know about real estate before they do their first deal. I don't think that's true.
For my background, I like to say sales, but in reality, it is information technology. I worked for Verizon Wireless for many years. After they moved, I decided to stay here because my support system was here. Everybody used to tell me, "You will be great at sales." I used to be like, "No, I cannot do sales. I could never do sales." When this whole thing happened, I went ahead and started going into sales and liking it. At first, it was like, "Let me try this sales job that would get me with no experience or anything." I was selling cruises and was doing great, but they had this weird pay which is two years later or something like that.
I was like, "What's a higher ticket than that?" It was cars. I worked for Lexus and started selling cars. I was like, "This is great." That's when I thought, "What's a higher ticket than that?" It housed. When I started reading to get a real estate license, for some reason, I started looking into mortgages. I was like, "I can do this. I'll get a license for mortgages." I didn't know it was intense, but I did it. Once this year is over for real estate investing, I will be implementing my mortgage licensing.
Cami was also someone that put that in my head. It was like, "Wait a minute. You could be doing this or that." I was like, "Let me go ahead and start researching." When I started researching, there was someone that reached back to me from NEXA. I don't know if you're familiar with NEXA Mortgage. We're supposed to have meetings and stuff like that. Cami, I know you mentioned eXp, but I couldn't find anything on them for the mortgage side.
That's what I brought up. For eXp, if you have a mortgage license, you can get paid on every loan. It's 0.5%. You can get paid on every loan you do. If you refer them and they get qualified for that loan, you get half a point for that. That's a side thing that comes from doing the business. I did tell her, "Keep this going. You already did the work for it."
I'm licensed with eXp, and I'm not familiar with the program you're referring to, Cami, not through eXp. eXp doesn't have a mortgage company. To do your due diligence, for those who are reading, there are programs that real estate brokerages will offer. If you work with their clients and do mortgages or mortgage loans for them, they will pay you a certain percentage. That is true. There are ways to get paid for those, but people have to do their research to find those programs, and they do exist.
I should connect you with the person. It was Samantha. Renee connected me with her.
It was Samantha Ward.
Her husband got his mortgage license because of that. It is some lender that works with the eXp, not for eXp, but that's where he gets all of his stuff. I could connect you with them too. This is all about connections. I met Samantha through Renee and found out about the eXp thing. I love networking. It's great.
Networking and mentoring are hugely important. My next question for you would be, as far as the mentoring program that you joined, do you feel like you are receiving the benefit from the program that you're using?
I'm benefiting. I've seen other students that are with me when starting. They try to reach out to the mentor. One thing that we have to keep in mind is, for a mentor, they are there to help and guide you. A lot of us want them to give us every single answer. When I use my mentors, I make sure that I have done my research, have information, and that I'm able to go ahead and understand because I have to be 100% mindful of my mentor's time because they're busy.
These are people that are investing. I see how much time it takes when I'm working on deals. It takes a lot of time. Houston is huge. Sometimes I have to drive to Pasadena or to almost to Galveston to see properties and things like that. I can only imagine I only have two deals working at a time, and they sometimes have six deals working. You have to be mindful.
I notice that every single time that I use that time with my mentor wisely by sending in an email with all the details, I have 3 or 4 questions in place. I maximize my time with my mentor. What I don't understand after that call, I'm able to research. I have one-on-one calls every day between 1 to 3 PM that I can get on the call and jump back on if I have a question. That's how that particular system Epic Real Estate has it. It has worked wonders for me. I use them all the time.
Do all three of us agree that anyone can do real estate investing if they have enough hustle?
A lot of people feel like, "I don't have the money." I'm like, "Money is not your issue."
My sister told me that. She's like, "I would love to buy a home, but I don't have the money." I said, "You can do this without money. I don't use my own money. It's knowledge and using other people's money." It's true. You can do this without any of your own money.
Even you're marketing. I've been doing more marketing with Craigslist. That was one thing. When I got into the program, I was like, "I'm going to see if it's true that you cannot do it with no money," and it's true. I can make money out of thin air. It's with the knowledge.
You're saying you didn't use any money, but your sister-in-law paid $40,000 for this mentoring thing. I don't have $40,000 to pay for that. I know how I would answer it, but I'm going to let you both take a shot at this, "I don't have $40,000 to pay for a mentoring program. I don't even have $10,000 to pay for education. I might have $5,000 to $7,000 I can get my hands on. How can I possibly start if I don't have a coach or a mentor and can't pay somebody to show me how to do it? How do I start?"
First of all, you can go to YouTube University.
That's where I learned. I didn't have a mentor. One of my friends calls me the YouTube Girl because that's exactly where I learned it.
I have coaches, but whenever I get stuck on something, I start listening to someone like Pace Morby, and all of a sudden, I become obsessed with that particular YouTube channel. I'll be reaching out to join Facebook groups. That's another way you can go about it. Join Facebook groups, reach out to individuals, and go to the REIAs. I got to meet Camille at the REIA. Another thing that is useful and keeps me fresh with information and helps me listen to or learn new information is those Meetup meetings. They have the Zoom classes from Meetup.
I when ahead and enrolled in the Meetups too. I would suggest doing that. You can meet and network with people there. The speakers are wonderful. They'll give you their emails. I remember one time I was thinking that my whole strategy was going to be fixed and flipped. I reached out to someone. She's a red hair lady, they call her. She has this catchphrase that says something like it's flipping great or having a flipping day. I reached out directly to her. This woman has her own real estate company. She's been flipping houses. She answered my email and was able to direct me the right way when I was looking for a title company that was investor friendly. It is very important for us as investors to have an investor-friendly company. There are many people out there that are willing to help. Believe it or not, there is.
There are so many people out there that are willing to help, believe it or not.
She said REIA, Meetup, and YouTube. Cami, what else do you got if I don't have any money?
Now there's Instagram and TikTok. There is free information out there that you can learn yourself. Mentoring is important, but it's more about taking out the fear. It's a mindset where, for mentoring, you think, "I've got somebody here in my back corner." You don't have to have that person because the information is all there. She gave some great resources. It's everything that she said there. I don't even know if I can think of another one, honestly.
I love it. This is the list. We've got REIA, which is a Real Estate Investor Association. Join your local REIA. If they have a fee and you don't want to join, you can go to some of the free events and meetings. Meetup.com has a ton of real estate investing stuff. If there's not a meetup group that's near you, start a group. There are other women who also want to be real estate investors. If you go to Meetup.com and start a group, it's $30 or $40 a month to lead a group. Have interesting conversations with people and invite an inspector and other investors. Invite other people to come. If there's not one local close to you, you can start a group on Meetup.com for relatively cheap or go to Meetup for free.
Cami is the queen of learning things on YouTube. Back in the day, when her babies were little, she learned how to do subject-to. She read a book one time and knew it existed. From there, she started doing deals on YouTube and learning how to do stuff. Now we've got social media with TikTok, Instagram, and Facebook. There are all kinds of things you can learn there. There are wholesalers and other people on LinkedIn you can join to watch videos there. There are podcasts that you can listen to if you're driving, working out, or doing something else. Even if we're not teaching a specific topic, like how to go and purchase a house, this listening helps to build your motivation and your encouragement so that you can see other ladies who are normal.
We just hustle. There's nothing special about us that makes us like superwomen. We're normal superwomen. That's what we are. My background is in corporate operations and HR with hospitals and healthcare. Cami's a nurse by trade who then started doing this. Ivy, it sounds like you've done a lot of things in sales, from cruises to cars and mortgages, and now you're doing real estate investing. Anybody can do this if they have enough grit and hustle. It is the mindset.
It is the mindset and knowing that you are helping people out there. Once you start going into real estate, you'll start noticing that it is about helping people. Motivated sellers are desperate people with an issue that they can't sleep at night, and you're there as an expert to go ahead and help them achieve that peace of mind. Believe it or not, it's very fulfilling at the end of the day when you're able to help someone that is going to have ten years of bad credit, and you're able to go ahead and help them out. They may not be able to get a house later, but because you were able to help them, they're able to go ahead and move on with their lives. It's rewarding.
That's the key right there. When you start doing it, it becomes about the people. Once it's about the people, you will be successful no matter what.
It will switch. When I was doing it for the money, I was getting deals, but it was hard. Once I made that switch, it started pouring in, and I started seeing things differently, which was more exciting. You then start meeting. There are a lot of ladies here in Houston that are investors, which is nice because you get to talk to each other. There are other students in my team who don't have anyone to go with to houses. They may feel, "I don't feel that comfortable going here." Sometimes I go with them to see the house and stuff. It's still an experience for me, but we're helping each other.
That's why I mentioned starting a Meetup group because not everybody's in Houston, a major city, or a major metropolitan area. As you know, it goes all around the world. Somebody may be reading this in Sri Lanka, Baghdad, or somewhere else. If women were able to have the finances to do what they need to do to make the purchases or find the funds to do the investment, starting a group would help them to feel like they have a community of people with them to look at properties or to do it together and talk about it. This is what we're dreaming of doing, and you can get together. We were talking to Alexia Sims on another show about crowdfunding. Maybe a group of ladies can get together, purchase a property, and then split the proceeds once they sell it.
You may not make a ton of money, but you're learning, and all the while, you have this community you're building that you can do it together with. I have a question for Ivy about something that you said about what Cami told you to do, which is important. As a wholesaler or a flipper, you're constantly finding properties, helping sellers, and making money without holding those properties.
You're helping the seller out of their situation, and you make money by flipping it or taking ownership of the property and flipping it, or by doing home selling where you never own the property. It's like you're flipping paper. When you do that, you don't own the property, so you have to keep doing it. When you stop getting your next flip or the next wholesale deal, you stop making money. How did Cami help you see the light that buy and hold is the way to go?
When I was talking to her about that deal, she offered to partner. At the moment, I was like, "How's that going to work?" I'm trying to understand it. We were dealing with the situation, and I was like, "No, this is what I want. I will look into that later." I have other things there that made me hesitant to go for that. Once all of that died down, I started thinking, "Let me think about what she said." This is something that happens. Whenever you learn a new strategy, you start doing only strategy, and it takes you a bit of time to think differently.
This is something that happens whenever you learn a new strategy. You start doing only one strategy, and then it takes you a little bit of time to think differently.
I took the time and started looking into how I could do that, how I could start holding, and how to change my perspective. For me, what it took was to think about it, "Why wouldn't I want to keep a house that somebody else is paying for me? Why wouldn't I want someone to buy a house for me?" That's where the whole subject-to comes into place. Once I changed my perspective and started seeing it that way, I started thinking about learning about holding it. It's a bit more involved because now I have to think about what's important, my cash return or things like that. It's been a lot of learning.
It's been a learning curve, but that's how I started thinking about it. She put that seed into my head, and now I started looking. For some reason, all of these next deals have been from elderly people who own rentals and do not want to deal with them anymore. They're used to monthly payments, and they're open to that. They don't want to deal with all of the capital gains tax and all of that. They're willing to go with the seller, finance, subject-to, and so forth. That's how it happened. I had to go into it and change my perspective because I wasn't thinking that way. I was like, "I'll make a quick buck. That's it. In and out."
What I love about Ivy is she is willing to learn. She's willing to change her perspective, take action and implement what she's learning. If you do that and you talk to someone who's done this for a while, someone who has the experience and is open to learning those things, that's key. You can't teach people who aren't willing to learn how to do it and how to put it in place. That's what Renee was saying too. I love that my comments helped you out. I could have done this and said, "I want you to keep wholesaling to me. I'm not going to tell you my side of this."
There are a lot of people out there that it's become a competition thing, "Don't teach everyone how to do the subject-to because they're going to be your competition." When you get this in your life and learn it, you realize there's enough out there for everybody. Why not help you be successful? It will come back to me, and I will be successful too. It's a different mindset and perspective. It's like, "I can hold this myself. I want to help people. It's not about money." It's a different mindset. I love everything that you're saying. It's amazing.
It's all about having an abundance mentality instead of a scarcity mentality. There is plenty to go around. That's the way that life is. I don't know how many of our readers are faith-based people, but what goes around comes around, or you get what you give in life. If you give positively and help people, that comes back to you. That doesn't mean that you won't have strife or turmoil at some junctures in your life. Overall, when you put positive energy into the world, those positive things come back to you in some other form. They do come back. Those are the kinds of people that we want to be. I want to harp on this real quick just for the reader who is like, "Why would I not flip? Why would I not take a bucket of cash instead of holding something, and now I got to fix broken toilets? Why would I want to do that?
I want the readers to understand if you're getting an education or learning with us, the taxes are different when you flip. When you're flipping, you own a job. The way that you're paying taxes is different than when you hold a property that has depreciation. You get tax benefits for that. You also can pull out the cash and do a cash-out refinance and not get taxed on any of that cash.
You can do a 1031 exchange on properties you own, which means your generational wealth is not affected as much because your kids don't have to pay taxes on that money when you do a 1031 exchange. You have somebody else paying the mortgage, which Ivy already mentioned like, "Why would I not want to own a house where somebody else is paying for it?" There're many benefits. Ivy, do you agree with that? Are you weighing the wholesaling or flipping versus the buy and hold? There are a lot of benefits.
I'm starting to see all the benefits of the holding. I am making that switch where that instant satisfaction where you get the money and you move on. You're seeing where the benefits are here. There might be some houses I may decide to wholesale, but now I'm thinking it depends on what the situation calls. I'm going to be holding houses, and I can see the benefit and the tax in the long term over time, not only with the depreciation but also the appreciation and how the rental is going up.
That's guaranteed, for the most part, to go up. All of those little details are coming back. They're making a difference to help me see how it's different and not get that instant gratification of the money right away and move on and start from zero. It's every month I start from zero. It's more of a job. With the holding, it's more of a passive income coming in, and it's less of a job. There you go. That's key. It's less of a job.
If you love flipping, then flip. If it doesn't feel like a job to you, then flip them. When I talked to you before, you said, "I love negotiating." That is interesting because I am not a negotiator. I'm not good at that. I can still be good at real estate. I always thought I had to be good at negotiating to be a good real estate investor.
I wanted to say about what you touched on, Ivy. There are a couple of different ways, and I should know by heart, that real estate is beneficial to you financially. 1) The property is appreciating. 2) You get the benefit of depreciation on your taxes. 3) You have tenants who are paying down your mortgage. As you own the mortgage, someone else is paying down the mortgage. 4) As I mentioned before about the 1031 exchange, you can defer the taxes in perpetuity, like forever, if you do a 1031 exchange. That's a different conversation for a different day. I know there are solid benefits when people talk about owning real estate versus doing the flipping or the wholesaling.
It's important that you have a toolbox where you're able to do multiple things. Cami said if you love wholesaling, wholesale, for sure. If you're a golden negotiator, do it. Enjoy it. I would also say to put it in your toolbox for your future. You don't want to be at zero every month. That's a start. When you said that, I was like, "That's true. You're at zero." Once you do your last deal, there is no more money until you pick up the next deal. That's harsh to think about, even though you're getting these big chunks of $30,000, $40,000, or $5,000. Some people are making small amounts or big amounts on their flips, but once that's done, you got to be on the hustle bus every day to get the next property when you're a wholesaler.
Yes. You have to be in the hustle. Cami was saying, "I love closing and the negotiating part. I look forward to that moment. I can still do it." It all depends. It's true what they say about real estate investing. It is simple and shallow, but it's so wide. There's much information out there and different ways how to do one thing. With time, I would focus more on how to negotiate myself and my deal for holding. I notice I can get the most out of that, too, because I don't have to pay the whole seller. That helped me.
What I heard you say when you get started in real estate investing, maybe pick a niche to start with, and you can learn more or branch out from there.
Yes. Wholesale is so easy. If you're wanting to prove to yourself that you're able to make money with this out of thin air, do a wholesale deal. You will be able to get money out of that. That money that you get will help you start going into mentoring or starting your new group, where you start creating your mastermind type of group. You could do that with wholesaling. It would be quick money that comes in. The first deal may take you an average of three months, they say. You would be able to use that money for your education.
In the beginning, I was not willing to go ahead and put any money into marketing. Marketing is key. I was using Craigslist, and out of that, I went ahead and created a spreadsheet. I got contractors and wholesalers where I maximized my phone calls. I JV with them. If the deal is good, I will let them know, "You have this many days to get this deal done because we have a limit of time to get deals done." I have buyers because I created a list of buyers. I concentrated on my buyers. I got them off of Craigslist too.