Transcription
When you get $200,000 wired into your account or deposited in a big, um, you know, cashier's check, what does that do to your brain? Were you like, "Oh yeah, I expected this"? Or were you freaked out, or like the financial thermostat on that is crazy? Did you feel like it was a scam? Did you feel like it wasn't real? What, how did you feel?
[Music] [Applause]
So when did, when did you guys get into the business?
Yeah. Well, so L got into it first.
Yeah, I got into it first. So I got, I got into it back in 2020. Um, and basically, I mean, I, the thing is, like, I had been in this business, it feels like, for my entire life. Um, I was wholesaling candy when I was 7 years old. So, like, you know, back when I was seven, I was flipping candy, making it convenient for, you know, like other kids in my elementary school to buy candy from me. So, I was making a couple bucks a day. And then that got me into wholesaling cars. So, I was selling cars at 15 years old. And, uh, yeah, just like making a couple thousand dollars a car. And I'm like, "Wow, what can I, how can I level this up? How can I make 10x what I'm doing now?" And after learning from Grant Cardone in his 10X book, I'm like, "Oh, shoot. There's such a thing as wholesaling real estate." So, I'm like, "This is such an easy transition for me to get into from like, you know, flipping all these things in my life. Why can't I just flip contracts?" And so, I got into wholesaling 2020. And my first deal was a land deal. And we sold that and made close to $200,000 on my first deal. I was like, mind blown by the amount of money you can make in wholesaling, just a single contract, not taking ownership of it, but just literally flipping the contract and making a significant amount of money.
Mhm.
So, wait. So, why were you, why were you wholesaling candy and then cars and then real estate? Like, do you have parents, or did you just grow up on the streets? Like
I mean, so originally, like I got into this because like we, we grew up in a really poor family, like, so I didn't really know, like, wealth, right? Like I had a lot of rich friends, but I'm like, I had to hustle. And so, like, I learned that hustle culture from my mom, and she like instilled that into myself and my two other brothers. And so seeing my mom hustle and grind, you know, ever since I was like 7 years old, I'm like, "Okay, I could do this too. Like, how can I provide a service, a convenience for other people where they can pay me for?" And so, just, I just happened to just like learn those skills from my mom originally.
Is it difficult now that you, like, you go from, "Okay, I'm flipping candy and making $2 a day" to flipping cars, making a couple grand, when you get $200,000 wired into your account or deposited in a big, um, you know, cashier's check? What does that do to your brain? Were you like, "Oh, yeah. I expected this." Or were you freaked out, or like the financial thermostat on that is crazy? Did you feel like it was a scam? Did you feel like it wasn't real? What? How did you feel?
I mean, yeah, that's a great question. I think definitely the first one, I'm like, "This has got to be illegal." You know, like, that's like, "How is that?" I mean, and I was working at, I just started working, like, in corporate, so I was grinding, you know, 10-plus hour days and working on weekends as well, and I was making barely breaking six figures. And so just seeing how much money can, can get deposited into your account in such a short amount of time, I'm like, "This isn't legal." Like, I, and then I start looking up laws, like, "Is wholesaling legal?" And I never really understood, like, there's a little bit of gray area, and I guess depending on the market you work in, but it is legal. It's something that is done every single day by tens of thousands of people. And so I'm like, "Wow, this is crazy. I can't believe more people don't do this."
Here's what's really interesting, and I think that this is why a lot of people don't understand. Like, is it, is it totally, is it in the gray area, or is it totally, totally above board? Disclosure is everything. This is what I've learned from talking to a lot of attorneys. This is what I've learned from getting a real estate license since 2004. Disclosure is everything. If everybody understands what's happening in the transaction, everybody's adults. Everybody can have the, make decisions. Everybody, everything is there, handled by a title company or closing attorney. It is perfect. It is just like buying or selling any other house if you're using an agent or whatever else. If the disclosure is there, if the paperwork's there, then it is all good. It's when you try to be sneaky.
It's when you try to, when, when you go in and you lie and you tell the seller one thing, but you, you're going to do another thing. That's when there's problems. That's when it gets not even in the gray area. That's when it's just wrong.
So, that's why we always talk about being a truth teller, truth seeker. And when you go, it, it, you can do so many amazing deals like you did for $200,000 profit on your first deal. You, you will meet people in your, in life. You will meet people in this business, property owners that'll just say, "Hey, listen. I know that you're going to make a fortune on this, and I'm comfortable with that. I like working with you. I want you to do well here. You know, if you give me this price, I don't care if you make a million dollars. Go bananas." It happens. It happens every single minute of every single hour of every single day. That conversation is happening around the country. You just have to talk to enough people and, and really go there with a servant's heart, explain the process, explain your price, explain what you're offering, and people will do business with you. It's when you try to be sneaky that you don't last in this business. And, uh, it happens all the time, unfortunately. And because of that, I think that's why there's this gray area, this gray cloud that surrounds, uh, wholesaling. And we hope that through the podcast, through conversations with, with incredible, um, professionals like you two, that people realize, wait, this is, this is really incredible people going out there and doing deals.
100%.
And that's it. What about you, Nicole? What do you think about this business?
I mean, honestly, I think what you just said, too, has been a big part of, uh, what we're really working toward as a business, and it's become one of our core values and something we're really intentional about, especially since I started working with, uh, Ludimir in the last year and a half in wholesale together. Um, but being very transparent and honest with these clients that we're working with and treating them the way we would want to be treated and treating them the way they deserve to be treated. So, um, we've seen a lot of people in the Seattle market where we operate, um, where it's very competitive, and they will use very aggressive and just shady tactics. They'll do anything to lock up a deal and they don't care who they're hurting in the process. You just dealt with someone on a JV deal where stuff like that's going around, too. And so it's very common, and that's what, just, we're really focused on making sure that we are acting with integrity because we like to be able to sleep at night knowing that we're not screwing anyone over. We want to like genuinely help people with this business model.
So.
Yeah, I love it. And you guys are in, uh, Tacoma, Washington, which is like the little brother to Seattle, right? It's very competitive.
A lot of people love living there. Uh, great properties. Uh, there's, there's areas that you know are more, you know, kind of average median home sale price in the threes, fours, and then, you know, it goes into the millions, right?
And so, how is that market? What, what have you learned about that market so far, Nicole?
Yeah, I mean, with the Tacoma market, it's kind of funny because we have so many people who I think are leaving the Seattle market and, um, kind of that Eastside area right next to Seattle. I'm like, using my hands to make a map here, but, um, basically that's pretty much the tech bubble, um, Seattle and the Eastside. And so those home prices are just astronomical, right? Because you have a lot of people making half a million dollars and just easy, easy money for them. Um, and so we have a lot of people who come down to Tacoma thinking, "Oh, it's a great entry way to get started. Way lower home prices." And there's definitely pockets in Tacoma where you can still buy a house. Gosh, we just bought one earlier this year for $125,000.
$25,000 for a, you know, two-bedroom, one bath.
Yeah. And so that's very much possible. But then there's other pockets too in Tacoma where now there's so much more competition because everyone's flooded down from Seattle thinking, "Oh, okay. I can buy these houses." So now you see a lot more going for $5, $600,000 like pretty easily. So lots of different pockets. It really depends where you want to target. Um, and then that's kind of where you focus your campaign and your marketing strategies.
But you can't get deals there, right? Because it's like they're so sophisticated. This is, there, these are people that are highly paid professionals. I mean, there's, there's probably not much opportunity in those type of markets, right? That's, that's at least what I hear, uh, on comments on YouTube or Instagram or something. So they go, "You know what, I'll just go virtual wholesaling. I'll go to these, you know, the Memphises and the Indianapolises and the Detroits and those markets because, you know, Tacoma is just too high price. They're too savvy."
Yeah. It's
No, I mean, that's definitely what people say, and I, and I love that because that just creates more opportunity for us. But there's so much opport, I mean, in any market, and that's, there's so much opportunity. That's the best place to start is in your own market. And the thing I learned from you, Brent, like, you, you teach that so well, and I couldn't agree more with that because there's just, like, you, you know, if you're, if you're saying immediately, I believe that, like, um, what you say is like, "How do I say this word?" It's like, what, what, what we think about becomes. And so when, what we think about, if we're saying that our market is saturated, then yeah, it's going to be completely saturated. But if we're looking for opportunities, then opportunities are so abundant in our marketplace. And so that's what we do. We're, we're going out there, we're looking for opportunities with other partners, we're having conversations, you know, like, there's so many ways to find these deals. And so, yeah, we find these all the time, these properties in the low $100,000 range. And, you know, there's easily, you can easily sell those for, we're averaging those assignment fees are over $50,000, right? Like, we're selling them close to $200,000. So, it's like the opportunities are exactly in your own market. It's just a matter of, are you willing to accept that and go out and pursue something long enough, uh, or are you just going to jump around from marketing strategy to marketing strategy? And that's where a lot of people fail in this industry.
Yeah. It's the whole "Acres of Diamonds" story that's, uh, really classic. It's a great little thin book. It's a, it was a speech done, uh, years and years and years ago to raise money for Temple University. And it goes, it's about a, a farmer in Africa that wanted to, um, find a, a diamond mine and went around everywhere and sold off his everything to go try to find a diamond mine. He sold off his land. And then the guy that he sold the land to was walking around in the creek and he kicked a, a rock that he thought was interesting and he grabbed it and he put it on his, on his mantle of his house. And then a diamond, uh, somebody that recognizes raw diamonds or diamonds in their raw form came to his house and looked at, looked at what was on his mantle and it was like one of the biggest diamonds that had ever been found. And the whole, this guy's farm that he was, he was searching his whole life in other areas for these diamond mines. His whole farm was the one of the biggest diamond mines in Africa. Right. And, and, and I feel like that is the way it is in real estate. Like, if you know how to recognize potential in your backyard, you're going to win. And if you're in those high price, if you're, if you're in a median sale price of above 300, I would say 300 to 350,000, and you're not going on in-person appointments, uh, you're going to get beat out a lot. If you're trying to just do virtual wholesaling and you're under, you know, 350, it's really difficult to just do, um, do this business virtually. Uh, with that being said, are you guys going on appointments and, and not contradicting my point here?
Share about that. Share about some of your experiences, Nicole. Right. Like, were you the only person that came out, and that's why they worked with us?
Absolutely. So, I've been, at least with my role in our business, I've been leading more of the acquisitions, and so I will be that, um, person going out to appointments. I'm the one talking to sellers on the phones. Um, but we have found that with some of these appointments I've gone on, like to houses in, uh, Seattle. Um, Everett is another city. It's kind of more like a, a suburb of Seattle, a little bit north, but still very competitive.
I've gone out to two appointments. I was the only one that went out to these. And these are like popular competitive cities, right?
So, just, yeah. To your point, Brent, like, I mean, there people can say there's a lot of competition, but when you're going out and actually doing it and finding out the truth for yourself, like, it can be a very different story. And so I closed those deals. Yeah. I just, even one of them, I didn't even expect to close the deal either. Her price was
way off. But, uh, it was actually right after your mastermind. Uh, I think we went down in May to do your mastermind, and I remember, um, one of the biggest takeaways that I got from you and Ryan was, uh, with qualifying clients, uh, making sure that there's always a really strong one, when a strong why. And, yeah, they can give you whatever price, but if they have a strong one and a why, you get your butt out there to the appointment. So that's what I did with this, um, client, and we closed at that appointment.
Yeah. And I was so doubtful, too. I remember she was like, it was like at $650,000. I was like, "Nicole, like, that's that price is almost retail. Like, how are we going to be able to sell that?" He's like, "No, this is what I learned from Brent. I'm going to implement it. Let's just see how it works." Cuz I, I was like, "You're going to drive an hour to literally one appointment tonight? Like, that doesn't make any sense." And she's like, "Just trust me. Let's just do it." So she went out to that appointment. She closed it at, what was it, like $450,000? Baby, she's like, "I just, I really wanted $450,000 for this home." We end up assigning that and made an $85,000 deal out of nothing. I mean, it was just an incredible deal. I'm like, "Wow, what you're teaching is working. Like, if you actually take this information, implement it, this could work. And it is working every day." So,
how did you find that deal?
So, that one was, uh, cold calling. So, I wasn't doing the cold calling myself. We had a team we were working with at the time, and then I was doing warm calls. So, two weeks right after your mastermind. So, not too bad.
That's awesome. That was the, the PPC mastermind?
Uh, that one was the general one.
Action workshop.
Same value.
We love that one. That's great.
We'll have to come back.
Yeah, we do that, you know, three times a year. We love that. That's a, that's a phenomenal event to have everybody come into, like, our home, our office here, meet everybody and connect, and then just be able to, uh, sharpen, sharpen the skills, right? Just, just get a little bit better and just maybe, maybe get to the point where you go on that extra appointment that maybe you wouldn't have, maybe you would have done that over the phone, but it pushed you to do it and turns into $85 grand. I mean, absolutely incredible. It's incredible. First of all, let me ring this bell for that. That's awesome. Yes, we got the bell.
That's awesome.
That is, that is great. So look, so Nicole, when it comes to people making offers and they're virtual, are you seeing, are you seeing that they're, they're giving the owners significantly more, they're offering significantly more to the offers virtually than you would in person? Because that's what we see in Phoenix a lot is they, they set this ridiculous price and we've had to go out there and and educate them and be like, "Have they seen the house? Have you met them?" Like, what is their Google reviews? What's, how many testimonials? Like, do they actually live here, or is it just somebody giving you a random offer and they're going to tie you up and try to, uh, find another investor that's going to buy it from them?" And so we, we go through that dialogue a lot here in Phoenix with anything. It was more a couple years ago. Nobody really does it virtually here anymore. Um, but we, we had to have that conversation a lot. Are you finding yourself having that conversation?
Yeah, I mean, we get, whether it's virtual or even other local people who, again, kind of back to that unethical practices of just, they give these crazy high offers that they know they can't actually close at. And we bring that up all the time with homeowners of like, "Look, the offer we're giving you, like, this is the number we can actually close on." And I know there's a lot of, um, people, uh, going around saying like, "Okay, there's these wholesalers, they're always going to lowball you." And I like to make that clear with any homeowners I'm working with is, we're not lowballing you. I'm giving you the actual numbers that I can confidently close at. If we can sell the property as well, like, great. But also, every number I give out to a homeowner is a number that if we were to end up taking that property and flipping it ourselves, like, that's the number I feel comfortable doing it.
Um, and so I think that honesty and transparency builds a lot of trust with homeowners and then just setting that expectation of like, "This is how we operate." Just be very careful of these other people who you're having conversations with, um, and the practices they're doing, the numbers they're giving you, the contracts they're having you sign, being aware of like the sneaky, um, clouding titles and randoms. It's, it happens all the time.
That's really unfortunate.
Yeah, it's a lot of education is really the big thing, and that's the fun part for me, too. I love doing that. So,
yeah. So, Ludir, it sounds like Nicole does all the work. Are you just swimming in a lake or what? What do you do? What do you do in this business?
Um, he plays pickleball.
That's, I transitioned a little bit out of this business, but that's the, that's literally the important thing in life, right? Like I learned from you as well. It's like, can we make this into something where it's just like a part of my lifestyle? Can it be a lifestyle business? Because at the beginning of our business, right, um, we were grinding. I mean, I remember for the first two years, we were working 10-hour days. We were making $2.5, $3 million a year. We were doing, you know, 50 to 100 contracts a year minimum. And now, honestly, like seeing Nicole, like seeing, you know, I taught her some of these skills and seeing her acquire these properties within a few months by herself, I'm like, "Wow, this is incredible." I'm like, "Yeah, how can I like really enjoy my life now and not necessarily grind?" And that's kind of what I wanted to to share as well. It's like, you know, you don't always have to be grinding. You can also have like a lifestyle business where you close X amount of deals a year, right? Even make half a million dollars a year, deposit that into cash-flowing assets, and live a very like comfortable, happy lifestyle. And that's kind of
Yep. That's how you win the game. I mean, that's, we're winning.
Having the freedom to control the time that you have left on this planet, right? I mean, that's, that's really what it is. Without, without that, you know, really heavy weight of finances, you know, strapped around your shoulders. But you have to go through hustle season.
You have to go, you have to, you have to go to bed exhausted. You have to go to bed frustrated. You have to go to bed, you know, uh, hungry. You know what I mean? For a long time. People think it's like, "Oh, I'll do it for a month or two or 90 days or a year or two." It's seven years.
It's seven years of go. It's a few. And that's to like, really get it to the point where you're, you're, you're completely out of it. You know, that's, that's the average that I see. I mean, you, you got into this in 2000, uh, in 2020, and so you're 5 years in. I mean, you're right there.
Absolutely.
Right there. Yeah.
So, I think now it's just like continuing to build our cash flow. Like I think for us, I mean, it's so important to constantly, every single week, like, one of the biggest things I do is like, uh, really spend time on our finances. So, really understanding what are we spending, how are, how much are we investing, how much are we, like, all of our finances. And so, like, having full control over that, and then just like building up our cash flow. And now that we are financially free, right? Because we deposited 90% of the money that we were making from wholesaling into cash-flowing assets. Now I see, okay, we needed X amount every month to pay for all of our expenses. How can we, how do we want to live our lives now? And like, it's possible for every single viewer, listener, right, to do this and to do this within a 5-year time frame. It's just like, how committed are you, right? Building a solid foundation for your business and like, not just listening to what you have to say, right? I think the biggest thing is implementing what you actually share on this podcast, cuz we listen to like, almost all of your episodes, and we, we actually do the work, right?
Yeah.
It's incredible. I had a conversation with Tom Croll, and he was talking to me about, um, in his office, in his home office, he has a big whiteboard, and, um, he has, so he pays off all of his, uh, real estate, pays it all off, right? And so they have the total amount of debt, and then they have their expenses, and then they have the excess that goes to to prepaying off the mortgage every single month. You know, and it could be, and they start with one at a time, and they pay it off, and then pay it off, and then pay it off, and pay it off. And I understand that that's a very conservative, very, uh, Ramsay-ish approach to it, but I don't know a guy that's happier than Tom, right?
You know what I mean? And his family, and his kids. He's got five kids. He's, uh, the mayor of his, you know, his neighborhood. You, you can't, he's on his phone. I'm talking to him, and he's saying hi to 15 people while he's walking through, you know. So, there's something to be said about, you know, getting to the point where you have all of these assets completely paid off. I think that's what the really wealthy do. I really do. I think that they get to the point where the cash flow is bananas because there's no debt.
Right?
You know, if you're paying debt to somebody else, they make all the money. The bank makes all the money. The bank is the top of the pyramid. So, it's like, go make a bunch of money in real estate, stay within your lane financially from a, from a expenses standpoint and monthly cost standpoint, and put all the excess into, uh, assets that'll, that'll, uh, increase in value over time. What's better than real estate?
Absolutely.
I mean, the stock market, you could argue, the economy, you can argue lending money. That's, that's the world that I love. Um, but holy cow, real estate is such a great asset for like long-term, uh, wealth building. It's incredible.
Yeah.
Absolutely.
Absolutely.
I mean, that's even, I know for a lot of listeners, that's probably even kind of a daunting thought of like, "Okay, maybe it's just even getting into your first asset and like, oh, how am I going to pay that off? That could be like a several hundred thousand." And, and I think one thing to keep in mind is sometimes it's just like, excuse me, starting small with what are the things you can start paying off? Maybe other debts in your life. So for us, we're really big about not having credit card debt, and we really focus on living within our means. I know, um, Ludic loves to spend money, and I'm the frugal one, which is kind of funny. I don't think people always expect that. Um, but we're really big about no car loans. Um, and just making sure that, uh, we can keep our monthly cost of living pretty low, and that we can keep our monthly income a lot higher.
That's it. That's it.
Mind.
Yeah. It's, you know, the old saying is, it's not how much you make, it's how much you keep. And it's, and it's absolutely true. Um, it's absolutely true. And there's, there's some tax, um, you know, strategies in there, uh, that you can implement with real estate, which are awesome as well. So, um, so Nicole, you're telling me you're the, you're the good one with money, and you close all the deals. So I see what's going on here. Okay. I, I see what's going on here. It's, it's a good thing you're like 6'5, bro. That's all I'm saying. Okay.
He's got his uses. No, he's, he's, uh, he deserves so much credit, too, because he's the one who, when we'll go travel, and we do love to travel. That's probably our biggest joint spending thing that we do. We have no kids, so we're like, "Now's the time."
But he loves to work while we travel. I'm like, "Okay, I'm unplugging. Don't bother me for like the duration of this trip." He will be closing deals as we're traveling. And so, um, there have been times with our cold calling campaign and with our PPC, that's our other main marketing strategy that we're really big on. And those can be really slow sometimes. And so then it's great because Ludic will be, um, really focused on the JV partnerships and bringing that kind of income into our business. And that's been huge. Honestly, that's saved us a lot of money during this year. So, yeah, we went to Europe, uh, like just recently, like a month ago. We were just traveling around Europe. We're big Harry Potter fans, so we got to go to like London, England, and all over, uh, the UK. And when we were there, I was just like, "I like this." Like, it's so much fun to to do this and not necessarily have to like, if you're getting started, you don't even need your own marketing dollars. Like, there's already people in this space wholesaling every day across the country, even in your market, in your state, and you just got to build that relationship with them, right? Like, whether it's taking them out for coffee, for lunch, like, just establishing your presence with them and helping them to sell their deals. And that's what we've been able to do very, very well. And so when we were abroad, you know, we, we probably brought in about $70, $80,000 on three different smaller deals. These are smaller deals, just helping other wholesalers sell their deals. And how awesome, like, we had, we could have stayed in Europe another 6 months, right? If we wanted to, because it would have been paid for by these JV, uh, partnerships that we built over the last couple years.
That's awesome. So, we're running your PPC for you. How's that going?
Um, so with that one, uh, it's a funny story because we originally wanted to work with you on PPC, but this is back when we had just started out, um, working together. And at the time, we had not made any deals together, and so we didn't qualify to work with you, your PPC channel. So, we actually got, um, referred over to like a discount PPC manager. And I promise this all ties into a very useful story for listeners, but, um, we actually learned the hard way that, um, working with this other person, you know, you get what you pay for.
Um, and we have brought in deals through PPC, and so we are very grateful for that. It's been like 6 months, we've brought in three deals, and that's pretty solid. Um, but we have also found in the recent months, our campaign has taken a dive, and we've had to do, um, the very humbling task of like, "Okay, you can't just set it and forget it with your PPC campaign." We really trusted these guys to handle it, and they weren't really sure why this dive happened. So now we're actually going in ourselves and really figuring out how to remanage the campaign.
Um.
Losing tens of thousands of dollars.
Yeah, losing tens of thousands of dollars in the process. And I think even like, we talked to you a little bit about this, uh, your mastermind, of like, you went through a similar thing when you went with other PPC providers before you did the smart thing and made your own, uh, PPC agency. And we're learning that lesson the hard way. We should have just listened to you, gone with you. Um,
we're here.
Yeah.
Okay.
So, what, what do you, so the, the majority of the deals is from cold calling still?
So, again, we're like figuring out, we're slowly implementing all the advice that we've gleaned from you, um, since we started working from you. But cold calling was our main marketing channel along with JV referrals, and then just a few months ago, after we realized we really need to listen to Brent of just like diving into one channel and doing it well. We're kind of having PPC in the background, like, "Okay, we're just going to cut the cold calling and go full hog into this PPC." So that's just what I'm spending like all my time doing now. It feels like a big gamble, but we also know it has made us money in the last 6 months. And so,
also, those three PPC deals were like close to $200,000 in revenue. So, it's like,
you know, we're talking huge amounts of money from a couple deals. But,
yeah. So, we don't do like, you know, before we were the volume approach. We're doing hundreds of deals. Now we're doing a small amount of deals, but just bigger assignment fees.
Mhm.
What is your average assignment fee?
It's over $50,000. Yeah, for sure. Like, I would say probably close to 60, just because of like how much time I spend packaging these up and just the amount of work I put into these. I don't just, we don't just, we sell the vision. We don't just sell, you know, the, the product like most wholesalers do. Like, there's multiple extra strategies that we put together. We have like a professional in-house that basically looks at all options for it. Can it be a development? Can it be a flip? Can it be a rental? Like, so we package these up, and we, that's how we capitalize on a lot of these deals. While most wholesalers would just take the $5, $10,000, we turn that into $50, $100,000 easily.
That's a, so in this package, how is it? So you're not just sending an address and a link to a Dropbox with pictures.
Like, honestly, most, like, a lot of wholesalers do that, right? Like, I see that all the time, and that's where like,
how many investors just skip those? I mean, I skip those. I would never review that if I'm just getting an address in a lock box. Like, I'm not going to go to the property. It's a waste of time. And so when I package this up, I literally hand the buyers, that's my value. I bring it to them like a silver platter. Literally all of the information, the county records, you know, the property information, how old it is, like everything, all the details, all the photos. We sometimes even do, a lot of times we're doing inspection reports. We're literally doing everything you can do. So that way you don't, you know exactly what you're buying day one, and you don't even have to walk the property. A lot of these we sell sight unseen.
I love it. I think it's really smart to do an inspection. Get a full-blown inspection done and just have that and send that to all your buyers so that they can make a really smart decision. One, because, uh, it's going to list all of the items, uh, that they didn't know about. Um, and two, they take a lot of pictures. They take a lot, they take a pictures of everything going on. Everything that has a problem, they have a picture to it, which is just absolutely incredible. So now you have the, instead of sending 40 pictures or 20 pictures or whatever to, to your cash buyers, you, you, you send them your own pictures, you send them the inspection, uh, you send them a, a breakdown of different exit strategies, and that's, that's what gets them sold and sold for a lot more. How do you find your buyers? That's a, that, that is I think a big challenge for a lot of people that are just getting started now or just starting to, you know, maybe get back into the business, took some time off, and they're like, "You know what, that wholesaling thing was awesome." Um, how do you, how do you find buyers in this boring market right now?
Yeah, absolutely. I mean, there's so many ways to find buyers, but there's just a lot of unfortunately wannabe buyers, like people that are not that serious, that have never done a deal. And so, you kind of have to get through the weeds of that. I mean, right now, like, it's as simple as Facebook, to be honest. I, I use Facebook every day. I have a virtual assistant now that has her own account that works for us, and she's full-time searching for buyers. But how we do it is literally just go Facebook. I guarantee there's, you know, a real estate community in your market. For us, it's Washington Real Estate Investing. We go to that. We see all the properties that other wholesalers are listing. And underneath those, they have their emails. "Hey, I'm serious. I want to buy this property." You know, maybe there's 30, 40 people. And I go and individually contact each one of those people. And I figure out who's serious, who's actually buying, and how many properties have they bought. Is it their first investment? Is this their 10th one? And then through that, you have to, again, it takes a lot of time, but then you get to the root and you can see exactly who's the actual players in your market. And we found those people, and it's taken a couple years, but it's possible for anyone to do if they're really serious. Just go to your local Facebook community.
Yeah, I love it. A little cheat code for that is if you search within the community and you just put @gmail, it'll pull up all the emails that are Gmails. If you go @Yahoo, if you go @, those are pretty much the only two emails I know, but those
those are the big ones. Yeah, you could just put it in your search and then it just goes and it, and you can just scrape it right there. So, you don't have to go to each individual post and look for the comments there. So, a little cheat code here. You know, I've been around the block of
the best saved us hundreds of hours for sure.
That's it. That's it. So, um,
awesome.
What, what does your team look like? Is it just you two, or do you have more people?
Yeah, it's funny because, uh, our goal, I think before we started, uh, with your mastermind and your coaching group, um, was, "Okay, we're really going to scale this business. We're going to make it huge so we can go take trips to Europe all the time, and the team will be working for us." So, we started hiring, uh, sales reps at the time. Um, I can't remember if we had a VA, but I think we had a couple doing cold calls for us. We probably, yeah, probably. Yeah, 10-person team.
We had probably had a 10-person team when we started before we started with you.
And then, uh, we,
remember.
Yeah, we went to your mastermind and we were like, um, "You should actually really consider having a lean team of just the two of you." And I was like, "Oh, okay. Let me just reverse all of this hiring here." Um, so now it is just us two pretty much. Um, we still have one sales rep who kind of works with us, also kind of runs his own business, so it's like a hybrid, but he's just a great guy, and he is very motivated as well. So, he found an op, um, an awesome option that works for him, and we still get to support him, but mainly it's just you and I, and then our one VA.
Yeah. And then I would say too, like, I mean, for me, like, all the JV partners, I consider them partners in a way. So, like, when you add all those up, we have at least 10 of those. So, like, they just bring us deals constantly. And, yeah, I mean, but for our team, it's really just us. Yeah.
And, and one, one, one person, three people.
How did you establish those JV partnerships?
I, uh, the first one, it was just like an event. I went to a local real estate meetup, and I asked, I love to share with my story with people. I'm a wholesaler. I'm looking for partners. A lot of agents actually have a lot of off-market deals. So, a lot of these agents come to these, uh, meetups, local meetups in different, in, in our market in Seattle. I'm sure that across the state, there's a lot of these meetups, but yeah, a lot of agents, uh, don't really understand how to do off-market transactions, and they do have these buyers that need to sell or sellers that need to sell fast. And so, I just share them my story. "Hey, I'm a wholesaler. I'm looking for people that are, um, you know, looking to sell quick and for cash, and if you have any deals." And so I was able to start building relationships with people like that. The first person, yeah, Dean, great guy. Um, we've, we've done maybe 10 deals this year so far for over $250,000 in revenue, just for us, right? So, just one partnership has has really helped our business generate significant amounts of revenue. And so that's what we do. We just, we maintain those relationships, but we do a lot of meetups. Uh, that's where we connect with those people.
Yeah. I would tell the whole audience, if you want to make $400,000 minimum a year, get 30 real estate agents to refer you one deal a year. One deal a year, right? 30 of them to just bring you one deal. You do that, you're set for life. 30 relationships. You guys have 10, and you're making how much from them this year?
I mean, half a million. Yeah. Usually.
$500,000 on 10. Imagine 30.
Over a million dollars in your markets, right? I'm telling you, you find 30 agents that have been screaming from the rooftops for a long time, find the 30. I even told people, get like a, get like an Excel sheet. Make it a 30 by, you know, 30 blocks, like, you know, whatever, five by six, and put one through 30 in there, and just fill in the names of the people that you can go out there and build a great relationship with, and you are set for life.
Set for life. That's it.
People are like, "Oh, I've got to go get a law degree, and I've got to go to med school, and I've got to go and start a really successful business, and I've got to do all these things." If you just get 30 people that know, like, and trust you to send you one deal a year.
Yes.
You will change your life forever. You guys are doing it with 10%
because you average $50k a deal, right?
Which is bananas.
Yes. And I would say too, on top of that, Brian, like you said,
I think don't give up on them. Like, don't give up on yourself, cuz, you know, it's one and done for a lot of people. They, they contact, they reach out to them one time. "Hey, you know, you said you might have off-market deals. Like, can I help you?" And then that's the end of the conversation. Like, be consistently showing up for these 10 people or 30 people. Like, reach out to them a few times a month, even just once a month, right? But it's like, you can't be a one-and-done person if you're, if you're going to succeed in this deal, in this game. I mean, you're going to have to show up consistently every single day. Mhm. I got to say too, just to highlight Ludic here, because as much as we poke fun at him for playing pickleball half the day and going on your spending sprees, you are just one of the most determined people I've met. And I think that's been really the true driver of not just our success, but yeah, especially the success you bring to our business is you are not a one-and-done person. Whether it's building relationships with people, he's going to be very consistent with his follow-ups there. Whether it's trying to dispo a deal and you get rejected by 50 people all telling you, "Oh, it's a bad deal. Oh, it's overpriced." Like, you will find that person. It doesn't matter if it takes you 50 hours for one deal. Like, you always find a buyer. It's incredible. I've never seen anything like it. Brent,
you mean he talks to people?
Does like to talk to people.
It's very easy. It's a superpower. I'm just telling you, you talk to enough people, and you're, you're fast and effective with communication, and you actually care about people, and, uh, you're, you stay in front of them, and you thank them for business, you win. You win every time. It's undefeated.
You talk to enough people, you will do deals. It's undefeated. Absolutely. And you guys are the perfect example of it. That is awesome. Well, give, give some advice for people starting out in this. Give some people, um, you know, some instruction, not just, "Go, go work hard, go, go really be determined." Like, give us, like, give us some action items that they should go out to do to get their first deal.
Oh, I love it. I would say honestly, for me, what comes to mind is first, just being very real with yourself about how much work you're really willing to put into this to succeed. You know, what are you willing to sacrifice? How much money are you willing to put into this marketing endeavor? Um, and just how, like, just really being honest with yourself. Do you want to build a billion-dollar wholesale enterprise, or are you just looking really to make $100,000 a year? Because that's really going to, uh, differentiate the path you take.
Sure. So, just starting out with that and figuring out, okay, so maybe
I don't really have that much time to put toward wholesaling right now. I have a 9 to 5 job. I have maybe like $50 to put towards marketing. Um, and so that's really going to dictate, okay, maybe you're going to do driving for dollars or door knocking or the cheapest possible marketing options. And that's going to be what you do for um x amount of time, however much time you want to set aside to dedicate to getting your first deal, just knowing it's going to be tough, but you have a great community with the TTP community, the Rhino tribe. So, lots of great support there, too.
Yeah, that's really, really well said. I think too, uh Brent, like I I got my biggest return on investment. I remember at the beginning of my business with my business, my old business partner and we were throwing thousands and thousands of dollars into marketing channels. We literally burned through all of our money. And I remember I had no more money in the bank account. I'm like giving up. I just remember telling Nicole like this is it. But right before giving up, I'm like someone in in our space was doing this successfully and they were making literally several million dollars a year. And I remember his name, Cole Johnson. I'm like, I got to go to this man. I got to meet this man. And so I met with him and for me, that was the greatest ROI ever. I mean, it was like a 100x my money uh every year, right? We were making millions of dollars from his advice. And so for me, like I think it's just easier to learn from people that are already successful. Like why, you know, like just go to someone like yourself, right? Like learn, learn exactly the ropes of what I need to do step by step and then implement those things. Don't learn on your own because it's it's going to be hard. It's going to be very hard, challenging. You're going to waste a lot of money and a lot of most people do that. And so, like I just saw in your in your community, right? Today, I I was going through your community and I saw these JV posts and people saying, "Oh, like I want to JV, I want to, I want to, you know, I have this deal I need to sell." And and so I start actually start calling some of those people and they're like, "Yeah, I'm ready to work with you and we can split the deal." And I'm like, "Wow, that's so easy to make money." So, I'm going to I'm going to show you that example once I close some of these deals, but I would just find a community because you're not going to do it alone. So, number one, find a community of people that wholesale, whether it's one person or multiple people. Start learning from them. Don't do this on your own. And and and and they will help you. Like, we're open to helping anybody, right? Like your community is open to helping everybody. We're in this together. And then implement exactly what you learn. And for me, I like the JV model because it's free. You literally build the relationships like you said and you don't spend any money but your time. And for a lot of us, right, a lot of us live paycheck to paycheck. So, if you're in that situation, go learn from another wholesaler and then help them create some kind of value, bring some buyers to them, and then make, you know, they're going to pay you a couple grand for your work.
Awesome. That is absolutely incredible. I'm going to put your guys's um Instagram in the show notes so that people can reach out and I encourage everybody to reach out and just tell them, "Hey, great interview." Or if you do want to JV with these guys, then make sure that you reach out. Nicole Amdal and Ludimir Wat, you guys are incredible. Thank you for being on here. And um yeah, people are going to be reaching out. That's awesome for having us. We'll see you soon again in person.
Thank you.
That's right.
Thank you for all your value, Bryant. Really appreciate it.
You got it. What a great conversation with Nicole and Ludimir. And listen guys, for the first time ever, we are bringing you at Wholesaling Inc. We are bringing you all of our training, all of the access to the community, all the access to two to three support calls every single day, Monday through Friday. And here it is for the first time ever, inbound leads. Inbound leads, hot seller leads that are looking for someone to buy their ugly house. It's absolutely incredible. It's all rolled into one package. It is bananas. So, go to talk2people.com. Uh, go put your information in there. Talk to our team. They're not these weird salesy bros. They're absolute incredible marketing machines. They know exactly how to put you in the right position to win. Doesn't matter your market. Go to talktoeople.com and uh I look forward to working with you and seeing you on our private support calls and in our private community. And that's it. My name is Brent Daniels, Mr. Talk to People. I love you. I'll see you next time.
[Music]
[Music]