Dean & Anita - Successful Student Shares Her
Secret To Success

May 28, 2008 Conference Call Transcript

Dean:
Hi guys! I am so glad everybody could join me tonight. Sorry I was having a little trouble. We just moved in to a new office. I ran in my office and for some reason, the line was not working, but I am so happy to have everybody here tonight. We have a guest on the line who we will get to in a moment.

Anita, are you there?

Anita:
Yes, I am.

Dean:
I am so glad you could join us tonight. Ryan, I am just going to kill a little time here because so many people jump on at the last minute. I see the line is almost full, but they are not, so there we still got a lot a few people joining us. I heard Ryan-I called in on my cell phone when I was running into the office here, and Ryan was saying, "Anita, one of our best top students..." and she really is. We have top students on all different levels. I consider a top student someone who gets my book on the first day, they read half of it and they are so excited. We have students who made a lot more money than Anita, some who made a lot less than Anita, and they still are top students, and why we consider Anita a top student is because she is just the prime example of someone who takes action. She did not let anybody get in her way. She did not let the naysayers talk her out of it. She did not let obstacles get in her way. She has got a really amazing story and in just a little while here, we are going to share some of that with all of you that I think is going to be great.

I do not know if you guys had a chance to look at a blog post that I did last month or a couple of weeks ago called "Fake it 'til you Make it". That is going to be the theme of this call tonight, "Fake it until you make it" and I think that is something that probably came out of Hollywood, people pretending to be something they are not and hopefully they will end up being famous someday.

I want to talk about tonight something a little different. There are so many people-and again, deangraziosi.com is a great resource and Ryan is probably sharing that with you-there are so many people that think the only way to get started is to jump into this, like jumping into the fire and if it does not work, you are going to affect your life in a negative way and that is really not the way it is.

So, what I want to convert tonight and talk about "fake it 'til you make it" is we are going to give you a homework assignment to get out there and practice-practice with zero risk. Just get out there and get your feet wet and see that everything that we will talk about is a reality.

Sorry, I am back. I am all set now. I apologize, guys. It was a little crazy of a day. But what I want to do is I want to talk about how you guys can take action steps-tomorrow, the next day, this week, next month-and go as far as you can go and feel comfortable to see a few things that once you scratch the surface just a little bit, that you can do anything that any of other students-successful students-have done.

We are going to talk a little bit about some of other successful students in a minute here, as well. But there is nothing any of them have done that you cannot do. So, I am really excited about Anita being on the phone tonight. She took the time to pull a little homework assignment together for you guys. And here is the people that I know when we look back in three months, six months, or we can get a call here a year from now, if you are going to be successful.

The ones that go, "You know what? I am going to give it a shot. There is nothing that can stand in my way. There is not a big downside and whatever it takes, I am just going to make it happen". That is really the mindset that I hope you guys can get into because here is a couple of things before we start with Anita.

I did something last week that I would never have thought possible in my entire life, and I am going to tell you this and I am going to share it with you guys. Check your e-mail, I am going to send you some cool little pictures and stuff, and I do not say this to brag. If you guys-the ones that have been on this call before-read my e-mails. I am extremely humble. I am grateful, whether you believe in God, the universe or whatever, I am truly grateful for everything I have in my life, coming from a kid who lived in trailer park and who was broke, and have the ability to do so much, and be a millionaire in my 20s because of real estate, and all that kind of great stuff.

You know what I did last week? I do not know if any of you have ever heard of Richard Branson. He is the crazy billionaire guy that tried to fly balloons around the world and jumps off a building, and does all this crazy stuff. He owns Virgin Airlines and Virgin Records and has a great charity called Virgin Unite, and Virgin Mobile and all this stuff-one of the top, richest guys in the entire world.

In short, last week, I got invited to go to his private island in the Caribbean and spent five days with him in a select group of people, and it was the most amazing trip of my entire life. It showed me that he is an extremely humble guy. He started with nothing, and everybody was-there was a really small group-but all of us had the same question for him. "What was the secret that got you..." everybody wants that. When I meet people, they go, "Dean, what is that one secret that allowed you to get rich or allowed you to make money in real estate?"

When we saw Richard Branson, he has got billions, and what I realized being there is the number one thing that he did is he just took action. He did not let anybody talk him out of his dreams. He did not take "no" for an answer, ever, and he was willing to take educated but smart risks, and not go for the norm. He ended up-I think he quit high school because he had dyslexia really bad. Teachers just told him he was stupid and he could not read and he just figured, "Hey, I will just go do my own thing" and that insecurity of maybe having dyslexia or having people tell him that he could not do it, allowed him to just-he just would not take no for answer.

So, I would love to be on the phone right now and tell you that there is this one magic pill that we can all take and tomorrow, we will have no stress, no anxiety and we will all be rich. But really, it is nothing like that. It is really just having capabilities and wisdom, and going for it, not taking "no" for an answer, and that is what he did.

So, I hope tonight-I hope, through our books and tapes and all the things that you may have received from us if you are on our advanced coaching program or a mentorship, if you go to deangraziosi.com, whatever it is-I hope you take these capabilities and this wisdom and this direction we are hoping to provide. It is coming to your from 20 years of my experience. I have 18 deals currently going on right now, and I have been doing deals since I was a broke kid. I never stopped. I hope you take that wisdom and just say, "You know what, I am going to go for it. No matter what it is, I am going to go for it.

And tonight, we are going to do something really special. We are going to give you something with zero risk-just a little assignment that I asked Anita to put together. Anita, I am going to let you tell your own background in a second here, but we are giving them a homework assignment, and just know this, for those of you who take this and do something with this homework assignment, I would bet anything. If we are in Vegas, I am not a gambling person but if we are in Vegas and you were the red color and you were the one who is going to do this homework assignment tonight, I would bet it all on you because the people who take action are going to have the results.

One more thing I want to let you know, make sure everyone looks out in your email box for an email. Look for all the e-mails from us. We always provide some great stuff but look for one that is going to be a contest.

We ran a contest last year with a small group of people-and I need to plug this real quick and tell you how great it went-some are successful students who have done amazing and started with nothing and did great things and made millions, and positive cash for all these stuffs starting with no money. So, we did this small contest where I literally mailed little video cameras to them and it said "Film your success". And success does not mean the most deals and the most money, just someone who took this information and went for it, The winner happened to be-let me fast-forward-people sent these videos back. I was overwhelmed with these incredible videos of people filming houses they have done or things that changed their life, or cars they paid off and houses they bought, vacations they went on. It just absolutely blew me away. And we awarded the first prize to a guy named Matt who is on his, right now, 25th deal. He went from living in a little apartment, never owned a house in his life, got his first 19 deals with no money down. He has got a positive cash flow of over $5,000 a month, net worth up over $600,000. It totally blew me away.

So, I am going to make a long story short. We gave him the vacation that he wanted to do. He wanted to come to Arizona. We flew him first class to Arizona. He wanted to go to the Grand Canyon, and go fishing, and all these great stuff. We paid for all of it, first class, amazing hotel. And one of the nights, I paid for a limo to pick him up at his hotel and drive him to meet me for dinner, and Matt was such an incredible guy. What he did-I was so impressed with it-I decided that I would fund his next couple of deals. Well, this was the first time I am really announcing it to everybody. I put a plug on deangraziosi.com and let people know, but in person, first time letting people know that we have currently done that four deals that I have paid for 100% and we used his newfound wisdom and knowledge to find amazing deals that cash flow, a couple of them, we are going to flip and make money, two we are going to keep. That is it. We are going to do that with him, but what that sparked was, is that now, I am so excited about that that I am going to do this every year.

So, I am doing it, letting you know because I want to inspire you guys, that if you are thinking about doing this, not only do you gain the ability like Matt did-to have 25 deals under your belt and $600,000 in net worth and positive cash flow-but you have the ability to be my partner and spend money. I hope that is exciting to you, but besides that, I am going to throw in a killer vacation to the Caribbean, all kind of crazy stuff that you are just going to be blown away. And that is going to be a contest I am going to run every year, forever now, to give you just one more level of enthusiasm or inspiration or whatever. Motivation, whatever you want to call it, to get out there and take action.

Remember, the winner is not going to be the person necessarily who did the most deals or made the most money. I want to be impressed, and we have five judges that are going to judge these videos. You will get all the directions in a couple of e-mails. We are going to judge the people who get out there and take action. So, I hope that is exciting to you as it is exciting to me and no place on earth will you find more capability, wisdom, direction and confidence, all of the things in real estate that we try to provide for you. So Anita, are you there?

Anita:
I am here.

Dean:
I am sorry. I just get talking and it is hard for me to be quiet.

Anita:
That is fine.

Dean:
I am going to let Anita tell you about herself, but let me tell you what impressed me about Anita.

We are at deangraziosi.com which we talked about a lot. I am really plugging it but guess what? It is all free, so I can plug the heck out of it, because I am not trying to sell you anything.

It is a place we created that is a social environment. Now if you go to Europe, the center of all the little towns, let us say you go to Italy, there is a piazzo where everybody goes to at night. In America, we do not really have that anymore. We do not have small-town America. And that is why the explosion of Social Networks-remember that name, it might sound a little high-tech to some people-but a Social Network Online is nothing more than an old town where people used to meet in the evening, and let us just call it-they call it a social environment, but think of MySpace and You Tube and all these places online that you have seen explode and you do not know why. Maybe your kids are on MySpace. Well, your kid may be on MySpace because the do not go downtown and kick the soccer ball with their friends, so they find somebody on MySpace that likes to play soccer, and that becomes their friend, even though they are in Wisconsin and you are in California.

So, when someone talks about a social environment or a social network, all of this is a place for people with common interest and like-minded, to get together and share and just be friends and support each other because listen, I would bet to say 95% of the people that are on the phone right now, when you tell people in your family, your friends or at work that you want to make money in real estate, they tell you, you are crazy. They tell you, you are crazy if you want to make money in anything but that is just, unfortunately, the nature of a lot of people. But you know what? Everybody told me I was nuts my entire life on everything I have done and God-willing, I have reached tremendous success, and then more that I could have ever imagined possible because I did not listen to them.

And now that I am fortunate to hang out with other really successful people, we all have that in common. And the other thing we have in common, we surround ourselves with like-minded people who support us, not tear us down.

So, that whole big story was because I want to talk about why we created deangraziosi as a social environment-a place where you can go and share your insecurities and learn about other people’s, but at the same time, be supported by people who felt like you in the beginning, went out there and did it, and now are extremely successful, having amazing success, and continue to go in sharing their wisdom because everybody loves to share when you do good.

So, deangraziosi.com opened up about four months ago. We get hundreds and hundreds of posts on a daily basis, people going and creating new topics and forums and you can go there, find out how to repair your credit or do your first deal or find a foreclosure, or close, do our instant equity exchange style or automated foreclosure-any topic you could possibly imagine, you could find at deangraziosi.com.

I watch this site just absolutely explode. It became our small town but everybody in our little small town want to do one thing. He wants to feel good about what they do and make money with real estate.

I noticed a few people, Anita being one of them, who just took ownership of that site. She just went in there and diligently helped as many people as she possibly could without question, without me asking her, without me knowing her, with nothing other than from her heart, wanting to share and help other people. But guess what? She was not just sharing, guys. She started to make things happen. And when I saw her do her first three deals with no money down and sort of created "outside of the box" thinking. What are our strategies about finding magic bullets and all that stuff?

What I realized is all I am, is the catalyst. All I can provide is the wisdom. You guys have to go out there and actually do it, and she did. I have just been so blown away with her every step of the way that I asked her if she would come on this call tonight, tell a little bit about herself, a little bit about her background, and then create a homework assignment for you guys, so you can "Fake it until you make it".

We created a homework assignment. I should not say "we". Anita did this whole thing. Create an assignment to get you guys out there, just to get your feet wet. No risk, nothing to be scared over, no money out of you pocket. Just to see in the next week, to 14 to 21 days that, "Oh my god, these deals are out there. I can find them, I can use the strategy to buy them, and if I want to pull the trigger, I can. But if not, at least I know I can and with a little more time when I am little more confident, I will do it."

So Anita, without any further digression from me-how are you doing?

Anita:
I am doing good.

Dean:
Would you mind telling a little bit about yourself?

Anita:
Well, I live in Southern California. But for a long time, I lived down South. I have been self-employed my entire life. I just have a problem working for other people. I have put in my profile, if there is one thing that I know, it is business. It may not be real estate but I am getting there with that. I am taking the knowledge that I have of business and I am bringing it into the investment realm. I succeeded with all of my other businesses and I am determined to succeed with this. So, I am just getting revamped in starting again and I will do it until I get it right. That is pretty much it.

Dean:
Anita, what would you say-before we get into some of these things that you put on your homework assignment-what would you say to the person who is on the phone that you helped so much on the website at the social network, that are just a little scared? They are just thinking, "Is it too big a risk? Can I really do this? Am I smart enough? Am I energetic enough? Can this really happen in my little town or my big city?" What would you say to that person, coming from the opposite side? You do not work for me, I am not paying you for this call, so what would you say to that person?

Anita:
The same thing I said all day yesterday and all of my posts, if you do not ask, you will not receive. If you want to make a deal happen, sitting there, thinking about it, procrastinating, talking about it, it is not going to get it done. The worst thing that somebody can tell you is "no" and "no" is just a precursor to somebody else telling you "yes".

Dean:
Absolutely.

Anita:
So, the best thing that I could tell you is just get up and go for it. What do you have to lose? Because a lot of us, like in my situation, I was previously successful in my life as being self-employed, but I am also a three-time cancer survivor-that, which had no insurance. So, all my money was eaten up with medical bill as I was pretty much broke six weeks ago when I got that book. I was sitting there, wondering where my rent money was coming from, and I do not have that problem today. That was six weeks ago.

Also, to me and all those who know me on the side, I will tell you in a minute, "I had no other option". Either I did it, either I jumped in there with both feet or I fell flat on my face and got rolled over. I have kids to take care of. I was not going to let that happen, and no, I had not done real estate in this respect, but have done it with my family before but I was working with the paralegal. I handle all the legal stuff. I had no idea to get up and go out there in good health. All I did was I knew about the deeds and I know about everything else-the legal parts, that is.

I took what was in me, which is because I am an aggressive person. I have no problem going and asking for anything. I got up and I took that better part of me and I sat down, and I actually wrote out my strengths and my weaknesses. I concentrated on my strengths and I got out there and I just asked. I get it from a lot of people everyday, "How did you make this happen?" "I asked for it". If you do not ask for something, you won’t ever get it. That is pretty much the best thing that I can tell you to do. You can sit there, think about it all day long but that does not put a dollar in your pocket.

Dean:
I appreciate that. Maybe before we go into this, if you can just talk briefly about the first couple of deals-the first three deals that you were just so brilliant in asking and...

Anita:
...and you were so happy, too. For those of you that are on the site, I posted in under the forum topic "Three houses: thinking a little different" and I found a house that was for sale by owner on craigslist, which is a really good resource. I found it on craigslist. It was an empty house. The owner wanted to do a lease purchase on it. You lease it for a year and then you get the option to purchase it at the end of the year. He was actually looking for somebody to come in there and do a cash-out at the end of the year, come up with your own financing and whatever. And so, I outright just told him, "I had no money, but I really want this property" and he looked at me and laughed. He says "I cannot believe it". It was a look in his face, it was like "I cannot believe you stood there and told me that, and you want me to continue to have this conversation with you".

See, prior to me telling him that I had called about the property and I had already had a little small talk with him, I found out that he was a retired school principal. He and his wife started investing in 1973 so that they could retire early, and they had. All the kids have moved down South to Florida, their grandkids and everything like that. So they felt like they wanted to move, too, but they were locked to California because they had so many properties out here.

At the time, when I was talking to him, he had about eight. During this process of me talking to him over this couple of weeks, he got rid of five of them, he still had three left. And so, he was pretty set with money, so it was not really a money thing, him trying to get a lot of money off the property.

So now, I know what his buttons were-he just wanted to go. So I counted out how many properties we had in California, around up my area which is the last three, and I asked them how much for each. All the properties were 100% paid for. He did not owe anything on any of them, which made that a lot easier for me. One property was $229,000, four bedrooms two bath with an appraised value of $295,000. He was asking $229,000-and so on and so forth for the other two.

I know I could not get any kind of financing because of the medical bills and stuff like that. My credit was a 501. So, the house that was $229,000, I offered him $202,000 for it and he told me, "Give me $5,000 dollars down". On the lease purchase, it would be $1300 a month, with $500 as the payment going toward the purchase option which meant that at the end of the year, I would have had $191,000 to be financed. He also wrote and suggested that he pay the escrow fees, which would have been about $2000 with us not dealing with realtors. That would give him a total at the end of the year with that $500 a month and the $5000 down of $11,000 down toward the down payment after one year, and he was going to finance it at 5%. After that 100% of the payment went toward the purchase price, and the owner-he agreed to owner finance, all of it.

Well, once I got him to agree to that one, he asked me if real estate investing was something that I have really wanted to do, and I told him yes. He told me that when he started out, he had a mentor that stepped out there and helped him. He said that if that guy had not given him his first chance, he probably would have just turned tail and went back to teaching. That was 1963, the guy who owner financed the house.

He called me after midnight, that night after I talked to him about this lease option house that he had and asked me if I really wanted it, and I said yes. He told me to meet him at the escrow office at 11:00 the next day. When I got there, he had agreements for all three houses. I got all three houses with no money down. The $5000, he financed it back into the price of the house. I did not have to pay one dime and he even paid the escrow, the closing cost.

Dean:
It is an amazing story. I know so many people are sitting there going, "Wow! That was lucky to find that person" but it came to you. It did not come to you by accident and it did not come to you because you were not afraid to ask. If you think that, it is just an incredible story and what a foundation to get started.

I have had more than one similar deals, but I know of a-it is funny because if you read that section there, it was an older lady who had magic buttons. Do you remember that section?

Anita:
Very well.

Dean:
In that section, that inspired me because it was an elderly lady that her husband had passed and she wanted to move to South Carolina. A similar situation, she just wanted to leave and I ended up meeting her a couple of times and finally, I ended up getting that property with zero money down, and she did not charge me any interest either. She allowed me to-100% of what I gave her went for the down payment.

Again, maybe that exact strategy is not going to work for every single person on the phone, but if you did not ask, you will not receive it. There just cannot be a better word than that, to just not take "no", not be afraid, and just get out there and do it.

Anita:
Exactly.

Dean:
So when I chatted with you and I said, "I contacted you personally, sent you an e-mail and said let us put a little assignment together for people to get out there and get their feet wet, and see there is actually deals out there" and this is exactly what you came up with. Maybe we could go over that? Would you like to do that?

Anita:
Yes. I am ready.

Dean:
What we will do guys, we cannot obviously go in detail on every step. We can actually be on the phone for a couple of hours. So, what we are going to do is go over as much as we can on the phone for the next half hour or so, and then we are going to post this little homework assignment at deangraziosi.com later tonight, tomorrow, whenever you can go back and check out this assignment, and then you can always go to askdeang.com, that will be deangraziosi.com as well. You can always go to re-listen to this audio for any pieces that you might miss. So remember, it is always up there.

The first one you have, Anita, is locating properties that are unlisted or not for sale. What would you say if someone is sitting right now and hopefully has a pen, they are all ears because they are just stoked that they want to be the next person that gets three deals and no money down that cash flow immediately. What would you say to the person, if they could have a couple simple techniques, to get out there and find that?

Anita:
Well, this is what I do. I locate homes that I want to research by doing drive-bys, looking for vacant homes, checking local newspapers-the little free paper is always a good one-craigslist is an excellent resource even though it is getting polluted with a lot of realtors lately, you can still find good things.

Look for the "for sale by owner" signs, FSBOs, look for distress properties, things that looked like they need to be fixed up. Word of mouth is excellent. Ask the friend, ask the neighbor, ask the relative.

This one may surprise you, but ask your local police officer-and I am assuming that most people do not understand that one-but if you guys are living in neighborhoods like I do, you have foot patrol officers, things like that. They can tell you where there are vacant houses or houses where there is reputable behavior, things like that going on, and they would like to clear that property out. Maybe they noted the owners abandoned the property, asked them. I say this because my brother is a police officer. Some of the things that I have been putting off were that I got the information from him.

Another thing is where to look for undisclosed owners. Once you find the property that you are looking for, different places rather, to find the properties that you are trying to find, look in lower income neighborhoods. You will find that there is a lot of distressed properties in those areas. You can bring the property value up by purchasing those houses, re-habbing them, and if you can purchase more than one, each house that you re-hab and the property value goes up, and so do the cops in that area, which means that your next buy in that same neighborhood is only going to bring you more money.

Look in outlying neighborhood areas, inner cities where there are lots of vacancies. Again, friends, neighbors, and especially people you do business with. A lot of the doctors, dentists, people like that-they have properties. Ask them if they have anything that they would like to sell. A lot of them may have things that they are just functioning as a landlord on. They are not really paying any attention. They are just bringing in the monthly cash flow. Do not be afraid. Ask them, "Do you have a good deal that I can get in on as far as real estate?"

You also want to look for the visual signs of potential properties that may be good deals. Again, the deck grass, overgrown yards, trash in the yard, old cars broken down, broken windows-this is a weird one, but I look for lots of cars in the yard and activity because that means that there is a lot of people which is probably a sign that the owner would more than likely be glad to get rid of it, if you can understand that.

And another strange one is elderly sitting on the outside or on porches of the homes. Usually, that is a person who is by themselves. More than likely, the house is paid for. They do no really need to be there on their own, and maybe it would be a good thing for you to go there and talk about them selling their house or whatever, because maybe they can put into a nursing home, make their life easier.

So, you have to weigh it out when you are dealing with the elderly, but also of course, your obvious: boarded up home. That is when we get into researching the data as far as the owner. How to use internet locators like...

Dean:
I was going to say-that is the next question that you put there is if someone has-and I am going to ask this question as if I am the student right now.

Everybody knows-everybody on this phone call knows a house or someone or it is always one person away from the perfect house for them. I truly believe that, especially in an environment where there is 50,000 foreclosures going on the market on a weekly basis. That is just absolutely insane. And there are so many people-one thing to remember that you can relieve a lot of pain in an environment like this. There are people that you bought the tree houses from, they were not in a lot of pain but they had enough pain because they wanted to go join their family. And fortunately, that gentleman, he was not near losing his home but he still to get and do something. You just weren’t afraid to ask and share your commitment level and your desire to make things right, and you are able to get it.

But there are people in similar situations. They are going to lose their house in weeks, or months, and anything that could get you in that home can relieve them from the payment they can afford. So, this really can become a win-win. So again, Anita think, do not be afraid to ask everybody you can possibly think of.

Another good one is sometimes, people with new babies, and they know other people with new babies because they might want to move up to the next level house and they need to get rid of their old one. There are so many different ways. Just be creative and get out on an asking campaign.

Now, I am going to ask you the next question that you already wrote down so I get to look really smart with what I would ask you right now. If someone sees that boarded-up house or the cop says, "Yeah, there was a couple that unfortunately got evicted out of a home" or they see that someone stopped mowing the lawn down the street or know a neighbor, but you do not know who owns it, how would you go about it to find who that owner is, and how would you contact them?

Anita:
Number one, I would start with the neighbors. If anybody knows who owns that house, it is the next door neighbors or the neighbors across the street or down the street. Get out and canvas the neighborhood. That is the foremost on my thing. I am walking so many streets lately, it is crazy.

But my next thing is use your local court house as a resource. Go down there to the tax assessor’s office. That is where you pay your property taxes, and give them the address. They can give you the plot, they can give you the key number, which is the property number, but they can also give you the name of the person that is paying the taxes.

Sometimes, and depending on who you ask, they will give you an address. They will never give you the phone number, but they will give you the name...

Dean:
Most of the time, they will give the address. I have never been denied an address. Yes, you’re denied a phone number but then you can call information, go on Google, 411 it or if you cannot find it, the last thing is send him a letter. And some of those letters we already have pre-written in our programs and books that you could steal from us.

Anita:
That is my other thing. How to use the internet locators like Google, WhitePages, the Cross Reference, things of that nature, and use them. I do not if you guys know but if you have a phone number-let us say you talked to the neighbors and they said, "Oh, I know his name is John but I cannot remember his last name, but here is his phone number" and you can never seem to get an answer, or you tried and it is disconnected or what have you, these databases that are on the internet are usually a few months behind, some of them will actually go back as far as a couple of years, on how they stock phone numbers in here.

If you type that phone number into a Google search bar, it will tell you who the last person or the current person was that had that telephone number. It will also give you an address. The WhitePages.com, if you have a name and an address, put it in there. It will give you a phone number. And again, like Dean said, use the postcard. Use those letters. Those letters come in handy. You can always get the address from the tax assessor’s office and never discount reverse lookup.

A reverse lookup is if you go on Google, they have a reverse lookup on there. Either you have the address and the name, or you have the phone number, either/or. It will give you either the name if you have the address. If you have the address, you can get the phone number, and so forth. It just reverses everything and it gives you a whole slue of information.

And use web programs as a source. Things like Foreclosure Alert, Dean’s program. It is a good source for finding out who owns the property. It will give you the person who is on the title of the house and things like that.

I like to use Realty Track, too. It gives me that name of not only the person who owns the house but also the lender.

There is a lot out there that you can use, those are just a few. But, just take what you have at hand and use it as a resource. But the biggest thing to get you off the ground if there is a house up there and you tried to find out who the owner is and maybe there is not a tenant in it or maybe the tenant in it would not give you that information. Start with the neighbors. The neighbors are always going to know first.

Like I said, if run up against the brick wall there, hit the Tax Assessor’s office. Make a friend down there. It has gotten to the point now that I do not have to go to the Tax Assessor’s office. I pick it up and I call Melanie and she gives me everything. That is true.

Dean:
Great. I have question for you, Anita. How did you go about-you may have known somebody, that is one of the easiest things you use, but how did you go about if you wanted to run a 'comp,’-a comparative for the area. How do you go about and get it done?

Anita:
Well, you tell us we need to develop a team. Before I even stepped out there on those three houses talking to anybody, my team was intact. I have a real estate guy that I went to when I just flat out told him I am new to real estate investing. I will be putting in an offer, you will be doing a lot of work but you need to weight it out, "Do you want to work with me or not?" It is pretty much how I get it to him. And he has been a really good guy. I call him up, he gave me a comp within five minutes sometimes on the phone. I also use villa.com. You know, you got to take Villa where the grain of salt, because sometimes you get-

Dean:
But sometimes they are right out, sometimes they are way off.

Anita:
Yes, like a house that I was looking at, that was an REO-a bank-owned property for $33,000 on Monday. And it is on the neighborhood with the downside neighborhood. It is not a really good neighborhood. They had the house value at $386,000.

No. Realistically, if the house, even after rehab would only have been like 145 or 160.

Dean:
Right.

Anita:
So, you know, you got to look at that. But, there are all kinds of programs and things like that, other that you can use. But my number one thing is my realtor. I call him day or night, anytime up until 10 o’clock at night, we establish our working hours, "What time can you call me? What time can I call you? How fast can you respond to what I send you?" I would like to know these things ahead of time because I do not want to sit there waiting for two or three days for somebody respond to an email.

Dean:
Exactly. And you know guys, one thing that we realize right now, people in the profession the realtors, they are struggling around the entire country, they are struggling. Rewind three years ago, realtors were on top of the world selling everything, they put a "For Sale" sign on, buying new cars themselves, buying new houses themselves, taking elaborate vacations. And unfortunately, most of them do not study trends, they do not see it coming and they feel the rug was just pulled out from under them. And, a lot of them had to get out of the profession and go on to something else just like a lot of mortgage brokers did.

But you know what is stuck? What is stuck was the real realtors, the ones that are going to be in it long time, that they can handle a down turn, and they were looking for people like Anita. They are looking for people like you. You are just getting your feet wet, but Anita, for this guy who is probably-I am just speaking for you now, Anita, but for this gentlemen that you are dealing with who is helping you out now as you are getting started, he is going to be someone you do business for the next 20 years.

Anita:
He is. Dean, let me add something in there, on that. I know you talk about using realtors to build your team. This guy works for Keller Williams and I know they are all over the country. And I say that because if there is one near you, they usually-what I found out from him. This is how I met him.

I went to an investment seminar. I thought it was a seminar on how to start doing real-estate investments and things like that. I said, "okay, it might add to my wealth of knowledge," after reading your book and stuff, I said, "okay, I am going to learn as much as I can." I show up at the seminar and that is not what it was. It was a real-estate investors meeting, and what you do is they go in there and they look for people like us, like everybody who is in this call. They are there to tell you, "I am here to service you," "I am here to work with you," "I am here to partner with you." If you bring me 50 properties a week to look up or 100 properties, I am going to do my due diligence to get it done for you in a timely manner. They are out there soliciting for people like us, so it is not too hard to find a good realtor.

If you find one that is hungry like that, and that is soliciting you, you know that is the one that is going to get out there and-

My guy’s name is Randy. I will tell you a real quick funny story, the first lady I had was a realtor. And like you just said, they were buying cars, and houses and stuff like that. She was a really sweet lady and I dropped dead like a hot potato when I found out she owns six houses and everyone of them was in foreclosure.

Dean:
Yes, exactly. You are not getting the best advice from that.

Anita:
Exactly. I did not feel like she had anything that I could benefit from. Randy is also an investor. He has been an investor for the last 20 years himself. And I hear on this site a lot, "Find your real estate investor who actually invest in something themselves so that they could understand where you are coming from."

Dean:
Absolutely.

Anita:
So that is the guy I got, but look for those because they have the real estate investment meeting and things like that. These realtors are out there soliciting. They are looking for people like us. It is not like, "We should have a hard time finding a really good realtor."

Dean:
So, how about this, I have an idea. For the next 30 days, if we want to do this practice, Anita, thank you so much, we are still going to keep talking, but I really do appreciate you are taking the time. Again, I cannot say enough but you have just taken so much of your time to write all those post and you did it without anybody asking, just how you carrying it. And I truly believe that the world gives back to the givers and takes from the takers. You deserve all the success in the world and I look forward to chatting with you a year from now when you reached the million-dollar mark. But what if we did this, what if everybody is on the phone? And this is with no stress and no pressure.

How about this, you spend the next 30 days and research and find a realtor who you feel comfortable with and that will run comps for you whenever you call as long as-like Anita said, find the time, the day that you can possibly email the person or call him, and all comps-for everybody who knows, in two seconds, you know what a comp is? For the people who do not, it is just someone, a realtor, can go on a multiple listing service and find houses in the area of the house that you found and find it how much houses are actually selling for in that area and how long they are taking to sell. Just so you have an idea what the house is worth.

So, say you did that, that is working backwards. Then go to the front from Anita’s list, and use all the different things that she mentioned. Again, you go back and listen to this call a million times if you like, so I will not mention them all again. But use all the resources at your fingertips and not be afraid to ask, to go out there and find a couple of houses.

Find one that is going in a foreclosure, find one that somebody needs the sale. Find ones that are in foreclosure. Find a real estate own property. Whatever it is, find as many as you can.

Use the resources that she was taking about, if you find that boarded up house, or the one that policeman told you that someone had moved out there or someone at your hair salon said, "My friend had to leave the house or is losing one." Whatever it is, look up who the owner is. Contact the owner. Send them a letter. And before the next time you come on this call in 30 days, out of those homes that you find, so you find five homes, find out the information, narrow it down, once you get all the information on that house, call your realtor, tell them to run comps in that area, get a price that you think that house is worth when you can sell it, deduct how much it is going to cost, just renovate it, just take a guess-it is all practice guys, take a guess and how much it is going to cost to renovated it. And your 5, 10, 20, 30, 50 grand, 100 grand, whatever you think that you can make out of it and then that is your price that you are going to offer.

So, if your realtor say, "Hey, I think that house is sold for $200,000 when it is all done" and you say, "You know, it is going to take 10,000 to fix it up and I want to make 50 grand on it, so I am going to offer a 140. Go back, write up an offer and submit an offer.

It will not cost you any money. You are not obligated for anything. I am not telling you to worry about how you are getting the money or how are you going to buy or how are you going to fix it, how are you going to renovate it, because all that we can’t talk about tonight but all those strategies are in my book, in my programs. Maybe we’ll do that as a follow-up call next month on what do you do once you find it, then if you would like we can get over a more detail. But what is the harm of getting out there and seeing that once you scratch the surface-there are going to be more deals around you that you could possibly imagine. Let me ask that question to you in a second Anita, and then knowing for a fact that every time you find a property, you got to find out exactly who owns it. You can have a realtor tell you what it is worth and then you get to make an offer.

That should be your homework assignment for next month and I will tell you the ones who do it, you are the ones who are going to change your life because of real estate. And Anita, what I was going to ask you is once you started scratching the surface of homes, were you-and I can be putting myself out on a limb here, were you shocked of how many deals you actually found?

Anita:
Oh my God, yes. And I get it everyday somebody shoots that question. "How did you make that happen?" "What steps did you take for that?" It is amazing, how many deals are actually out there. It is so many people out there that want to sell. And maybe they just do not know how. There are people who are out there with properties that are sitting there that they are just letting deteriorate because they do not want to put anymore money in to it. We have all seen them, the apartment buildings that looks like they are falling down, that is an excellent potential property right there. The house that you know is a rental house where the windows are knocked out, the tenants have boards up to the windows, that is a great potential property. I mean just get out there and start looking.

Dean:
Yes. Again, this month is all about having no stress and no worries about if you mess up a deal because it is all about the practice. We are practicing, practicing, practicing with a homework assignment from someone who was where you were just a couple of months ago and has just turned her life around totally. I am going to help Anita as much as I can with support. I love everybody that just gets out there and takes action. We are dedicated to helping you guys make a difference though sites like this, through calls like this, through our website, through our additional programs, through contest, through everything we can. Are we perfect? Absolutely not, but we are the best that we could possible be in improving everyday? Absolutely so.

Anita, I appreciate you so much and thank you for getting on this call tonight. Folks, if you got your pen right now, I want you to write down this number 1-800-330-5759. It is 1-800-330-5759. We are Dean’s Real Estate Success Academy where we offer advanced coaching and training, in one-on-one mentors. The thing that so many people do not have it is anybody they can ask or question to or anybody they can hold their hand through a deal.

And what we have is we have mentors and coaches that are real estate investors. They are not $8-an-hour kids that read a script. They are current and passed real estate investors who share their wealth and knowledge, hold your hand through deals, we will help you write up a deal, we will help you find, just everything I wish I have when I first started. I had no one to call and I was scared to death and out on my own. That is the service we provide. Anita, I think you are in our advanced training, are you not?

Anita:
I am what?

Dean:
Sorry, are you in the Real Estate Success Academy?

Anita:
No, I am not, actually.

Dean:
No, I did not even know, and do not care because I tell everybody. And this is something I will share with everybody. I do not pitch. I do not do a hard sale deal. What I tell everybody is in my book and everything we provide is everything you need to be successful. If you are that person who can take action on your own and get out there and do it.

Dean:
But, if you need some guidance, you need somebody to hold your hand, you need a mentor then give us a call and see if you can qualify to be in our program. We cannot take everybody, we just take a select group of people but I would say give us a call at 1-800-330-5759. Telling you are just going to call with Dean and you want to know exactly what it is like to be a part of our advanced training and our mentorship and see if you qualify.

Any last word that you wanted to say Anita?

Anita:
Yes, I want to add something about the mentor, the program. Guys, just because I am not in it right now does not mean it is not my intention to get there. When I was first approached with the mentoring the program, when I got Dean’s book about six to seven weeks ago, like I said, I did not know where my rent money was coming from for that month. I just got out of the hospital the date the book got to the house. I did not have it but talking to-I guess it is the guys that call you to get you ready for a coaching program, they, like Dean tells you, you purchase property with no money down. They were showing you how to get into the program with no money down.

I actually did what they told me about applying for a credit card disputing the things that were on my credit file. I had a really good person that called me and I did what they told me and in the span of that six weeks, I have received a number of credit cards. Those credits cards are what I am going to use before the end of the week to pay for my coaching session with Dean because without those guys telling me exactly what I needed to do to be able to get those cards, now I do not have to come out of pocket without that money. But I believe it is well worth it. I personally speak with a few of the coaches and I mean these guys are just awesome.

Dean:
And one of the things Anita, what I always love to share with people, I am very transparent. Anita, you could tell. What is really astonishing to me, and I have to be honest, I had never paid-I was just that rugged individual and so I had to learn on trial and error. I had to figure out on my own and I was just such a fool.

I feel blessed because all the success that I had, but I look back and realized if I had somebody point me in the right direction, what the value of knowledge is. So many of us will go out there and buy clothes and vacations, and vacations are great, clothes are great. That car that you should not buy, you buy the $10,000, too much car. We buy all these things and put it on the credit card and max our cards out, that really give us no long-term value.

Then sometimes we have the ability to buy something and gain capabilities and wisdom, and confidence and direction for something that can change your life forever and we hesitate.

It does not make you a better person. It is really how we are trained as Americans. Unfortunately, we are so over leveraged on things that really give us no long-term value. And we work really hard to say, "Hey, why not educate yourself on a higher level." If you need that, if you want that guidance and that mentorship on something that could spit out money for the rest of your life where you can buy clothes when you want, you can buy vacations you want, you can buy the Porsche instead of the smaller Hyundai, but first put some power, put some knowledge, put some wisdom, and put some energy into the wisdom and capability.

So, if you want to apply for our mentorship, go ahead and give us a call. Anita, I am glad to see you are going to come on board and maybe we will come back in six to eight weeks and you can tell everybody how it has changed your life.

Anita:
Definitely.

Dean:
I think that it is. Anita, any last words?

Anita:
No, the site is wonderful. Guys, if you have not been there, give it a try. There is so much support there. It is unbelievable.

Dean:
Wonderful. What I am going to do before we signed off, I am going to un-mute everybody for a second. We can all say thanks Anita. Is everybody ready? Hold-on, let us do it.

Dean:
Was that a warm and fuzzy thank you Anita?

Anita:
Very much. So, thank you guys.

Dean:
And I thank you from the bottom of my heart. Do your best. I love that you keep posting on deangraziosi.com. You guys, not that everybody knows you are going to go there and you will be crazy on how much support she gives everybody and to some people too. Next month, we are going to grab someone else who post a lot and some other success stories. But everybody, have a wonderful month.

Please go out there and take action. Give our success team a call if you want to see if you qualify or ask any questions about it. It is a well worth your time. Again, that number is 800-330-5759. Goodnight, everybody and we will talk next month. See you.