WITH TIFFANY AND JOSH HIGH

THE SALES BINDER

I. GOAL
MY 411

Transfer your 1- year GPS as well personal yearly goals to your 411. The 411 stands for 4 weeks, 1 month, and 1 year.
This will be where you keep track of annual, monthly, and weekly big rocks. Analyzing your year using the focusing
question, fill in your monthly goals, and then what you will accomplish this week to stay on track with your monthly
achievements. Review and update your 411 on a weekly basis.

My Annual Goals

Personal Business
1.
2.
3.

My Monthly Goals

Personal Business
4.
5.
6.

My Weekly Goals

WEEK 1 WEEK 2 WEEK 3 WEEK 4

Personal Personal Personal Personal
1. 1. 1. 1.
2. 2. 2. 2.
3. 3. 3. 3.

Business Business Business Business

1. 1. 1. 1.
2. 2. 2. 2.
 3. 3. 3. 3.

II. SCRIPTS

1. The Follow Up Script.docx

2. The Offer Call Script.docx
3. The Manager Follow up Script .docx
4. The Process Script.docx
5. Ghost Text.pdf

III. PURCHASE AGREEMENT

1. Template Purchase Agreement .docx (Add Yours Here)

IV. TRAINING DOCUMENTS

1. Acquisitions Check List.docx

Steps from the time a new lead goes into Podio:
Call for more information - Process
If no answer, make sure the “SMS Long Term (no prior appt OR after appt)” nurture campaign is on.
Click “Process Call Done” Button ** Make sure you turn off the nurture campaign.
Look up property value on Zillow to get a gauge on pricing
Run comps to get ARV: Use comps to determine conservative ARV. Save CMA in Podio and notate
ARV in the comments.
Determine repair estimate: Take info from call or photo’s provided by the seller to run a repair
estimate and notate estimated repairs in podio comments section.
Determine Offer: Use MAO formula to determine offer or using the deal analyser spreadsheet.
Review offer with Leadership **See example of how to review.
Call, give presentation and make offer
Fill out and send a Purchase Agreement to the seller: Fill out the purchase agreement based on the
agreement over the phone.
Review Purchase Agreement With The Seller: Go through the six most important parts with the seller
and answer any questions they may have to make them comfortable with moving forward.
Get SIGNED Purchase Agreement: Get the signed purchase agreement and RING THE GONG

THE 2 DAY MASTERMIND WORKSHOP | RESULTS DRIVEN. | TIFFANY AND JOSH HIGH
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Example: Make sure you have run comps, have saved them to the lead file as PDF, have picked what you feel the ARV is
based on the facts or comps you looked up. Use the property condition description the seller gave you while going
through the process and the repair cheat sheet to put together a line itemed repair estimate. Use the MAO formula or
the deal analyser spreadsheet to come up with MAX offer.

ARV $220k because 123 main street sold for 219k and 456 High st sold for 222k (Make sure to note if the subject
property is septic or well and if is on a slab or crawl space)

Repairs 13k base package, 10k kitchen, 3k full bath, 5k furnace and ac, 3k electric = 34k

MAO = 131k or using deal analyser ($xx,xxx profit with YY% ROI)

(If running by Tiff or if Josh is out of the office make sure you send a text with Address, age of roof, furnace, AC, hot
water heater, type of windows and any other important info like septic, house on a slab or crawl space followed by the
info above.)

2. Acquisitions Closing-Preparation-Checklist (1).doc

Steps to be finished before Closing for Buying Properties:
Mark lead as Offer Accepted and Push Lead to Transactions: Make sure all information for the
transaction is input in Podio under the “Contract Details” section.
Save Signed Purchase Agreement: Attach the SIGNED purchase agreement to the seller lead file and
the transaction file.
Save CMA: Attach the CMA to the seller lead file and the transaction file.
Fill Out Deal Details: Make sure the deal details section is filled out using the “Deal Details Template”
below.
a. Sellers Contact Info and best way to contact (If specific time of day is best note it)
b. TENANTS? If tenants occupy property include lease details (Month to month, year lease up in…
current rent amount) tenant contact info if you have it
c. If you have any photos from the seller or a walk thru, upload them to the google drive AND
NOTE THAT WE ALREADY HAVE PHOTOS SO WE DO NOT SCHEDULE PHOTOS.
d. Give description of property condition
e. List out the repairs needed and line itemed, detailed repair estimate
f. Planned ARV that offer amount was decided on
g. Projected Profit

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 Tag TC: @”Transaction Coordinator” in the transaction file
Copy and Paste Deal Details: Copy and paste the deal details in the comments section in the
transaction file.

3. AM On Boarding Schedule.docx h
Day 1: Onboarding powerpoint and Big picture flow chart. Read and study the script for role play tomorrow.
Day 2: Purchase Agreement walk through video. The typical home selling process.
Day 3: MAO, Comps, Repair cheat sheet, review major components of a house and photos of outdated items,
and role play using script.
Day 4: Tools and Materials
● Podio
● MLS
● Docusign
● Google Drive
● Redfin / Zillow
● Repair cheat sheet
● Call Rail / SMRT Phone
● Auditor sites
Industry tools/docs
● HUD – Review what closing costs and commissions looks like
● Addendum
● Affidavit
● The probate process, helping a seller transfer title.
● Tenant situations
● Special contingencies in agreement to make them comfortable
● What escrow means
● Title search
● Deed types (General Warranty, Limited Warranty, Quit Claim)
● Lien type
● ALL QUESTIONS: “You know what, my transaction coordinator is sitting right here, let me
grab her really quick to make sure I get you the best answer to that question.”
Day 5: Sales Psychology Training, Script practice and role play – shadow to listen to calls
Day 6: Get on the phones and make follow up calls. Coach as you go.
Day 7: Test, how do we help people in…
● Divorce, Death in Family (inherited a property), Foreclosure, Sheriff Sale, Bad Tenants,
Moving to another state, any complicated situation?
Day 8: Practice making offer and walking through the purchase agreement on the phone.

THE 2 DAY MASTERMIND WORKSHOP | RESULTS DRIVEN. | TIFFANY AND JOSH HIGH
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4. Repair Cheat Sheet.docx

Interior Exterior Mechanicals

Kitchen Clean Landscape Furnace and A/C

$12,000 $500/$2,000 for all new landscape $5,000

Light Kitchen Update Windows Roof

$5,500 - $6,000 $350 ea $5,000
(Appliances = 2,500)
New Garage Door All new lighting / New Panel
Full Bathroom $1,000 $1,500 / $3,000
$3,500
New Hot Water Tank
Half Bathroom $1,000
$1,500

Flooring
$5,000 Other Gentrification
Start with $120k then subtract updates
Tile Work (DRYWALL $10,000)

$3,500
Finish Basement Garage
$4,000 $20,000
Interior Paint
$5,000
Cosmetic Demo Electric
$1,500 $10,000
Exterior Paint
$3,000 Cleaning Plumbing
$350 $10,000
New doors and trim
$3,000 HVAC
$10,000

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V. OTHER

NOTES

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THE 2 DAY MASTERMIND WORKSHOP | RESULTS DRIVEN. | TIFFANY AND JOSH HIGH
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