Hidden Treasure is in the Hidden Objections with Jason Goldfarb |REI Freedom Podcast

Have you ever wondered how a pizza shop employee transformed into a real estate mogul? Or how setbacks like the 9/11 tragedy could set the stage for a thriving investment career?

In this compelling episode of REI Freedom, we dive into the extraordinary journey of Jason Goldfarb, a Boston-based real estate investor whose roots in the pizza industry presented an unlikely beginning to a lucrative career in property investing.

 Starting in 2001, amidst significant personal and national challenges, Jason's foray into the real estate industry was anything but ordinary. With tales of turning pepperoni profits into property riches, he shares the pivotal moments and lessons that shaped his successful investment strategy.

 Central to our discussion is Jason's groundbreaking approach to utilizing business credit, a game-changer for investors looking to scale without the burden of traditional financing methods. This episode is not just a narrative of remarkable transformation and perseverance; it's a masterclass in innovative investment strategies, overcoming fear, and the importance of mentorship and team building. Discover how Jason, with his partner Mike, transformed uncertainties into opportunities, building a formidable team and employing a never-before-seen method that leverages business lines of credit to fund real estate deals.
If you're seeking inspiration to push through adversity or curious about unlocking the financial power of business credit in real estate, this episode is a treasure trove of insights, strategies, and tips to enhance your investing playbook.

Connect with Jason Here:
Facebook:  https://web.facebook.com/JasonGoldfarb?mibextid=LQQJ4d&_rdc=1&_rdr
Website : https://www.buynearboston.com/
Website :https://www.beantownbuys.com/

Join the hosts on the REI Freedom Podcast to embark on a transformative journey of acquiring bigger deals, securing more deals consistently, and living life on your own terms.

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Transcript

Hidden Treasure is in the Hidden Objections

Jeremy Beland: Everybody, welcome to another fantastic episode of here at REI Freedom. Hello, Shelly. 

Shelly Beland: Hello, 

Jeremy Beland: everyone. Happy to be here. We didn't have Shelly last week. We're excited to have her back. So welcome back, baby. And we got Mr. Dan Toback down in Florida dealing with all the nice sunshine. What's up, Dan?

Dan Toback: It's going great guys. Closing deals, helping students out, living the dream. 

Jeremy Beland: Yeah, Dan is crushing it right now in the coaching industry for sure. we have a tremendous guest today. We're really, really excited about, Mr. Jason Goldfob. he's somebody up in our neck of the woods, up here in Boston, you know, and he's doing a lot of deals around here. And then, one of the kindest.

People in the industry that we've met personally, me and Shelly are big fans of 

Jason, his partner. Mike was supposed to be on the podcast today. Something came up. 

 he's got to go lock up a deal. So we're going to schedule another time to get him on. But I'm Jason's going to 

bring the heat today. And we're really excited. So let me tell you a little bit about 

Jason. So he's from VMS. Where our great Eddie diLorenzo is, grew up from. So he's from Revere, Mass. He 

grew up in the pizza industry. His family owned a pizza shop and spent most of his childhood, in his life making pizzas and smelling like pizzas. And one day he said, you know what? 

I've had enough pepperoni and anchovies to hold me over for a lifetime. I need to do something better. And he started to dabble in real estate investing. Back in 2001 where he got his first deal, 2001. Most of you guys listened to this were babies and he was already crushing 

deals back then. So, but over the next, you know, about 15 to 18 years, he sporadically was doing real estate investing while he was trying to figure it out. and then it all came together for him And his business partner in 2019. They both met as working as, um, agent acquisition guys for a local, brokerage Basically came together and put the company together, started marketing in 2019. And since then, over the last five years, they've built themselves into a very successful team here out of massachusetts, doing a lot of things today. He's going to tell you, What his coaching program is and his mastermind, which will teach you how to make huge lines of business credit to transform your real estate investing business and how it's a game changer in this industry. He's going to talk a little bit about that today. And also because we love to talk about acquisitions here and how we can get you guys better. He is going to talk about the hidden treasures in the hidden objections. So Jason. Can't wait to hear what you have to say today. Thank you. Welcome.

Jason GoldFarb: Well, thanks for having me. Thanks for the great 

introduction. I'm very excited to be here to tell a little bit about my story. And,

yeah, you had mentioned a lot of people who might not really put it together 

2001 when I did bumped into my first deal. I'm like, great, this is easy. This is going to be great.

 you know, it was an SOI deal, right? And you know how few and far those can be. But literally the week of my closing was the week of September 11th, 

Jeremy Beland: Wow.

Jason GoldFarb: And, you can imagine, I was, Early twenties and it was a friend of mine. I could have easily backed out and withdrew from that deal.

It would have been no hot, you know, it would have been okay. He would have ended up selling somewhere else and I am just so glad that something pushed me, pulled me forward to do that deal because that was the bug that I needed to get. And I was bumping around the wrong way for a little bit of time, but as few, just keep on sticking with it, you'll get there and good things will happen.

So like you were saying, yeah, when I partnered up with Mike, we formed our company and really turned it into a business, kill that hustle a little bit, turn it into a business. Then things really started rolling. 

Jeremy Beland: That's awesome. Awesome. Yeah. 2000, 2001, 9, 11. That's my birthday, by the way. I turned 25 that day. So, obviously I remember it fondly. that was a tough time. Everything came to a screeching halt. So, funny though, because, Could have easily given you an excuse not to move forward. And I think a lot of people would understand and respectfully, agree that we probably wouldn't be, it would be okay not to move forward, but I love how you mentioned that it gave you the bug, right?

I feel like everything always happens for a reason. And, you know, obviously that's a long time ago, pushing through that was probably. challenging a lot of different ways, but you got it done and here you are, you know, 20 something years later, still as a real estate investor, basically paved your future from that deal, which is amazing.

Most people don't even do real estate investing in the twenties. You were, that's awesome.

Jason GoldFarb: Well, not exactly because,we all have to learn from our mistakes. I took that 80, 000 profit from that deal, bought a Corvette and went down to Florida for three months. 

Jeremy Beland: Well, that's because you were in your early twenties.

Jason GoldFarb: Right, right, right.

but you know what? Still, if I could only go back and back then what 80, 000 could have done, and now what we could have, if I could have bought a couple of three families here in the greater Boston area, 

Jeremy Beland: he wouldn't be on the show right now.

Jason GoldFarb: I could have, you know, how many Corvettes could we be driving from that, right? You 

Jeremy Beland: fantastic. I mean, 80, 000 for your first deal. That's amazing. You know, Shelly and I, we made five on us to make 80, 000 your first deal. That's unheard of, man. That's very impressive. 

Shelly Beland: That is wild. Amazing.

Jason GoldFarb: it was literally like kind of an accident, right? I didn't know what I didn't know back then. You had the Nina. I mean, you basically you have a name and a credit score, you got a loan and it was more like an owner occupied house hacking deal and I held it for a while and there's some luck that took and came into play.

But, Yeah.

like I said, you get the bug and I'm like, all right, let's get the next 1 and you realize it's not that easy. So, But just keep on persevering going forward because I'm also A. broker and an agent and I. was doing both and, in our area, commissions are not that bad. They're like mini wholesale deals.

So I was always selling real estate, helping people buy and sell. I. started doing auctions to get other deals throughout the time. Other real estate investment deals. I'm out there. Doing everything from painting myself, doing the garden ourselves, doing the landscaping and you realize, you know, eventually in order to scale, if you can't, if you can't hire out to do that stuff, it's not really the greatest deal.

Right? So, A. lot of learning a lot of doing it the wrong way. And just the way things are today with the amount of knowledge that's out there, I just wish that I had more knowledge back then, because we could have expanded much better, but it is what it is. It's everyone's journey's different means once you learn how to do it with the, in starting with the end in mind, 

That becomes a little bit more of a plan, right? And you're, and you start seeing things like snowball 

Jeremy Beland: sure. You know, I started my journey in 2008, 2009, and then I got crushed by the recession, but I was looking into real estate investing coaching at that time, and it was really tough. social media wasn't really a thing quite yet, so there was limited resources. I can imagine from 2001 on.

Other than maybe knowing some people locally, there wasn't really probably a lot of great mentorship programs, coaching programs. I know you're a member of the boardroom now. you're in obviously, you know, your company's in with our coaching program. You're a believer in coaching and obviously your success is probably a big part of, your learning and education along the way.

 we have to feel our way forward. I love that even despite everything you just kept. Pushing through and pushing through, but man, not only if you save that 80, 000 back in the day, if you could have found some good coaching programs and mentorship along the way, how quickly you could have expedited that growth.

Because a lot of people, I think, feel oh, just go on YouTube, learn some videos and I'll start doing it, but it's usually a lot more complex from that. And, you end up making a lot of mistakes, which obviously you can learn, but a lot of people can't weather the storms of all the mistakes they made, and they can hit success a lot faster just getting some good guidance along the way.

Jason GoldFarb: Agreed, 100%. And you know, what I noticed is proximity is power. When I first started out in the business, it wasn't as collaborative. it seemed like much more competition, much more. Everyone wasn't sharing as much back then. 

so, like I was saying, the environment today. not that you could be successful no matter what, but I think for anyone that really wants to do it and really is committed and not just interested, they can make it happen much easier than, in different markets. 

Jeremy Beland: agreed. Dan, do you remember your first deal and how much you made on that? 

Dan Toback: my first deal I remember was a gentleman named Steven. Um, this was about, oh, probably a couple of months into my tenure with Tom crawl. there was a couple of deals. He helped me on before that. So I want to I want to sort of preface with that, but we don't count those. Um, I like to say Steven was the first one that I did all by myself, sort of a bike.

And it was an interesting deal because it was also the deal. And I mentioned this on another podcast. Um, it was the first deal where I really, I had a realization in this business that it wasn't about selling is our relationships and rapport. And that was when I fundamentally changed my entire outlook of convey our message to people and also how I listen and how I empathize.

So it's Steven, I'll always remember. Him calling. He was wanting to sell the house very guarded phone. So I went out to the appointment. I learned that he was living there with his mom his mom got cancer and I was able to connect with him in because my grandmother, um, about decade earlier, passed cancer. It was same kind of lung cancer and very similar age. So it was really. It was really um, to be able to connect to somebody at that level, understand what they were going through, being in the same house, having all the memories. Um, staying on an air mattress in the living room really just could tell he was very transient.

He didn't want to be there because he was so upset and depressed as we all would be. So after I connected him with on that level, being able to build that rapport, then he knows listen, this guy actually knows what I'm going through. He wants what's best for me. You know, we went through the process of, Hey, why aren't you listening with an agent?

You know, is beneficial for you to close now versus waiting a couple of months? This had the hottest market in the country, by the way. Um, this was close to 2014. So we were still kind of, we were going up into the but not as much on that steep, uh, incline. And, uh, we were able to put together a deal.

We helped him with a, uh, with an issue on the title. like a mini probate. We had to do a quick claim with a brother. So we had to navigate a probate issue. I learned a lot about that. Uh, through our title 

Jeremy Beland: Man, all we did was make 5k And then these guys, like I made 80, I made 27, you know, Jason's down there hanging out with Dan and his Corvette living the life of Florida after making all that money. Awesome. 

Jason GoldFarb: well, Jeremy, you know, that's good for you. stick it with it. Cause some people are like, Oh, I made five grand grinding. you might've decided maybe not to push forward. but five grand is still a lot of money, right.

Jeremy Beland: Yeah. I mean, at the end it was a ton of money. and it wasn't really even so much the money. The money's cool for me. It was just. the power belief, right? And that was immeasurable. It's like, wow, this works. I can actually do this. And you know, my next deal was two grand. My first two deals equal seven grand.

And we only went on to do 10 deals for 73, 000 that first year, but we built the foundation for something great. so we're pretty lucky after that. So

Jason GoldFarb: 100%. And, obviously you start doing it, you start learning, 

you start really just, getting a groove and, it's funny when you think back about all those mistakes you made, but you need to make those mistakes. And I think a lot of newer people are really afraid to make mistakes. What is the key? to success is the more mistakes you can make that it's the experience you get and you can't learn it in a course or a book or even through coaching. Although you need that, you do need that as well. And I mean, you just actually have to get in there, get your hands dirty and do it yourself. 

Shelly Beland: I could not agree more with that. Jeremy actually had to teach me that, over the years, because when I, joined, you know, it was his business and that he was starting and he was like, I want you to leave your job and come help me. And I'm like, are you sure this is even a thing? And then as we got those first few deals, it was happening.

But even when we started like flipping houses and when we took down our first 

multifamily, I was like, we can't do this yet because we don't know what we're doing. What if we get it wrong? What if, This turns out to be a disaster and he always said to me, well, it's just gonna be Education. That's a little bit expensive, but we're, there's no way we're going to learn until we start it. And, luckily the flips were profitable, but like the first multi, we had a few expensive things that happened I'm glad that. we did. It literally was just like? a little bit of an education and the cost was absolutely worth it, you know, years later. You have to just do it. 

Jeremy Beland: has to get over their fear, Right. There's the fear, right? And. Yeah. Oh, I mean, you think it's real, but really, if you really think about it, like what's the worst thing that could happen? you start asking yourself, all right, so we're going to throw 3, 000 into mailing. If I don't get this back, am I going to, am I going to die? there is a risk to it. Don't get me wrong, but someone had mentioned to me years ago whatFAIR stands for. And often most of the time It's false evidence appearing to be real. So. 

Jason GoldFarb: You just really

have to get over that. And the, and as you start getting over those little fears and you realize things that we're doing now, 

uh, how fearful you would you have been

looking at what you're doing now, 

from where you, when you 

started,

right?we just committed

10, 000 a month 

to a marketing campaign. I could have

never even 

imagined that.

Jeremy Beland: exactly. I love that acronym. That's great. I always say that you should always be learning. Right, which learning from people take coaching and stuff like, that always be marking, but also taking a perfect massive and perfect action, which is what Dan's brother, Tom taught us early on, you need to learn to

just move forward and you're going to get that education, but you have to overcome and, that's why now it's paralysis. Is real in this industry, right? Everybody is looking for

 the perfect situation. I call it a

unicorn, but there's no unicorns like the make believe, right? It's a fictional character of make believe. so, you know, there's no perfect, wholesale deal. There's no perfect rental. There's no perfect flip. There's no perfect time to get into real estate other than yesterday or today. They're like, there's no perfect anything. So you just have to evaluate what you're comfortable with and move forward. It holds a lot of people back and they could be doing a lot of great things. And Jason, you're a prime example because you struggled your way through, but now today you have a team. Tell us what that team looks like 

Dan Toback: know,

Jason GoldFarb: you're always going to have problems, right? Just as you push through your problems change. So now that now the problems that we have today. are different and you have different bottlenecks and you're trying to figure out systems and standard standard operating procedures and really measuring your numbers, your KPIs, which are, which stands for key performance indicators.

And once you really can understand that, and it's you can map It all out and you start learning,the language of business is math. and you start really operating at a different level in a different way. And you realize.

maybe you start off thinking, Hey, it's just going to be me.

It's just going to be us. But really when you collaborate and have you guys have formed a team and you realize there's no way we could do this without a team, 

right? Be internal and external, but now you need to get, now your problem is let's find and build the right team and your vibe finds your tribe type of a thing.

And then. And then really once you get that going, you can start really seeing progress and taking off. So when me and Mike met Mike Weatherby, we were both having the problems of let's just close deals as acquisition agents to, you know, to make money. And it wasn't even for us. It wasn't ideals, but thank God for that, because the experience that you get from just being able to meet.

Distressed sellers face to face and go over their problems and figure it out. It was the education that we were able to learn without having to spend the money on marketing at that point. And, it was great. So the experience is crazy. And I remember asking my mentor and Tom, who I work for there, I'm like, you know, I'm thinking about sending out our first marketing campaign.

I'm thinking about sending out my first letters. He's like, you absolutely should. Because when I did. I never met a seller face to face. I didn't even know I could do it. And you know, you can close these deals. It took me a year from that conversation to take action. 

Jeremy Beland: Yeah.

Jason GoldFarb: Now, and now what happens is as you do this, you realize you need to get speed to action and it gets quicker and quicker, right?

As you progress, right? you're less afraid to do big things. 

Jeremy Beland: Well, so tell us about your team. you got acquisition guys. tell us what your team looks like today.

Jason GoldFarb: Well, Dan knows them probably a little more than you, because we're in your coaching program. And by the way, it's really helping out. It's phenomenal because when you're talking about the acquisition itself, right? It's an art and a science. So we have Jake and Patrick, as acquisition agents.

And, we have a newer guy coming on Giovanni. We're getting up there. So really 2 acquisition agents and 1 coming on, you know, Mike Weatherby is my partner as well. We also have, David Coleman, who is our coordinator. Listing coordinator, hands on the ground type. He's out there, 

 doing all kinds of stuff as far as, you, know, smoke inspections, things like that. And we have Noel, who's our marketing coordinator and administrative assistant. You know, that's basically our internal team. And then also we obviously have the external team of our attorneys and lenders and things like that. 

Jeremy Beland: Amazing. All that in 

five years. Incredible growth. So Dan, tell us a little bit about these acquisition guys that you know so well that apparently I don't 

know, well enough.

I 

Dan Toback: bringing it was bringing a deal in the same market and patrick actually patrick's stuff. He's like, hey listen on yesterday's call He's like i'll help you i'll help you and I won't give away the other student I don't know if he wants me to give him the shout out But I just want to shout patrick out because he was the first person like raise his hand up.

Hey How can I help you dispo this contract? How can I help you move this property? How can I help you know, assist the seller in her situation? And I think that, you know, if I had to, and Jason kind of touched on this already, but yeah, you could be talented, but you have to have the right heart. And I think that when you see people like a lot of our students, like, like Patrick, who's in our like you know, all these other guys.

you know, they come in and they have the heart behind to really serve people and serve our sellers. And when you see that collaboration to help one another, that's what gets me up in the morning. That's why I know we have the best group out there. So just shout out to Patrick for doing that and being so supportive of the other students. That's what makes my job really fun. 

Jeremy Beland: That's awesome. Yeah. Good guys. I love seeing the collaboration with them trying to help each other out today. that's what it's all about. All right, Jason. So listen, I want to ask you. Obviously you have this game changing technique where you are teaching people how to use, huge lines of business credit to transform their real estate investing business.

Tell us more about that. And how can we learn more about that?

Jason GoldFarb: So. It's all about problems changing, right? So the first problem is not having enough deals in the investment business, right? And you're getting more deals and maybe you're wholesaling them. But as you progress, our business model is we do more fix and flips in our market. and we always measure the deal of whether or not we're going to just do a wholesale or do a fix and flip.

And more often than not, we're finding that the fix and flip either being a whole tail or a full fix and flip. Makes more sense for us. But as you know, those are capital intensive, And what we found and discovered is that?

you can utilize business credit. If you know how to do it to really fund these deals and oftentimes most of the time what we're doing is at zero percent.

And the magic of it is you can do it every six months. And with the interest rate environment, zero percent sounds good. I mean, we also work with private lenders, private capital, hard money lenders, don't get me wrong. But whenever we can get more capital at a lower rate. We're going to take advantage of it.

So, I hooked up with one of our mastermind members over at the boardroom, Brandon, and he helped show me and guide me through this. And we opened up hundreds and hundreds of thousands of dollars in 0 percent credit that we're utilizing in our business. I was able to take a small group to help them learn how to do it.

And some of them have brought us deals and some of them have actually invested. This wrote the success 0 percent that are basically they're arbitrage in the money, right? If you can have 0 percent and you can make 10 12, whatever percent or put it into a real estate investment deal. That's the nature of the game.

And a lot of people starting out, they think the problem is they don't have money and you know what, that's fine. You want to think that, let me give you the money, right? Let me show you how to get the money. But the truth is, and we all know that you need to find the deal, but if that makes you feel good, you have the money lined up, you have it on the side.

Let's do it. But the truth is as you do it, you really do need the money. So it's been a, it's been a big help with our business. And obviously funding is huge, a 

Jeremy Beland: Amazing. So, our exit strategy up here in the Northeast is very similar. we do wholesale obviously, but we tend to flip and do a lot of wholetails and,direct to retail buyer innovations and double closes and things of that nature. But funding's always. A big part of what we do, we have a lot of private money. We use other people's money to make money and using other people's money has made us a lot of money. But the fact that you can even once in a while, a couple times a year use no interest and have that availability to credit to use a couple deals a year. That's a significant savings because as much as we use other people's money to make more money.

It's still expensive. Using other people's money is expensive because that's what they want. So you're using this process to save yourself a lot of money. But now you're saying also, if you're not wanting to fix and flip homes, you're not wanting to do wholetail, you can still have access to this credit and then lend this credit out to somebody else and make a 10 to 12 percent profit as basically a money lender themselves.

Is that correct?

Jason GoldFarb: hundred percent. I mean, it doesn't necessarily have to be with real estate, but any investment, even if there's, you find a bank account, that's, given you a high yield savings of five, 6%. that's better than nothing. Right. But obviously we can make more with that and private lending on real estate deals.

We actually work with some private lenders in our network that want, they don't want to be active, but they like to get a nice passive return. So they want to make sure though, they're investing with people they know, like in trust and that it's safe. So we do that as well. but the big thing is Yeah,

this can really get you started because.

As you do it, you're building bank relationships, right? So as you're paying it off, but here's the other caveat as an active investor. a lot of us don't really understand the power of credit cards and a lot of our investments. We're doing what we're doing fix and flips. One of the main things is you make sure.

That you can pay for everything, all your rental with your credit cards, because, there's the other side of it points. We can travel for free and all over the world and all of that stuff. Yeah. you run a couple of renovation projects through your credit cards and you look at how quickly the points add up, right?

So there's a lot of different benefits to it, but, You have to really look to leverage it, if you're not going to leverage it or you don't have any way to really get it to work because these do have a time limits when you open up these types of lines. But, it's just one part of our business and we use that part to help grow.

Our main thing is the real estate investment, you know, acquisitions. no matter what we're in a sales and marketing business.

Jeremy Beland: correct.

Jason GoldFarb: And then that's the other thing we're running all of our marketing through them as well. And not, you know, marketing isn't cheap, right? 

Jeremy Beland: it is not. We run all hours through a credit card and that, you know, that's why Sheldon is chiming in. We travel all the time. Everybody's you guys are traveling all over the place. We're like, yeah, it's free because we run all of our business to our credit cards and get the travel rewards.

Amazing. So this just shows if you want to get into real estate investing, but have no money, quote unquote, all you really need to do is find out with Jason, Jason's going to teach you how to get the 0 percent interest credit card. You can then start your wholesaling journey. You can get into a coaching program.

You are, you can buy your first marketing. You can do whatever it takes. You don't necessarily even need it to do a flip or do it for a wholetail. You can, but you can even just do it to get started in the business. You can do it to find, your EMDs potentially, you can even do it with, if you have to, your first deal or two is a double closing these transactional funding, you probably even use it for some of that stuff, which is absolutely amazing.

So listeners, I want you to take a moment, stop, write this down right now, Jason. So if they want to learn more to get this business credit, how do they do that?

Jason GoldFarb: Well, they can find me on Facebook. My name, Jason Golfa, but you can also just hit me up on my website by near boston. com. There's a way to contact me there. That's my retail, website. Cause we do run a brokerage as well here in Boston. And we're also launching, for our investment side, just because of, you mean, name recognition.

Now we were gold weather investments. We are launching bean town buys. Easy to remember being town buys. com. So we're excited about that. another new thing to spend some money on. It's crazy how we're excited to spend money on marketing. it's just a different life, right? But we are really enjoying it.

We're having fun and we're going to be down in Tampa. next 

week. So maybe we can get some sunshine. I know you're on the other side over there, Dan, but you can't keep all that sunshine to yourself. 

Dan Toback: No way. That's awesome. Tampa is a beautiful spot. 

Jeremy Beland: Awesome. I hope you guys got that. We'll put it in the show notes as well. But, one last thing we want to talk about because we love when seasoned investors like yourself, Jason, can bring gold to help our listeners, get more deals, bigger deals and less cancellations. Cause that's what we're all about here at REI Freedom.

So you mentioned, well, I mentioned early on in the tease of the hidden treasures in the hidden objections. Tell us all about that. Cause you know, what is that about? I can't wait to know.

Jason GoldFarb: This is huge when you are going out to meet a seller, And again, going back to the fear and the situations we come across. A lot of these people are in positions of maybe embarrassment, right? In order for them, for you to be able to help them, you need to really be able to get that hidden information out because they're not really willing to share it, right?

So, in order to do that, and Dan is training on this in the training group quite a bit, is really building that rapport. And spending time with them, right? Asking the right questions, making sure that you are giving them more of the opportunity to talk, right? if talking is silver, silence is golden, and you just need to know sometimes, ask the right questions and let them go, right?

And silence, right? Sometimes an awkward silence. They will give you what you need to help them. We need to understand the problem. We need to be able to diagnose. Like it's like a doctor, right? A human can go into the doctor and we can tell them what's wrong. But the veterinarians, they're the real experts, right?

They have to figure out from a dog who can't tell them. it's an analogy I like to use. And sometimes we're out on an appointment and they're more like a dog than a person because of the embarrassment. 

Jeremy Beland: sure. 

Jason GoldFarb: we need to figure out what the problem is so we can diagnose it and offer the right solution.

And that is in the hidden objections. So when you can uncover and find those hidden objections, that's where the hidden treasure is. Because now, as you know, when we can help them. We obviously close more deals and make more money. 

Jeremy Beland: Love it. And I love the part about the long awkward silences because to get good at this business, you better get good at that as well. Dan, I mean, obviously a lot of great information there. High level acquisition information that he just shared with us. What are your thoughts on all that? 

Dan Toback: that's awesome, Jason. I use a lot of that, even myself, I still got to all my own appointments or the majority of them. And just the other day, I was in a call with the seller and again, we're on the topic of price. And we're just kind of going back and forth all, Mrs. Seller, it's really important to me that you, are at a number where you feel peace at night when you sleep, that you feel really good about that. Would you be able to share with me, can you share with me what that would look like? And there was a long silence and she actually responded. Hey, she's like, when there's these long silences, it means whoever talks first loses.

 And she actually, she knew. And she must have been in sales, but, in reality, there's a reason for that. And at the end of the day, when we left that call, we have a really awesome report. I really like you. So very rarely do I ever come across a situation where that silence and that really active listening isn't appreciated, even with people who might be in our field, who are in the field of sales and dialogue and, selling something, conveying a message.

 it's really appreciated because. I think that on the contrary, right? If you look at the other end, like Jason was saying, if you're just very wordy, or if you're trying to push something or sell something, there's never a good reason to do that. There's never a good excuse for that. to be an active listener and to be an empathetic listener and to be being able to absorb information effectively and authentically.

That's always going to be superior to trying to pitch something to pitch. Something doesn't allow room to diagnose, like going back, Jason, that was an awesome example, kind of a metaphor going back to like a doctor or a vet or somebody, a caring professional. It leaves no room to diagnose because you're doing all the talking and if you go, when you go to the doctors, they say, well, tell me your symptoms.

 I know, at one point I was getting that vertigo I was telling you guys about, and something was off in my head, the doctor says, okay, you told me you're dizzy, but tell me what kind of dizzy. what can you go? Could you go deeper on that? Is it like a elevator? Dizzy? Is it like a room?

He's really good at his job. And you learn from everything. And like my brother, Tom says, you learn a lot from industries outside of your own. And when you go to the doctor, that's one of the best examples. And I love that Jason used it to really see how they listen, but how they ask questions and how they listen, ask questions.

They kind of rinse and repeat. I think that's the way to go with this. And, again, if you're pitching something, or, you're trying to convey something really wordy, it just comes off really tacky. 

Jeremy Beland: I agree. when you're talking about talking to sellers, they are typically embarrassed, maybe a lot of times about this situation as somebody myself who went through a short sale and was hit hard during the recession. I know what it's like to swallow your pride and have to let, you know, rely on somebody else to help dig you out of that situation.

And that's not easy to do and nevermind be transparent, open up about the situation with a complete stranger. So you want to have. Report with that person. You want to feel like they have your best interest at heart. I'll see you've really just never going to be able to truly open up. And then that buyer is never really going to truly be able to provide some value and try to help you out of the situation. So a lot of great stuff there, Jason.

Jason GoldFarb: and another real quick one is just, if you ever really want to learn sales, get around a toddler, get around a young kid and they just keep on asking questions, right? And it's really curiosity and you have to ask the right questions and tell, and really understand it.

Cause if someone answers you like Dan was saying, tell me what kind of dizzy. So that's really when you can go deep and when you can go deeper as opposed to wider, good things happen, you really have to care, right? And you have to form a relationship and we really do care. And I think that is 1 of the keys to our success because we are looking to really help, but obviously it's a business too.

We want to make money, but at the end of the day, it's very rewarding when you get someone out of. a really crappy situation. 

Jeremy Beland: it's like icing on the cake. And remember, the more value you provide to your community, the more money you make. So that's really what it's about is providing value. Most businesses are out to provide value. Your off market acquisition company is no different when you're going direct to sell. It's all about providing value.

Excellent. Excellent episode, Jason, tremendous guests, tremendous amount of knowledge, the hidden treasures and the hidden in the hidden objections. I love that. obviously being town buyers is awesome. I love that as well. Being a Boston native myself, and people are going to reach out to learn more about the business line of credit, which is just game changing this industry.

is there any other way they should reach out to you or anything else they should know? Before we end this call today,

Jason GoldFarb: No, it was really great having you on. Thank you guys so much. And Shelly, good to see you as well. I haven't seen you, I think, since Chicago or something. I had a last, last mess in mind, but,yeah. Buynearboston. com, Beantownbuys. com is launching, and you can always just find me on Facebook, Jason Goldfarb.

And, don't hesitate to reach out. If you ever have a question, I'm more than happy to answer anyone's questions about whether it be real estate investment, brokerage, or business credit that you can utilize. 

Jeremy Beland: love that. And we'll put all this again in the show notes. So check it out in the show notes, highly recommend and highly encourage you to reach out to Jason. As I told you in the beginning of this episode, Shelly and I are big fans of Jason. One of the nicest people we know in the industry, really, truly genuine, nice person.

We need more people like Jason in this industry. Dan, as always, we appreciate your input on the high level coaching and guidance with off market acquisitions. You always deliver and today was, no different.

All right, Shelley, I guess that's a wrap for this week. We will see you guys next week. thank you everybody for listening. If you haven't already, please go join our Facebook group REI Freedom. Me and Dan are giving lives all the time. You'll even see Jason in there where we're providing value to people like you every single day to help you get more deals, bigger deals with less cancellations.

Please go join our REI Freedom group today, and we'll see you guys next week. Take care. Bye guys. Take care.