Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler

Summary

The Science of Flipping: Scaling to 80 Franchises - The Power of Systems & Teamwork | Mark Stubler

Release Date: March 7, 2025
Host: Justin Colby, Bleav
Guest: Mark Stubler, CEO of Joe Homebuyer Franchise

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Introduction

In this episode of The Science of Flipping, host Justin Colby engages in an insightful conversation with Mark Stubler, the CEO of Joe Homebuyer Franchise. Mark shares his journey of scaling the franchise to 80 locations, emphasizing the critical roles of systems, teamwork, and leadership in achieving significant growth in the real estate investing sector.

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The Importance of Systems and Teamwork in Scaling Franchises

Mark Stubler opens the discussion by highlighting the unexpected growth of Joe Homebuyer Franchise, which has expanded to 80 locations. He attributes this success to the robust systems and collaborative teamwork that underpin the franchise model.

Notable Quote:
"You have to be committed to the journey, the process, everything that can challenge you to become the journey of growth, individual growth that it will require. If you're committed to that, then this is a great opportunity."
— Mark Stubler [01:18]

Mark emphasizes that recognizing the potential of systems allows franchisees to manage their businesses efficiently, whether they are flipping homes from vacation spots or from the comfort of their couches.

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Leadership Structure: CEO and COO Roles

The conversation delves into the leadership dynamics within Joe Homebuyer Franchise. Mark explains the complementary roles of the CEO and COO, drawing parallels to the visionary and integrator roles described in the book Traction.

Notable Quote:
"You have to remember... the positive impact they're having on their homes, their families, their communities. But it starts with who they're becoming."
— Mark Stubler [30:56]

Mark discusses how delegating operational responsibilities to a COO allows him to focus on culture, people, and financial aspects, thereby fostering a more effective and scalable business model.

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Implementing the LOAC Metrics System

A significant portion of the discussion centers around the LOAC system, an acronym for Leads, Opportunities, Appointments, Contracts, and Closes. This system serves as the "vitals" of a franchisee's business, enabling them to track and optimize their performance systematically.

Notable Quote:
"Less leads managed well is better than an abundance of leads managed poorly."
— Mark Stubler [15:36]

Mark explains that by monitoring these metrics, franchisees can identify areas for improvement, ensure consistent deal flow, and make data-driven decisions to enhance their business operations.

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Effective Marketing Strategies for Franchisees

Joe Homebuyer Franchise employs three core marketing strategies to generate leads: cold calling, direct mail, and digital marketing (including PPC, SEO, and Facebook advertising). Mark emphasizes the importance of ethical practices and strategic partnerships in these endeavors.

Notable Quote:
"You have to have a streamline of leads... the proper use of managing a lead at the very beginning all the way through dispositions."
— Mark Stubler [07:26]

He highlights how leveraging these diverse marketing channels helps franchisees maintain a steady and reliable lead pipeline, reducing the "lumpiness" often associated with real estate investing.

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Training, Community, and Accountability

A cornerstone of Joe Homebuyer Franchise's success is its comprehensive training and strong community support. Mark outlines the various training modules, including sales, negotiation, and marketing, which are designed to equip franchisees with the necessary skills to excel.

Notable Quote:
"We provide the sales, negotiation, and marketing training that separates top investors from the rest, but it's more than just education, it's execution."
— Mark Stubler [27:32]

Additionally, the franchise fosters a culture of accountability through weekly strategy calls, mastermind groups, and annual conferences, ensuring that franchisees remain motivated and aligned with their growth objectives.

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Dynamic Real Estate Investing Approach

Joe Homebuyer Franchise encourages a diversified approach to real estate investing, encompassing wholesaling, fix and flip, and buy-and-hold strategies. Mark explains that this dynamic methodology allows franchisees to maximize their investment potential and adapt to varying market conditions.

Notable Quote:
"Each of our franchisees are trained and there's infrastructure around all three because we want our franchisees to accumulate assets as well... that's what you want to be able to teach them to."
— Mark Stubler [39:17]

This multifaceted strategy not only enhances revenue streams but also provides franchisees with the flexibility to choose the investment avenues that best suit their financial goals and risk tolerance.

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Building a Community of Leaders

Mark underscores the importance of personal development and leadership within the franchise. Joe Homebuyer Franchise aims to cultivate world-class leaders who can drive their businesses forward while positively impacting their communities.

Notable Quote:
"We want those that can embody and really raise our community by supporting our culture."
— Mark Stubler [26:02]

Through continuous training, live events, and a supportive network, franchisees are empowered to develop their leadership skills, ensuring sustainable growth and long-term success.

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Closing Thoughts

In concluding the episode, Mark shares a personal anecdote that encapsulates the essence of commitment and presence, both in business and life. He reiterates the importance of being dedicated to the journey of growth and the transformative power of embracing leadership and teamwork.

Notable Quote:
"Your success cannot outpace your ability to develop yourself."
— Mark Stubler [45:14]

Justin and Mark leave listeners with a compelling call to action: consider joining the Joe Homebuyer Franchise to benefit from a structured, supportive, and growth-oriented real estate investing environment.

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Key Takeaways

• Systems and Metrics: Implementing structured systems like LOAC is crucial for tracking and optimizing business performance.
• Leadership Structure: Clear delineation of roles between CEO and COO fosters efficient management and scalability.
• Diverse Marketing Strategies: Utilizing cold calling, direct mail, and digital marketing ensures a steady and ethical lead generation process.
• Comprehensive Training: Ongoing education and execution-focused training empower franchisees to excel in various real estate investment strategies.
• Community and Accountability: A strong support network and accountability mechanisms are essential for sustained growth and leadership development.
• Dynamic Investing Approach: Diversifying investment strategies (wholesaling, fix and flip, buy-and-hold) allows for greater flexibility and asset accumulation.

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Visit JoeHomebuyer.com to learn more about becoming a franchisee and joining a community dedicated to transforming real estate investing through systems, teamwork, and leadership.

Transcript

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[Justin Colby]

Still treating your real estate business as a side hustle? At Joe Homebuyer, we help real estate entrepreneurs scale to full time with right strategies, training and community. Join a winning community of go givers. Get access to weekly strategy calls, leadership training and industry expert masterclasses. Plus, we'll help you get more deals across the finish line and increase your profits if you want to stop grinding and start growing. Joe Homebuyer is your competitive edge when.

[Mark Stubler]

You'Re endeavoring to go down. Anything that's important or that you know, has potential, lots of upside. The Joe Homebuyer franchise, this business, don't get into it because you see all these shiny, you know, numbers and all these exciting opportunities. I mean, sure, that's what attracts a lot of us, but you've got to be committed to the journey, the process, everything that can challenge you to become the journey of growth, individual growth that it will require. If you're committed to that, then this is a great opportunity.

[Justin Colby]

The science of Flipping family. Welcome back to another episode. I'm super fired up about this. If you guys have ever read the book Traction, there's usually a visionary and there's an operator or an integrator. This franchise owner, Mark Stubler and his partner are the epitome of exactly that. A visionary and an integrator and operator. And today I have Joe Homebuyer. Mark Stubler is in the house.

[Mark Stubler]

What's up, brother?

[Justin Colby]

What's happening, dude?

[Mark Stubler]

It's good to be here. Thanks for having us.

[Justin Colby]

You guys have 80 franchises, man.

[Mark Stubler]

It is ban. I never. I didn't know what this was going to become. But it's exciting and we're just at the beginning.

[Justin Colby]

It's awesome, dude. I love that because, you know, it's funny being in business as long as I have, you realize every time you kind of realize where you're at you're like, oh, I wanted to be there, but this is just the beginning. I have so much further I can go.

[Mark Stubler]

Well, and I love the challenge of it. Right. We all get into our businesses and we realize, oh, wow, I've got a lot to learn and. But you're also grateful for the journey and the road and everything that's led you to that point. But, yeah, I feel the challenge of being a CEO, of being a. An entrepreneur every single day. Super ambitious to accomplish a lot more, but grateful for, you know, everything I'm experiencing. It's awesome.

[Justin Colby]

So I talked about the book, the traction. The traction, right. And it's like you and your partner, and he's going to have his own episode, but you guys are kind of the epitome of the integrator and the visionary. Talk to us about that component of what you guys have done within the franchise.

[Mark Stubler]

Well, it's just the. The perfect complement of strengths. Right. For those that don't know Cody Hoffine, he is just a whiz at developing ideas, just seeing and, you know, removing caps or limits. Right. And then I'm the one that is tasked with the responsibility of putting it into action, you know, and filtering. Right. Not all the ideas that he floats out there are going to be doable or even shocker.

[Justin Colby]

That's what we do. We just throw so much against the wall as visionaries that someone has to put that mess into an organization.

[Mark Stubler]

That's right. And actually, one of the things that I've learned is I have strengths as an integrator, but I've actually plugged in a COO at Joe Homebuyer that actually has strengths that I don't have. And so really, business is about surrounding yourself with incredible people. So I was fortunate. Cody and I met more than 10 years ago. We've been partners now in real estate for 10 years. But since then, in order to actually expand and grow, we've had to bring on a local CEO for our, you know, real estate flipping businesses throughout the country to manage those. And then we brought on a CEO to help us manage the franchise. So great. People make all the difference.

[Justin Colby]

You. You just said something that's so imperative, right. Is. Is we're all part of many masterminds. I just came back from boardroom. People think that they should be the CEO and they don't account for a COO role. A COO really is the operational manager. Right. They are the true integrator. Looking at the operation. Talk to us about what. What are the things that you Gave up in your role to that coo?

[Mark Stubler]

Well, as far as giving up, I mean. Well, I'll start with what I retained. I'm still responsible for culture, for people, for finance, but the COO is responsible for operations, making sure that we're hitting metrics. His word of the year right now, Vance Courtney, he's our CEO, just a really talented guy. His word of the year is execution. My word of the year is advance. And not just advance a business forward, but actually his name is in my word of the year advance. So we added him. He's adding value, but it's. We're advancing, we're moving things forward, and he effectively does that for us. So as a CEO, I have lots of responsibilities, but to be able to have somebody I can trust that is executing and moving things along, it's made all the difference.

[Justin Colby]

Yeah, absolutely. It. And not everyone can wear all the hats, right? And so a lot of people get into business partnerships for what I would consider the wrong reasons. They bro out, hey, bro, let's have this idea and get all hopped up on some caffeine and go start this thing. Right? That's not their true reason to have a business partner. You know, what you guys have been able to build, really, is that ying and the yang that can help create something powerful. But even then, as a CEO, you are doing something I think most CEOs don't do, which is still continue to leverage. Right. Because again, I'm mentioning it is the CEO tends to think that they should be the culture leader, they should be the KPI leader, they should be the operational manager. They should. That's not necessarily the role of the CEO per se. And so you're already doing something that's really impressive, and that's why you have 80 franchises. And let's talk about that. I want to talk about the franchise. I want to talk about Joe Homebuyer, please. You know, I've done this business now 18 years, right? It is still just my company, right? What are the benefits of a franchise? And then the second layer of that question will be like, what is the difference between a licensing of a name versus a franchise of a name?

[Mark Stubler]

Yeah, great questions. So the benefits of a franchise are really in the eye of the beholder. We have some franchisees that have already done dozens and dozens of deals, and they want to scale their business. They want help learning what the next triggers are to get to the next level. Right. That's been one of the areas of greatest strength for us, is helping business owners take an existing wholesaling or real estate investing business and take it to next, you know, the next level. We help build them a roadmap. Yeah, right. A lot of it is boiled down to two things. It's marketing and sales.

[Justin Colby]

Yeah.

[Mark Stubler]

And you have to have a streamline of leads. Right. So we have strategic partners. We really optimize our franchisees ability to generate leads, to take out the lumpiness, to help them develop consistency in their business. And then my favorite is. Is acquisitions, the sales process.

[Justin Colby]

Nice.

[Mark Stubler]

There's so much money in the. The proper use of. From managing a lead at the very beginning all the way through dispositions. I refer to that whole thing as the sales process to optimize revenue. In the heart of that is the acquisition process. Right. So when somebody buys a franchise, they're getting an operating system to optimize revenue and to know which habits, what activities are going to yield them the best results and optimize their efforts.

[Justin Colby]

Yeah.

[Mark Stubler]

So you know how it compares to licensing or, you know, things that other coaches do. I can't speak to that for sure. But I love the franchising model for this reason. I like the partnership for the franchise or to be successful, the franchisees have to be successful first.

[Justin Colby]

That's right.

[Mark Stubler]

So our entire motivations are aligned in their success. So our entire infrastructure is building a plan around their success so that they are ultimately bringing in revenue, thriving in their business. And then the franchisor succeeds.

[Justin Colby]

Funny that you do that, you know. And since we were talking just a little while ago, so I have a community called REI Live. I'm taking away the coaching model. The coaching model is the 10, 15, $20,000 coaching model.

[Mark Stubler]

That's right.

[Justin Colby]

I'm saying no, no, I want to partner with you and I'm taking newbies who have no way of getting their first deal. Like I don't want to say no way, but very seldom chance. And helping them create certainty, which creates the confidence so they don't just get their first deal, but they get their 10th deal and they can say, hey, you should probably be Joe Homebuyer, become a franchise.

[Mark Stubler]

That's right.

[Justin Colby]

And it's because there's a rep when the alignment of the coach, slash leader or the franchisor. Right. That alignment and everyone fighting for the same thing creates the actual result that everyone's looking for.

[Mark Stubler]

That's right.

[Justin Colby]

So talk to me about your franchisees in the sense of what are the marketing strategies you guys lean on to create those leads.

[Mark Stubler]

Yeah. So the three core. We call them the three core strategies, which is not not going to be a surprise to anybody. But you have cold calling done correctly.

[Justin Colby]

Sure.

[Mark Stubler]

Done ethically. Then you have direct mail and all the various techniques and strategies leveraging a good strategic partners there and then all the forms of web, ppc, SEO, Facebook and all the activities that go into there to have a presence online.

[Justin Colby]

How many leads a month would a franchisee, what are your kind metrics? What would it be a goal for a franchisee? Do they need to create 30 leads a month through their marketing? What do you guys find in this question?

[Mark Stubler]

I'm going to share with you a little insight on what we help our franchisees track. Yeah, it's actually called a loac. LOAC stands for leads, opportunities, appointments, contracts and closes. Right. So that's the acronym. So we help our franchisees drive leads. Now each market and each marketing strategy will yield a different amount of. From a quantity perspective.

[Justin Colby]

Absolutely.

[Mark Stubler]

But what we help them learn and identify in their business is the ratio of leads to opportunity conversion. That's an indication of how well you're managing. You know, the opportunities are coming in, your speed, the lead, how you know, how much urgency you have as far as chasing people down. The opportunity to appointment conversion is a metric you have to be aware of because you need to get your, your face, your body, your feet in front of somebody as often as possible. We have virtual franchisees so that can be done over the phone. Optimally, it's, it's in the living room, it's knee to knee, belly to belly, face to face, where you can build that human to human connection. But that low act, that acronym allows us, it's not just tracking leads, opportunities, appointments, contracts and closes. It's the ratio and how they speak to each other and it's identifying. Okay, what triggers do I need to pull my business based off of tracking these things? So we help our franchisees just by naturally using their CRM. It updates their, their low act, these metrics daily so that they realize to the day, to the week, how is my business doing? What's the health? So those are the, you know, the, I think of them as like the vitals. Yeah, Justin, it's this idea that like if you go into an emergency room, they're very likely, you have a broken arm, you're holding your arm, you're, you're moaning or whatever. They're interested in your arm. They're going to fix your situation with your arm, but they're going to check your vitals first. They're going to make sure, is this person at risk of dying? Or something worse than what I'm seeing with the arm. The vitals of the business in my mind are the loac. And that will tell you everything in your business. And, and that way you're able to make decisions, calculate decisions on what pivots to make.

[Justin Colby]

Yeah, I mean, you know, easy way that I say is data driven. Right. You. You able to make decisions based around your KPIs, so you can pivot one way or another. Now let's talk. I love low aqua that you guys make that up. I like that. I like that a lot.

[Mark Stubler]

Our team did. That's.

[Justin Colby]

That's brilliant. So the reason why that's important to me is because I tend to deal with the newer type of investor. Someone who's been around in every coaching program, every Facebook group, every listen to every episode of mine and everyone else's podcast. Right. But they haven't been able to figure it out. As a coach of a newbie, my number one question is, how many offers have you made? And almost always it's zero.

[Mark Stubler]

Right.

[Justin Colby]

And I said, well, there's zero chance you'll ever get a deal. That's. It's ironic you've never gotten a deal. Right. And that importance of a KPI, which has some irony to it. When you start to grow your business and become a Joe Homebuyer franchisee, the same importance is how many leads you bring in, how many opportunities do you have, how many appointments do you go on, and then how many contracts did you make?

[Mark Stubler]

That's right.

[Justin Colby]

Like that last one, the contracts. It's amazing. And I've done coaching for over a decade. People stop making offers for some reason. And I'm making this point to go into my next question. I have seen. I'm curious to see what you guys think about this franchise. More people are worried about the marketing and lead generating, then they're worried about the salesmanship and conversion.

[Mark Stubler]

It's so true. Would you agree they're missing the mark? Right?

[Justin Colby]

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[Mark Stubler]

Less leads managed well is better than an abundance of leads managed poorly.

[Justin Colby]

You couldn't have said it, but I mean literally that is the truth about like I want everyone to rewind that. I want you to say it again because that is really the importance of our business. Say it one more time.

[Mark Stubler]

Less leads managed well is better than an abundance of leads managed poorly.

[Justin Colby]

Yeah, and too often people get caught up in a lead lead, lead, lead, lead. And I say yeah, but how many offers. But what have you even done to even get that ball down the field right? And so what are some metrics that you're shooting for with the low act for people? Like what, what would you say is your metric for your franchisees saying hey, if, if you have this type of do you have percentages that you can.

[Mark Stubler]

Yeah, percentages are probably the most helpful. So from a lead to opportunity conversion or another way to say it is a lead to me, is any inquiry an opportunity is a yes or a maybe or even a soft no. An opportunity somebody they're going to have some level of follow up too.

[Justin Colby]

That's right.

[Mark Stubler]

That's another way to describe it or another way that people describe opportunity is net lead yeah. So of your net leads, of your opportunities, that conversion ratio really needs to be 30% or better. But that's so subjective because if you're in a market where you're doing a lot of cold calling, it's going to be low.

[Justin Colby]

I was going to say if you're.

[Mark Stubler]

If it's PPC, it probably needs to be 80%. So when I say 30, 30 encompasses all three core strategies.

[Justin Colby]

It also is just kind of a blended ratio.

[Mark Stubler]

It's a blended ratio. So thank you for clarifying that because anybody listening, I think it would. If they identify 30, then they're probably not doing enough. But if it's a blended ratio, it also accounts for somebody calling from a direct mail piece saying, pound sand, take me off your list. We technically referring to that as a lead because we're still trying to identify what percentage of the people that inquired whether they were telling you to take.

[Justin Colby]

You become an opportunity.

[Mark Stubler]

Become an opportunity. Yeah, that's exactly right.

[Justin Colby]

No, that's the right metric in my opinion. Right. There will be people who would tell you that it should look a different way. But. And I just talked to cold calling because it's the lowest cost, typically with the highest lead volume, but also the most challenging to get it from a lead to an opportunity. Right, right. Because what I see in my own business is we have roughly a 10 conversion from someone who we actually contact. Right. Is how we say it. To someone who becomes an opportunity. It's about 10%. So if we have a hundred conversations, someone who's actually somewhat interested to keep that conversation going and going into opportunity, as you guys say.

[Mark Stubler]

That's right.

[Justin Colby]

Is about a 10%. So there would be 10 people out of the hundred conversations.

[Mark Stubler]

That's right, yeah. We have a franchisee, though, Justin, that throws this all out of whack. He sends out marketing in West Texas, and it just seems like anybody that calls is an opportunity. So his ratio's through the roof. So what city was that again?

[Justin Colby]

I'm gonna have your storm.

[Mark Stubler]

So the beautiful thing about this is this isn't so much where you're starting today, it's identifying, getting a baseline, and then the data allows you to make improvements. But if you know that, all right, I'm only converting leads to opportunities at X amount of ratio, then I can drive to make that. You know, I can have a higher percentage of live answer. I can have more urgency and follow up to get in touch with people. One of the. My favorite metrics, because it seems to be one of the best indications of successes Driving your. Your ratio of appointments, what percentage of the opportunities do you attend appointments on? The higher that number is. In fact, early franchisees, we say, hey, hit, hit 100%. Now, that's not realistic. But if we said in their mind that you just need to go on 100% of the appointments that are or opportunities are created, you need to attend 100% of them as appointments, offers equivalent. You know, getting out and meeting with. With sellers, you're setting them up with the experience, the training, the get the marbles out of the mouth, perfecting the system and ultimately giving the highest probability of. Of success.

[Justin Colby]

Yeah. And the same thing is, is what does it say if you choose charge land on the moon.

[Mark Stubler]

That's right.

[Justin Colby]

Vice versa. Something like that. Right.

[Mark Stubler]

Nailed it. Yeah.

[Justin Colby]

So now in terms of your franchisees, who would be like, I love the model. Here's why I love the model. Us coaches. And I'm still a coach and will likely coach till the day. I love it. Okay. We show them how to do it in most cases. In my case, I actually do it with them.

[Mark Stubler]

Sure.

[Justin Colby]

Specifically because I'm holding the hand of a brand newbie. Right. So it's like helping a child walk. You do it with them. The franchise model to me is like the next phase of that. Right. Where coaches don't do it. Justification. Because they just tell you what to do and say, go do it. Great, fine. There's a place for that. Some people do. 99% people don't.

[Mark Stubler]

Right, Right.

[Justin Colby]

What I do and what you do. What I do and what you do, very similar. Where you grab their hand and say, we're going to do this together.

[Mark Stubler]

Together.

[Justin Colby]

That is a big switch in mentality. And not only that, Joe homebuyer has an operating framework. So let's talk about the operating framework for a second. You're the CEO and let's just almost role play to this, to the thought of like, hey, Justin, I want you to be a Joe Home buyer. What are the. The value adds a Joe homebuyer brings to an investor who's active, but they're a little lost. They're getting deals done, but they're just, they. They still kind of have the wobbly legs. Right?

[Mark Stubler]

Yeah.

[Justin Colby]

What are the value aspects of Joe homebuyer?

[Mark Stubler]

I'm going to take one step back first because then I want to talk about the value add, but I. We actually are very protective of the johanbayer brand because that's essentially what we're offering is to streamline and to bring, you know, a brand that then they can leverage. Right. But we're really looking for brand ambassadors. So gone are the days where we'll send. They say in the early days of franchising, you only sell franchises to family and suckers. Right. That's who. That's the only people that would ever buy your franchise. Right. Because it's new, it's not unproven. Well, we're. Gone are those days. So we're very much looking for the right fit. And that goes both ways. We're not naive. We realize that we're not the right fit for everybody, but we also understand that we're not just looking for anybody. We start and we lead out with those that can embody and really raise our community by supporting our culture. And that's, you know, for example, our four core values are we use the 4H system. Right. So honest, humble, hunger, and heart for others. And we're looking for those that kind of embody and can and complement that and bring it and thrive in that environment. And when we find that, then they're attracted to. Sure. We can help build out a blueprint for somebody that is struggling to have consistent deal flow. That's where we thrive. We can help create a system where you have consistent and deliberate efforts in your marketing to drive. Take out some of the lumpiness in the business.

[Justin Colby]

Yeah. And I think that's. That's a major problem in the space. Right. There's the. The masterminds that we're all a part of that talk about scale. Right. Okay. Then there's the. Let's get started. And in the middle, somewhere, somehow, probably because of marketing, the growth cycle gets phased out. People forget to just grow what they've been doing.

[Mark Stubler]

That's right.

[Justin Colby]

Right. Gain some consistency in your business. And that's where Joe Homebuyer can really, really help. Right. If you're actively doing deals. I mean, do you guys have some level of, like, entry level? Not entry level. But what I mean is, like, a barrier of entry for someone. Like, if someone comes to you and says, mark, I saw you on Justin's podcast, for God's sakes, I would love to have the supported Joe Home by a brand. I'm honest. I'm humble. Right. Like, I have the four H's. What does that look like for you guys? What if your real estate business ran like a machine with constant deals, higher profits, a roadmap to financial freedom? That's exactly what we help entrepreneurs achieve. At Joe Homebuyer, we provide the sales, negotiation, and marketing training that separates top investors from the rest but it's more than just education, it's execution. You'll get weekly strategy calls, expert lead masterclass, deal reviews and real time business coaching so you can scale with confidence. Plus, you'll be surrounded by a community of self driven, winning entrepreneurs who push each other to new heights. And for those of you who take this production to the next level, you'll qualify for our exclusive President's club where you'll be rewarded by luxurious vacations, recognition and in high level networking. If you're serious about turning your side hustle into a business that thrives, Joe homebuyer is your path to scaling fast and winning bigger. As many of you know, I'm constantly on the move, juggling multiple businesses, traveling and ensuring I get my morning workouts in. Staying fresh isn't just a preference, it's a necessity. But let's face it, after back to back meetings, juggling two kids at home and the hustle and bustle of everyday life, body odor can become an issue. But here's the deal. Mando has revolutionized how I stay fresh. This isn't just another deodorant. It's clinically proven to control odor better than a shower alone with soap. My favorite scent, Bourbon Leather. It's fresh, is subtle and doesn't clash with my clone. And I was surprised by how well the solids stay stick works. Even after an intense morning workout. Mando Starter Pack is perfect for the new customer. It comes with a solid stick deodorant, Cream Tube Deodorant, two free products of your choice like a mini body wash or a deodorant wipe, and free shipping as a special offer for listeners and new customers. You get $5 off a starter pack with our exclusive code that equates to over 40% of your starter package. Use code [e-mail] that is S-H-O-P M A N D O.com Please support our show and tell them we sent you smell fresher, stay drier and boost your confidence from the head to the toe with Mando.

[Mark Stubler]

Well, we are looking for a franchise. The ideal franchise candidate or somebody that we'd run with is somebody that has done a handful of deals. And the reason for that is we can't, you know, really want or I guess our interest is not working with somebody that's still trying to figure out if they're committed to the business. If they're trying to figure out if this is going to be long term for them, they have to be past that. They have to say, I've Done it. I've got my teeth kicked in and guess what? I enjoyed it.

[Justin Colby]

Yeah.

[Mark Stubler]

Like, I actually had a good time getting my teeth kicked in. I understand how challenging real estate is. I also understand how fortunate and grateful I am to be in real estate. And I want more and I want to continue to grow and thrive in that, that space. So something that's done a handful of deals, is that 5? Is that 10? It's really based off the individual. We also want a franchise individual that is going to lift. In other words, we're looking for people that plan to enhance the community. I have to tell you, just one of the things I underestimated when we first started the franchise is the caliber of individuals we'd be surrounding ourselves with. And I know people talk about community and it's just different. Yeah, we, we, we're not trying to be anybody else. We're just Joe Homebuyer.

[Justin Colby]

Yeah.

[Mark Stubler]

And our culture is, is, is powerful and different and I'm grateful for that. Our franchisees are powerful.

[Justin Colby]

Well, you know, community is everything. I think we have a mutual friend. Pace Morby is shown what can happen with community. Right.

[Mark Stubler]

Well said.

[Justin Colby]

It just, you know, him and I talk a lot and he's just like Colby. It's just no one's willing to put this much effort in traveling. But what I do see about what he's done is he's built a tribe that just bleeds the right. Right. I mean, it's amazing. And so I love that about Joe Homeb. Again, what, maybe what are some of the assets like Joe Homebuyer would get? Because again, it's one thing to just have someone say, I'll hold your hand. And that leans into just coaching. What are some things that, like, someone can be like? Man, I got to really consider doing this franchise thing.

[Mark Stubler]

Well, I'm going to give you a taste of it. To anybody listening, go to the joe way.com and the joe.

[Justin Colby]

Joe way.com. yeah.

[Mark Stubler]

And that will give you. That's right, the Joe Way dot com.

[Justin Colby]

There you go.

[Mark Stubler]

And it's going to give anybody listening some framework for what I believe to be the most dynamic sales process as it relates to the negotiation, how to get the deepest discounts and the best deals while providing a meaningful value to the seller. And it's, it has training videos, complimenting training videos and, and a complete instruction guide to compliment. You'll find it all on thejo way dot com. But that's an indication of one of the assets that they get just extremely high level how to sales Training, but it's ongoing. You have a deal, you're trying to get over the finish line, you call in, you get help from the support team, you have a deal, you're trying to disposition and optimize revenue. You talk, you attend the disposition support, you know, support line. But then it's things like aggregated data. Look, we have a CRM that all of us use collectively. We're in multiple markets throughout the country. We know what's working. We're able to combine both the data from our strategic marketing partners. And that's the other thing is we save you time and energy and money, frankly, with our strategic market strategic marketing partners, our buying power. You use our marketing partners, you say on every single one of those partners, you don't even pay their going rate, you pay the Joe rate. So there's just, there's lots of.

[Justin Colby]

I think I'm going to pause you there because I think there's a lot of people out there that their first thing is like, well, how much money do I have to spend on marketing? But you, what you just said really should highlight to most people that they don't think about it economies of scale. When you have the Joe buying power. Right. Joe home buying. Joe home buyer buying power. That was a mouthful in marketing. Whether it's ppc, whether it's direct mail, whether it's the relationships. Because you have 80 of these franchises spending money, you can reduce the, the effective cost. Justin Colby going out and doing the same, you know, mail count. I'm not going to get economies of scale.

[Mark Stubler]

That's right.

[Justin Colby]

Right. And people don't realize the power of something like that. That's right now talking as a CEO, do they need to be at that level? Do you almost come in and help them understand and think more as a CEO?

[Mark Stubler]

Well, we, we encourage them to think well internally. Let me back up one step. Internally. We actually have an ambition to create world class leaders. You know, you could say, well, what is the purpose of Joe Homebuyer? You could say that the purpose of Joe Homebuyer is to become the largest homebuyer in the country. The way we get there is by creating world class leaders. And so they don't have to come in as, you know, I'm a CEO, I'm a, I'm the, you know, top of the world today. We want those that are humble though, and are teachable and that developing as individuals, developing as leaders is, you know, what the track that they're on, who they want to become. Because imagine this, Justin, and it's happening. You have 80, 250, 500 franchisees across the country that are world class leaders. The, the impressions, the impact they're having on their homes, their families, their communities. The byproduct is they're buying lots of homes, are extremely successful in real estate and they're doing it the right way. They're improving the lives of the families that they're providing the services to. But it starts with who they're becoming. And so yes, our, we actually have infrastructure in Joe. And I get. Nobody's attracted to this. Nobody's going to buy a franchise because they're like, oh, I want to become a better leader. In fact, not everybody even identifies that they need to become a better leader. But the truth is we all need to become better leaders.

[Justin Colby]

And that's, that's a muscle I talk about from stage. When I speak on stage, I talk about leadership because I think it's a muscle most people don't even know how to work out. Well, it's almost like legs day, right? Like you know it's out there and kind of exists, but it's this thing you're just like, but you avoid it now. So in. But that is a muscle that if you own a business, being a leader has to be worked out because as you just said, you're not just leading like you're not just. If you're going to be a solopreneur, fine, don't be a leader. I mean it's just you and there's no one else in the organization. But if you're going to run a real business, run a franchise and you don't know how to be a leader, you're going to struggle for a long time. Do you guys have that kind of training or do you guys have live events within Joe homebuyer? What, what is kind of the support that you can give a franchisee with regarding to leadership?

[Mark Stubler]

I love it. In fact, Justin, you need to join us. Next week we're in San Diego. We have our annual conference. We actually have Brent Daniels who's a franchisee, Jerry Norton who owns several franchise locations. They're going to be out there. Even Pace Morby is going to join us on stage out at our conference in San Diego. So we're really excited. The events bring everybody together, really strengthens the community.

[Justin Colby]

Yeah.

[Mark Stubler]

But as it relates to specifically leadership training, actually there's a lot of support we have within our repository of library of content. There's a lot of content where you're just driving down the road and you just Want to be uplifted and encouraged. And then Cody does an incredible once a week, you know, mastermind, bring your ideas together, personal development strategy, call every single Thursday. I'm sure he'll talk with you about that. But it's one of those things where. And I would even argue you mentioned that, you know, hey, if you don't want to build a business, there may be leadership, you know, if you're going to be a solopreneur, but at some point, you got to lead yourself. And that's where leadership starts. Is what is your morning routine? What is your. And I know you're big into these things.

[Justin Colby]

Huge. This is a big factor for me. This is a bit. We're very much in alignment. Because I would even tell the solopreneur, they need you more than anyone else because they have no community. They don't have someone. They don't have a trajectory to lean on. They don't have leadership. They don't have Cody, they don't have Mark. They don't have.

[Mark Stubler]

That's right.

[Justin Colby]

And they're just trying. And literally, as the guy who teaches most of these people, they want it, and I've been able to give them the road map to go get it. Exactly how to catch the fish, Right?

[Mark Stubler]

That's right.

[Justin Colby]

And then, you know, that is the differentiating factor of coaching versus now, what I now do and what you guys are doing at the next level, right? I do. Newbie. You guys go growth. Right. The solopreneur really needs to be looking you guys up. This is, you know, I'm talking to all of you out there that are like, I've done some deals. I can't really figure out what the I even did to get the deals. This is where you want to lean on Joe Homebuyer. Right. Go to the website. What was the website again?

[Mark Stubler]

The joway.com the joe way.

[Justin Colby]

Because again, as a solopreneur, it is the most difficult position to be in is to feel like you don't have the community, that you don't have someone you can lean on, that you're just. You kind of get it, but you're not really getting it.

[Mark Stubler]

So watching a YouTube video here and there and that, that's great. But at the end of the day, do you actually have the habits in place to get predictable, consistent results?

[Justin Colby]

Right. So the event, and I'm hoping this comes out before the event. When is the event?

[Mark Stubler]

Well, the event's actually next week, and you have to be a Joe Home buyer franchise. So we're Putting the carrot out there for people to realize. No, this is like, yeah, you know, I mean, the people speaking from stage, the workshops, the things we're gonna be working on. Because it's not just a venue where you're going and, and hearing from speakers. It's actually we're working on our businesses.

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[Justin Colby]

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[Mark Stubler]

We're moving our businesses forward and we have an annual event and it just happens it's next week in San Diego.

[Justin Colby]

Love that.

[Mark Stubler]

Yeah.

[Justin Colby]

And so talk, talk to me a little bit about the franchisees, the KPIs. Let's lean a little bit more into the business, the day to day business. Right, that I think a lot of people, they've heard, they've watched YouTube videos. What are some of the expectations on Joe Homebuyer franchisees, You know, within a year, what kind of benchmark or what kind of, you know, what are the expectations that you would say, hey, if you are one of our franchisees and you go all the way in, you don' Tiptoe into the short, you know, in the shallow end.

[Mark Stubler]

That's right.

[Justin Colby]

What are you saying to these franchisees?

[Mark Stubler]

Well, it starts with the, the daily non negotiables. Right. Which is talking to sellers, talking to buyers, going on appointments. It's these activities and then it includes, you know, marketing and, and staying consistent with, with your efforts there and, and talking to sellers and those things are a form of marketing, but it's in the actual investment. So when a franchisee comes in, we're really building out not just the roadmap, but we're identifying are they on track. Right. You mentioned, you know, what benchmarks do they need to hit? It's Are they developing the daily habits that are going to get them consistent results? And then just having honest, frank conversations with them like, hey, you're not on track because you're not attending appointments or you're not picking up the phone. And it's helping them identify what activities will afford them the consistency and the results that they want. And that's, you know, what it is. You know, I think of like, you know, personal trainer at the gym or anybody that holds you accountable for anything. And, you know, this, this is where you make your bread and butter. You provide this value to so many people. But it's, we all do better when there's accountability, right? We all do better. You know, even I started using an app on my phone just to track my nutrition each day. And by virtue of committing to do that, I'm eating better, I'm. I'm consuming more protein, I'm staying on target, and I'm saying no to other things. And so that's the framework essentially, that Jo Humber provides is, you know, what to do, what habits to create, and then a natural community to help encourage that accountability so that, you know, you can get the results that you've tasted, but now you want to become more predictable, you want to be, you know, more consistent.

[Justin Colby]

Expect those results in more of a historically speaking, like, coaching model. How many times do they have access to you guys as the franchisors or any, you know, whether it's you or Cody?

[Mark Stubler]

Every day.

[Justin Colby]

Every day.

[Mark Stubler]

Literally, they. There's. I mean, every single day there's something that they can have direct support, direct access. And then 24 7, I mean, we have, when I say 24 7, the, you know, our support channel.

[Justin Colby]

That late.

[Mark Stubler]

I better not oversell that. I mean, really, we have virtual assistants and different things that are steering them to the learning management system. And then obviously, the learning management system has a lot of content where they can search. Hey, what's an answer? Or what? Here's my challenge. They can search and it can pull up and oftentimes answer the question. But in terms of a live person that they can interact with every day.

[Justin Colby]

Essentially, I mean, that's phenomenal, right? Again, you guys are collaborating in and putting together a platform that really speaks volumes for that person. I call it the growth plan, right? Where you're like, you got to figure out how to do more, you're doing it, but you don't really know where the next steps are, right? And that's really, really powerful. I know one question most people are going to say is, they're listening to this. Well, how much is it? Go to their website. Go to the website. That's the answer, right? That's right. And so the franchisee has. Is there an expectation on like, type of deal? Do we focus only on wholesaling? Do we focus only on fix and flipping because we're buying? What. What is the kind of expectation on exit strategy or you know, what I call being a dynamic real estate investor. Doing all three. What do you guys pull them to?

[Mark Stubler]

Yeah, I love that. Dynamic real estate investor.

[Justin Colby]

Yeah, because I, you know, again, I'm the like want to do them all. Like being a one. If you're a hammer, everything's a nail. So if you're just a wholesaler, then you're only going to underwrite to wholesale deals. But if you're a fix and flipper also, you might understand, or a buy and hold landlord, you should be doing them. But you also could be a better wholesaler because of it, because you understand the metrics that they need to run by.

[Mark Stubler]

That's right. Yeah. So each of our franchisees are trained and there's infrastructure around all three because we want our franchisees to accumulate assets as well. You know, some see rentals as their path to passive income and wealth. Other seed is just a vehicle to create some additional, you know, appreciation, some tax advantages, additional assets that they can then leverage in the future. But it often starts at. A lot of our franchisees start to build momentum with a higher percentage of wholesaling. But others come in with the expectation and the focus of. In fact, we're working with a very talented individual right now that is pursuing Joe Homebuyer. And we're at the finish line and they did 37 rehabs last year and they're coming to Joe to learn the wholesaling side.

[Justin Colby]

Yeah.

[Mark Stubler]

And on the flip side, we have people that come with wholesaling experience and they come to learn the flipping and the, the renovation side as well as, you know, want to have a system to then take down some rentals. So, yeah, I Love the Dynamic 3. I've never coined it that way, but that's, that's very much our approach as well.

[Justin Colby]

I think it should be the only approach, frankly. You know, a lot of our mutual friends are wholesale, wholesale, wholesale. And I go, I get it. But really you don't need credit to raise money. You don't need. You know what I mean? I understand it de risks everything, but you also need to teach them, like if they have something they want to fix and flip and they just so happen to have a couple bucks. Like if that's the best decision for that property. Right. Is the. What is the best potential of the asset?

[Mark Stubler]

That's. I love that question.

[Justin Colby]

And that's. That's what you want to be able to teach them to. That's what you want to guide them to. Because we fix and flip, we buy and hold, we wholesale.

[Mark Stubler]

That's right.

[Justin Colby]

So why do we want to limit the people that we're trying to help to just stick to one bucket? Right.

[Mark Stubler]

One thing that I like to highlight here about Joe Homebuyers, Cody and I, we're still in the game. So we didn't just used to do wholesaling. We didn't have that experience at one point or worse. We're not a CEO of a franchise system that's never actually done wholesaling, rehabbing. And I mean, we do. We have active rehabs going on right now. And I highlight that because we are in three markets ourselves. So we reside in Salt Lake, but we have an office in North Carolina and we have an operation in Dallas as franchise territories, part of the system. Because we want to know and experience what the franchisees are going through.

[Justin Colby]

Yeah.

[Mark Stubler]

We want to leverage and test all of our strategic marketing partners and their techniques, their strategies. So that's one of the differentiators as well, is we're not just doing it in theory. We didn't struggle at wholesaling, so we became a coach. We actually are continuing to do it today.

[Justin Colby]

Hell, is that quote people who can't teach or some nonsense? I think it's. I kind of changed. I don't know. I mean, because we've just all been around so long. I feel like the biggest and best teachers are the ones that are the most active and not just. They couldn't.

[Mark Stubler]

That's right.

[Justin Colby]

So anyways, that is huge. I think it's really important that they know that they're going to be taught to wholesale, fix and flip and buy and hold and all verticals work. And it's always the best potential. I think anyone out there that is really looking for something that can give a baseline, that can give a framework, you gotta seriously consider this. I mean, genuinely, some of the bigger names in our industry from Jerry and Brent, both incredible human beings, great business owners, if they're bought into the franchise and it's good enough for them, should be good enough for you guys too. Any final thoughts that you kind of want to wrap up as the CEO of Joe Homebuyer, as someone who works on building the community and the culture. What do you want to say to the people maybe listening, considering something like this?

[Mark Stubler]

Well, the journey. It's just when you're endeavoring to go down, anything that's important or that you know, has potential, lots of upside. You have to remember, by the way, this is. As I'm saying this, Justin, I'm preaching to myself, right. I realized as I was driving down the road the other day, this is a true story.

[Justin Colby]

Yeah.

[Mark Stubler]

And I look at, and I'm driving behind a car that's going 35. And as I look off to my right here, the speed limit sign says 45. So we're going exactly 10 miles below the speed limit. And it's not a road that I'm supposed to pass.

[Justin Colby]

Yeah.

[Mark Stubler]

And so I'm. I'm looking at. Right. Maybe I'm going to pass this person not because it's legal, but because they're going 10 miles an hour below the speed limit. And then I had this epiphany, this light bulb. The true story. My girls, I have a wife and of 22 years.

[Justin Colby]

Congratulations.

[Mark Stubler]

Yeah. Isn't that amazing?

[Justin Colby]

That's phenomenal, actually.

[Mark Stubler]

Beautiful wife, 22 years. And I have a son who's actually serving a mission in Detroit. So he wasn't in the car. And then I have three daughters, they were all in the car and they were singing a song, Right. And here I was, I was gonna cruise and speed around so I could hurry home and get home sooner. And then I realized, what am I doing? Yeah, I'm exactly where I need to be right now, listening to my daughter singing a song. And I. And I sat back and I started to enjoy the process. So the Joe Homebuyer franchise, this business, don't get into it because you see all these shiny, you know, numbers and all these exciting opportunities. I mean, sure, that's what attracts a lot of us, but you've got to be committed to the journey, the process, everything that can challenge you to become the. The journey of growth, individual growth that it will require. If you're committed to that, then this is a great opportunity.

[Justin Colby]

That's a great way to end it. I genuinely believe that people, you can't. Your success cannot out level or outreach. That's your ability for self development.

[Mark Stubler]

That's right.

[Justin Colby]

You can't outpace it.

[Mark Stubler]

Nope.

[Justin Colby]

Your success cannot outpace your ability to develop yourself.

[Mark Stubler]

Well said, dude.

[Justin Colby]

It's been an honor. It's been awesome. I. I see big stuff between Joe Homebuyer, Justin Colby, the whole, the whole working stage.

[Mark Stubler]

It's true brother.

[Justin Colby]

You guys got to check out Joe Homebuyer. Go to the website again. What's the other yes please. The joeway.com check us out Follow Mark this is great. I really think anyone out there, if you're actively doing any level of deals, you have to consider a franchise for for nothing else than community. Being able to be around these two individuals as leader of the franchises and the experience they bring. I mean this is. This is phenomenal, dude.

[Mark Stubler]

Yeah, thank you brother.

[Justin Colby]

If this was impactful. If you know someone that might need Joe Home by a franchise, make sure you share with two of your friends. See you on the next episode.

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