Justin Colby

That's great.

That's great.

But you already spent the money.

But you already spent the money.

So why not just go get the one or two a year and bring it to the bottom line? That's what people don't understand that I'm very aware of. But I want people to understand what you and I are saying. If you already spent the money on the lead, treat the lead the right way. So like the way I do my books is I close my quarters out. So every quarter comes, my bookkeeper closes that out.

So why not just go get the one or two a year and bring it to the bottom line? That's what people don't understand that I'm very aware of. But I want people to understand what you and I are saying. If you already spent the money on the lead, treat the lead the right way. So like the way I do my books is I close my quarters out. So every quarter comes, my bookkeeper closes that out.

Whatever money I spent, whatever revenue was made, the quarter is closed. Now, I might have bought a lead in January that I don't close until November. So it is bottom line free money for Q4 because Q1 was already booked. It's already closed. I spent $100,000 in Q1. I made $250,000. That's closed. But a lead from that spend closes in November. That is a free income.

Whatever money I spent, whatever revenue was made, the quarter is closed. Now, I might have bought a lead in January that I don't close until November. So it is bottom line free money for Q4 because Q1 was already booked. It's already closed. I spent $100,000 in Q1. I made $250,000. That's closed. But a lead from that spend closes in November. That is a free income.

That is free money because the book is already closed there. But if you treat it right, then you can actually close that. Like the one or two deals from the thank you card, the birthday card, the Christmas card is basically free money because it's so far down the path. The money is already spent. It's already booked if you're doing your P&L correctly, right? Like, okay, well, go get one.

That is free money because the book is already closed there. But if you treat it right, then you can actually close that. Like the one or two deals from the thank you card, the birthday card, the Christmas card is basically free money because it's so far down the path. The money is already spent. It's already booked if you're doing your P&L correctly, right? Like, okay, well, go get one.

It's literally bottom line money to boost up your P&L.

It's literally bottom line money to boost up your P&L.

No, wait, 27%. 27% of the people that come to you as motivated sellers are going to sell within 12 months. 60% of the 20% did what?

No, wait, 27%. 27% of the people that come to you as motivated sellers are going to sell within 12 months. 60% of the 20% did what?

90 days after. Got it.

90 days after. Got it.

So that first 90 days really is predominantly, like, that's where you got to run as fast and as hard as you can to try to get that 60% curvature.

So that first 90 days really is predominantly, like, that's where you got to run as fast and as hard as you can to try to get that 60% curvature.

Yep.

Yep.