Wholesale Real Estate Systems: AI, CRM, Lead Management & Fast Home Offers

Josh Justiniano (00:00)
AI, mean, AI is going to be, it’s been a huge help and it’s not necessarily for the underwriting. It’s for all the other little tasks that, you know, some of these tasks used to take me a week to do and now I’m doing them in two days, you know. ⁓ So implementing that, ⁓ definitely getting ⁓ a CRM. If you do not have a CRM, you’re

You’re leaving so you can be leaving six figures on the table yearly easily Understanding get one that you can understand your KPIs So you want something that’s got a good dashboard that you can track everyone’s progress and make sure that if we need to make an adjustment you can do it quickly

Scott Bursey (02:15)
Welcome back to the Real Estate Pros Podcast powered by Investor Fuel. I’m your host Scott Bursey And today we are talking about what it takes to dominate the wholesale and Quick acquisition space by building systems that run at lightning speed. guests, Josh and Adam Justiniano of Quick Home Offers are the pros who bring the pure high octane Fuel of unparalleled acquisition efficiency.

and team harmony. They’ve cracked the code on making fast, fair offers and scaling a profitable operation. Get ready to fill your tank, pros. We’ll be diving into the systems that allow you to accelerate your deal flow and set the pace for the rest of the industry. Gentlemen, welcome to the show.

Josh Justiniano (02:56)
Hey Scott, how you doing?

Adam (02:56)
Thanks, guys.

Scott Bursey (02:58)
Josh and Adam, it is just wonderful having you here and to help our pros get up to speed. Please give us the front row seats on how your career is ignited and where you’re pouring your Fuel now.

Josh Justiniano (03:09)
Good question. ⁓ Yeah, we started ⁓ back in 2013. So we’ve ⁓ been at this quite a bit. ⁓ Since then, we’ve done about 300 transactions. ⁓ we started, it actually started ⁓ with ⁓ a Craigslist ad. I met our first business partner through a ⁓ Craigslist ad. And ⁓ we partnered with him on a rental in Bakersfield.

Back in 2013, I think we brought the deal. We got 25 % of the equity. He bought it for 30 grand and it was, you know, it’s worth, gosh, probably 300 today. So that’s how we got started. And then it just grew from there.

Scott Bursey (03:54)
That’s awesome. How about you, Adam, could you give us ⁓ a little bit of ⁓ a detailed explanation of ⁓ your role in the company?

Adam (04:03)
⁓ It is like current world as of today or when we started.

Scott Bursey (04:06)
your

position in the company.

Adam (04:09)
Yeah, so well, I’m technically vice president, but I do all the sales acquisition, a lot of the disposition, ⁓ negotiating most of the deals, taking all the lead flow, ⁓ coordinating, you know, scheduling viewings, you know, small stuff like that. That’s mainly my day to day operations is hitting the phones. That’s where the money is.

You could spend your time in other avenues, but if you’re not on the phone, you’re not making money.

Scott Bursey (04:41)
Right, right. Awesome. Well, thank you for that, gentlemen. And this conversation is going to be pure gold. Now, you know, what really caught my attention about you two was the way that you’ve been able to leverage a disciplined approach to lead management and underwriting to consistently deliver truly Quick, transparent offers. That level of operational alignment is pure Investor Fuel and it’s not easy.

Josh Justiniano (05:05)
No, it’s not. It certainly isn’t.

Scott Bursey (05:07)
Let’s open up the throttle and jump right in to your strategy that you both employ. You know, guys, what is the biggest operational advantage that allows Quick Home Offers to consistently beat out competitors on the speed of closing?

Josh Justiniano (05:13)
Let’s do it.

That’s a great question. our focus is complicated situations and properties that need massive work. ⁓ how we can beat people out is understanding how those mechanics work and doing it quickly. So there’s a few ⁓ people that you need on your team. ⁓ A good ⁓ title officer is always, always number one. ⁓

especially with the complicated transactions, you have to have a good title officer to close quickly. ⁓ The other one ⁓ is a good real estate lawyer you can talk to and try to navigate some of the more complicated situations. then people underestimate this, but just knowing some of the people behind the counter at wherever you’re doing your deals, sometimes they, you’re nice to them, if you have a relationship with them, they’re gonna help you out.

So those things and really understanding how the mechanics of some of these more complicated transactions like code violations, tenant issues in California, inherited properties, understanding how those work is the key to getting those deals done quickly.

Scott Bursey (07:21)
You know, ⁓ Josh, you just laid the foundation for massive scale. That’s a winning recipe right there. And Adam, this one might be more geared towards you. When you’re processing a high volume of deals, what is the biggest internal hurdle, I guess you face when, when training new acquisition managers to maintain quality and speed?

Adam (07:42)
Yeah, that’s a, that’s a good question. ⁓ there’s a couple parts to that. think number one is making sure your acquisition manager, your sales team, spending time with the right leads, qualified leads. ⁓ I believe they need to be trained in, ⁓ identifying key markers in your conversations to understand better, understand your prospect and what’s ultimately, ⁓ there are real crux in why you’re having that conversation. ⁓

I think ⁓ they need to be trained in understanding those things so they can move through qualified leads or set unqualified leads into follow up and they’re not spending their time chasing their tail with a seller that’s never gonna sell. ⁓ I think also understanding your prospects, their life and their goals on a more personal level is going to yield great results.

A lot of people talk about sales tactics and all these different things. What sales is really in teaching your acquisition manager and your sales team is understanding their real problems, real life problems. Try to relate to them and you don’t need to relate to them in conversation, but understand it with yourself and you’ll be able to guide these people in a way that is bringing value versus, look at, I need to make money on this deal.

you will make more money as long as you have good intentions behind it. So qualifying your leads quickly and having good intentions and understanding key markers for a qualified lead is very important.

Scott Bursey (09:12)
Absolutely, Adam. Couldn’t agree anymore. And Josh, on that note, when it comes to relationships and networking, what’s made the biggest difference for you?

Josh Justiniano (09:21)
That’s a good question. ⁓ Just being open to just talking to really anybody. doesn’t matter if they’re like a new investor or, you know, if they’ve been doing it for a while. ⁓ If they’re in the industry, you know, just be open to at least having a conversation with somebody. And, know, it’s. I actually didn’t do that for a while.

And I wish I had. I wish I had done more of that. Because we probably would have been further along. But yeah, that is super, super important. How else are you going to learn if you don’t talk to other people in the industry, see what people are doing, and add value for other people too? So main things right now I’m using is school, Reddit, and

And then just people I’ve met, done deals with in the past, ⁓ you know, we keep in touch with everyone like that.

Scott Bursey (10:20)
Absolutely. Well, that was a very nice breakdown. Thank you for that, Josh. And Adam, what is some long-term strategy that you’re employing?

Josh Justiniano (11:03)
Some long-term strategies ⁓ would be, well, we’re kind of shifting some of our stuff to a little bit more buy and hold heavy. ⁓ Despite the rates going up, we’re still actually finding some deals at pencil for rentals in California. ⁓ For the long-term stuff, ⁓ things are evolving so fast right now.

It is never, I’ve never seen a time since we’ve been in business where it is more important to pay attention to what’s going on. AI is changing the game. So, ⁓ you know, lot of the long-term strategies we’re implementing some of the AI, AI, ⁓ systems and processes developing tighter, ⁓ more detailed SOPs. And those SOP, the standard operating procedures aren’t just for us. They’re.

they obviously they’re going to help you scale with, ⁓ you know, you give those off to other people. They understand how that works, but also getting a collection of that, ⁓ in, and you’re kind of your AI folder or whatever. ⁓ it can actually help you analyze deals. Maybe you’re missing something. So if you’ve got a good SOP and you could put that into AI and, ⁓ you know, it could help you analyze, or at least maybe you’re not thinking of something that.

you’re missing something. So those are some of the longer term ⁓ strategies that we’re utilizing, getting ahead of the AI curve and doing some more buy and holds to ⁓ get a steady cashflow through the rougher times. Those are two of the main ones that we’re working on.

Scott Bursey (12:43)
That is just an outstanding blueprint. And Adam, if somebody’s listening to this and they’re thinking, hey, these are a couple of guys that I really like. What would you like them to know first about your business, your operation?

Adam (12:56)
What would I like for them to know first? ⁓ I think like what Josh touched on earlier, you know, we have so many calls for people that, I have people that are 17 years old reaching out to me to start wholesaling. We take every call. We try, we genuinely try to help anybody and everybody. You can’t give away all of your time because there’s just never enough. But I think…

coming from a point of view of real value and trying to help others, because I was in their shoes too. ⁓ I think that with developing relationships is really key. ⁓ You’re going to have ⁓ quite a few people reach out to you once you’re in this business, and you’re going to want to just hang up on them. But those guys end up bringing you deals. And if you can bring some value and help them through the process, I think it’s just a win for everybody.

Scott Bursey (13:48)
That is just outstanding philosophy. Gentlemen, what macroeconomic factors such as interest rates or inventory changes poses the most immediate risk to your pricing models over, let’s say the next 12 to 18 months?

Josh Justiniano (14:02)
Well, for buy and hold, it hasn’t really changed. Does it cashflow or does it not? If it, it cash flows at today’s rates, which, uh, you know, in California, 99 % of the things that the, buy and hold opportunities do not, um, then, you know, it doesn’t, the rate doesn’t matter, but if you’re, uh, we do a lot of flipping. Most of our stuff is actually buying and rehabbing and flipping.

That’s a different story. ⁓ You need to understand what market you’re in. Are people, where’s the median Home value, X, Y, Z, all that, and understand, okay, is my end buyer going to be somebody who’s on a budget and they just want to get into a house? ⁓ Should I be one of the best deals on the market? If that’s the case, maybe you just buy it and do a couple little things to it, make it livable.

and then listed as at a low price and look, you’re going to look like the best deal on the market. So that’s one route you can take. The other route is be the best one. That means doing all the little extra things that don’t, maybe they don’t cost too much, like putting tile around the kitchen sink window all the way up to the ceiling. That looks classy. but there, and it doesn’t cost that much. There’s little things that you can do.

paying attention to the details. ⁓ For those types of deals, that’s very important. You need to look like the best house on the market or you need to look like the best deal. So those are the two things that, ⁓ especially right now with inventory levels high, rates are climbing up, ⁓ buyers have a lot more to choose from. You either gotta look like a really good deal or the best house on the market. That’s how you’re gonna hedge your risk.

Scott Bursey (15:47)
You know, those external factors are essential for staying ahead of the curve. That was an excellent breakdown. And gentlemen, let’s shift gears here just a little bit. As a successful tandem, what is one communication strategy you both use daily to ensure your partnership remains optimized and focused on growth, on scaling?

Adam (16:50)
⁓ I think, ⁓ I think I may have touched on this earlier, but with any partnership, relationship, friendship, doesn’t matter. Open communication is, vital. ⁓ and have understanding each other’s goals. ⁓ and, life and lifestyle is very important, especially if you’re in business, it’s a marriage. ⁓ there’s no way around that. You need to know, ⁓ you need to be very aligned on, your life and your, your morals and your values.

And I think, you my brother and I are very lucky. We’re so close in age and we, you know, we have all the same friends and ⁓ you know, we live next door to each other. So we, we can talk. We talk all day long. So for us, that is a huge benefit ⁓ for people that don’t have that luxury. I would suggest being very open and before you get into any partnerships or anything like this.

I would set some ground rules of things that you need per week. I don’t know what that may be for, it may be different for everybody, but I think having set goals each week and being open and communicating daily is essential to grow, especially if you’re gonna be scaling, you’re gonna need to have that open all the time.

Josh Justiniano (18:06)
And, if I could just say one thing, understanding your role in the business, understand your role and that, and that’s gonna, that’s a huge part of that communication. So.

Scott Bursey (18:18)
Josh and Adam, you’re delivering some massive value. Thank you for that. Now let’s, let’s add some, some Fuel to the fire here. For a pro is struggling from doing a few deals a month to building a truly automated acquisition team. What is the most critical piece of software or additional advice they need to implement today to finally unlock scalable deal flow?

Josh Justiniano (18:44)
Yeah, that’s a good question for today’s day and age. AI, mean, AI is going to be, it’s been a huge help and it’s not necessarily for the underwriting. It’s for all the other little tasks that, you know, some of these tasks used to take me a week to do and now I’m doing them in two days, you know. ⁓ So implementing that, ⁓ definitely getting ⁓ a CRM. If you do not have a CRM, you’re

You’re leaving so you can be leaving six figures on the table yearly easily Understanding get one that you can understand your KPIs So you want something that’s got a good dashboard that you can track everyone’s progress and make sure that if we need to make an adjustment you can do it quickly

so And then the last piece of software I would say is get yourself

good data. Now, not every data broker is the same. ⁓ You want to get one that updates very often. So ⁓ the more they update, the better. You’re going to reach those leads faster than anybody else. And that’s the goal here.

Adam (19:54)
I’d like to add one, one other piece to that. ⁓ I think one thing that’s overlooked and I overlooked this for many years until I got older and understood the value of it is, is having a mentor is very important. ⁓ now when I got a mentor, he was, I’ll give you a real Quick breakdown. We, we, we were wholesaling them a deal. The lady ended up not wanting to sell the house.

She decided to stay there. It was a screaming deal. We were already under contract with her. assigned it. She told us she didn’t want to do it. You know, we didn’t want to morally force her to sell her house. That’s just not what we’re going to do. And we told our other investor, hey, we’re not going to do that. Long story short, he said, hey, I, don’t see that often in this business. I’d like to work with you guys. Over the years, he ended up lending us hundreds.

and hundreds of thousands of dollars. ⁓ On a handshake, we bought multiple rental properties with him. We’ve done development deals, single family. We’ve done multifamily development deals with him. And most importantly was his advice and his wisdom because he’s been in a downturn. He’s lost money. He’s gone high and low. And I cannot emphasize how important it is to have a mentor, but not just any mentor. You need to vet these mentors.

You need to really do a deep dive into who you’re working with and who you’re spending your time and your money with. And the right one will 10X you very quickly, but it depends on how you vet them and who they are and how they’re going to be implemented in your business.

Scott Bursey (21:31)
Gentlemen, this has been pure gold. For those of our listeners that want to keep this conversation moving, maneuver into your lane or collaborate with you on perhaps future deals. What would you, ⁓ what’s the best way for them to contact you?

Josh Justiniano (21:45)
Great question. Yeah, [email protected] is my email. Feel free to call. I’m sorry. Feel free to email anytime. Our phone number, our business line is 8705, 805-870-5749. You can call or text anytime. We’d be happy to talk to anybody.

Adam (22:04)
I’ll plug one more thing. quickhomeoffers.com is our website. There’s tons of information, free information there. We have all kinds of videos ⁓ on buying inherited properties, mold properties, multifamily land. ⁓ So quickhomeoffers.com is going to be a vital resource for a lot of people that are watching this and give us a call. We love chatting with other investors.

Scott Bursey (22:04)
Awesome gentlemen. Thank sure

Adam (22:30)
If you’re just starting or you’ve been in the game for a long time, we’re happy to open our resources to whoever’s reaching out.

Scott Bursey (22:38)
Josh and Adam, thank you for joining us today.

Adam (22:41)
Scott, it’s been a pleasure. Thank you so much.

Josh Justiniano (22:43)
Scott, it’s been great. Thank you so much. Appreciate it.

Scott Bursey (22:44)
It’s absolutely,

it’s been a great pleasure gentlemen. And to our listeners, we appreciate you. If you got value from today’s episode, please subscribe. We’ll be fueling your tanks with the lineup of elite guests, just like Josh and Adam Justiniano , who are accelerating and setting the pace for the rest of the industry. Until next time, keep your standards high and your vision clear. We’ll see you on the next episode, everyone.