How to Convert More Motivated Seller Leads | Jerry Green, REI Sales Academy

Mike Hambright (00:00.898)
Hey everybody, welcome back to the show. Today I’m here with the the one and only Mr. Jerry Green is a legend in our industry on the sales training side, good friend. And we’re gonna talk about you know, sales, sales, I guess there’s some aspects, Jerry will tell you more about this that haven’t changed at all. The sales psychology is is still alive and and kicking, I I guess he would say probably, but things have changed in the marketplace. So we’re gonna talk about how to close all closable deals and leads in today’s market. Jerry, welcome to the show.

Jerry Green (00:30.712)
Hey, thanks Mike. I really appreciate that. So good seeing you and yeah, I’m gl I’m glad to be here and whatever I can do to share and help people out, I’m all about it.

Mike Hambright (00:31.554)
Yeah.

Mike Hambright (00:41.058)
Yeah, awesome. Always great to see ya. So maybe you c we could start off by well, first off, if if somebody that’s watching this doesn’t know you by chance, just tell us a little bit about your your background.

Jerry Green (00:51.226)
Sure. So you know, where did where did Jerry start in this whole journey? Well, that’s been

this dates me some guys, but this year’ll be thirty-two years. So which is hard to believe. But I started in the real estate and investment space in nineteen ninety-four over in Springfield, Ohio. And currently live in Germantown, Ohio, which is about an hour from there, but I started in it back in the nineties there. And it was interesting enough, the way I started in this whole business was through an advertisement that I got

it was basically on my local television station because back then you know we didn’t have everything coming through phones like that so it was a y Yes, it was it was either it was either basic advertisement on on television or newspaper or maybe some radio, you know.

Mike Hambright (01:36.706)
Right. Yeah. Yeah, yeah. Still rot rotary phones back then.

Jerry Green (01:51.874)
So those were the areas, yeah. And mail, yeah. So I I had a saw an advertisement about an upcoming seminar back in it was probably about ninety-three. And it was a a gentleman called ch his name was Charles Gibbons. I don’t know if you remember that name, Mike, but he’s

Mike Hambright (01:52.194)
Yeah, and mail.

Yeah, yeah, yeah.

Mike Hambright (02:11.22)
I don’t, yeah.

Jerry Green (02:12.184)
Yeah, he he passed away many years ago, but he was kind of one of the granddaddies getting this whole real estate side going. And I made a decision to go to one of his trainings there in Cincinnati, Ohio, and that’s how I kinda got started in this. I I went to that training and I was sitting there for three days and I thought, man, this is pretty cool. I you know, and at the same time I was in the contracting business, my father in the electrical contracting business, and I thought, man, I’m I I I think I can make something happen here.

And I decided to go out and start messing around with it and see what I could find out. I ended up hiring a mentor right after that event, and I went out and started doing something called wholesaling. And back and what’s funny, Mike, is back in the 90s, you when you went out and started wholesaling, it was like I I just remember the going to like our we had a lot of attorneys that closed our deals and

Mike Hambright (02:57.687)
Mm-hmm.

Jerry Green (03:11.074)
And and nobody knew what it was. Nobody underst like, what is this? What are you doing? And literally I had to train the attorney on how to do a wholesale deal. Okay? And it was like, you know, I’m like, look, you guys, just I’ll bring everybody together. You just make sure that’s all done and that I get a check when I leave. So and so that’s how we set it up and then we started doing that and

Next thing you know, I I I still remember my first deal. I picked up a check for twenty five hundred bucks. And you know, it was funny too, but Mike back then, literally the the guy I assigned the deal to, we’d done it a lot differently back then. A lot of times what we would do is we would literally assign the contract before closing, and we would get paid before closing. So

I would I sign the contract, he writes me a check, I’m out of the deal, now he takes over and closes it. So yeah.

Mike Hambright (04:13.645)
Wow, yeah, that’s that’s different, yeah. Yeah.

Jerry Green (04:15.598)
Yeah. So that’s w we did a lot of deals like that. And that basically guys, that’s what I started doing. I started growing that and continued to do that. I’ve done one deal, I’ve realized I could do more. And then I end up, you know, moving out of the electrical side of things and and just focus on doing more and more real estate. The wholesale side really started growing. But then I soon realized, hey, why not go into the fix and flip model? And that’s next thing you know, we got into that, started doing the fix and flips, that grew.

to the point where yeah you know we we were doing multiple multiple rehabs at once and and then I got to the point and I you kind of know a little bit on this in my story but for everybody else I I built it up to the point where

doing fifteen, up to eighteen rehabs per month. Okay? It was a pretty large organization when it comes to that. But I built this whole system that was all dependent on me, basically hated it, tore it all down.

and then rebuilt now where I started going more into the systems and operations and I focused more on a business instead of just being in the in the focused on just being a deal chaser. So I felt you know built the company and then the product became real estate of the business. And that’s been and and guys

Mike Hambright (05:37.174)
Mm-hmm.

Jerry Green (05:40.24)
And that’s been over 3,000 deals ago and 30-some years. So that’s that’s the 30,000-foot view, okay, and just a few minutes here. but crazy stuff, multiple market cycles, made a lot of money, lost a lot of money.

Went through personal tragedy, as you know, Mike, on things. I lost my first wife, to cancer right during all that when I was building the business up. So I had to go out and refigure this whole thing over again and you know, and and re relocate from Springfield over to where I live now. And so it’s it’s it’s been a journey, guys, some things.

Mike Hambright (06:22.795)
Yeah. Well, why don’t you share? I think the one thing that would be timely, Jerry, is that it’s been it’s been a challenging couple of years, right? There’s been it’s been a market shift where the last market cycle lasted a long time. And I think a lot of people that are in the business now had not seen a shift before. They hadn’t been doing it, certainly as long as you. you know, I came in in the last market shift, and so this is my kind of second shift that I’ve seen. But maybe you could just share from from thirty two years in the business over three thousand deals, maybe just share

some lessons learned from market shifts. So people know maybe how to navigate this. And every market’s different, but like how every market cycle is different. But how to navigate these waters for those that haven’t been through something like this before.

Jerry Green (07:06.382)
Yeah, that’s that’s a good point. I think that you know when it comes down to the the market itself, it’s so important to one I I and to me one of the key components, and I’ve been guilty of this multiple times, is it you have to be focused. Okay? You have to be focused on what you’re gonna do with this business because

As you know, I mean there’s so many different ways to make money in our business. From flipping to wholesaling, there’s wholetailing, there’s buy and hold, there’s multifamily, everything, right? We can go buy and land, all these different directions. So my number one thing is be very focused, especially in the beginning.

Because if you go too wide, it just it you know, it’s like I I guess I look at this, it’s I I look at this business and I had to learn the hard way on this was

The the this business is like a manufacturing environment. If you’re going to do it on a big level, okay? And it isn’t and I’m not talking about a huge team. I mean you could just have three or four people on this and do multiple deals a year, but you have to look at it more as a kind of a manufacturing environment where you have this assembly line. And I always tell people if if you had an assembly line that was running, you know, like let’s just say Toyota Cameras down the center.

Assembly line, right? And it’s doing all that. That’s what the assembly line is built for. But imagine if I decided to all of a sudden bring in trucks and start manufacturing trucks, and I didn’t, and I basically right in the middle of the assembly line, I started throwing that in there. Well, that’s gonna throw everything off. That’s a whole different product, right? So

Jerry Green (09:02.254)
And that’s what I look at of a lot of investors. What they do is they get in this position hey, should I hold this one? Should I fix and flip this one? Should I wholesale this one? What should I do? And you’re going so many different directions, you can never system systemize it. You can never really build a true assembly line. Because when you can build the true assembly line, that’s when you can start putting like standard operating procedures in place. You can start bringing those people, putting them in place, and you can start stepping out of that organization.

Organization a lot faster than when people think. So I think that’s a big thing you gotta look at. Because that especially when the market’s going crazy or shifting on things, if you’re too wide, it it it just you you lose focus, and focus is your key to that. So I think focus is a big one. Then I I think another thing too is just not over-leveraging. That’s one of the old ones, right? That we all know, but it’s easy to do that because.

it it’s it you know especially you see a lot with the multifamily right you know people buying multifamily and then when rates change and then you can’t turn around and refinance where it’s gonna make sense anymore I mean that’s huge amounts of money are lost then you know on that side

Mike Hambright (10:12.981)
Mm-hmm.

Mike Hambright (10:19.275)
Yeah, I feel I feel I’m feeling that right now. So yeah, I get it. yeah, I think what happens is during the good times people develop a lot of bad habits, right?

Jerry Green (10:23.626)
So I I think the leverage

Jerry Green (10:29.348)
They do. Yeah, and you know what’s crazy too, Mike, on this is like I think back about, you know, you know, during the time of like COVID and all that there, if you think about I mean, we were in a position where

these people were jumping out. Like I think about all the wholesalers jumping in, right? And they were just coming in like crazy and they were just locking up any deal and they could throw it out there and anybody would buy that deal, right? And people and and everybody thought they were brilliant on that. But really what it was, it wasn’t so much about skills, it was about the marketplace. And then when that marketplace shifted on things, the rates came up, then everybody’s like, What a minute, I can’t sell these deals like that anymore.

Now you know what? Now they’re out of business. So it’s it’s really and so you gotta just make sure you stay focused, become very, very good at that. And if you get good at that, that’ll adjust. It doesn’t matter what the market’s like, it’ll it it that’ll adjust. You just gotta buy better, okay? either deeper discounts or better terms. And if you do that, you’re always gonna be able to put deals together on that side. So

Mike Hambright (11:37.24)
Yeah. Yeah. Let’s talk a little bit about I like costs for everything have gone up. The market, there’s like I there’s clearly people in investor fuel that are doing really well. I think there’s a lot of people that if they’re if they’re doing really well, they probably would also say there’s an asterisk next to that, which is, but we’re working harder than we ever have before. Like comes with that, right? And so I think that you know, one of the things that the cost has gone up on is is advertising costs. So there’s less deals to go around. Now there’s less investors that

in the business right now too. So some of the competition’s gone away. But I think ad costs have gone up. when people get deals, you know, typically we’ve seen is is margins are up too because of appreciation of houses and things like that. But just talk about the idea of you know, I think, you know, people historically would say, hey, sales is a numbers game, like just try to get one out of so many or whatever. But the reality is is that it’s a it’s a game of skill and you have to have

Jerry Green (12:10.735)
Mm-hmm.

Jerry Green (12:33.114)
Hundred percent.

Mike Hambright (12:34.399)
solid skills and more in a market like today than maybe you did three or four years ago. So talk talk about that a bit.

Jerry Green (12:41.688)
Yeah, one hundred percent. I agree with you on that. It’s you know, I and I see this a lot ’cause I work with a lot of teams coaching them on their on their sales teams. and what I mean by sales team is like their acquisition team, okay? Or their dispo team if they’re wholesaling. But I just I look at this and and I what I realized was th there’s a l in you know, with the lead cost now, it’s you know, direct mail, all that’s went up so much on things. And it’s like

We we when we start looking at this, we start digging in deeper on this, we find out that s there’s a lot of deals left on the table. Okay? And I and I here’s the reason kind of narrowing that down more on Mike. See, most investors in our space, what they look at is they want a the their perfect idea lead is somebody that’s highly distressed and highly motivated. Okay?

But you know as well as I do, my friend, that those don’t come in all the time, right? And majority of our leads come in and a lot of times what we do as investors or if we have people working for us will classify those leads sometimes as tire kickers. So we prejudge them. Alright? And what we’re re what and the the difference between somebody that is a skilled

closer that understands the sales process versus somebody that’s not is that skill closer that works a process will start closing those deals that come in as tire kickers that we classify that way. Okay? Because I look at it this the way to describe it is there’s a continuum what I look at when it comes to a seller. And then one side is pain, the other side is pleasure. Most investors want that

seller candidate coming in where it’s high paying, right? They’re distress. But they don’t what they realize is those I might get generate 100 leads and only get two that way. Okay. But all my other leads are coming in where they’re kind of in the middle where we might say, hey, they’re just a tire kicker. But we prejudge those. But the thing is that’s where a lot of deals are put together.

Jerry Green (15:02.766)
Because what happens is it’s it the the we what we have to realize is this. It doesn’t matter where someone is at on the continuum, what we call the pain or pleasure. The key is to understanding where they’re at now and where they want to be.

Okay, so I could take somebody that comes in as kind of more neutral, but if they’re in a position where they want to change in their life and I can get good at describing that change and I can create value for them, what I call a value vision of that and also the pain of not doing it, then I can I can extract motivation and make them a closable deal because I understand how to build a gap from where they’re at now to where they want to be.

And that’s that’s the difference of somebody with skills versus somebody just just making offers that’s in a numbers game.

Mike Hambright (15:56.44)
Yeah, if if you build you it’s hard to build a business that’s gonna la last the test of time over just the laydown leads, right? The ones that are you don’t really need to have much skill, you’re just catching a person at the right time. Right. And so but it but if you’re able to show people that it’s you know it’s it’s usually the time and convenience factor that you can share people like you could go this route, but is it most people don’t understand that.

Jerry Green (16:08.758)
Exactly. Yes.

Mike Hambright (16:23.221)
Most most sellers that they don’t really underst they they think they generally think their house needs less work than it does and that the market the market price is higher than it really is. If you can start to show them it’s like, well, you could do all that, but I don’t think the divide with where you want to be is as big as you think it is. Is that is that true? Yeah.

Jerry Green (16:28.73)
A hundred percent.

Jerry Green (16:39.746)
Absolutely. Yeah, it is. And I think a lot of it is is when you’re talking to sellers, you you gotta remember that we might be dealing with we’re we’re we’re looking at deals every day, right? And the seller is in a position where they might be doing this one or two times in their entire life.

Okay. So we have to come down and understand their level and we have to understand, you know, the way people work, the way that decisions are made and and things like that. And and we have to once we can start understanding that, that’s the true power. And that’s amazing how many deals you can extract from that just because you’ve taken that time to understand how people really work.

Mike Hambright (16:57.867)
Right.

Mike Hambright (17:20.811)
Yeah. One thing I want you to talk about, Jerry, is because I would say of all of the sales trainers that I’ve known in this industry, which is all of them for the last, you know, fifteen years, you’re you’re you’re one of those. And I won’t say any other names, but you know, there’s there’s a handful of people that I that I know people know are these are sales trainers in the industry. I this is my belief, and I I could be off a little bit, but I think they’re all generally introverts. Like there’s none of them that I would say are this flashy salesperson, which is what most people think of when they think of

sales or sales training, right? And I think that that’s because they’re all very good at building and following a process. Right? Sales is a process. It’s not the, you know, if you were to if you were to ask the average person about a sales guy, it would it would be something sleazy, some sharp talking like salesperson, right? But but that’s not the that’s right. But that’s not the reality. It’s it the best the best are those that follow a process. And I think that what happens is

Jerry Green (17:57.528)
Hundred percent.

Jerry Green (18:10.446)
Y a used car salesperson, right? no, no.

Mike Hambright (18:20.789)
a lot of people in this industry and probably others end up trying to hire people that are closer to the used car salesman type. They’re like can talk to anybody, they’re sharp talking, they’re wheelers and dealers, but they’re not necessarily following a process. Would would you agree with that?

Jerry Green (18:35.886)
Yeah, a hundred percent. Yeah. I see that all the time.

Mike Hambright (18:37.887)
So talk about the difference between a little bit about like the importance of the process, I think especially in this market, when you need to close as many leads as possible.

Jerry Green (18:47.854)
Yeah, I I think that what I when I look at overall people in the space that are, you know, closing on a high level, it comes down to understanding that like a for example, if I’m if I’m looking at hiring somebody as a salesperson and acquisitions the what we call like a home buyer, okay? If I’m looking at hiring them on things, I don’t

really care if they’ve had all this other prior sales training, right? Because one of the first things I tell them is that you gotta be very humble. Okay? You gotta be very humble and you gotta be in the position where you understand that I’m probably gonna r completely retrain you on the way you look at things. Okay? And because a lot of them I find this like people then

that have done like gutter gutter sales, especially some of the ones that have the gutter guards, right? Okay. Yeah and my gosh, I I talked to John, he said it’s so high pressured it’s unbelievable. Window sales and all this stuff here. But what you gotta realize is the the key to conversion on this, there there’s the biggest difference is something

I look at Mike is the people that understand the way the human brain really works. Okay. And this doesn’t come from just reading a little bit of a book. This comes from continued skill training. Okay? And it’s interesting on this. So if you if you don’t mind, I’ll share a little bit more on that. Okay. So so there we look at most here’s what most people in our business they try to close sellers from the logical side of the brain. Okay. What is the

Mike Hambright (20:24.789)
Yeah. Yeah, yeah.

Jerry Green (20:36.464)
logical side of the brain looking at it’s looking at the repair costs, all the comps, all those type of things, right? So they try to do that. Now here’s an interesting thing is our logical side of the brain is like super slow. The people don’t realize that. And it’s so slow that it’s in c it’s not capable of making complex decisions. What it can make a decision on is hey do I want coffee or tea?

Okay? That’s not a complex decision. But any complex decision that usually has more than three or four different variables, that’s more of a complex decision. Now here’s the cool thing about it, is the complex decision is only made in one place, and that’s the emotional part of our brain. Okay? So think about and and here’s I I’ll just give you a little some facts on this. So the

Mike Hambright (21:10.12)
Right.

Jerry Green (21:32.485)
The logical part of the brain works at an average of 50 bits per second. Okay? That’s the speed that it’s at. Now, the emotional side of the brain is just a tad bit faster. Its average speed is about 11 million bits per second compared to 50. So you think about that. It has over 220 times more processing speed.

So what it does is it allows you to make those complex decisions from an emotional side very quickly.

And what’s interesting too, so this is why most investors what they do is they go in and they’ll talk to a seller, find out what’s going on, and they’ll focus all about numbers and condition. And then the end result is this. The only end result that seller can really have is to compare numbers with other investors because you triggered the logical part of their brain where it shuts down the emotional side and they can’t make those complex decisions. Okay?

Mike Hambright (22:37.399)
Mm-hmm. Yeah.

Jerry Green (22:38.252)
So so it’s wild from that. And and literally you can do br w I’ve I’ve seen brain scans where people fire up the emotional side, the logical side shuts down, and the vice versa is true too. So that’s why people and it and you see this all the time, people say, I can’t figure out. They’re very motivated, but they just they wouldn’t do anything. And all they want to say is, Well, I’m just getting offers right now. You know, I I I need to think about it and stuff like that. And what people

Mike Hambright (22:52.427)
Yeah.

Jerry Green (23:07.64)
They have to understand is that you ca you actually cause a lot of that by the way you’re talking to them.

Mike Hambright (23:16.107)
Hmm. Talk some more about that, Jerry. I know you we talked a lot about just, you know, instead of, you know, the right way to kind of, you know, whether you should be sell, you know, a lot of people are just are sailing selling, right? Versus asking questions, creating solutions, like a lot of those things are in how you frame the fr frame the entire experience, right?

Jerry Green (23:29.017)
Right.

Jerry Green (23:37.903)
Yeah, I think one of the first things we have to do is and a lot of people probably read a book about this, but it’s one of the great books out there to start with no. Okay? So for instance, if I’m if I’m calling somebody, especially in a cold cold situation, or maybe they had they called in from a direct mail piece or whatever everyone thinks, then I’m calling them back instead of calling in and say, Hey Mike, do you have a few minutes to talk?

What I’m gonna do is reverse that. I’m gonna start with no Mike. Is this a bad time to talk? Okay.

And the moment I do that, what it does is it is you feel more protective and you feel like you’re not being pressured to say yes. And by doing that, you will open up to me more. Okay? So what we do is we always start with no. Even when we go to close somebody, instead of saying, How’s that sound? Instead it say, Hey, is that a bad idea? Does this sound horrible? Okay?

And people were more willing to share that versus trying to be pressured to say yes. Okay? So very powerful techniques. I I’m working with one team, I was sharing with you a little bit right now on things, and I changed that and literally it just changed the conversations completely working with sellers. It it was amazing because I started with no.

Mike Hambright (24:45.197)
Yeah.

Jerry Green (25:01.816)
instead of coming in and think about this Mike too. This think about a cold calling perspective. Like if I if I come in and I’m cold calling you and then you answer, I go, hey is this Mike? Okay? What what goes in your head? You’re the crap, right? You you know what’s coming, right? You know it’s probably one of those cold calls. And instead, I’m just going to even though I don’t know it’s Mike for 100%, I’m gonna say, hey Mike

I’m gonna go ahead do that. That sounds more welcoming, and it’s like I already know you and connect with you. Then I can say something like, hey, is this a bad time to talk? Okay? Or and I train I train a lot of cold callers when it comes to that too. Is like, you know, you you here’s what you have to look at, Mike, is this we have to break people’s patterns. And most people in our business.

Mike Hambright (25:54.379)
Yes. Yeah.

Jerry Green (25:55.971)
I’ve always been tied in with salespeople coming in, and as soon as they know it’s a salesperson coming in, they feel pressure, they feel the sales pressure. What I want to do is I want to flip that around and I’m gonna relieve the sales pressure before we even get to it. And I do that by breaking people’s patterns. Okay? Like if I’m doing if I train somebody with a cold call, what I might go in and say,

I might call up and and say, Hey Mike, would you be upset and would you th or would you throw your phone out the window if I told you this was a cold call?

Okay? And that’s the exact effect that it has on people. They will laugh and then next thing you know, I broke their pattern. Now they will be more open to communication.

Mike Hambright (26:45.461)
Yeah, that’s interesting. That’s interesting. I know one of the other things that you focus a lot on too, Jerry, is is not not just selling, but kind of offering multiple solutions for people, maybe creative solutions for people based on the information you’ve gathered so far. And people it they just aren’t used to being sold that way, right? They’re not like it’s not necessarily just a cash offer. It’s you’ve qualified for this program or that program. So talk about talk a bit about that.

Jerry Green (27:13.764)
Yeah, so one of the big things I look at is always working with people in the way of program program-based selling. Okay? So when it comes to the client though, we don’t really look at as selling. What we have is different programs that we can provide solutions for you on and depending on your particular scenario

I’ll move you from one to another. So for instance, I’m working with you, Mike, and you we’re sort of going through things and I look and feel like your property is not going to it’s not going to work for a a cash deal. Instead of pushing on that and making you upset, I will pull back. Okay? And that’s one of the things we’ll do is we’ll pull back and I’ll move you towards a no. And I’ll actually just tell you, Mike, unfortunately it doesn’t sound like your property will qualify for our cash out program.

kind of pause, let that said, and then let you respond. And I said then I might say something along the lines of it. Mike, I do have another program, but I’m not even sure that you would be interested in that. That I know I know we can get you more money for the property. but I would need more time and you know the ability to take it to the open market, but I’m not even sure that’s something you’d be interested in.

Okay, notice on that, what I did, I pulled back on one. And then what I’m doing is now I brought up another program, but at the same time, I’m using psychological reactants and I’m telling you that you’re not gonna be interested in that. Okay. Now two things will happen. Either you will one confirm

Mike Hambright (28:48.257)
Yeah.

Jerry Green (28:53.86)
that you would not be interested in that and it exposes the truth or number two, you’ll correct me and say, no, Jerry, I I well might I might be interested in that ’cause I I got a lot going on. I got these payments I’m making on this property. Now I’m able to do go in and dive deeper on that.

Mike Hambright (29:12.821)
And people don’t like the takeaway. Like they don’t like when you say you probably wouldn’t qualify for this, like, wait, what? Like I qualify for everything, right? It freaks people out.

Jerry Green (29:12.942)
So

They don’t. They don’t.

Jerry Green (29:21.988)
Yeah, exactly. Yeah. Yeah, it’s funny when you do that. Yeah, and and we do this a lot with like even pulling out like what people think about this. A lot of people you times you go into conversation with the seller and you a lot of investors struggle with sometimes saying, Hey, what do you owe on your property, Mike? And the s a lot seller might well that’s what does that matter, right? Well that’s none of your business.

And so instead what I’ll do is tell you that I’ll make a statement instead of asking a question. So I’ll say something along the Mike, Mike, wow, that looks like you you’ve owned this property for g you know it’s been in the family a long time. I’m sure you’ve had this paid for for years.

Now which most of the time what’s gonna happen, it’ll trigger in and you’ll confirm that. Now I know you don’t own anything on it and I never asked you one question. Or you’ll correct me on that.

Jerry Green (30:24.322)
Okay? So all these little things you can do by statements and things like that, it’s such a powerful tool.

Mike Hambright (30:24.493)
Yeah, yeah.

Mike Hambright (30:33.207)
Yeah. Yeah. Well, Jerry, you have such a long legacy in this industry. I know you’ve helped a lot of people. And one of the things now I want I want to shift gears a bit is is how this is becoming a family business. Your your sons are in the business now, both young men that I’ve that I’ve met before. I know you’re you’re getting them started, which is pretty amazing. And so tell us a little bit about that kind of that creating that family legacy inside of the business.

Jerry Green (30:54.542)
Yeah, it’s it’s and I never thought this would happen, Mike. So it it is kinda it’s just kinda developed. But so my my two younger sons, Kendall and and Jordan and Kendall just turned twenty five here just days ago or excuse me, twenty two days ago and Jordan’s twenty five. literally they in fact Kendall launched his construction business with his brother two weeks after high school. And

They went out and started doing

work and it was like, where did you get all these skills from? And of course, you know, I I forget about they were around me a lot when when they were young, you know, and I had them out on projects and stuff like that. Obviously they studied a lot too on this, but I’ve watched them grow and to the point where n not only they opened up the construction side, but they’re also doing a lot of flips now ’cause they they built their own construction crews and everything on this. And it it’s pretty amazing to see this happen and it’s just

literally i it they’re building and growing seems like more and more every month on this side. And it’s it’s pretty cool as a dad.

to see that and watch the your you know, your kids step into something you’ve dedicated your life to, you know, career wise, and watch the watch them run with that. And it it’s yeah, it’s pretty exciting on that. And and what the cool thing about it is they’re they’re employing other people. So they’re, you know, helping to other people in their lives and

Mike Hambright (32:27.053)
Yeah, yeah.

Jerry Green (32:30.668)
And the and it’s and the quality of workmanship that they’re putting out is this unbelievable for somebody in their t you know twenty-two and twenty-five years old, it’s phenomenal on that. So now they’ve and and they’re getting projects now where because they do a lot of homeowner work as well and it’s not besides their flips, and they’re getting a lot of high end work, you know, and you know, eighty, a hundred thousand dollar basement jobs, you know? So

Mike Hambright (32:42.935)
Yeah, that’s a good.

Mike Hambright (32:58.849)
Yeah. Good thing they know a good sales trainer that probably helped hone those skills a little bit.

Jerry Green (32:59.884)
It’s Yeah, yeah, I can help close more of those deals. So doesn’t mean that doesn’t mean they’ll listen to me though, Mike. You know that.

Mike Hambright (33:07.809)
That’s right.

Right. Yeah. Yeah. Yeah. Well, Jerry, hey, thanks for joining us. So if folks want to connect with you, I know you have a lot of great information out there. Where can they go to learn more?

Jerry Green (33:18.862)
Well, whenever one you guys can follow me on Facebook or Instagram. on fa on Instagram it’s They Jerry Green. and on

Facebook, it’s just Jerry Green, you can look me up there. Pretty simple when it comes to that. also if you like to learn more and if you want me to take a look at the way you do sales right now for your acquisition side, I’d be glad to review that. You can go to my website at reisalesacademy.com and just book you can just there’s some information about our academy. You can book a free consulting session and we’ll take a look at that for you and see if we can help you out.

Mike Hambright (33:58.391)
That’s a great share. I appreciate that. Yeah. So guys, Jerry, Jerry’s the real deal. He’s been around for a long time. has helped a lot of people in this industry and and is a good friend too. So you should definitely check him out. We’ll add the links down below. So Jerry, thanks so much for joining us today. It’s great to see ya.

Jerry Green (34:12.292)
Yeah, likewise Mike. Pleasure.

Mike Hambright (34:14.817)
Yeah, everybody, thanks for joining us today. Make sure, you know, it’s in the challenging time right now. If you can if you can hone your skills now, when the market does shift, you’re even better off. So you need to kind of always keep those sales and salesmanship skills honed. and focus, you know, more on the tactics of sales psychology, how to create solutions for people, how to ask, I guess kind of how how to use maybe statements instead of questions, as Jerry shared there a little bit too. So

Jerry Green (34:40.248)
Yeah.

Mike Hambright (34:42.261)
Make sure you check out the links to learn more about Jerry and appreciate you guys joining us. We’ll see you on the next show.