He Never Filmed a Single Ad. He Just Hit His First $100K Month

What's up everybody? I got my client Nick here. He's hitting his first $100K month wholesaling real estate. Nick, can you give us a little bit of intro about you and then how it's looking since we started working together until now?

Yeah, absolutely. So my name's Nick Holliday. I've been wholesaling for a couple of years now. I've done for the most part outbound as my marketing source, and I felt like I had a really good sales process. I was able to get myself to hit some $50K months, some $60K months, but it was a lot of legwork doing the outbound and, you know, I read some books that were telling me to transition to inbound. I had a closer that found Fidel on Reddit, luckily for me. And, and we switched to inbound and it's just been a much smoother process. Everyone I've talked to actually wants to work with me and that's caused bigger assignment fees, faster cash conversion cycles. And that's brought me from a $50,000 to $60,000 month to being on pace for $100,000 month this month for the first time here.

That's awesome, bro. And then we started working together around what, like February, March, more or less?

Yeah, I'd say like about 3 months in now. Around that. Yes. Yeah.

And you're doing like a strategic nationwide, right? Where you're in multiple markets, not just one market, but you're not doing the whole United States, right?

That's right. So basically I'm in all the major cities of Texas as well as Memphis has been a good one for us. And then we not intentionally kind of got into Toledo a little bit, but not with meta ads, just with cold call, which was just temporary, but we definitely got some money there.

Okay, cool. And then quick disclaimer, you probably won't hit $100K per month. I don't know your work ethic. Nick is a beast and most people never take action. So if you want to make it good in wholesaling, you gotta have discipline and stay consistent because most people just quit. But Nick, I want to know a little bit more about your experience when we launched the ads. What did you see? What were you doing before? And then, you know, how, how are you guys feeling with kind of like the leads and the whole process that we have with the, with the inbound?

Yeah, the biggest difference was definitely the seller avatar you're talking to and the reason for selling. So cold call, you might get 1 good lead out of 40. Most of the reasons they're selling is downsizing or they just wanted to sell. That's it. Which means that they probably don't really need to. And then I started Meta and before I'm calling the lead, I read the notes. Every time it's financial difficulty, you know, they have foreclosure coming, it's a divorce. They actually need a wholesale offer, right? Not just to sell. So it actually fits our solution for them. With cold call, that's just never been the case. So, uh, yeah, that was the difference. And, you know, obviously that's important for a lot of reasons, but, you know, in my business, I'm even seeing something like attracting talent to hire. I, the first thing that someone said to me on an interview is, is it inbound leads? Because what sales rep wants to leave their sales job to go do a bunch of outbound? Nobody wants to do that, right? The second I told them it was inbound, recruiting became a lot easier too. So that was a huge thing for me as well.

Yeah, 100%. And then I know you were doing good with cold calling before, and something that I see when people are already doing good with outbound and then they switch to inbound, they start doing way better. So that's definitely a big plus. And then something that I talk about like all the time is if we think about wholesaling, like what is wholesaling? Wholesaling is we want to get motivated people in the funnel, right? So what I see a lot of people do, like whether they run like email or Facebook ads, is maybe they just are running the generic sell my house fast for cash. But that is not a motivated seller. So for us, it's like, okay, how can we get the more motivated people to come through the funnel and the ads? So our whole strategy is to put out ads that are targeting those type of people, right? Like foreclosure, divorce, inheritance, problem property. Because if we peel back wholesaling, that's exactly what we want. So why should we run the generic stuff if we are trying to ensure that the quality is good so that we talk to more of the motivated people? And then there's stuff that we do on the backend to ensure that that keeps on happening. But, you know, when it comes to the motivation of the sitters, whenever we asked it, we want to ensure that we have the data of what they're filling out because now we can look at the data and be like, okay, we're getting a lot of foreclosure leads. Then if we put a foreclosure ad, probably we're going to get a lot more foreclosure type of people. So I feel like that's a very big misconception of what people do and a mistake of how they run it. But if we simplify it and we do it that way, then it's way easier to talk to people that actually do want to sell, which, you know, would put you right there where you're at right now at $100K per month. And we're only investing what, like $5K per month?

Yeah, dude. Yeah. Cause like some of it's coming from old cold call leads, but the majority has been Meta for sure. And, uh, and yeah, we've only done like a test budget because we're only like 3 months in, right? The nice thing is now, you know, that I have that data, I can go back, like you said, see what specific ads were actually performing. And I'm sure that when I dump my money into that ad, I'm going to have way better results now. So that's exciting.

100%. And then one thing with Meta, I think like the hardest part with Meta is whenever we launch ads is it's always going to be a different campaign structure that's going to work for a different client. So you can be targeting the exact same area with one client, just the setup on how we set up the ads, whether we putting the budget on the campaign or the ad set, it's just going to depend on the client. And our job is to find out exactly what's going to perform best for that client. Because it's never like a one-way street into how you run things. Of course, you have like the best use cases of how you have been doing it before. But I find that that's kind of like the hardest thing. And I think for you, since we launched, like it was just so quick.

Wait, I did, I was getting contracts from like the day 3 or something.

Yeah, it was crazy. So I guess tell us a little bit with the sales process. Are you guys mainly doing wholesales? Are you also doing novations? What is that looking like?

Good question. So we do just straight cash offers and novations and then struggle at pitching creative finance as well. Won't even go into that one, but I believe that everything that I've got from Meta has, well, actually, no, we have one novation. So it's all been cash basically. And then one novation as well, which was going to be like a $40K rip. And then we found out that she owed like $15,000 more than she said, but still a good deal, you know, nonetheless, we still made it work. But yeah, cash and novations.

Okay, perfect. And then what do you guys think that you guys do very well in your company? Like, what is something that you guys think that you do very well, whether it's like the sales process or dispo, or maybe how you connect with the seller?

We have a stringent process, I would say. Stays the same. So, and then it just comes down to volume of how much we're doing the process. So if my goal was $100K a month and then I got $60K, I can see how short I fell of that and how many times more do I need to get the process to hit my number. So we're, we're big on our KPIs, but one thing when it comes to MetaLeads that we're definitely great about is our speed to lead is flawless. Flawless. There has never been a lead that has came in once that has not been called within the first minute if it happened between 9 and 9. Not one single time, for sure. So, and that is a big difference between my company and others. I know that to be true.

Okay. That's amazing, bro. Yeah. Cause the speed to lead is very important. And then like, what is the process like? Do you have like a follow-up person or like a lead manager that calls them and qualifies them? Or is it your, you or like your sales guys calling them directly and diving straight into the process?

Yeah, I'm the closer, bro. It's just me. I'm the only closer. And then my other guy, he does the dispo.

Okay.

So the second I get them on the phone, I think the hardest part about Well, a hard part about the business is getting people on the phone. So me personally, once I have them, I'm going for the close. I don't want to risk that we schedule something, they talk to another person, we schedule something and I can't get them back on the phone. Once I have them, I'm going through my full pitch. I use the same script every single time to make sure that my data actually means something. And, and I try to close them right there.

Nice. I love that. What, which sales process are you using?

So, uh, I was a student of Eric Cline's as well. So I adopted his sales process. And I've just read this script, you know, every day for 3 years that now I'm so good at it. No sense in changing it, right? Like now I've mastered the script, so I wouldn't change it.

Okay. And then one thing to note with you guys is we are running our ads that we have because I don't know if you told them, but I know that you live in Canada and you're doing like virtual wholesaling. So we didn't even have to launch ads of you for it to perform very well. So our ads that are more pain-based and we're still getting a lot of the leads from, from from our ads, which is working very well.

Yeah, that's exactly it. That's crazy too. I've never filmed an ad, just been using yours. And I thought about filming my own ads, but they've just been working so well. You know, you, it's going so well, you just don't want to touch anything, right? Like every lead I get is motivated in some way or another. So I know at that point, if it doesn't close, it's just my fault. I either didn't do my job on the closing or the dispo or something. So I just don't want to touch it. We're just going to keep it the same.

Yeah, 100%. Now, I guess for this month, like, what do you have closing? What have you closed? And what's the pipeline looking like?

Yeah, so we just closed a $25K deal yesterday that came from Meta. This is how the sales process went on that one. They called in, they said, I want to sell it for $25 grand. And I said, okay, well, you know, tell me a little bit about the house. He said, no, I don't want to have a conversation. It's a great deal. Do you want it? And I just said, well, can you tell me anything about it? He said, no. I sent him the contract. That was the sales process. We made $25 grand on that property. That was the best lead I've ever gotten. And then Aside from that, we have like a $2K closing today, and then we have another $60K closing with another 8 contracts on top of that, which we've already gotten offers on. Like one of them, we've got like a probably $20K in, and we have like 10 people walking in at the end of this week. So that's how I know we're going to hit this $100K because we're already, you know, in the $80Ks plus that.

Nice, bro. How are you guys doing the dispo process?

Yep. So I've got a dispo rep who's going through it. So our dispo process is basically this. We use investor base heavy. Investorbase is great, right? AI is pairing your deal with the best buyers in the market. We get as big of a list as we can there. We'll also look at all the actives and solds that are flips that an agent has done. So then after we reach out to the direct buyers, we'll reach out to the agents, we'll post it in Facebook, and we'll see who commented on deals in that zip code in Facebook and message them. Basically create our huge list of scraping from those sources as well as rental owners on Zillow. And then once we have the list of every single person who potentially will buy our deal, We are just blowing them up until we have at least 5 offers. And then after 5 offers, we now feel that we have at least done our job to accept an offer. And you know, if we don't have a good offer, we've at least done our job to know that it's time to go for a reduction if we need to.

Okay, great. So we are using the paid version on InvestorBase, pulling a list most likely to buy, and then we're still leveraging the Facebook group for that specific market and then pulling comps from Zillow of anyone that flipped a property. That way we go to the agent and be like, hey, is your investor interested in another flip? And then the rental owners within the area as well, right?

That's right. Yeah. Yeah. That's exactly it. And then we'll try to have as many walkthroughs as humanly possible.

Okay. And then with the sales process, do you tell the seller that you're going to purchase it or how are you positioned? The walkthroughs and everything, once somebody's interested.

Yeah. We'll just say that we have partners on this deal. And a lot of the time we'll tell them, we're not going to be buying this ourselves. And sometimes the condition comes back so much worse. We go, there's no way we can buy this ourselves. We need to come in with a partner. We're going to walk through with all our partners. And I've never had anyone have an issue with it. I think the only time sellers have an issue with it is when you're not a great communicator and they just feel sketchy about you as a person. That's the problem. If you're a great communicator, they can tell you've been doing this business, whether you have been doing it or not. They'll at least feel comfortable that it's going to get to the closing table is all that they care about. Yeah.

I think a common misconception is that you need to lie to sellers. And something that we always said is like, whenever people ask like, hey, how are you getting all these deals? It's like, well, we're very transparent with the sellers into like what we're doing. Because whenever we present an offer, like we will offer like, well, if we need to buy it and sell it, like we can, but most of the times they're not going to accept that. So we still set the proper expectations to ensure that if like, hey, okay, we can't do this price and maybe I could do this one and it's still like a reasonable cash price where you can still like wholesale it, we are going to tell them like, hey, We may not be the buyer. We have a lot of partners. We're going to market the deal because our, how we make money is by reselling the property. So we just want to have everything lined up. So we might even buy it ourselves or have one of our partners walk it in. He's going to buy it. But what matters is that you're going to get this amount of money that we agreed on. And I feel like a lot of the times where this goes wrong is when you stop communicating with the seller. Like you want them to be on the same page where you do multiple touchpoints throughout the week. That way you're still there. And then If like, let's say that you're getting lower offers and stuff like that, you can share what the feedback is with the sellers. Like, hey, we had this person interested, they gave us kind of like a lower number than we were expecting. We're still talking to these other people. But now if you tell 'em like, hey, this is kind of what they said and all this, then if you need to ask for a price reduction, it's not gonna come out of the blue because they already know kind of the feedback that you have been telling them so that if you need to do it, then it is more likely that you can actually get it based on the feedback. So I do feel like a lot of people, they contract it and then they go ghost and then they can't find a buyer. So now they have like their tail between their legs talking to the seller and be like, oh, I'm sorry and all this. So I So I feel like that's a huge point with this spot to ensure that stuff keeps on moving and that you can actually close it. But I do, I like a lot that you guys do at least 3 to 5 offers and just pick the best one. Yeah.

Yeah. I 100% agree with everything you just said there. Yeah. Yeah.

100%, bro. And then I guess for you, I mean, what's, what's, what's the goal now, man? You did really good.

Yeah. The goal is to just build the team now. Cause I feel like the leads was the missing link and now I've got it. Like honestly, I felt like I was going to build a house of cards. If you know what I mean, with cold calls, because sure, you can do deals, but like, it takes a different personality type to just be able to hammer those leads all the time for that result. It's, it's too difficult. Maybe not for you as the owner, but for you, for a sales rep, for sure. So now I feel like I have the confidence to hire more reps and have the process down. So now it's just going to be hiring as many acquisitions and dispo as possible and build this out until I can do multiple six figures a month. You know, hopefully I can do that within the next year here.

Yeah, I think it's definitely super doable. One of my friends, his name's Ryan. I think he's one of the best wholesalers in like how he actually runs his business because he only does like Meta ads and TikTok ads. He does nationwide, but they're super structured with the sales process where they're super transparent with the seller. And I think, bro, they're doing like $150,000 to like $200,000 a month and they invest like $10,000 per month. Right. So I think this way where you do inbound and you can strategically place novations where your average deal size is still like $20,000, $30,000, $40,000. It's very doable. But some of the common misconceptions that I hear with wholesaling is that, yeah, you need to do this agency and then you need to have this huge overhead. And if you get like a 3 to 4x return on ad spend, it's amazing. But I just feel like we work way too hard not to make more money, right? So if we can pick the market strategically, if we have different exit strategies, and if all of it is coming from inbound where they're motivated, then the likelihood that we can get a way better ROI is just going to increase.

Yeah. Yeah. 100%. I mean, I think that outbound is a beginner method. And I think that once you actually get really, really serious about growing it and you don't see this as a hustle, you see this as your company, now you have to switch to inbound. I think it's just, it's mandatory. I think all the big businesses are doing it.

I agree. And I feel like a lot of people get into wholesaling and they want to do cold calling because that's what everyone sells. Yeah. But you actually need to be very good at cold calling. So if you are not, you're not going to get deals, but I think you can get better the more that you do it and then position it into like more of the inbound.

Yeah.

Which is why when I started doing this, like I didn't want to focus on beginners because a lot of people make it seem like wholesaling is so easy. It's just, I think people have been sold a dream that is like get rich quick. And as you already know, like most people don't have that kind of like discipline to kind of follow through or they don't understand the game that they're playing with wholesaling is we got to front the cash first and then we make it back. So if you don't have money, like you can't compete, maybe you'll get lucky and get a handful of deals, you know, here and there. But if you want to build a predictable business. Unfortunately, with our business, we have to invest some money first. And, you know, due to the cash conversion cycle, it being real estate, it takes a while before we close deals so that later on we make the money back into the business.

Yeah, I 100% agree. I think that if you are just starting and you do inbound, there's a good chance you're going to fumble that lead. But if you have a process before the first lead comes in, you are absolutely going to crush it. I think that's how it is, right?

Yeah, 100%. And you have a process because you need to be able to train yourself and train the team on it. Because if you're tracking your KPIs and let's say that you offer a contact ratio is above like 1 in 8, you know, like if you do nationwide like you, okay, like 1 in 7, 8, you know, it should be a deal because maybe you're dealing with different properties and stuff, right? So 1 in 8, I'd say is really good because your cost per lead is, you know, like $25. So I think our cost per contract is probably what, like $1,000, maybe like $1,500?

Yeah, $1,000, yeah.

Which is insane.

Yeah, that's insane, yeah.

But I feel like that's what we need to do to ensure that it actually does keep on happening. And then the more that we do it, the better that it gets, right? So if you don't track your offer to contract ratio, You don't know where to improve. And if you don't have a sales process where you're listening to things, if you get ghosted and, and maybe you give out an offer and then they don't answer the phone, it's because one, maybe you didn't set the proper expectations or maybe you lowballed them way too much and you were not able to kind of dive into the, oh, okay.

Yeah.

If it, is it the price? And you kind of negotiate, because if we don't address those objections, then the chances of us getting them back on the phone after we present the offer is gonna be so hard to get a deal. So if we give an offer that they don't like, we got to still be able to negotiate that way we get closer to what they want. Uh, but all on the backend within the sales process, we want to be able to build that rapport where they actually trust us and they can actually have an open-ended conversation with us where they feel comfortable telling us, you know, that they don't like the offer or it's too low or this, that, whatever, without getting ghosted. So that is why having a sales process is super important because the more that you know it, the more that you'll be able to kind of pinpoint if you miss the mark somewhere.

Yeah, 100%. Yeah.

And then I know that you were also doing PPC. Tell us, tell us a little bit about that.

I was just thinking about that. So PPC on paper sounds amazing. And it, I think it should have been. I've tried it twice now with two different companies. I know I can close because I can close cold call leads. I have great, I have great data on it. Like I closed like 1 in 19 cold call leads to a contract, which I know is great. So I thought PPC, I should crush, right? Dude, these guys just wanted retail every time. I don't know what was going on. I, so I tried switching PPC companies. Which is probably the wrong move, but that's what I did. And then, and I gave it like $28 grand and like 6 months. Same thing. Everyone's just wanting retail, like, or even if they were motivated for some reason, they would say there was 8 companies when I Googled this. So I'm just going to call all 8.

Yeah.

Your deal's cooked. If anyone says that they want to call 8 companies to get 8 quotes before they go with you, your deal's cooked. Even if you can get $5K, I won't even take a $5K spread, right? It's just not worth it in this business. So I don't know, PPC just didn't work for me. It was extremely expensive. And I just found that Facebook leads were better. And to be honest, logically, I would think that PPC leads were better, but just from the experience, they just weren't. I don't know why, but it just wasn't the case. I can't put together why.

Yeah. Well, the reason why I like Facebook is because, for example, yeah, people say that Google leads are higher intent, but when, when they start typing sell my house fast for cash, they were, they already had a problem. So now they are searching. So what Meta, what I love, why I love Meta is because we are talking about the problem before they are even kind of looking for that solution, right? Which Facebook is interested in marketing. And if you think about it, most people are on social media. So before they would search for someone house for cash, if they see one of the ads, you know, the Meta algorithm is really good at finding the people that we want to get. So if they see one of our ads, we're talking about a divorce or a foreclosure. Yeah. Then that ad is going to relate more to them. So we're able to get them before they search for that solution on Google, which is the reason why I prefer Meta, and if the whole angle is that you make it pain-based instead of self-ask for cash, that is exactly why we're able to get good quality opportunities and before Meta, I'm sorry, before Google PPC, and you have the ability to compete with bigger players in the market that are spending a lot of money on PPC because on PPC you're kind of bidding on keywords and we don't want to do that because if the better that our ad is, We are able to get cheap leads that are still very high quality because we put a lot of emphasis on the type of ads that we are running to ensure that we're getting motivated people, which is why I love Facebook more than Google. And of course it takes a little more time with Facebook, but it's worth it because I have never seen like a lower cost per deal than using Facebook if you do it right.

Yeah, 100%. Like, and the unusual thing about Facebook that is awesome is that usually when your cost per deal is this low, you have to go through a lot of leads, right? This is the only thing I've seen where you have a low cost per deal and you don't have to go through 40 leads to find a deal. That was the crazy part to me, right? So I mean, that is so scalable.

Yeah, 100%. And what would you say guys, you guys are at as far as leads to contract right now?

Ooh, I'd have to go through it just because since we've only been 3 months, I haven't revisited my data now. Leads to contract, I don't know if I could say the exact number for that, but I could tell you offers to contract. We're probably, I think, just above 10%, which I know that sounds higher from your perspective, but we don't qualify leads. We offer everyone, even if they're upside down, we still throw an offer because some, just the chance that they say, you know what, I need to get rid of this thing so bad, I'll even come out of pocket. So we throw offers on everybody, which I know other wholesalers don't.

Yeah. Yeah. And I think if we were to pinpoint, if you only throw offers to the qualified people, you'll probably be in the 1 in 5, 1 in 6. But Out of the leads that you get, would you say that you get in contact with all of them?

Just about.

Just about.

I hammer them. Like, the second they come in, they're getting triple called and texted. 2 hours later, they're getting triple called and texted again. And once at the end of the day. So they get triple called 3 times that day by me. Okay.

Yeah. So let's say probably like 20% won't answer. And then if we give an offer to everyone, I mean, you may be probably like in the 17 to 20 leads to a contract, which is still amazing.

I know it's great. I know whatever it is, it's great.

Yeah. That's good. That's great, bro. Yeah. So I guess like, what would you tell someone who's considering working with us and running Facebook?

Yeah, I would say that there's a really good chance it's going to outperform your cold call, your text blast, or your PPC, right? Because if you're doing cold call, you're doing way too many calls. You're having to talk to way too many unmotivated people. And at some point you're just wasting your time. So if you already have a process, it's time to move past cold call, I'd say. And if you're doing PPC, you're probably spending way too much on your leads, uh, to probably get the same quality, or if your experience is better than mine, same quality, or worse, for just more money. So you're going to either, you know, cut down on the amount of leads you're calling, or you're going to cut down on the cost that you're spending on the leads and just have, you know, a better result because of those two things. Those are the two biggest things in business, right? So, and when it comes to building a team, you know, you need a good lead structure like this. So yeah, you're, you're missing the boat pretty bad if you're not here.

Love it, bro. Well, thank you. Thank you so much for coming on, Nick.

I'm here.

Nice. If you guys are considering using us for Facebook, click on the link down below, schedule a call, and I'll walk you exactly How to do it if you have the ability to work hard and you have at least $3,000 to $5,000 per month that you can invest into Facebook. I think it's going to be the best investment because we already run this for close to 40 people. We did it in our own business, so we know exactly what works. And first and foremost, I'm a wholesaler first and a marketer, so we know exactly what works. So if you guys are interested, click on the link down below. Nick, anything else that you want to leave off the— you want to say to the people?

No, just thanks for the good leads, bro.

Bro, it's been amazing watching you crush, and I'm so excited to have you hit back-to-back 6-figure months. I think now with all the data that we do have, we can make even better marketing to ensure that we get that high quality. So, you know, I'm very excited to just keep on watching you grow, bro, and crush.

Thanks, man. I appreciate you.

Hi, brother. Nice talking to you. Bye-bye.