How to Grow a Large Scale Real Estate Investment Business – Ask Clay Anything

Show Notes

How do you attract more real estate investors to an established business? How do you grow and scale a large real estate investment business? Clay Clark answers questions and more from a Thriver like you on this edition of the Ask Clay Anything Podcast.

  • Build Up Your Online Reputation and Your “Google Trail”
  1. NOTABLE QUOTABLE – “If you give someone a present, and you give it to them in a Tiffany box, it’s likely that they’ll believe that the gift has higher perceived value than if you gave it to them in no box or a box of less prestige. That’s not because the receiver of the gift is a fool. But instead, because we live in a culture in which we gift wrap everything– our politicians, our corporate heads, our movie and TV stars, and even our toilet paper. Public relations is like gift wrapping.” – Michael Levine (PR Consultant of choice for Nike, Pizza Hut, Michael Jackson, Prince, etc.)
  2. NOTABLE QUOTABLE – “Brand is just a perception, and perception will match reality over time. Sometimes it will be ahead, other times it will be behind. But brand is simply a collective impression some have about a product.” – Elon Musk (The billionaire investor, engineer and entrepreneur behind Tesla, SpaceX, PayPal, etc.)


  1. To find investors you are going to have to create a solid high quality – “Google Trail”
  1. Create Podcasts
  2. Get Professional Headshots Taken
  3. Create a Powerful “About Us” Video
  4. Gather Reviews from Real former Clients


  1. Determine Your Daily Key Performance Indicators
  1. If you need 24 deals per year to achieve your financial goals…we must determine how many rejections you need to have per day to achieve your goals…this must then be baked into your workflow.
  2. How many calls per day?
  3. How many rejections per day?


  1. Design a workflow filled with sustainable repeatable processes and systems –
  1. NOTABLE QUOTABLE – “Make every detail perfect and limit the number of details to perfect.” – Jack Dorsey (The co-founder of Twitter and the founder of Square)


Commit to the Diligence Application of Effort and the Implementation of This Plan

  1. NOTABLE QUOTABLE – “Lazy hands make for poverty, but diligent hands bring wealth.” – Proverbs 10:4
Business Coach | Ask Clay & Z Anything

Audio Transcription

Get ready to enter the thrive time show 3 2, 1, hello, thrive business coachnation. Welcome back to the conversation, my name is clyde clark on the former ussba entrepreneur of the year, and we have thriver that have some questions about how to scale out a real estate investment company. Essentially this person I understand the business coach situation correctly. You do. Is you basically look for investment deals that step 1 step 2 age? You look for investors to fund the deal and set three you make of a a percentage of the upside to. Maybe you get 2% on every deal or 3% on every deal, so you have really two things you need to be doing at all times. I want you to need to be looking for new investment deals which it sounds like you already know how to find good investment deals, but secondly, you also have to simultaneously be looking for new investors and so I’m going to walk you through specifically what you need to do. If you want to reach your goal of closing 24 deals per year, as stated to achieve both time, freedom and financial freedom than your coach is going to walk you through all the nitty-gritty, all 48, specific steps and and they’re going to help. You execute the proven path, but my understanding is if you want to get to 24 deals per year, so you can achieve both financial freedom in time for you and you want to change, landscapes be a real estate projects. Do you want to buy a land so that you can build your massive compound? So with that in mind, here we go first thing you need to do.

This is big you’re going to have to improve your online branding presents, and this goes for you and anybody out there who wants to grow a I real, estate investment company of some kind people are going to google, search your first and last name and whatever comes up in the google search results. They’re going to believe is true, and in a lot of times it is true, but a lot of times it’s it’s not true, or it’s just a perception of what people believe to be true. So what you going to have to do is you’re going to have to record podcasts on you’re going to have to get the photos done. Professional photos, headshots of yourself you’re, going to have to do in about us, video and you’re, going to have to gather a lot of google reviews. Why? Why should you have to do all that work, michael levine? This is the pr consultant of choice for michael jackson prince nike, pizza, hut, nancy kerrigan. These people for a lot of business coach people who’ve had massive success, and this is what is. This is what he says. He says if you give someone a present and you give it to them in the tiffany box. It’s likely that they’ll believe that the gift is a higher perceived value than forget to give it to them and no box for box of less prestige. That’s not because the receiver of the gift is a fool, but instead because we live in a culture which we gift, wrap everything our politicians are corporate heads are our movie and tv stars and even our toilet paper. So as an example, if I get if I google search your name right now, which your coach you’re doing, your coach can do together. What am I going to find me what am I going to find if I google your first and last name am I going to find anything. So why don’t we start with my name?

Why don’t you just google clay clark play clark, and then you can decide what what that looks like from your perceptions right now, just so that I can give you might take and what happens when I google search my own name. So one is a tulsa people magazine article comes up so I guess that’s a positive in my mind. If I want to find out what comes up top in google spreadsheet, you know the first 20. Is it good or bad? So don’t some people that says good checking my profile on drivetime shut up,! That’s good my linkedin good business and make your life happy pets, good, tulsa, world, that’s good, tulsa, world, that’s good! At 6, height man, video, that’s hilarious, that’s a 7! Then we have the business coach entrepreneur magazine articles. That’s a that’s good speakers! Bureau! That’s good! Twitter! That’s good! My wikipedia! That’s good running for mayor i! Think that’s probably not good for after people and probably good for some people. But the point is:is that I’ve been intentional about making sure my google trail is? If you are finding what I want them to find, then if we look up my name, clay, clark and images, let’s look at that real, quick! Let’s, let’s look at it and see! Okay, there we go i, see photos of myself. If you google clay, clark and images, you can see photos of myself, some of which have quotes with them, some of which I like I’d, say the majority of which I like a few i. Don’t there’s a couple ones that are kind of creeper e, maybe I’m just i, don’t know what that is. You want to ask yourself when people google search my name. What are they finding? Are they finding something good? Because if it’s, if it’s not good, that’s going to hurt your ability to attract investors deals regardless of whether you have a great google trailer, not but you’re, going to struggle to convince an investor that doesn’t know you are probably in a I would not probably did that. Definitely, an accredited investor I mean accredited investors, guys with a net worth of oprah dollars, weren’t born yesterday, and so they’re, going to probably bach at probably struggle with the concept of investing in a guy.

They just met, who doesn’t live in the same state. Is them until you’re going to have to just be very objective and very intentional. Creating podcasts that step one kratos podcast in your coach will help you do that, but you’ve got a great podcasts for your thoughtful, explaining your approach to investing your history or biography of 50 podcasts, because I’m telling you this I’m going to invest in you I want to know everything about you everything. Second, second, the photos get those photos done, get business coach professional headshots done schedule time with your thrive time, concier team schedule time with your coach get those headshots schedule make sure they look world-class elon musk you couldn’t be here today. The guy behind a paypal, tesla, spacex and solarcity says brand is just a perception and perception will match reality. Overtime, sometimes it’ll be ahead other times it will be behind what brand is simply a collective impression about a product. So you need to do that. The next think. The next thing you need to do is you to make it about us, video and that video needs to communicate what you do in a thoughtful way. So people put to get to know you and see you before they actually invest with you and the final aspect that your your coach will help you out. I want to cover on this particular podcast. Is you want to make sure you get a lot of reviews from real satisfied previous investors there? So many comic con people out there, you know, meister’s scammers people that are are screwing people over it.

What happens is that people get jaded overtime and they, even though your goal appears to be very pure nature, I mean you want to close $24 a year. You want to achieve financial freedom in time freedom. You want to buy a compound and a great big wooden spiral. Entrepreneurs all great things, but again I need to watch a video to to believe that you are in fact who you say you are and I need to find a lot of reviews. You’ve got to get reviews from real customer next step,. This is preamble before your coach begins, walking you down the proven path. If you’re going to achieve 24 deals, if you need to achieve 24 deals per year, if you need $24 per year to achieve your financial goals, determine how many rejections you need to have per day to achieve those goals. How many rejections a day? Do you need immediate need to say 240 rejections a year to get 24 deals, then? How many calls do you need to make? You need a break it down with your coach and a how many calls per day do we need to make and how many rejections per day and what you know that it’s kind of fun, because then you, your coach, will work with you to build a workflow filled with a sustainable unrepeatable process and systems so they’re going to help you build sustainable and repeatable processes and systems, and then at that point, business coach jack dorsey, who could not be here today, he’s the co-founder of twitter and the founder of square. He says:make every detail perfect and limit the number of details to perfect.

So your coach will then help you build a workflow that sustainable and next thing you know you’re achieving your goals. Will you just got to be really intentional about again:hey making sure google trail solid to figure out how many calls per day? Do you need to make a rejection per day? Do you need to make sense, you’re being realistic? You got to bake in those key performance indicators into your work flow into the process systems, your coach to help you build, and then you just want to scale it and it sits on the emotional thing. At that point, you begin just making and I did this and I’ll just give you one final capstone example:i built my company, dj connection, I use the system I built a company called fears and clark i. Don’t the system i? Don’t the bakery? I did this system, so this is what I did. Okay I wanted to make sure that our real estate company landed the biggest private real estate owner in tulsa. I want to get the listing for the largest real estate owner single owner in tulsa oklahoma. This is the guy who invented skyy, vodka maurice kanbar. If you google search his name, maurice maurice, kanbar knbr. So what I did is I sat down and I figure out how many rejections I need to get per day to land a listing today and I forgot to rejections, I need to get in order to land a closed deal per month. You are the map. The workflow, built to call scripts filled. The pre-written emails built the key performance indicators for writing content, and we began doing it well and about 6 months, and we hit page one of google for the word tulsa commercial, real estate, and we got an inbound phone call from guess who, the lady who represents kanbar properties and we scored the listing for kmart properties in. If you don’t believe it, you should look it up. Just google clay, clark c l, a y c l, a r k and ken barr, kanbar and you’ll be able to see all the properties we represent on google images you’ll be able to see all the properties that we landed and that we landed a guy who owned almost 20 and 27% of downtown tulsa landon that deal and I mean epic deal, and it’s not a big emotional thing. This is just a process that we had to go through the process that you’re going to have to go through and it’s a process that made bent business coach is not an event being successful is not moving.

I think you know that. But it’s a process it so we’re going to help you to build a workflow, that’s the event, but then we got to commit to the daily, sustainable and repeatable processes and systems and get a chance to open your bible. Proverbs 10:4 is the final little note. I’ll give you a proverbs 10:4 one of my favorite verses. I’ll. Read it to you here and if you don’t like the bible, then you can just review curtis and it’s fine. But here we go. This is what proverbs 10:4 says:it lazy hands make for property, but diligent hands, bring wealth, lazy, hands make for poverty, but diligent hands bring well. So what diligence means it’s the study, application of effort and lazy hands means we’re hey. We just want to get a big idea excited about the new idea that this is going to be awesome and I’m. Just going to have this idea, I’m going to come to work on my couch for like a week to make an event and they’re just going to happen know whenever you have a big business coach idea. The consequence of having a big idea is:you must have big time. Diligence and self-discipline and I know you do I know you’re going to be successful. Here’s to you growing here’s to you achieving your dreams. I am excited. This is your year to bribe my friend boat


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