Hey, it's Terry Norton.

Welcome to the Wholesale Hotline podcast and the Flipping Mastery Breakout.

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One of the things that is different about a wholesale real estate business today than when I started 20 years ago is we have so much data now and we've taken this concept and we've made it a science to where it's very predictable now.

If I hit these ratios, I'm doing deals.

We know that if you generate so many leads, some of those

are going to turn into opportunities. If you go on that dang appointment, you're going to walk out of

there with a certain number of contracts and you're going to get to a certain number of closings,

and we can actually make this business very predictable. And a real business is predictable,

repeatable, and scalable. And that's what we all want. I want a business that's predictable, repeatable, and scalable. And then outsource myself out of the business, right? Like everyone in this room, that should be our goal. So if we're doing a business model that isn't repeatable, predictable, and scalable, we're just going to continue

to bang our heads against the wall. And so what we're going to do here is we're going to think

about, all right, well, if I go out in my market, I'm getting leads, I'm doing all these things,

I'm doing phone calls, I'm making offers, I'm maybe going on appointments, I'm getting

closings, like how does all of this work together?

And how do I look at this in a succinct way to know where the holes in the boat is?

Right. So I think any business, there's always holes in the boat. And our job as business owners is to find the holes in the boat and plug them.

And usually we plug one and there's another one that just sprung up over there, right? And that's business. We're just plugging holes in the boat all the time. And how do we plug those holes in the boat and find out what's, where am I breaking down? You know, like if I'm not making $100 grand a month, I'm breaking down somewhere because that's what I should be doing. So Loak, think about this term here.

So it's leads, opportunities, appointments, contracts, closings.

And think like a funnel.

In a funnel, you have a lot that comes in the top and a little bit out the bottom.

When we talk about leads, leads is a word used very loosely in our industry.

So let's get clear as to what that is.

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