WEBVTT 00:00:00.000 --> 00:00:02.160 Welcome back to another episode of the Reseller's 00:00:02.160 --> 00:00:04.559 Mindset Podcast. My name is Mike, also known 00:00:04.559 --> 00:00:06.559 as the Used Book Guy on YouTube, along with my 00:00:06.559 --> 00:00:08.599 friend and fellow full -time reseller, Johnny 00:00:08.599 --> 00:00:11.150 B. We help people start and grow their reselling 00:00:11.150 --> 00:00:13.589 businesses from the ground up. We also have a 00:00:13.589 --> 00:00:15.570 weekly Zoom call and private Discord for all 00:00:15.570 --> 00:00:18.469 YouTube members. Head on over to youtube .com 00:00:18.469 --> 00:00:20.829 backslash usebookguy to join the channel and 00:00:20.829 --> 00:00:23.469 gain access to the full -length podcast, Zoom 00:00:23.469 --> 00:00:26.129 call, and private Discord today. Let's get into 00:00:26.129 --> 00:00:28.469 this week's episode. What is up, everybody? Welcome 00:00:28.469 --> 00:00:30.629 into another episode of the Reseller's Mindset 00:00:30.629 --> 00:00:32.869 Podcast. My name is Mike, next to Johnny. I am 00:00:32.869 --> 00:00:35.950 laughing because I just had a big explosion before 00:00:35.950 --> 00:00:38.649 I started this. Not on Johnny, just about recently. 00:00:38.700 --> 00:00:41.000 selling in general, but today's topic is not 00:00:41.000 --> 00:00:45.320 me exploding right here on video. It's about 00:00:45.320 --> 00:00:48.880 my approach to 2026. And I think it should be 00:00:48.880 --> 00:00:51.979 almost everybody's approach is to look for higher 00:00:51.979 --> 00:00:54.920 quality items. And in the land of Amazon, you 00:00:54.920 --> 00:00:59.439 actually can. Sell less items and make more money. 00:00:59.539 --> 00:01:02.520 I know it sounds so scammy every time I say it, 00:01:02.539 --> 00:01:05.640 but that is really my goal this year is to sell 00:01:05.640 --> 00:01:09.040 less, but make more. Last year, I sold over 12 00:01:09.040 --> 00:01:12.799 ,000 items on Amazon and Amazon made more money 00:01:12.799 --> 00:01:15.480 than me, right? So every step of the way, if 00:01:15.480 --> 00:01:19.030 I sold an item. a book at 15 bucks, Amazon made 00:01:19.030 --> 00:01:22.209 10, I made five. My plan this year is to reverse 00:01:22.209 --> 00:01:24.049 that. I want to be the one making more money 00:01:24.049 --> 00:01:26.750 than Amazon. So in Amazon, that basically sums 00:01:26.750 --> 00:01:30.049 up to, you got to sell a book for $21 to make 00:01:30.049 --> 00:01:32.329 more than Amazon and a CD or DVD, you got to 00:01:32.329 --> 00:01:35.650 sell at $17. My ASP last year was like $14 .95, 00:01:35.810 --> 00:01:38.569 give or take a few pennies here or there. This 00:01:38.569 --> 00:01:40.810 year, I want to try to get around the $17 mark. 00:01:41.599 --> 00:01:44.200 So the idea is I don't have to send, source, 00:01:44.319 --> 00:01:47.219 buy, sell, take the risk of my dollars on 12 00:01:47.219 --> 00:01:50.180 ,000 items. Maybe I can do it with 8 ,000 items 00:01:50.180 --> 00:01:52.379 and make more money. So I create less work for 00:01:52.379 --> 00:01:55.939 myself. I have less capital invested in the items 00:01:55.939 --> 00:01:58.359 that I'm actually purchasing. But the problem 00:01:58.359 --> 00:02:01.069 with that, Johnny, is. If you're not buying everything 00:02:01.069 --> 00:02:02.890 in the thrift store, dude, you're not motivated. 00:02:03.069 --> 00:02:04.469 Let's face it, right? Dude, people go to the 00:02:04.469 --> 00:02:06.510 thrift stores. If we leave a thrift store with 00:02:06.510 --> 00:02:09.389 like, and we can easily carry our items out to 00:02:09.389 --> 00:02:11.069 the car from the thrift store, it was a bust. 00:02:11.189 --> 00:02:12.930 And we're like, we're struggling whether or not 00:02:12.930 --> 00:02:15.789 we should continue on this journey. I think your 00:02:15.789 --> 00:02:18.050 first mistake is going into a thrift store, but 00:02:18.050 --> 00:02:22.330 that notwithstanding. No, you're absolutely right. 00:02:22.449 --> 00:02:25.270 I mean, when I started even on eBay, my ASP was 00:02:25.270 --> 00:02:30.159 ridiculously low. I was doing quality work, and 00:02:30.159 --> 00:02:32.960 then I realized I could pay myself more by just 00:02:32.960 --> 00:02:35.840 raising my price and having a higher ASP. Same 00:02:35.840 --> 00:02:39.639 work, just asking for more money because my presentation's 00:02:39.639 --> 00:02:41.680 better, and you kind of know what you're getting 00:02:41.680 --> 00:02:45.900 when you buy a book from me. There's always three 00:02:45.900 --> 00:02:48.120 business models. There's the buy and hold at 00:02:48.120 --> 00:02:50.280 whatever ridiculously high price. There's the 00:02:50.280 --> 00:02:54.650 high ASP model. And then there is the bulk model, 00:02:54.789 --> 00:02:56.830 essentially. Buy as much as you can, process 00:02:56.830 --> 00:02:58.969 as much as you can, send it in or list it in. 00:02:59.289 --> 00:03:02.789 All three work technically. It's just how hard 00:03:02.789 --> 00:03:06.229 do you want to work. That's essentially it. We'll 00:03:06.229 --> 00:03:08.289 continue on with the thrift stores, which I disagree. 00:03:08.909 --> 00:03:11.289 You can get a better deal if you offer to buy 00:03:11.289 --> 00:03:16.270 it all. You can cherry pick and leave the run 00:03:16.270 --> 00:03:18.030 -of -the -mill stuff behind, whatever the run 00:03:18.030 --> 00:03:19.930 -of -the -mill numerically is to you. That's 00:03:19.930 --> 00:03:25.449 what that is. Or you can get backroom access, 00:03:25.590 --> 00:03:27.889 and that's kind of the best of both worlds. You 00:03:27.889 --> 00:03:29.509 don't have to buy it all. They just want you 00:03:29.509 --> 00:03:32.229 to kind of do a little bit of work for them by 00:03:32.229 --> 00:03:38.129 buying from the backroom. Now, I don't – I think 00:03:38.129 --> 00:03:42.789 people value their time, but their valuation 00:03:42.789 --> 00:03:45.689 is wrong. They think if they buy it all and process 00:03:45.689 --> 00:03:49.159 it all and send a – good percentage in, they're 00:03:49.159 --> 00:03:51.319 going to do all right. I disagree with that. 00:03:51.639 --> 00:03:55.840 You could buy it all, sure. But what you should 00:03:55.840 --> 00:04:00.020 be sending in, if it's not at least $10 or more 00:04:00.020 --> 00:04:04.039 profitable these days, I strongly urge you to 00:04:04.039 --> 00:04:09.580 stay away. Unless you're doing like true bulk, 00:04:09.740 --> 00:04:11.479 like you're getting the truckloads every week, 00:04:11.500 --> 00:04:13.419 you're doing a truckload a week kind of person, 00:04:13.500 --> 00:04:16.269 that's probably true. Even if you're doing a 00:04:16.269 --> 00:04:18.769 merchant operation, whether that's FBM, eBay, 00:04:19.029 --> 00:04:23.110 whatever. But if you're going to buy it all, 00:04:23.269 --> 00:04:26.430 you're going to have the pain points of a bulk 00:04:26.430 --> 00:04:28.050 seller. Like, what do you do with the stuff left 00:04:28.050 --> 00:04:30.170 over? Well, you got your buyback companies. You've 00:04:30.170 --> 00:04:33.149 got the trash can outside. You've got the Facebook 00:04:33.149 --> 00:04:36.389 marketplace angle. But all these require time. 00:04:36.569 --> 00:04:40.170 So in this higher ASP model, you're going to 00:04:40.170 --> 00:04:43.470 go out. You're going to take home less. And you 00:04:43.470 --> 00:04:45.649 may have to go out further. That's just a simple 00:04:45.649 --> 00:04:49.410 reality to get enough accumulation in Amazon 00:04:49.410 --> 00:04:51.769 land of a box worthy or a couple boxes worthy 00:04:51.769 --> 00:04:54.250 to send in a week. You're going to have to leave 00:04:54.250 --> 00:04:57.290 that $5 shit behind. Leave it behind. You're 00:04:57.290 --> 00:04:59.110 literally chasing nickels when you should be 00:04:59.110 --> 00:05:03.670 chasing dollars. I see this a lot. Because I 00:05:03.670 --> 00:05:05.949 get recommended a lot of reselling stuff, right? 00:05:06.029 --> 00:05:09.980 People showing what's sold on eBay. I mean, it 00:05:09.980 --> 00:05:12.100 looks cool, right, Johnny? I got my whole table 00:05:12.100 --> 00:05:14.860 laid out, like everything I sold on eBay. And 00:05:14.860 --> 00:05:17.379 then like I pack it, I get to the post office, 00:05:17.439 --> 00:05:19.639 I get home and I look, eBay's got a little thing 00:05:19.639 --> 00:05:22.939 that says available funds. It's like 10 bucks 00:05:22.939 --> 00:05:25.139 and you're like, wait a minute, I just wasted 00:05:25.139 --> 00:05:29.540 how many hours? And it's, I can't say this enough. 00:05:29.759 --> 00:05:33.459 I started reselling because I wanted a better 00:05:33.459 --> 00:05:37.110 quality of life. I never set out to be the million 00:05:37.110 --> 00:05:39.889 -dollar reseller. I was at a job where I was 00:05:39.889 --> 00:05:42.750 working 60 hours a week salary. Sure, money a 00:05:42.750 --> 00:05:45.470 factor, 100%. We wanted to keep the lights on. 00:05:46.060 --> 00:05:48.660 I thought to myself, if I can make the same amount 00:05:48.660 --> 00:05:51.240 of money in a shorter amount of time, that allows 00:05:51.240 --> 00:05:53.480 me to live my life and kind of do what I want. 00:05:53.560 --> 00:05:56.019 Now, sure, it's kind of transpired into where 00:05:56.019 --> 00:05:58.160 I was making a lot more money than I was working 00:05:58.160 --> 00:06:00.399 my actual job. But I think you hit it on the 00:06:00.399 --> 00:06:04.279 head. As you get more picky and selective, you 00:06:04.279 --> 00:06:06.939 don't, you're not spending as much time, which 00:06:06.939 --> 00:06:09.420 necessarily isn't, it's not a bad thing, right? 00:06:09.480 --> 00:06:12.779 Like, I just started up eBay again this year. 00:06:14.710 --> 00:06:17.689 It's amazing to me if you have a higher priced 00:06:17.689 --> 00:06:21.050 item, how much more flexibility you have and 00:06:21.050 --> 00:06:24.529 how like you feel better when you get a sale 00:06:24.529 --> 00:06:27.069 or like you don't feel as bad like when you sell 00:06:27.069 --> 00:06:29.870 an item because you know you just made like $20 00:06:29.870 --> 00:06:31.990 after fees, right? It's going to take you two 00:06:31.990 --> 00:06:34.750 minutes to pack and have the label on it and 00:06:34.750 --> 00:06:37.069 then you can take it to the post office. But 00:06:37.069 --> 00:06:39.290 I do think it's what you said. I think more people 00:06:39.290 --> 00:06:42.639 are inclined to. Get everything because it sounds 00:06:42.639 --> 00:06:44.939 cool and it feels good. You got a whole car full. 00:06:45.319 --> 00:06:47.759 But then you got to deal with the back end of 00:06:47.759 --> 00:06:49.860 this. And the back end is you got a lot of stuff 00:06:49.860 --> 00:06:53.279 you have no right. Like, I mean, Johnny said 00:06:53.279 --> 00:06:55.139 to throw out your books. All right. Not me. Usually 00:06:55.139 --> 00:06:57.360 I'm the one telling you guys to, you know, do 00:06:57.360 --> 00:06:58.939 whatever you got to do with the books. We just 00:06:58.939 --> 00:07:00.600 don't want to see them again. Right. It's like 00:07:00.600 --> 00:07:03.319 the mob. Hey, do whatever you got to do. We don't 00:07:03.319 --> 00:07:05.060 want to see them again. Bury them in the cement, 00:07:05.199 --> 00:07:07.920 whatever. We don't care. I think a lot of people 00:07:07.920 --> 00:07:10.100 get caught up with that type of stuff. And it. 00:07:10.730 --> 00:07:13.370 I think it destroys way more businesses than 00:07:13.370 --> 00:07:15.529 it helps. Like I literally think that is a big 00:07:15.529 --> 00:07:17.310 reason why a lot of people fail because they 00:07:17.310 --> 00:07:20.670 wind up with all this junk listed and it just 00:07:20.670 --> 00:07:22.350 sits there and sits there. And we were talking 00:07:22.350 --> 00:07:23.810 about this before the call. You're like, well, 00:07:23.850 --> 00:07:25.990 what are you doing with this stuff? Like if I 00:07:25.990 --> 00:07:28.100 don't sell my items within a month. then I'm 00:07:28.100 --> 00:07:29.879 going to go in and just end the listing and get 00:07:29.879 --> 00:07:31.740 rid of it. Right. But it's different for people. 00:07:31.779 --> 00:07:34.379 A month is super fast, full transparency. I have 00:07:34.379 --> 00:07:36.839 a zero buy call. So like a month, I just don't, 00:07:36.839 --> 00:07:39.379 I got one little, Deb got me one little bin down 00:07:39.379 --> 00:07:41.759 here, Johnny. If it's overflowing, we got to 00:07:41.759 --> 00:07:45.759 make some changes. I got one laundry bin. I got 00:07:45.759 --> 00:07:48.500 a better solution. Whatever you're charging for 00:07:48.500 --> 00:07:51.100 shipping, do a 10 day auction. And after the 00:07:51.100 --> 00:07:53.720 10 days still doesn't sell, then yank it. At 00:07:53.720 --> 00:07:55.980 least you'll maybe get a dollar out of it, and 00:07:55.980 --> 00:07:57.860 you don't have to bother throwing it away. But 00:07:57.860 --> 00:08:00.339 some of those auctions will surprise. Everything 00:08:00.339 --> 00:08:02.319 will sell at the right price, and the right price 00:08:02.319 --> 00:08:04.800 sometimes is free. What's up, Amazon sellers? 00:08:04.939 --> 00:08:07.079 We wanted to take a second to talk about GoToLister, 00:08:07.139 --> 00:08:09.639 the software me and Johnny both use to list and 00:08:09.639 --> 00:08:11.899 manage our inventory and grow our businesses. 00:08:12.300 --> 00:08:14.579 With the fastest listing speeds out there and 00:08:14.579 --> 00:08:17.220 built -in profit analytics, it's a no -brainer. 00:08:17.610 --> 00:08:20.149 Easily and quickly have items available for sale 00:08:20.149 --> 00:08:23.069 using 2D barcodes and get more for your items 00:08:23.069 --> 00:08:25.629 with its built -in smart pricing. Make sure to 00:08:25.629 --> 00:08:27.990 check out the 30 -day free trial at gotolister 00:08:27.990 --> 00:08:30.889 .com backslash Mike or using the link in the 00:08:30.889 --> 00:08:33.950 description below. It honestly is. Sometimes 00:08:33.950 --> 00:08:37.870 the right price is free. Johnny wants us all 00:08:37.870 --> 00:08:40.629 to give it all away. And honestly. a lot of time 00:08:40.629 --> 00:08:43.049 you're better off giving it away i promise you 00:08:43.049 --> 00:08:45.330 would free up space you don't have to look at 00:08:45.330 --> 00:08:47.950 that same item dude i'll never forget them damn 00:08:47.950 --> 00:08:51.429 dansko shoes i bought them they sat in my little 00:08:51.429 --> 00:08:53.429 tubs that i had back when i was in everything 00:08:53.429 --> 00:08:56.049 ebay seller and it was the last thing i got rid 00:08:56.049 --> 00:08:58.169 of and i will always remember for the rest of 00:08:58.169 --> 00:09:02.330 my life the pair of nine size or 32 eu dansko 00:09:02.330 --> 00:09:05.820 shoes i cannot give away even though I looked 00:09:05.820 --> 00:09:07.480 these up in the store, Johnny, like, oh, this 00:09:07.480 --> 00:09:10.000 is going to go for like $35, right? Back then, 00:09:10.039 --> 00:09:11.899 Dan's Go, like there wasn't that many out there. 00:09:11.980 --> 00:09:13.860 It's like a doctor, nurse type wearing shoe. 00:09:14.299 --> 00:09:17.039 And I couldn't give that thing away. I remember 00:09:17.039 --> 00:09:20.500 it was down to like $10 plus like $4 shipping. 00:09:20.559 --> 00:09:22.980 I still couldn't give them away. But here I am 00:09:22.980 --> 00:09:25.120 stuck for the rest of my life wondering what 00:09:25.120 --> 00:09:26.700 the hell was I doing? I should have just got 00:09:26.700 --> 00:09:29.840 rid of those things. I had like four totes of 00:09:29.840 --> 00:09:32.039 just random shit. Like I had no inventory system. 00:09:32.360 --> 00:09:35.299 And when you have all this junk. It's hard. I 00:09:35.299 --> 00:09:37.879 think like having a good inventory system, especially 00:09:37.879 --> 00:09:40.799 when you have a lot, it's impossible. I can't 00:09:40.799 --> 00:09:43.320 even think about how like you keep track of all 00:09:43.320 --> 00:09:45.279 your stuff, right? Like you had to develop a 00:09:45.279 --> 00:09:47.840 system over years and you had to refine the system, 00:09:47.919 --> 00:09:50.799 then refine the system again and refine it again. 00:09:50.899 --> 00:09:53.879 And these people just have like garages and warehouses 00:09:53.879 --> 00:09:56.240 full of shit. I'm like, this is no quality of 00:09:56.240 --> 00:09:59.440 life for you or your store. Yeah, I refine my 00:09:59.440 --> 00:10:03.759 system probably five times now. And my first 00:10:03.759 --> 00:10:06.299 system, I love my first system. It was so much 00:10:06.299 --> 00:10:10.240 fun. It was color coding on the spines. So blacks 00:10:10.240 --> 00:10:12.480 and blues and purples. They all look alike when 00:10:12.480 --> 00:10:14.679 they're on camera, by the way. So is that blue? 00:10:14.759 --> 00:10:16.720 Is that black? I don't know. I'm done, dude. 00:10:16.820 --> 00:10:19.320 I'm colorblind. But my shells were like Skittles. 00:10:19.320 --> 00:10:21.580 Taste the rainbow. Everything was color coordinated. 00:10:21.840 --> 00:10:25.539 It was awesome. It was very beautiful, but very 00:10:25.539 --> 00:10:30.409 after a point. and things hadn't changed. Nowadays, 00:10:30.610 --> 00:10:34.769 I just kind of use numerical system, one to a 00:10:34.769 --> 00:10:37.789 bajillion. So it's pretty straightforward and 00:10:37.789 --> 00:10:39.690 stupid proof. That's the other thing. If you're 00:10:39.690 --> 00:10:42.610 scaling in the point of employees, they got to 00:10:42.610 --> 00:10:45.509 be able to walk in the door and figure out how 00:10:45.509 --> 00:10:48.090 to find things with like a one sentence or less 00:10:48.090 --> 00:10:50.769 explanation. They're numerically numbered. They 00:10:50.769 --> 00:10:52.750 are in order. That's pretty much all I got to 00:10:52.750 --> 00:10:56.250 say. I think you hit it on the head when you 00:10:56.250 --> 00:10:59.750 were talking about like higher priced items. 00:11:00.070 --> 00:11:02.490 You can't rely on thrift stores, right? I'm sitting 00:11:02.490 --> 00:11:04.509 here telling you in the perfect world, Johnny, 00:11:04.549 --> 00:11:07.090 all resellers find higher quality items, right? 00:11:07.190 --> 00:11:11.250 We all wish we could have a 30, 40, $50 average 00:11:11.250 --> 00:11:13.929 selling price, right? So people are sitting here 00:11:13.929 --> 00:11:17.639 saying. Well, yeah, Johnny and Mike, we know 00:11:17.639 --> 00:11:20.440 where do we get the stuff? Well, Johnny said 00:11:20.440 --> 00:11:22.360 it before I even said it. And I'm in the thrift 00:11:22.360 --> 00:11:24.379 stores every day. He barely steps in these damn 00:11:24.379 --> 00:11:26.919 places. The thrift store is the lowest hanging, 00:11:27.000 --> 00:11:29.039 easiest route where all your competition is going 00:11:29.039 --> 00:11:31.539 to be. You have to start thinking outside the 00:11:31.539 --> 00:11:33.700 box. How do we get it before it gets to the thrift 00:11:33.700 --> 00:11:36.279 store? How do we build relationships? I know, 00:11:36.399 --> 00:11:38.990 right? We're all introverts. We don't want to 00:11:38.990 --> 00:11:41.990 have conversations. We don't want to, you know, 00:11:41.990 --> 00:11:43.730 just kind of, we just kind of want to do our 00:11:43.730 --> 00:11:45.649 own thing, right? And make some money on the 00:11:45.649 --> 00:11:48.509 side or, you know, I promise you, if you want 00:11:48.509 --> 00:11:50.529 to scale this and have a nice, healthy business 00:11:50.529 --> 00:11:52.950 that has money coming into the bank account, 00:11:53.090 --> 00:11:56.690 relationships are the way. And a great thing 00:11:56.690 --> 00:11:59.070 about relationships, unless you're an absolute 00:11:59.070 --> 00:12:02.429 jerk head, once you get a relationship, it's 00:12:02.429 --> 00:12:05.539 yours forever. Unless you are just a bad human 00:12:05.539 --> 00:12:08.360 being and you don't treat people right, it's 00:12:08.360 --> 00:12:10.259 yours forever. All the relationships I have, 00:12:10.419 --> 00:12:12.720 I don't have to worry about another bookseller 00:12:12.720 --> 00:12:15.379 coming and stealing my libraries from me, right? 00:12:15.500 --> 00:12:19.240 Or my thrift stores. They know, hey, I'm a stand 00:12:19.240 --> 00:12:20.759 -up guy. I've been doing this for a while. I 00:12:20.759 --> 00:12:22.940 pay on time. I buy a lot of stuff. I bring them 00:12:22.940 --> 00:12:24.940 Dunkin' Donuts, tell them I baked these myself 00:12:24.940 --> 00:12:29.029 right at the library sales, right? That's it, 00:12:29.210 --> 00:12:31.190 man. Like, I have these relationships forever, 00:12:31.429 --> 00:12:33.909 and it's the best quality items. And believe 00:12:33.909 --> 00:12:36.769 it or not, you pay less for them in the back 00:12:36.769 --> 00:12:39.330 room than you do a lot of time if you actually 00:12:39.330 --> 00:12:41.169 go to the damn Goodwills where they're charging 00:12:41.169 --> 00:12:44.830 astronomical amounts. I wholeheartedly agree. 00:12:44.990 --> 00:12:47.289 I mean, if you're a thrift store guy, if you're 00:12:47.289 --> 00:12:49.750 a Ben's person, great. I'm not saying don't do 00:12:49.750 --> 00:12:52.409 these things, but like Mike said, it should be... 00:12:52.700 --> 00:12:54.879 way down on your list there are other angles 00:12:54.879 --> 00:12:58.220 to get we'll include all media here cds dvds 00:12:58.220 --> 00:13:01.759 even video games um you can source online you 00:13:01.759 --> 00:13:03.720 go to your libraries and go to your pawn shop 00:13:03.720 --> 00:13:06.419 you can go to an actual gosh darn bookstore use 00:13:06.419 --> 00:13:09.919 bookstore but a bookstore nonetheless um you 00:13:09.919 --> 00:13:12.500 got your estate sale companies you've got um 00:13:12.500 --> 00:13:16.240 i mean yard sale life i i remember early on i 00:13:16.240 --> 00:13:17.840 used to go up to yard sales hey you got any books 00:13:18.429 --> 00:13:20.250 And they go in their house and bring me books. 00:13:20.429 --> 00:13:22.629 They didn't have them out there. But if you ask 00:13:22.629 --> 00:13:25.429 that stupid, dumb question, oftentimes they will 00:13:25.429 --> 00:13:27.250 have at least a box worth of books for you to 00:13:27.250 --> 00:13:30.490 look through, even if it's not on the lawn. There 00:13:30.490 --> 00:13:36.450 are so many ways to get merchandise. And I don't 00:13:36.450 --> 00:13:40.529 know. In the pursuit of ASP, initially you're 00:13:40.529 --> 00:13:42.190 not going to have relationships until you build 00:13:42.190 --> 00:13:45.190 them. So having a route is ideal. And how do 00:13:45.190 --> 00:13:48.320 you get a route? Well, I don't know. Use the 00:13:48.320 --> 00:13:51.480 internet. Use ChatGPT. I mean, if you're in Mike's 00:13:51.480 --> 00:13:54.539 group, ask in Discord, like, hey, guys, do you 00:13:54.539 --> 00:13:57.580 guys use routing software? Do you just focus 00:13:57.580 --> 00:14:00.419 on a region? Do you focus on counties? If I want 00:14:00.419 --> 00:14:02.059 to do the entire state, what would that look 00:14:02.059 --> 00:14:04.299 like? These probing questions to people that 00:14:04.299 --> 00:14:05.659 have been doing it for a minute, and they'll 00:14:05.659 --> 00:14:08.299 be happy to answer you, or online will answer 00:14:08.299 --> 00:14:10.840 you, or on chat will answer you. You can get 00:14:10.840 --> 00:14:13.360 kind of a baseline idea of what you should be 00:14:13.360 --> 00:14:15.100 doing to save yourself a whole lot of headache 00:14:15.100 --> 00:14:17.759 and just... stabbing in the dark and seeing what 00:14:17.759 --> 00:14:20.019 happens. Nothing wrong with stabbing in your 00:14:20.019 --> 00:14:22.500 dark and rolling up your sleeves, mind you, but 00:14:22.500 --> 00:14:24.860 let's just save yourself a little time and do 00:14:24.860 --> 00:14:29.919 a little rework ahead of time. Now, on the ASP 00:14:29.919 --> 00:14:33.980 game, if you're starting out, I would start with 00:14:33.980 --> 00:14:36.460 estate sales, unless you're in one of those weird 00:14:36.460 --> 00:14:38.840 states where seasonality is a thing. My state, 00:14:38.960 --> 00:14:42.580 it's all the time. here in the northern states 00:14:42.580 --> 00:14:45.039 it's very seasonal because i guess weather conditions 00:14:45.039 --> 00:14:48.340 which makes sense so i would start there and 00:14:48.340 --> 00:14:52.179 then i would look into your specialty if you're 00:14:52.179 --> 00:14:55.460 doing books bookstores if you're doing cds and 00:14:55.460 --> 00:14:59.759 dvds probably your pawn stores um and once you've 00:14:59.759 --> 00:15:02.100 hit them all then you can develop okay this thing 00:15:02.100 --> 00:15:04.940 had something this person didn't this time they're 00:15:04.940 --> 00:15:07.799 going on the maybe next time list and just whittle 00:15:07.799 --> 00:15:12.210 it down until you have a gonna hit every time 00:15:12.210 --> 00:15:15.730 you go there kind of route yeah it's uh it's 00:15:15.730 --> 00:15:19.509 so true like did i'd rather somebody buy rather 00:15:19.509 --> 00:15:21.789 somebody spend five dollars on an item that's 00:15:21.789 --> 00:15:24.769 going to make them thirty dollars instead of 00:15:24.769 --> 00:15:27.389 you know spending one dollar on five items that's 00:15:27.389 --> 00:15:29.269 going to make you thirty dollars right it's just 00:15:29.269 --> 00:15:34.090 like it's hard to to put it into words and kind 00:15:34.090 --> 00:15:36.769 of like spell it out for people but the less 00:15:36.769 --> 00:15:38.830 items you're selling at a higher price point 00:15:38.830 --> 00:15:41.450 you will make more money than selling all the 00:15:41.450 --> 00:15:44.769 little dollar trinkets now like johnny said is 00:15:44.769 --> 00:15:47.409 there a business model for that 100 but i guarantee 00:15:47.409 --> 00:15:50.350 you 99 of people listening to this it ain't for 00:15:50.350 --> 00:15:53.679 us I'm going to speak for you and for me. It 00:15:53.679 --> 00:15:57.200 is not for us. I've tried the bulk life. I tried 00:15:57.200 --> 00:16:00.120 to focus in solely on bulk. I've pinned down 00:16:00.120 --> 00:16:03.220 that road. Can it be profitable? Yes. The processes, 00:16:03.340 --> 00:16:06.840 systems, overhead costs, upfront costs that come 00:16:06.840 --> 00:16:10.480 with being a true bulk seller can be pretty hefty 00:16:10.480 --> 00:16:12.500 in the beginning. And if you're brand new or 00:16:12.500 --> 00:16:15.100 somebody that's newer, for some reason, it's 00:16:15.100 --> 00:16:16.679 like, that's the last thing you want to get into. 00:16:16.759 --> 00:16:18.639 But that's the thing they're attracted to most 00:16:18.639 --> 00:16:21.309 because they think just having more stuff. Equals 00:16:21.309 --> 00:16:24.289 more money. And it's actually, it's usually the 00:16:24.289 --> 00:16:26.049 complete opposite. The more stuff you got means 00:16:26.049 --> 00:16:28.490 we should sell everything. In a perfect world, 00:16:28.590 --> 00:16:30.730 our eBay stores, our Amazon stores have zero 00:16:30.730 --> 00:16:33.389 listings. Me and Johnny list 20 items today. 00:16:33.450 --> 00:16:36.509 They sell all today. In the perfect world, we 00:16:36.509 --> 00:16:37.950 probably won't be doing this because we'd be 00:16:37.950 --> 00:16:40.799 retired. That is what we should be shooting for, 00:16:40.820 --> 00:16:44.000 to sell our items as soon as possible. Now, there 00:16:44.000 --> 00:16:46.139 are different business models where you take 00:16:46.139 --> 00:16:48.179 advantage of doing something different, like 00:16:48.179 --> 00:16:50.220 a differentiator, kind of like you do with your 00:16:50.220 --> 00:16:51.639 eBay store, with your listings, right? They're 00:16:51.639 --> 00:16:53.340 just better than everybody else. So, of course, 00:16:53.360 --> 00:16:55.779 you're not going to compete with the scraping 00:16:55.779 --> 00:17:00.059 of the $6 .99 free shipping nonsense junk books 00:17:00.059 --> 00:17:01.840 they say are like new that you get, and they're 00:17:01.840 --> 00:17:04.319 not like new at all. Those are exceptions to 00:17:04.319 --> 00:17:06.519 the rule, but most of us don't have that exception. 00:17:06.720 --> 00:17:09.519 So we have to just get... better quality items. 00:17:09.640 --> 00:17:12.500 But the fear of that is usually you have to pay 00:17:12.500 --> 00:17:14.539 more. If you want to sell the iPhone, you got 00:17:14.539 --> 00:17:17.579 to buy the iPhone for $150, but it's going to 00:17:17.579 --> 00:17:20.599 sell the same day for $200, right? But you feel 00:17:20.599 --> 00:17:22.259 like that's more risk because you're spending 00:17:22.259 --> 00:17:24.579 more money out of your pocket. I'm here to tell 00:17:24.579 --> 00:17:27.039 you that's basically a guaranteed sale. Let's 00:17:27.039 --> 00:17:29.039 do it. You're protected. You take pictures of 00:17:29.039 --> 00:17:32.299 the serial number, video of it. We recently sold 00:17:32.299 --> 00:17:35.849 an electronic and eBay lets you upload the video, 00:17:35.990 --> 00:17:38.009 so you got the video of the whole thing, the 00:17:38.009 --> 00:17:40.950 box, the serial number. You're covered. I think 00:17:40.950 --> 00:17:44.950 people are so scared to get ripped off, but there's 00:17:44.950 --> 00:17:46.730 things in place to stop you from getting ripped 00:17:46.730 --> 00:17:48.410 off. I'm sure we'll have people in the comments 00:17:48.410 --> 00:17:51.509 saying, I got scammed out of a trillion dollars. 00:17:51.869 --> 00:17:54.529 You can't base your whole business on one person 00:17:54.529 --> 00:17:56.470 scamming you. Sure, there's scammers out there, 00:17:56.569 --> 00:17:58.269 but you can't let that decide who you're going 00:17:58.269 --> 00:18:01.809 to be as a business owner. Right. I'm going to 00:18:01.809 --> 00:18:04.970 give you a... More than likely, you're going 00:18:04.970 --> 00:18:06.829 to have great success doing this business model. 00:18:07.410 --> 00:18:11.109 Focus on $20 profit, $20 back to you profit items. 00:18:11.450 --> 00:18:14.509 Anything else you get that's Amazon worthy, that's 00:18:14.509 --> 00:18:17.069 below that profit threshold, send it elsewhere. 00:18:17.369 --> 00:18:20.329 We got Max that does FBA consignment. There are 00:18:20.329 --> 00:18:24.230 other buyback programs. There are other things. 00:18:25.349 --> 00:18:27.309 You shouldn't even be bringing home those less 00:18:27.309 --> 00:18:29.990 than $20 items unless you do a bulk pickup. Okay, 00:18:30.049 --> 00:18:31.849 now you need to get rid of it. So I've offered 00:18:31.849 --> 00:18:33.910 you a solution to get rid of it. There are tons 00:18:33.910 --> 00:18:36.450 of ways to get rid of that. But even if you were 00:18:36.450 --> 00:18:39.869 to send in a box every two weeks with $20 profit 00:18:39.869 --> 00:18:43.410 plus items in that one box, that's more worth 00:18:43.410 --> 00:18:46.509 your time than sending in, I don't know, six 00:18:46.509 --> 00:18:51.529 to eight, $10 less item profitable per item in. 00:18:51.910 --> 00:18:53.720 Now, unless you're doing bulk. If you're doing 00:18:53.720 --> 00:18:56.140 bulk, different game. I'm not talking about bulk 00:18:56.140 --> 00:18:58.720 sellers. Like Vita and Max, they run a great 00:18:58.720 --> 00:19:01.480 operation, but they got employees. They're in 00:19:01.480 --> 00:19:04.220 the bulk game. That's what they do. And they 00:19:04.220 --> 00:19:06.140 produce big numbers, but they also got a little 00:19:06.140 --> 00:19:09.039 bit of a thing called overhead. You don't want 00:19:09.039 --> 00:19:12.000 huge overhead starting out. You don't want huge 00:19:12.000 --> 00:19:14.819 overhead as a one -person operation. You don't 00:19:14.819 --> 00:19:16.880 want that. Yeah, dude, you're right. I mean, 00:19:17.000 --> 00:19:20.740 and what you said, right? One box compared to 00:19:20.740 --> 00:19:23.990 five boxes. I'm telling you, we're telling you, 00:19:24.009 --> 00:19:25.569 you can make the same amount of money from that 00:19:25.569 --> 00:19:28.650 one box, if not more money than the five boxes. 00:19:28.789 --> 00:19:30.990 And you're doing 20 % of the works. There's only 00:19:30.990 --> 00:19:34.809 one box instead of five. Listen, I'll be straight 00:19:34.809 --> 00:19:36.849 up with you. Last year, I'm out there grinding. 00:19:36.910 --> 00:19:39.829 I'm sending in fast moving $3, $4 type stuff. 00:19:40.269 --> 00:19:42.910 It can be a grind. I had a week where I was like, 00:19:42.990 --> 00:19:45.710 holy crap, I'm working way too hard to make this 00:19:45.710 --> 00:19:48.849 money. And there's other business models out 00:19:48.849 --> 00:19:50.829 there in the Amazon space where they have a higher 00:19:50.829 --> 00:19:53.269 ASP, right? eBay to Amazon, Amazon to Amazon. 00:19:53.410 --> 00:19:55.509 They buy something for 40, but they sell for 00:19:55.509 --> 00:19:58.309 130. Well, you sell something for 130 on Amazon, 00:19:58.509 --> 00:20:01.190 you're making like 90 of those dollars versus 00:20:01.190 --> 00:20:04.289 Amazon only making 40. So the higher you go in 00:20:04.289 --> 00:20:07.210 sales price, you get more money than Amazon gets. 00:20:07.329 --> 00:20:09.549 It's not like an even split, right? On eBay, 00:20:09.670 --> 00:20:12.190 they take their fees across the board. So you 00:20:12.190 --> 00:20:14.230 sell something. Well, I mean, you're still going 00:20:14.230 --> 00:20:16.069 to get paid more if you sell it for more at the 00:20:16.069 --> 00:20:18.029 end of the day. Right. So but still, like, I 00:20:18.029 --> 00:20:20.289 guess they have set fees. It doesn't move up 00:20:20.289 --> 00:20:22.930 and down on kind of like a scale like the Amazon 00:20:22.930 --> 00:20:27.069 fees do. Right. So, I mean, it still works both 00:20:27.069 --> 00:20:29.069 ways. Now I think about it because you make more 00:20:29.069 --> 00:20:31.789 from eBay because you're selling an item at a 00:20:31.789 --> 00:20:34.170 higher price on Amazon. You actually make more 00:20:34.170 --> 00:20:35.910 just because of the way the fee structure is 00:20:35.910 --> 00:20:39.509 on Amazon. I think everybody needs to take a 00:20:39.509 --> 00:20:42.599 step back and. uh focus a little bit more on 00:20:42.599 --> 00:20:44.900 on quality now yeah the face moving low dollar 00:20:44.900 --> 00:20:47.819 stuff if it's something that you can just sell 00:20:47.819 --> 00:20:50.279 endlessly and it's the same size and you have 00:20:50.279 --> 00:20:53.539 the box ready to go and you can go back and get 00:20:53.539 --> 00:20:55.220 more of these things and you're just selling 00:20:55.220 --> 00:20:58.079 a million pocket watches a year and they all 00:20:58.079 --> 00:21:00.059 come in a perfectly square box that you have 00:21:00.059 --> 00:21:03.599 a little shipping box for all you do is slap 00:21:03.599 --> 00:21:05.720 a label on it, get it out the door. That's fine. 00:21:05.859 --> 00:21:08.700 But when we're selling, I don't know, a pair 00:21:08.700 --> 00:21:12.380 of shoes, and then we're selling a TV remote, 00:21:12.539 --> 00:21:15.579 and then we're selling printer ink, all of a 00:21:15.579 --> 00:21:17.599 sudden, our whole day is gone, dude. I got to 00:21:17.599 --> 00:21:19.920 find three different size boxes. I got to weigh 00:21:19.920 --> 00:21:23.160 three different items. It's just like, it's complete 00:21:23.160 --> 00:21:25.160 chaos. And before you know it, you're like, wow, 00:21:25.240 --> 00:21:27.500 I sold three things today. And it's now four 00:21:27.500 --> 00:21:30.019 o 'clock in the afternoon. What the heck? Where 00:21:30.019 --> 00:21:33.069 did my day go? And that's the problem. Okay, 00:21:33.150 --> 00:21:35.869 I'm going to give you scenario A and scenario 00:21:35.869 --> 00:21:38.970 B. Scenario A, guy goes out to the state sale. 00:21:39.029 --> 00:21:40.650 It's a room full of books. He decides to buy 00:21:40.650 --> 00:21:42.609 it all, plops down 200 bucks and haul them all 00:21:42.609 --> 00:21:45.589 back. He's in and out in probably two hours. 00:21:46.150 --> 00:21:48.789 Now, the cherry picker person, which I'm going 00:21:48.789 --> 00:21:50.809 to call the higher ASP person, they're gone all 00:21:50.809 --> 00:21:53.809 day. They're gone all day, but they come home 00:21:53.809 --> 00:21:55.950 with five books. But each one of those books 00:21:55.950 --> 00:21:59.349 is 100 bucks. And I guarantee you, bulk guy who 00:21:59.349 --> 00:22:01.680 spent a couple hours. He's probably going to 00:22:01.680 --> 00:22:03.720 work harder in the end, just checking them and 00:22:03.720 --> 00:22:06.319 whatever, than having a whole lot of crap to 00:22:06.319 --> 00:22:12.039 throw away. He may get that $500 too, maybe, 00:22:12.119 --> 00:22:14.200 depending on the quality of the goods. Maybe 00:22:14.200 --> 00:22:16.579 he gets nothing. Maybe they were all doodled 00:22:16.579 --> 00:22:19.259 in by the previous owner, highlighted every single 00:22:19.259 --> 00:22:23.420 page, and he gets nothing. I'm going to say both. 00:22:23.720 --> 00:22:25.960 Both scenarios work. I'm just telling you scenario 00:22:25.960 --> 00:22:28.200 A is going to be a lot more work in the end versus 00:22:28.200 --> 00:22:30.079 the guy who stayed out a little longer and brought 00:22:30.079 --> 00:22:33.440 home a lot less. Yeah, dude, it's funny you say 00:22:33.440 --> 00:22:36.940 that. We've always said it. You'll never lose 00:22:36.940 --> 00:22:39.759 doing free book pickups. You'll never lose financially, 00:22:39.980 --> 00:22:42.079 right? Even if you pay by the pound, you pay 00:22:42.079 --> 00:22:44.859 by the piece, you won't lose financially. It 00:22:44.859 --> 00:22:46.799 just might take you a while to get there. And 00:22:46.799 --> 00:22:49.140 also the extra time you're spending when you 00:22:49.140 --> 00:22:51.299 are buying a book. But I will say this, right? 00:22:51.869 --> 00:22:53.930 I don't see a lot of it. I think when you're 00:22:53.930 --> 00:22:57.170 trying to be the person who's trying to go upstream 00:22:57.170 --> 00:23:00.190 and build these connections, it's hard, I guess, 00:23:00.210 --> 00:23:02.230 when you sell anything, right? Like anything 00:23:02.230 --> 00:23:03.690 and everything. So I'm trying to think about 00:23:03.690 --> 00:23:06.589 that conversation I have when I walk into a place 00:23:06.589 --> 00:23:09.529 and I'm like, hey, you know, I got an online 00:23:09.529 --> 00:23:11.490 store and they're like, oh, what do you sell? 00:23:11.630 --> 00:23:14.140 And you're like, well, anything, right? I feel 00:23:14.140 --> 00:23:16.240 like if you're kind of niche down, like I got 00:23:16.240 --> 00:23:17.920 a guy across the street from me, he sells like 00:23:17.920 --> 00:23:20.460 lawnmowers and snowblowers on Facebook marketplace. 00:23:20.599 --> 00:23:22.740 Like that's all he sticks to and air conditioners, 00:23:22.740 --> 00:23:24.920 right? That's his thing. Also a guy that does 00:23:24.920 --> 00:23:27.039 strictly lawnmowers. He's got to sign out on 00:23:27.039 --> 00:23:29.339 the street here. It's been there for years. I 00:23:29.339 --> 00:23:32.039 sell lawnmowers, buy lawnmowers, fix lawnmowers. 00:23:32.200 --> 00:23:34.480 I think it's easier when you're more niche down 00:23:34.480 --> 00:23:37.640 to have that conversation and get access. And 00:23:37.640 --> 00:23:39.259 then instead of you just walking in and saying, 00:23:39.339 --> 00:23:42.150 well, I sell anything. I think that just. I don't 00:23:42.150 --> 00:23:44.190 want to say discredit you, but I feel like it 00:23:44.190 --> 00:23:47.930 just has the conversation like it just loses 00:23:47.930 --> 00:23:50.869 validity. Right. Like, oh, cool. You sell anything 00:23:50.869 --> 00:23:53.269 and everything. Right. Like I go in like, yeah, 00:23:53.329 --> 00:23:56.150 I sell books, CDs, DVDs online. Right. It's kind 00:23:56.150 --> 00:23:59.150 of more niche down. I have exact. knowledge in 00:23:59.150 --> 00:24:01.490 that space so they're like oh yeah oh that's 00:24:01.490 --> 00:24:03.730 cool you ever come across this book or this movie 00:24:03.730 --> 00:24:05.950 well you say you sell anything right where the 00:24:05.950 --> 00:24:08.009 hell is the conversation going after that i mean 00:24:08.009 --> 00:24:10.789 it's so much harder i feel like to have to get 00:24:10.789 --> 00:24:13.069 the access if you don't have like even if you 00:24:13.069 --> 00:24:15.130 sell everything i would still go in and be like 00:24:15.130 --> 00:24:19.210 oh i specialize in vcrs or like whatever you 00:24:19.210 --> 00:24:21.289 you really want to sell i think that's the route 00:24:21.289 --> 00:24:23.849 you would have to go is maybe you still you still 00:24:23.849 --> 00:24:26.839 sell everything But the conversation is, well, 00:24:26.900 --> 00:24:30.240 I specialize in selling electronics or toys or 00:24:30.240 --> 00:24:34.519 video games. Okay, I'm going to be a DVD seller, 00:24:34.700 --> 00:24:37.220 DVD and Blu -ray seller for a minute. If I was 00:24:37.220 --> 00:24:39.759 this kind of seller, I would just target the 00:24:39.759 --> 00:24:43.700 boutique labels. I want your Criterion. I want 00:24:43.700 --> 00:24:45.819 your Arrow. I want your Scream and Shout Factory. 00:24:46.180 --> 00:24:49.359 I want your Mill Creek. I want this, that, and 00:24:49.359 --> 00:24:51.500 the other high premium end. And most of the time 00:24:51.500 --> 00:24:53.019 they're going to come in some kind of weird box 00:24:53.019 --> 00:24:55.400 set. So they're pretty identifiable. I might 00:24:55.400 --> 00:24:57.759 not even say anything. I could just run down 00:24:57.759 --> 00:25:00.200 the shelves with my eyes. If I'm familiar and 00:25:00.200 --> 00:25:02.619 I'm specialized like Mike's referring to. And 00:25:02.619 --> 00:25:06.180 that's just DVDs. I'm not a good enough person 00:25:06.180 --> 00:25:09.339 to tell you about CDs. But I could tell you I 00:25:09.339 --> 00:25:11.710 probably wouldn't go wrong. getting the bigger 00:25:11.710 --> 00:25:14.869 sets every time, and or the things in boxes and 00:25:14.869 --> 00:25:16.970 leaving the singles behind, I'm going to miss 00:25:16.970 --> 00:25:19.910 stuff because I don't know much about CDs. But 00:25:19.910 --> 00:25:22.809 if I were a CD person starting out, that's exactly 00:25:22.809 --> 00:25:26.210 what I would do. I think it can go with any type 00:25:26.210 --> 00:25:28.289 of business model, right? Even if you're a guy 00:25:28.289 --> 00:25:31.069 that sells toasters, right? Or blenders, like 00:25:31.069 --> 00:25:34.470 I know that I want the Cuisinart toasters or 00:25:34.470 --> 00:25:36.710 whatever, like whatever the high -end toasters 00:25:36.710 --> 00:25:39.309 are, the shoes, right? We're not taking, you 00:25:39.309 --> 00:25:41.789 know. Not taking the Bobos, the beaters, right? 00:25:41.869 --> 00:25:44.069 We want the Adidas. We want the Nikes, right? 00:25:44.349 --> 00:25:48.910 You got to understand who you want to be as a 00:25:48.910 --> 00:25:52.150 reseller. That'll allow you to be able to target 00:25:52.150 --> 00:25:55.230 the higher ASP stuff better. And I'm not a big 00:25:55.230 --> 00:25:58.569 person for like doing deep dives and knowledge 00:25:58.569 --> 00:26:01.390 on your stuff because I'm spoiled. I got a software, 00:26:01.549 --> 00:26:04.650 Johnny. I literally is like, you know, my brain 00:26:04.650 --> 00:26:08.750 is the software that I have. You don't want to 00:26:08.750 --> 00:26:11.609 sell dictionaries from the 70s for $30 each, 00:26:11.710 --> 00:26:15.349 Mike? No, dude. Even that though, right? You 00:26:15.349 --> 00:26:17.609 can be like, I'm sure there's probably a limited 00:26:17.609 --> 00:26:21.829 print dictionary from that time period. I think 00:26:21.829 --> 00:26:23.650 a lot of it is you have to know who you want 00:26:23.650 --> 00:26:26.789 to be as a reseller before you can really start 00:26:26.789 --> 00:26:30.569 to ramp up your ASP and just be better at targeting 00:26:30.569 --> 00:26:34.470 and sourcing the items you need to find. I love 00:26:34.470 --> 00:26:37.259 the idea. of just selling one item every day 00:26:37.259 --> 00:26:40.660 that makes me $150 instead of having to sell 00:26:40.660 --> 00:26:45.059 15 items on Amazon to make the same $150. Like 00:26:45.059 --> 00:26:48.619 that to me is the end all be all of reselling 00:26:48.619 --> 00:26:51.000 is when you can sell a lot less and make a lot 00:26:51.000 --> 00:26:55.359 more, which means you spend a lot less time actually 00:26:55.359 --> 00:26:58.039 in the business. And sure, you're going to spend 00:26:58.039 --> 00:27:00.519 time. Getting these relationships. You can't 00:27:00.519 --> 00:27:02.579 just walk in your local place and be like, hey, 00:27:02.660 --> 00:27:04.259 I want to buy all your Gucci. They're going to 00:27:04.259 --> 00:27:06.859 be like, yeah, cool story, bro. Get the hell 00:27:06.859 --> 00:27:08.880 out of here. It's going to take time to build 00:27:08.880 --> 00:27:11.460 the relationships. But once you have those, I 00:27:11.460 --> 00:27:13.339 mean, the sky's the limit at that point. Once 00:27:13.339 --> 00:27:15.920 you have these ongoing relationships, like Johnny's 00:27:15.920 --> 00:27:18.119 talking about state sales. Only state sales I 00:27:18.119 --> 00:27:20.039 go to is when my guy calls me and says, hey, 00:27:20.119 --> 00:27:21.980 I got a bunch of media. You want to come get 00:27:21.980 --> 00:27:24.099 it before the sales open? That's literally it. 00:27:24.200 --> 00:27:26.599 But he's 100 % right. All those state sale people, 00:27:26.759 --> 00:27:29.420 they got a warehouse full of crap. stuff that 00:27:29.420 --> 00:27:32.099 didn't sell and if you get access to their warehouse 00:27:32.099 --> 00:27:36.599 you slot machines man um now a lot of it's going 00:27:36.599 --> 00:27:39.140 to be crap but the stuff you mine out don't buy 00:27:39.140 --> 00:27:41.500 it all please don't buy it all you cherry pick 00:27:41.500 --> 00:27:44.690 inside their warehouse ma 'am or sir Um, but 00:27:44.690 --> 00:27:46.990 getting in there and you got to go to their crappy 00:27:46.990 --> 00:27:49.029 estate sales, a live one, they got to know you 00:27:49.029 --> 00:27:51.650 first. And normally they offer it to you because 00:27:51.650 --> 00:27:54.450 they see they're, they're in business too. They 00:27:54.450 --> 00:27:57.150 make mental notes. This guy buys this crap every 00:27:57.150 --> 00:27:59.769 single time. And they know they got a whole bunch 00:27:59.769 --> 00:28:02.970 of that same crap in their fancy dancy bajillion 00:28:02.970 --> 00:28:04.910 square foot warehouse. They're going to talk 00:28:04.910 --> 00:28:08.089 to you to make a deal to free up space. Um, because 00:28:08.089 --> 00:28:10.470 they're just like media sellers. Their, their 00:28:10.470 --> 00:28:13.579 biggest crux is space too. Very rarely do they 00:28:13.579 --> 00:28:20.420 want to buy a new building. I'm not going to... 00:28:20.420 --> 00:28:24.079 If you've chosen your life path to do both, you 00:28:24.079 --> 00:28:27.160 like the Flash, big numbers, and you're going 00:28:27.160 --> 00:28:29.140 to make a lot of money, but you're going to work 00:28:29.140 --> 00:28:32.420 extremely, extremely hard in the early years. 00:28:32.559 --> 00:28:36.460 At least a year. The quickest person I've seen 00:28:36.460 --> 00:28:40.730 doing it is Max. honestly he did it in probably 00:28:40.730 --> 00:28:44.089 a little year maybe maybe a little over but he 00:28:44.089 --> 00:28:46.170 worked extremely hard in developing systems and 00:28:46.170 --> 00:28:49.569 processes and made it such a way where he himself 00:28:49.569 --> 00:28:53.930 was very hands -off very smart guy um everybody 00:28:53.930 --> 00:28:57.549 else it takes two three years to make it actually 00:28:57.549 --> 00:29:01.670 workable yeah and uh i just remember too right 00:29:01.670 --> 00:29:04.049 everybody he hires on his money out of his pocket 00:29:04.049 --> 00:29:06.730 at the end of the road right so every every step 00:29:06.730 --> 00:29:09.390 you take when it comes to these things, is less 00:29:09.390 --> 00:29:11.670 margin for you on the back end. Now, that's not 00:29:11.670 --> 00:29:14.970 necessarily a bad thing, right? Max doesn't have 00:29:14.970 --> 00:29:16.450 to be doing all of his own listing and things 00:29:16.450 --> 00:29:19.890 like that. I think you can have a nice, beautiful 00:29:19.890 --> 00:29:23.630 business if you just have 100 high super quality 00:29:23.630 --> 00:29:28.609 items, $30 to $50 ASP with a nice sell through 00:29:28.609 --> 00:29:30.769 every single month. I think you could have a 00:29:30.769 --> 00:29:33.309 nice business that would be much more relaxing 00:29:33.309 --> 00:29:36.710 and enjoying for you as a reseller than the person 00:29:36.710 --> 00:29:40.859 that has, a 2 % sell through and, you know, a 00:29:40.859 --> 00:29:43.359 thousand listings in their store. It's just so 00:29:43.359 --> 00:29:46.019 much more work. And it's not that it doesn't 00:29:46.019 --> 00:29:49.279 work. It's just, what, what do you prefer at 00:29:49.279 --> 00:29:51.059 the end of the rainbow? I like that. That's all 00:29:51.059 --> 00:29:53.519 there is to this. I just prefer, I want to make 00:29:53.519 --> 00:29:55.779 as much money as possible with as little effort 00:29:55.779 --> 00:29:58.420 as possible. Like I want to be, I want to be 00:29:58.420 --> 00:30:01.119 like, you can sell me any scam course. It's like, 00:30:01.160 --> 00:30:02.920 Hey Johnny, you do nothing and get paid. Just 00:30:02.920 --> 00:30:04.539 give me your money today. Right? Like I'm just 00:30:04.539 --> 00:30:06.920 signing up. I'm signing on the dotted line instantly. 00:30:07.529 --> 00:30:10.890 That is the life I want to lead. I do respect 00:30:10.890 --> 00:30:13.650 the fact that sometimes you got to sell things 00:30:13.650 --> 00:30:15.930 at a loss or break even to get out of it. Sometimes 00:30:15.930 --> 00:30:17.890 you just got to get rid of it. That's just part 00:30:17.890 --> 00:30:20.930 of the business. Any business in life, any, you 00:30:20.930 --> 00:30:23.369 know, when I worked at CVS, we had a line item 00:30:23.369 --> 00:30:26.730 called shrink. This was just a number that. Every 00:30:26.730 --> 00:30:28.910 retail company accounts is going to be stolen, 00:30:29.049 --> 00:30:31.329 lost or damaged throughout the year. It should 00:30:31.329 --> 00:30:33.210 be the same thing in reselling. I mean, we should 00:30:33.210 --> 00:30:35.869 we just have these line items that are just burn 00:30:35.869 --> 00:30:38.490 money items. Right. But you can even factor that 00:30:38.490 --> 00:30:40.250 in once you've been doing this for a while. If 00:30:40.250 --> 00:30:44.049 you know your numbers, this is all it's all business 00:30:44.049 --> 00:30:46.269 talk. Right. This is like not just you go to 00:30:46.269 --> 00:30:49.890 the thrift store and get home and, you know, 00:30:49.890 --> 00:30:52.500 or. The best thing is I love when people are 00:30:52.500 --> 00:30:53.940 in the thrift stores and they're like popping 00:30:53.940 --> 00:30:57.160 up comps on eBay, right? That's like best offer 00:30:57.160 --> 00:30:59.579 accepted on like 90 % of them. And these people 00:30:59.579 --> 00:31:01.200 think it's actually selling for that. And it's 00:31:01.200 --> 00:31:04.119 like, comps don't mean, what is your comp on 00:31:04.119 --> 00:31:06.119 the thing? Why don't you show me when you sold 00:31:06.119 --> 00:31:08.079 that item you got in the thrift store? Then I'll 00:31:08.079 --> 00:31:10.279 be excited. I could care less about the comps 00:31:10.279 --> 00:31:12.099 or whatever people got them listed for currently. 00:31:12.299 --> 00:31:13.960 That means absolutely nothing to me. It's like, 00:31:14.019 --> 00:31:17.279 but that's the idea behind reselling. That is 00:31:17.279 --> 00:31:20.519 the forefront of reselling. is the flash and 00:31:20.519 --> 00:31:23.519 what you potentially could make from these items 00:31:23.519 --> 00:31:26.140 it's not the actual business side of it and what 00:31:26.140 --> 00:31:28.700 it actually takes to be successful it takes to 00:31:28.700 --> 00:31:30.980 find those items that are actually going to sell 00:31:30.980 --> 00:31:33.359 and not just the comps you see because let's 00:31:33.359 --> 00:31:35.299 face it a lot of people complain when they go 00:31:35.299 --> 00:31:37.460 to yard sales johnny that people have things 00:31:37.460 --> 00:31:40.220 well i've seen it on ebay for x amount of dollars 00:31:40.839 --> 00:31:43.980 I got bad news for you. A lot of resellers out 00:31:43.980 --> 00:31:46.160 there do the same thing when they listed on eBay. 00:31:46.299 --> 00:31:48.299 They put it at an unreasonable price that will 00:31:48.299 --> 00:31:53.859 never sell. All right. We're going to do a little 00:31:53.859 --> 00:31:57.119 rabbit hole into antiquarian sellers because 00:31:57.119 --> 00:31:59.240 I see these guys making a lot of mistakes early 00:31:59.240 --> 00:32:02.240 on. And it's the same mistakes most resellers 00:32:02.240 --> 00:32:05.549 go through anyway. They decide they want to sell 00:32:05.549 --> 00:32:07.950 antiquarian books, which is $100 or $200, depending 00:32:07.950 --> 00:32:10.069 on if you're going by eBay's definition or the 00:32:10.069 --> 00:32:13.009 real definition. Anyway, that notwithstanding, 00:32:13.069 --> 00:32:15.750 so they target old books, right? But they'll 00:32:15.750 --> 00:32:18.250 target all old books, and they'll pick up the 00:32:18.250 --> 00:32:20.589 $12 old book. Yeah, it's old. It doesn't mean 00:32:20.589 --> 00:32:24.450 it's valuable. And they run into the same issue. 00:32:24.589 --> 00:32:26.910 Their ASP is kind of garbage. Yeah, they'll sell 00:32:26.910 --> 00:32:29.990 a $500 book. That same day, they'll sell a $10 00:32:29.990 --> 00:32:32.910 book. I would like them to stop picking up the 00:32:32.910 --> 00:32:36.150 $10 books, please, and just focus on the $500 00:32:36.150 --> 00:32:37.869 books. If you're going to be an antiquarian seller, 00:32:38.130 --> 00:32:41.490 embrace it. In my opinion, if you're going to 00:32:41.490 --> 00:32:43.529 be that kind of book person, you need to be in 00:32:43.529 --> 00:32:45.490 the $100 book club or higher if you're going 00:32:45.490 --> 00:32:48.289 to be an antiquarian seller. And I see them a 00:32:48.289 --> 00:32:51.789 lot. They struggle. They try to do the $30 ASP 00:32:51.789 --> 00:32:54.130 model. The problem with antiquarian is it sells 00:32:54.130 --> 00:32:57.349 slow. So when it sells slow, you need to sell 00:32:57.349 --> 00:33:00.140 big. That's why you need to do $100 plus books. 00:33:00.460 --> 00:33:02.720 It's okay to have a slow sell -through rate if 00:33:02.720 --> 00:33:05.740 you're an antiquarian guy or gal, but at least 00:33:05.740 --> 00:33:07.940 make it a $100 bill each and every time you do 00:33:07.940 --> 00:33:10.720 get a sale. That makes your time worth it. Yeah, 00:33:10.779 --> 00:33:13.380 I agree. I mean, you hit it on the head. So we 00:33:13.380 --> 00:33:14.940 just want you guys to make a little bit more 00:33:14.940 --> 00:33:16.940 money and do a little less work when it comes 00:33:16.940 --> 00:33:19.880 to raising your ASP, eBay, Amazon, books, shoes, 00:33:20.180 --> 00:33:25.000 watches, underwear, flip -flops, bikinis, whatever 00:33:25.000 --> 00:33:26.779 the hell you're selling out there in the universe. 00:33:27.299 --> 00:33:31.019 A higher ASP will kind of, and we all know, you 00:33:31.019 --> 00:33:32.640 all get that feeling when you sell an item that, 00:33:32.640 --> 00:33:34.619 you know, is one of your higher priced items. 00:33:34.660 --> 00:33:36.259 It feels good. You know, you made a lot of damn 00:33:36.259 --> 00:33:38.359 money on that. You don't feel that good when 00:33:38.359 --> 00:33:40.160 you sell an item for under 10 bucks and you got 00:33:40.160 --> 00:33:41.880 to go pack it and ship it. It's almost like a 00:33:41.880 --> 00:33:44.420 dreadful thing that you feel. It's like, I don't 00:33:44.420 --> 00:33:45.980 want to go do this because I know I'm only going 00:33:45.980 --> 00:33:47.900 to make a few bucks. Well then, like Johnny said, 00:33:48.180 --> 00:33:51.160 don't do it. You got an option. Just leave it 00:33:51.160 --> 00:33:52.579 behind. That's going to do it for this week's 00:33:52.579 --> 00:33:55.400 episode. We'll talk to you all next week. Thanks 00:33:55.400 --> 00:33:57.400 for listening to another episode of the Reseller's 00:33:57.400 --> 00:34:00.039 Mindset Podcast. Today's full episode and all 00:34:00.039 --> 00:34:02.319 previous episodes are available to all YouTube 00:34:02.319 --> 00:34:04.819 members, along with the weekly Zoom call and 00:34:04.819 --> 00:34:07.720 private Discord. Head on over to youtube .com 00:34:07.720 --> 00:34:09.980 backslash to use book guy and consider joining 00:34:09.980 --> 00:34:11.599 for as little as $2 .99 a month.