How Carlos Made $52,000 Wholesaling Real Estate

How many deals you have in our contract right now? Like, what's kind of your estimated revenue

on that right now? I have four deals under contract right now. 52. 52 under contract to close.

Okay, so what. What do you think was, like, the most important thing for you in terms of the particle rig? What was most valuable when you were doing this?

I mean, but the main thing has been, like, the feedback on the calls. The feedback, the accountability. I mean, the sales process. But, okay, if I were to pick one, I'd probably say, like, the feedback, the feedb on the call, it's like, hey, like, there's some deals in the. In. Under contract right now that haven't closed yet. So, yeah, close, right? Has definitely got up. Yeah.

All right, guys, today we're here with Carlos. Carlos is one of the most incredible people ever, really. He is such a hard worker. He has changed his life really here within the past couple of months just by partnering with us. And I wanted to. I really wanted to let him introduce himself and kind of show, like, share with you his journey, because I think it will relate to a lot of you guys. So, Carlos, go ahead and introduce yourself and then tell them, like, a little bit about, you know, where you've been at over the past couple years.

Well, over the past years, really. I mean, again, my name is Carlos, like JT said, and like it says right there. But, yeah, I've been doing wholesaling for about five years now. Been really, you know, I've done deals here and there. Right. Or I've, you know, I've done deals. Right. But there's always been something lacking. I feel like I've always spent my time learning the whole KPI stuff. The business stuff, which is important. Yes. I 100% would say it is important.

What are KPIs? Just for the people who don't know what KPIs are. What are KPIs, Carlos?

It stands for key performance indicators. Basically saying, like, hey, if I want to get one deal, I need to talk to. I need to get three contracts that I need to get six appointments to get their contracts, and I need to, you know, like, kind of like breaking it down. Right. But yeah, I mean, all that is important, but one of the main things that I've been missing is like, j. You know, like, JT already knows is the sales side, you know, because ultimately, like. Like this. This business, it is a business, but it's run by sales. Like, you need to be really cool to sales to. To kill it in this business. And that's one of the main things that I've been lacking.

And when we first. When I first met Carlos, we broke down his business, and we were, like, looking at his leads versus his contracts versus how many deals he was actually closing. And I'm like, carlos, you know, you're getting a ton of leads. You're only getting, like, a 4x roas, right? I. Which row, as is called, return on ad spend. So if I spend a thousand dollars on ads, that means I generated $4,000 in revenue, and I'm shooting for at least an 8. I'm like, Carlos, these leads are really good. What is holding you back? And when we were breaking down his business, it was like, all really. It was all sales processes. And he. What Carlos does really well is he knows the numbers, but he spends so much time learning, he didn't really take as much action as he needed to do. So I feel a lot of people do that. They get stuck in, like, analysis paralysis. And, Carlos, you can tell them if you kind of relate to this, but you get stuck in the learning and, like, the numbers, but you really don't take the action of. Of closing those deals, you know?

Yeah, I mean, it. It's fun. It's. I don't know about you, but, like, my personality type is, like, it's fun, like, sitting on Excel, like, you know, mapping out where, like, different numbers go. Like, oh, if I do this, I. You know, I can get that. But, yeah, I mean, one of the main things that has stopped me is that right there, like, you know, because I can get lost in, like, the Excel stuff and, like, the calculator, but when it comes to actually, like, calling these people and, like, saying things that need to be said, that's where I was not taking action.

Okay, so what. What do you think was, like, the most important thing for you in terms of the partner program? Do you think it was, like, actually having us, you know, like, be able to hop on calls with you or, like, you know, or was it the daily coaching where you got to learn the actual sales process? Like, what. What was most valuable when you joined this with us?

I mean, it's all been valuable. I mean, but the main thing has been, like, the feedback on the calls, the feedback, the accountability. I mean, the sales process. But, okay, if I were to pick one, I'd probably say, like, the feedback. The feedback on the calls, like, hey, like, am I doing this right? You know, like, I had a feel of. Like, a feel more or less of if I was doing something right, but I never had that confirmation of, like, hey, am I doing this right?

So what is the feedback done for you? Did it help you close more deals or. Or did it help you, like. Like some deals, for example? I remember one deal, and I'd like you to share this, but you called them, and it was like they kind of were just running all over you, you know, And I. And I wanted to. I told you, like, you have to stand firm. Then you end up getting that one. Kind of walk them through, like, how the feedback has not only helped you, like, on future calls, but also helps you on the calls that, you know, like, you currently have and you're able to go back and save them.

Yeah, yeah. I mean, on that one specifically, I remember that one. That one's like ten minutes from where I live. That one. I mean, I had a feel for, like, you know. Yeah. Like, I could have been firmer, and I still definitely could have been firmer. Right. But you kind of. You listen to that call and you're like, yo, like, this man's walking all over you. So I kind of. I guess I didn't learn right away because I didn't implement it right away. But for the next ones, right, for the next calls, I'm definitely making sure to like, hey, stand my ground again. It's just, you know, that wasn't anything fancy. It was just a basic principle. Like, a basic principle that you said, like, hey, Carlos, like, that's something that you need to change, especially with this seller and on future sellers. So again, nothing fancy, but.

Yeah, what would. So we kind of did an analysis. When you first joined, your first 90 days, you have, like, a 4x roas, right? So what are we looking at kind of right now? Because I know we've at least like, increased your close rate by 50%

on my ROAS. I. I'll have to get back to you on that, but I think we're at like, six. Yeah. So, yeah,

I'm pushing for eight, so.

Well, okay, here's the thing. There's some deals in the. In. Under contract right now that haven't closed yet. So I mean, that roas will jump up.

Okay, so let's say. But our close rate has drastically gone up.

Yeah, close rate has definitely gone up. Yeah.

And tell them about, like, what it actually took, because a lot of people, like, you know, we can. We do some closings for you guys, but Carlos, he's really focused on now is focusing on doing it himself. Right? He's worked with us. We've done some deals with him. You Know, we've, we've got some, some pretty good leads with him. But the, the purpose of his goal is he wanted to learn so he could really go out and crush it whenever he goes out, like completely on his own. So, Carlos, I'm just kind of like, curious. Tell them about like, what you had to change in your mindset and like your accountability and your own self accountability in order to be able to get where you are now.

I mean, and again, this is for my mindset. My might be different for other people. Right. But one of the main things is like, you gotta go in there with status. Like, you know, you're. You're helping them, right? They're not here. Like, yeah, maybe, like, maybe you might need a deal. Maybe, you know, you're like, man, I want this deal to close to get money, but just make sure that you're going into status, like you're there to help them. One of the biggest things is like. And JT would always tell me this, like, I downplay myself a lot. Like I don't have, I guess, an ego to me. But again, with that being said. Yeah, again, go in there of status. You're going in there to help these people. If I were to. The script is important, right? But the main thing with the script is how you frame it. And again, you are there to help the people. And that's something that. Yeah, I'm taking into my sales process, into my business and my daily life.

Right. Okay, good, good. So tell them a little bit about like, how many deals you have in our contract right now. Like, what's kind of your estimated revenue on that?

I have right now. I have 1, 2, 3, 4. I have 4 deals under contract right now. And then I'm looking at my board right here. And then we have. 52, 52 under contract to close.

So, guys, And Carlos, I don't want to expose you, but I want these people to feel like it's okay to get vulnerable because these people are probably in. Like, the people watching this are probably in your similar shoes.

Yeah.

You first came to me. What was your net worth?

It's like a negative four. Yeah. And again, guys, I'm like, it's not like I've just started doing this. You know, I've done this for a while and I was in the hole.

And tell me what you think, Carlos. I think a lot of wholesalers close one or two deals and they think it's like they get lucky.

Right.

There's no business behind that. And we want to. What our goal is it's not, it's not 2021 anymore. You know, you can't just get. You're not going to get lucky. So your consistency has been able to help you go from, you know, negative net worth to now having over $50,000 in the pipeline. Not only did you have $50,000 in the pipeline, you closed, I think what was the biggest deal you closed last month?

Last month. And honestly, last month, I mean, yeah, I. I kind of fumbled some deals, but I think I closed a ten grand deal last month.

Okay. Yeah, you had one more. I commented on your Instagram about. You remember that one you post on your story?

Oh, oh, yeah. 25. 25, 000. That was a month before. That was a month before.

Okay.

Yeah.

So now you've done 35, 000 minimum in the past. That, that's not just off two deals in the past. Too much, right?

Yeah, yeah, yeah.

So we got another 50k pending, which is fantastic. Now Carlos, I also want to share them something with this, something with them too, how important it is to follow the sales process and like, actually still negotiate. Because I remember one deal we had which should have been 150k rip. We're going to get into that. But one deal Carlos had tell them about what the guy was asking for and that you could do that price. Yeah, get into that a little bit.

Yeah, guy was asking for like 110. I remember showing it to JT and he was like, yeah, man, like, you know, bring. Come at him. You know, JT was, you know, saying like, hey, like, you know, follow sales process. Right? In the sales process. You, you don't. Even if they're asking a good price, you still come at them with the lower price. Right? And I was on the phone with jt. I was like, man, I don't know, man, I don't think I'm. I was like, man, I think I'm just gonna offer him 110, even though JT was telling me not to. But yeah, I mean, again, the. The. The piece of land was worth like230,250. I was like, yeah, at 110, it's still steel, right? But I was like, you know what? Let me actually listen to jt Whenever I hopped on the phone with him, hopped on the phone with him, offer him 80. And he was like, well, no, I'd have to be at at least 97. And you know, I could have, I could have still negotiated there. But I was like, well, you know, I followed the sales process and we ended up agreeing at 97, which again, that, you know, that was an extra 13 grand right there just from one small decision to be like, well, let me actually listen and follow the sales process. Right?

Yeah, super important. And guys, we're gonna say, we're gonna tell, we're gonna expose this a little bit. So sometimes, guys, we get a little bit greedy. You know, we, we want the whole paycheck. You know, you might not have that much experience when you come in, but Carlos, he had the opportunity to make a hundred and one hundred plus thousand dollars on this deal. We, like, there was no issue. There are offers, everything. Like the, the house, the property was worth this much. But Carlos really, really, really wanted to try and do it himself the way he thought and kind of explain what happened.

Yeah, I don't say, yeah, it's, it's shitty. It sucks to lose a deal like this, but yeah, I just, I mean, long story short, I ended up losing the deal. We went out of contract because the closing date was on a Monday. And, and then the seller was like, hey, you didn't close by this date. I tried to get an extension and he said yes, but he actually never ended up signing the paperwork. And yeah, we had offers, we had buyers lined up to close next week. He wouldn't give us the extension after he said yes, and I think he ended up going to somebody else. But looking back, I, you know, I went, I told JT about it. He's like, yo, why didn't you come to me with it, right? Like, I, I kind of tried to do about. I, I, I, yeah, I tried to do it by myself. And I was like, yeah, now, I mean, yeah, now I definitely learn a lesson for the next one, right? But it's, it's, it's money that could have been in my pocket, that's for sure.

Quick 70, 000 that could have been in your pocket.

No, quick 70, 000. Yeah. Quick 70,000.

And that's not to, that's not to, that is not to, you know, frame Carlos in any way. It is to tell you guys, you know, it, what, what the purpose of that is, is like, guys, it is better to have part of a watermelon than a whole grape, you know, like, or even like a whole blueberry or. Actually, it's better to have half of a watermelon than nothing at all, right? So the purpose is, is like a lot of people will come in here and they get that shiny object syndrome, you know, they're like, oh my gosh, I can make a hundred thousand Dollars on this deal, if I do it myself, right? You have. In order to. I'm gonna shoot like, in order to do a deal of that magnitude or of that size. It is extremely complicated. Not only do you have to figure out permitting for the build, you have to figure out where the, what the buyers are actually looking for, the perk test, all of this stuff. Is this lot actually buildable? There's so many things going into it and it also takes a lot of organization and communication with the seller, which we do all the time. Right. However, you guys don't. Whenever you get deals like this, whenever you get deals like this, because Carlo is doing a lot of deals now. If you get a big deal that you haven't probably taken on before, it's probably going to be more beneficial for you just to work with us. We will get the whole thing done for you instead of going on and doing for yourself. Now, of course, guys, if it's a super easy play, you want to go do it yourself. We are completely content with that. However, when you have a deal that you're a little bit not that confident on, but you have a huge paycheck, make sure you get paid. Don't just hope you get paid by what you're doing. Make sure you get paid by working with us. But that, that's just one thing because I know that that was a, that was a, that's a life changing deal that Carlos did a really good job of locking up, but he lost it in the organiz the organization part because he wanted to do it a little bit himself. But the other deals you've done, really good job on those. How many deals did you close last month?

So that. Okay, yeah.

Two.

Two last month.

Okay, two last month.

Okay, yeah.

Good, good. Okay. So that's kind of, that is still very impressive because a lot of people, they never close any deals at all, you know. So what do you think is like the most, like, from here? What, what is your goals? What are, what are your goals? And you know what, what, what's really the big picture?

I mean, financially. My goal financially is. It's actually funny, I was actually doing like kind of riding right in the sun right now. But right now the goal is to make 50 grand. 50 grand a month to stay, you know, a consistent 50 grand every single month. And you know, I'd like to, I guess if you're asking outside the financial goal, right, Like, I'd like to have the business that runs not completely on its own, but something where like I can expect 50 grand. A month without me having to be in the trenches every single day. And I want to go travel, you know, go to, like, Columbia or something or, you know, South America. Just, you know, so much. I'm, you know, my time travel, traveling, you know.

Do you think we're getting you closer to that goal?

Yeah, yeah. 100. I'd say so. Good.

Okay. And what if you. If someone is sitting here right now and they're on the fence about joining? Right? I want completely raw answered. They're on. It's about working with us and partnering with us. What would you tell them?

I mean, I'd say. If it's worked for me. Right. Somebody who. Who. Okay, first of all, I'd say, like, if it's like an ego thing, right?

Like.

Like, yeah, put your ego to the side, right? Like, for example, like, for me, I. That's something that I kind of had to do, right? Because, like, again, I've been doing this five years, jt, I think you've been doing it. You've had a lot more success than I have, but I. I think I. I'm like an old man in this. And, you know, I was like, I had to put my ego to the side. It was like, yo, I need help, right? So I'd say put your ego to that, for sure. You can actually, like, you can shortcut. You shortcut your success. Like, shortcut. Whatever your goal, you know, get a shortcut to whatever your goal is. And then also, yeah, man, I mean, I'd say JT is in this business. He's doing it, you know, today, every single day. And, yeah, I mean, I think, you know, he's, you know, one of the best out there to learn from, for sure.

Awesome. And learn why you earn, right?

Learn why you earn. Yeah, exactly.

Well, awesome, guys. Carlos, thank you so much for. For sharing your story with everybody. I know that it. It takes a lot to get vulnerable a little bit on here, so I appreciate you being open and honest. Do you have anything you want to say before we. We go ahead and get off here?

No, man. You just had me, you know, you made me relive that. That story of losing that deal. But no, no. That's all I want to say, I guess. Again, guys, if this is something that you're looking to, you know, if you're looking to take your business. To take your business to the next level or make more money wholesaling real estate, I mean, I'd say this is. This is a way, because I know it's definitely helped me make more Money, for sure.

Good. And, guys, Carlos, I did not mean to make him. Yeah, you know.

No, no, no. I was kidding. I was kidding. It's all good. Yeah, no, you're good.

I. I just. The thing is, is something he said really hit home for a lot of people. When it comes to ego, it is so important to put it to the side, right? Because again, you can come, you can try and do this your own, you can try and do it on your own, and you can have 100% of the deal. But the odds that you close one, you know, one to two deals a month consistently is pretty rare. Right? I talk to a lot of people. I'm like, oh, JT, I made 50 calls last week. You know, my team made 150, 000 dials a week. That's 600, 000 dials a month. You will not be able to beat us. Like, there's literally no way you can beat us. We have, like 12 hours of talk time combined per day. There's literally no possible way that you could even come close as a beginner. You know, and that's the thing, is if you have no partner, if you have nobody with you to do this, like Carlos said, you're going to lose so many more deals. You might get lucky on a few, but even at five years in the game with nobody really leading him, sadly, the net worth was still in the negative. You know, in just a little bit of time, we were able to explode his growth all the way, getting like, he already has 50k deals pending that are supposed to close this month. So leave the ego aside, guys. If you really want to change your life and you want to work with somebody who's really doing this, and this is not a mentorship. This is not coaching. This is literally done for you service. We give you all the tools, and we help you close the deal with you, and we handle the leads, we handle the marketing, all of that for you. So if that's what you're looking for and you want somebody who's really about it, this is the place to be. If not, then you guys can go pay for a mentorship. But if you guys want somebody who's doing the deal with you and who's in the trenches and helping you learn while you earn, then this is the place to be. Anyway, guys, thank you so much for. For watching Carlos. Really, thank you for sharing everything. Y' all have a blessed day, and we will talk soon.