HOW TO GET YOUR 1ST WHOLESALE DEAL

Alrighty, what is up guys? We are all live here and welcome to episode 1 of New School Wholesaling. So, uh, I'm not going to take too much of the, uh, spotlight here, but, uh, I am joined by Enterprise Elite Jacob Blank, Maximilian Deer, Alex Mineo, Roy the Closer, Vayna, Tyson, and Richard Taylor. And these are all individuals that I brought together who are all under the age of 30 and they all have made over a million dollars wholesaling and I decided that this was a podcast needed for the newer generation of wholesaling. Uh, everyone teaches the old school of wholesaling. We're calling this the new school, and, uh, pretty excited about it. So, uh, topic this week is— I mean, this month is going to be how to get your first wholesaling deal. So, uh, take it away. I think everyone should introduce themselves and kind of talk about, um, how they would get their first wholesaling deal. So, uh, let's start it. Uh, I, I guess Left to right. So let's talk with, uh, John and Joseph.

All right, so, um, we got into wholesaling 7 years ago. Um, so John and I, a little backstory, uh, I was into wholesaling specifically, um, starting in, uh, when I was 20 years old. So I'm 27 now, and I cold called my first deal. It was a list of pre-foreclosures. And made $50,000 from that deal, which happened after I got fired from my job. Um, and, uh, and so, you know, we got the ball rolling, things were going good. Um, we were doing about $80,000 a month. And then, uh, and then I met John, who had a very successful, uh, clothing brand that he had, um, was able— he was able to do a lot of TikTok marketing, um, and blow that up to a huge following. And so I figured we would combine each other's skill sets and create, uh, what you guys know today as Enterprises Elite. So, um, if you guys don't know us, that's what we do. We do wholesaling, um, and we teach people the game, and we partner with our students. So the whole point of this is to give you guys as much value as possible, um, so that we can help you guys close some deals, bro.

No, everyone knows you on Instagram as the guy that's running around a Huracán smashing, uh, crazy $300 tequila bottles, just like flexing everything. And then when I got to know you get a little better, I'm like, oh, these guys got motion. Like, they're actually doing deals. And, uh, you're rarely on YouTube, which I think you should be on there more. But like, we sat down for like an hour and a half and I'm like, wow. This guy is a crazy process. So, uh, that's what we're here to— being very humble about it, but insane. Awesome. What about you, Jacob?

Yeah, so I got started wholesaling real estate when I was 16 years old. In just 2 years, by the age of 18, I became a millionaire, uh, liquid through wholesaling real estate. Completely changed my life. It did take me 8 months to get my first deal though, but I made $30 grand on my first deal. Um, and I took $5,000 of that, kept reinvesting into what was working, which was my cold callers. I upped my cold callers. I took the rest of the money and I invested in a mentor, which gave me the plan to be able to scale. And shortly after, I was doing 6-figure months consistently. Got me to be a millionaire by 18, by 20, multimillionaire. Um, I own 5 different businesses now that are vertically integrated in the real estate space. Um, and wholesaling real estate has just completely changed my life. It's all about getting that first deal, breaking the ice, and then it's all up from there. Um, now I do a bunch on YouTube. I post multiple videos every single week on my channel teaching people for free how to get in the game. I have a free school where it's a full course teaching people how to get in the game, and then I do an inner circle mentorship where I take people under my wing, guide them through the business, and then do deals with them as well. Um, so yeah, I'm grateful for finding wholesaling at such a young— I think other people that are young are getting into it now too. Um, I see a lot more of that, and it's exciting because it reminds me of myself. And so I'm just looking to keep putting out content and doing stuff like this to help the young generation get into the business.

So Yeah, dude, I love it, man. I remember I started posting when I was 19, and the only other guy on YouTube was Jacob, who's like 16, 17. So that's, uh, bro, I, I remember Jacob. Hopefully he doesn't get mad at me. I remember the first video I've ever saw, Jake was like 16. They threw him on like a stage and he's like, I'm Jacob, I'm 16, I just got my first wholesale deal. And now he's making millions, man. It's, um, pretty impressive, man.

I go back and I watch those videos, I'm like Holy shit, this is cringe, man. But hey, you know, that's what it is, bro. You just got to do opposite of what the crowd— can't be worried what anybody thinks. Just go out there and make it happen. That's what I did, you know.

Man, I remember that. It was one of the first content creators I saw surrounding real estate. It was like literally just you and Jerry Norton just dominating the YouTube For You page, man. It was really cool to see.

Yeah.

There we go.

All right, what about Roy? Roy the Closer.

Yo, so first I want to say, anybody watching this, you guys are about to get so much value. Every single person on here I, I learned from in terms of being an influencer when it comes to this wholesale, wholesaling thing. I think I'm the, I'm the newest one right behind Alex, or maybe me and Alex are the same, um, but I watched every single person on this panel and have learned so much. Um, I got into wholesaling when I was 19 years old, back in 2021. I was scrolling on TikTok. I saw one dude, he bought a Hellcat off of wholesale real estate. I'm just like, I don't even know what that is. I don't know what wholesale real estate is. I'm gonna come back to it later. And I told myself, if I see one more person buy a car off wholesale real estate, I'm in. I'm gonna do— I'm gonna go all in. I'm gonna do it. Jacob Blank buys the i8. I was like, ah, okay, cool. Let me figure this out. I see Kong, I go on YouTube, I do some research, and I find, um, Jerry, right? And I just started studying a bunch of his videos. Zach's pumping out content, I'm watching a bunch of his videos, and I finally closed my first $10,000 deal doing on markets. At the time I was doing DoorDash, hated it. I just wanted to find some way out, and wholesale real estate was the only industry that could put $10,000 in your bank account from like $500 in your bank account. It was crazy. So ever since I closed my first deal, I went all in from there. And I was just like, I'm so obsessed with these big checks. How do I get my first $100,000 check? And I was thinking, okay, do I take this $10K and put it in the dropshipping or go and start a clothing brand? I was just like, the only business that can put a $100,000 check in my bank account is real estate, whether it's flipping, development, and wholesale real estate could do it as well. And that's exactly what I did. So I finally completed the mission of closing my first $100,000 deal. I've done it multiple times now. And now I teach people how to do it.

Wow, man. What kind of deals you do for $100K? That's crazy.

Whoa, whoa, whoa. They're not multiple. They ain't crazy. I've done like 2 or 3, but those are going to be land deals.

Wow.

That's impressive, man. Like acres and acres and acres of land?

About probably always over 5 to 8 acres out there in Texas.

Wow. And are you doing that with cash or what are they coming in with? Financing?

Uh, I'm gonna be honest with you, these are JVs with New Western, so they're always gonna be cash or just on the New Western side.

Wow, that's interesting. I, I honestly, I, I've heard of them, I've never worked with them before.

How much is New Western clipping on those deals?

Oh man, half a million. Oh man, they won't even tell me, but I know I'm getting clipped. I've gotten clipped by New Western so many times. Shout out to everybody out there in New Western though.

No comment, no comment.

But man, yeah, they've clipped me.

You know they do 12,000 deals a year.

Crazy.

Sounds about right, bro. They're everywhere. They're everywhere.

I've never submitted a deal and not like—

or put a deal out there and not had somebody from New Western be like, yo, I got this.

I'm like, no, you don't. These are kind of awards, bro. They, they just have Rolex boxes and they just give them to the people. I don't know if you've ever seen the rewards.

I haven't.

They push crazy stuff.

That's crazy, bro.

But, um, that's Roy. I guess Roy's the only land guy around here, so we'll go for Roy for the land advice.

Whoa, whoa, whoa, that was the land.

Big deal.

I'm mainly single-family properties.

I know, I'm trying to talk about Alex. Alex is the land guy here.

Alex is the land guy.

Yeah, Alex is the land.

I've done a couple— how— I have done a couple houses though, a few. But no, mainly, mainly, uh, land.

Now why land, Alex? Like, tell us your story.

I mean, brother, for me it's obvious, right? No inspections, empty piece of land, no tenants, emotional attachment, volume. You know, I don't know how many, uh, deals you guys are doing on average per month, or if it's more of larger spreads, just all of you in general, but I'm, you know 30 to 40 deals every month, very consistent. So that's for me, that's why I do land, because it's very, uh, turnkey in my opinion. It's cookie cutter. A lot of these cities, subdivisions I'm doing, all the pieces of land are identical. Everyone bought this land 15, 20 years ago. They pay property taxes on it. It brings them no income. They're not making money, they're just paying taxes on it. They're not building houses, they don't have the money or the knowledge to develop on the land. So it's not tough to pull a list of, you know, 5,000 records.

Where does the motivation come from though?

Say that again.

Why are these sellers motivated?

Cash, bro. I mean, they bought the land a long-ass time ago, they no longer care about it, and you're just catching them right place, right time, right? I send out I was telling Zach, I send out like 500,000 text messages per month, maybe a bit more now. Obviously, you're going to snag 30 to 40 deals per month if you know what you're doing, what areas to target for people that are just tired and ready to cash out.

How do you get around— I'm curious, how do you get around TCPA compliance with the opt-in and them having to say like, yes, I want to be on this list? Because I've talked to Zach a little bit about this, but I used to do some text blasting as well, and it really, really hurt the model when I noticed that you had to start including certain words in your text blast.

Yeah, opt-out language. It's really not a big deal. You know, if they decide to opt out, then they opt out. Honestly, majority of people don't. It's pretty rare that we're having opt-out, you know, opt-outs from it here and there.

Two months ago, uh, Coffee versus Fast Class, Fast Cash Close. Um, it pretty much went away with the DNC for non-licensed people. Um, I don't interrupt there, but I've told Richard about this plenty of times.

Uh, but who cares? I genuinely don't. I, you know, it's like if someone happens to maybe report it that you catch on the DNC list, maybe something will come out of it. But otherwise, I don't, you know, including opt-out language, it's it's not a big deal.

Another big reason why people are motivated to sell land, it's not only the property taxes that they got to keep up with, the property they're not using, but certain pockets of land are in HOAs or specific communities where they also have annual fees, and it just adds up and adds up. So this guy— I did— I sold 46 lots in a package in December in Little Rock or in Hot Springs, Arkansas.

And I know that, I've done a few there.

—like $70,000. He bought it all like, um, tax default. He got a great deal, but then he wanted to turn it and he couldn't. So he had it for like 10 years. He racked up $70K in fines because he wasn't paying them. And so we helped him get those down and then moved all the lots. But yeah, that's— land's cool. I've done a lot of land too because it is simple. And usually their main motivation is just like no purpose for keeping it and it's an expense they don't want no more.

I mean, I'm in love with land personally, right? I've ran PPC for houses, I've done PPL, I've never done cold calling. I cannot get myself to cold call, nor do I really want to outsource to a cold calling company. And I do not want to deal with these VAs in-house. So for me, mail, Texting, easiest thing in the world. And if you see how we're locking up some of these deals, I've never even heard these lovely sellers' voices on the phone half the time. It's, it's very quick, easy. Hey, I'll give you $20K. Wow, I paid $5 grand 10, 15 years ago. I'll take your $20 grand cash. Can you get it to me in 2 weeks? Yes, we're good to go. I'll send you the purchase agreement. Let's get it done. So for me, I love land, turnkey people. I'm not having to even run comps. A lot of these areas, I have a builder. Alex, bring me lots at this price, I'll pay you, I'll, I'll close, you know, this quick. So all I have to do is send out text campaigns offering below that price, and I'm not even— I don't have to run comps, I don't have to look for repairs, I don't have to schedule anything. So that, that's why I'm in the game. I am in with land.

Did you cover how you got started? How'd you get into the game? I have—

I have— I had two friends that were doing it. I know you guys know them, Enterprise, the, uh, the Wiener Bros. So they were doing it. So I grew up with those guys. We were really— we're really good friends. And, um, they moved down to Miami into my building, and they were doing land. I was doing Airbnb, so I was doing decent with Airbnb. And then my Airbnb account got shut down. So no more Airbnb for me at that point. And I just got into land. I paid them to show me a few things. I paid another guy to show me a few things.

And, uh, so you would say you had a good experience with them, learning from them?

Yeah, I mean, they're my guys. I mean, they're my friends. Yeah, yeah.

Well, yeah, I'll shout out them real quick. They showed me land and I got a deal in 1 hour sitting down with them.

What?

Exactly what Alex is talking about. Just, they said, okay, look, this builder will buy stuff for whatever. So I pull the list, send out texts, hey, I'd like to offer you $20K for your piece of property, whatever. I think I sent out 1,000 text messages, and, uh, guy said, yeah, I'll do it. I said, okay, what's your email? Send them a contract, sign, done.

Yeah, I mean, that's how it works. But yeah, so I started learning from them, uh, just, you know, they're my my friends and they showed me. And then I paid another guy to learn some high-level stuff and I just put my own spin on what they were showing me, what this other guy showed me, and I turned it into my own thing. But yeah, they kill it with LAND. They do. I think they're doing more development now. I'm not sure. Building multimillion-dollar projects and stuff.

They hosted us at their crib in Arizona before they moved to Miami. For a week, and those guys are some of the best people I've ever met. I mean, they're just amazing. They're funny, they're hilarious, they're very, very smart, they're great at making money, they got good heads on their shoulders, they work hard, they work out, and they have fun. You know, they're just good people.

But that's how I got into land. I mean, that's what brought it to light for me. Tyson, I actually used to see all your videos on TikTok for houses, and I was like, oh man, this piqued my interest. But when they were talking to me about land, I was like, hmm, I like, I like this a bit more.

So, well, so you know what's interesting is that whole thing they showed me of like, hey, we'll just get a developer, we'll just send out these text messages. I was like, well, why don't I do this for houses? So I started asking around, you know, obviously I have a lot of, uh, buyers here in Arizona that I've sold a lot of deals to who have, you know, very, um, they buy a lot of stuff and like, hey, in this zip code I'll pay, you know, $450K for anything. And then we just do the exact same thing with houses. So direct mail, just mail somebody— this is some alpha for you guys— just mail somebody a check, right? Now it's not actually a, a real check, but you just put an offer on it just to everybody in a certain zip code for a certain price. Now when you do this, you're going to get 3 kinds of calls. You get people calling and they're going to say, is this check real? Can I cash this? And it's like, well, no, you could though, right? Uh, people will also say, how'd you get a picture of my house? Because we'll put a Google Street, uh, little screencap of their house and they're freaking out about that. Um, and then people will tell you, you know, some really mean things. But, um, same thing works with houses, you know.

Yeah, that's interesting. I haven't seen the check thing before, so that's, that's pretty cool.

I mean, pretty much every single, or every single mail house does them. Now here's the thing, that sucks about direct mail in my experience for beginners is it's something that you have to invest into. So we'll, we'll, we set this up, you know, we'll pull a very niche down list of, let's say, 1,500 houses. I know that I'm going to have to mail those people like 6 times over the course of 3, 4 months to where I start to really get a really good return on ad spend. And so, you know, every single piece of mail, it's going to come out to around, you know, depending on what you're doing, especially with these checks. Maybe 50 cents apiece. And for a lot of beginners, you know, they don't really want to put stuff into a marketing strategy where it's like, yeah, this might take 4 or 5 months before I start getting a return and it's going to be thousands of dollars. But when you do start to scale, that's a great thing to implement.

I have a question. Who is sending out these little check mailers for 50 cents each, man? I would love to know. Dude, I'm doing this too.

We do offers. But yeah, who's the provider?

REI print mail. Nice. What about you, Vanna?

Are you doing mail?

I am a big fan of the postcard from Open Letter. I've done a lot of that, and I like handwritten letters. We've been doing well with handwritten. Can I ask what company? My little brother writes them.

That's crazy.

There you go.

My little brother.

Yo, is he looking for more work?

He's got friends. He and his friends do the fucking letters.

Let's go! That's wild. Here we go. And then next, next here, uh, Max Million Deer. What's going on, man?

Hey, what's up everybody? Uh, yeah, my name is Max Million Deer, originally from Los Angeles, came out to Dallas, Texas to play college soccer. Did my college soccer time, got my MBA, thought I was just gonna go to Wall Street, but turns out I have terrible ADD, I'm not employable, and I always wanted to work for myself. So bought my first house when I was 18. Always loved the real estate. And then I just was like, what do I want to do? And I started scrolling on YouTube, and really I just wanted to be a YouTuber. I didn't really care about this whole wholesaling thing. My dream was to be a freaking YouTuber. Saw this dude named Zach, saw Pace Morby, saw all the big guys, saw Jerry, and I was like, I'm just going to start making YouTube videos on this wholesale thing. So that's how I got started. Uh, a couple years down the road, turns out that dispositions was just my favorite thing. Don't get me wrong, I love to do my direct-to-seller, love to do my, my creative deals, love to do my land deals, but I just loved selling deals to buyers. So, uh, me and some buddies at the time, uh, one of them was from my college, uh, we built one of the, uh, biggest competitors to New Western in Dallas-Fort Worth. We were doing well over a million dollars a year, uh, 20-plus deals a month at the time. And in January of this year The partners, they went behind my back and they pushed me out of the company, and I was stuck. I was like, what do I do now? I could cry about it, or I could just completely rebuild. And instead of getting back to $200K a month, I'm like, eff it, I'm gonna go $500K a month. I'm gonna go to $1 million a month in revenue. So that's my new goal. I'm building back from zero, already on pace to be back at $100K a month, uh, here pretty soon. Primarily JV deals. Is how I make most of my money. So maxdispo.com if you guys need a deal sold anywhere in the US, all 50 states. I pretty much just JV, and I also have a, you know, direct to seller. I have some different avenues, but I'm the Dispo Pirate for a reason. Uh, and yeah, my first wholesale deal came from Richard. Dude, you would love this, man. Uh, for sale by owner in the middle of nowhere, I offered 0% interest seller financing And they said yes. Yeah, that's awesome, man.

That's what we do.

Okay, this is where it gets even crazier, Richard. So the buyer didn't want to give me so much cash at the time, so what I did was I said, hey, give me $5,000 now, and then I want the other $7,000 of my assignment fee— I want that over the next 10 years with 10% interest. Oh, that's how every single month I get a $92 check. For my assignment fee for the next 10 years.

That's what I'm talking about. How creative, man. That's great. That was your first deal? That was my first ever deal. Oh my goodness. Yeah, it's great being able to offer people their asking price, and especially when it's already for sale, there's no convincing there.

Oh yeah. All right, so we're gonna leave Richard for last because Richard probably has the craziest stories. He's got— I, I mean, dude, we should get Anson on here, by the way. Richard, I'm not— I do— I don't want to wait forever, man. Anson should be the 10th guy on here, by the way, but I'm gonna save that one for, for last because I think he has the coolest story of helping young people. But let's talk about Vayna. Vayna, what's going on?

Hey, I'm happy to be here, my friends. I love hearing everybody's stories. I started in real estate in 2019. I was 18. I didn't want to go to college, and so I got my real estate license and I worked as an agent for a few years. I was working for a hedge fund. I was making really good money. I was selling a lot of houses here in Seattle. And then the hedge fund started getting slow and going out of business. Um, and I was kind of— because I was adding more money from the seller side with my commission on these deals. And so they started going out. I found wholesaling, literally just bumped into a guy who does it, and, um, he was wrapped up with that, who I'm very much wrapped up with. With the real estate investing, it's very much, you know, let's make money to invest into properties. I don't have to work one day. So I have done calling, I've done mailing. I— we get a lot of deals from agents, other wholesalers. I only wholesale in Washington. We have an average $40K fee and I just love working in my own market, in my own backyard. And so I run a local team of wholesalers and I teach them how to call as local people. Versus VAs, etc. So I've got about 50 people on my team who are calling out, creating relationships with agents, going door knocking, all these organic ways to find deals. And it's, you know, get on Vayna's team, I hold your hand through your wholesales, you do a couple deals with me, then do whatever you want. So, um, I love the flexibility with it, and we'll do about 50 wholesale deals this year here in Washington. So, awesome.

That is such a hard market.

I don't think— I don't think—

well, y'all tell me, but we freaking blow it up. There's a lot of wholesalers here.

Give us something. How are you doing deals in what, a million dollars the average deal rate, the average property? So how are you doing deals in that market? Seems impossible for me.

We just do them, bro. Our average sale price is probably like $600,000, $700,000. We just did one where we brought the seller— seller wanted $3.2 million, really good neighborhood. We brought them down to $2.5 million and sold it for $2. $1.6 million. That one actually effed up because the buyer couldn't come up with the wholesale fee at closing, so we had to put a deed of trust on the property for the other half of our fee after they finished the project. But no, we build relationships with the sellers. That is our number one job. You know, I, I feel like the difference between wholesaling here in the Midwest is you call someone about their house, you text someone about their land, $20K, $40K, cool. Here they need to shake your hand in order to sign. And so we spend a lot of time on these sellers, but of course the dollar per hour makes it worth it. There we go.

I can't wait to know more about higher value homes because that's the part I don't really wholesale much in those areas either. Someone got muted there. And next we got Tyson.

What's going on, man? What's going on, Zach? How are you? If you guys don't know me, I'm Tyson. I got started wholesaling when I was 22 years old. Much like Max, I thought that, okay, now this is cringe, I hate saying it, but I remember when the movie The Wolf of Wall Street came out and I was like, yup, I wanna do that. So I was like, okay, I'm going to college, I'm gonna study finance, I'm gonna go work on Wall Street. However, I quickly learned that working on Wall Street is not all closing deals and like having cool parties, it's more like rearranging logos on PowerPoint and staring at an Excel spreadsheet all day. Hated my finance classes, Wasn't sure what I was going to do. And very lucky, I came back for— during summer break, I came back, I got my real estate license with my dad who had just tried to become a realtor. And I spent a summer working with him and I fucking hated it. I was like, this sucks. And so then that was my going into senior year. Senior year, I got this cool finance job lined up and I was stoked. But this was in 2020, and in 2020 COVID happened. Everything shut down. I was supposed to have this full-time job. It was like a fine pencil-pushing sort of job. Probably would have made like $80K coming out of college, which I was stoked on. I was like, well, that's the most amount of money of all time. And, uh, then, uh, COVID happened, job got pulled, and my dad had discovered wholesaling about 3 months before, and he was telling me about it, and I was like, nah dude, don't want to do that. Tried the realtor thing, that sucked. And then all of a sudden he's sending me checks, right? $25,000 deal, $30,000 deal, $40,000 deal he's closing. And I was like, okay, all right, cool. Let's do this. Let's try it out. Started working with him. 2 months later, I closed my first deal. I made $15K. And I was like, all right, this is it. Me and my dad just went all in. May of 2020 is when I got started. Closed my first deal 2 months later. In between May of 2020 and December 31st of 2020, We did just shy of $400 grand together. The very next year, did over a million. It completely changed my life. I think that every single one of us here know that we could sit there and debate any other person out there about what the best business model is for a beginner to go make money, and we're going to win that debate because wholesaling is the craziest thing in the world. We're spawning— like Roy said, you can go from having $400 in your bank to having $10,400 in 30 days. Amen. And the playing field is leveled for everybody. It doesn't matter if you don't have a college degree, if you've made some mistakes, you have a felony, if you, you know, don't have your GED. As long as you're willing to go ahead and call some people and make some lowball offers, your life can drastically change in literally 30, 45, 60 days. And so, uh, I'm super passionate about it, and, uh, I decided, hey, I wanted to start doing more deals and I want to get better at sales. So I thought, the way I'm going to do this is I'm going to go live on TikTok, because if people are watching me on TikTok, I'm going to be forced to perform at my very best. And from doing that, all of a sudden, people are like, "Hey, I have this deal. Will you sell that to me? Can you help me find a buyer?" And I was like, "Oh, okay. Yeah, we can do that." And then people want to learn how to wholesale. I'm doing deals from it, all kinds of stuff. I was like, "All right, this is amazing." So that's why I'm on social media, is to help do more deals with people, teach people how to do deals, and Basically go make a ton of money, dude.

Dude, I love how you do with your dad. It's like a reverse Flip with Rick situation because me, me and my dad, that's how we got— that's how I got into it. He was doing it, I did it with him, and we just blew it up with two people. So underrated. My favorite thing about it, Tyson, is that's why I like working with my dad. I know the only person in this world that won't screw me on a deal is my dad. Like, he won't take the bank account, say I wanted to go on my own, like It's, it's powerful, man.

Well, I mean, like, I get to hang out and do business with my dad, and like, you know, you— I have like a different kind of relationship with him where like any other business partner I've had in my life, I, you know, you kind of got to be a little bit reserved. With my dad, he's like, dude, what the hell are you talking about? Like, that is, you know, and he can do the same thing to me. Like, we just be real with each other. And I mean, he's like my best friend. I get to hang out and talk with him every single day.

So I mean, I'm incredibly fortunate to be able to work with him and do Dude, that's how I found you on Instagram. You're like, you're like riding in like a Rolls-Royce and you're like, if you have no money, you could be just like me. And everyone is like, all right, this guy's about to scam me. And then everyone's come like, yeah, I actually listened to him and I made $30 grand. It's true. Like, that's why I love wholesaling, right? Like, you'd be like Alex in his like golden Lamborghini and he's like, yeah, if you have no money, you can make $20 grand. And everyone thinks it's a scam until everyone in the comments are like, I actually am doing that. Like, yeah, you don't need any money. The only side hustle business in the world.

Sorry, didn't mean to interrupt. No, go ahead, man. I, I was just curious, you said Alex had a gold Lamborghini?

Yeah, yeah, it was factory. Oh wow.

Well, gold-painted Lamborghini, factory paint. Yeah, it was a factory paint, brother.

That's why I bought the car.

That's fucking sick. What kind? I gotta ask. I'm sorry, I just have to know.

No, it was, it was an Evo. It was, yeah, it was just an Evo. All right, me too.

Don't say just got rid of mine.

I just sold it though. All right, so that's fine. I had to upgrade to Ferrari. Oh my God. Okay, Tyson's got one. No more Lambo, bro.

I do love cars, but I'm, I'm actually getting rid of the Ferrari. I want to go to Porsche.

You have an F8 too, right?

No, I've got a 488.

I think Zach Jin is the opposite. I think Zach Jin wants to go from Porsche.

I saw him in a Ford F-150.

That's all. There you go. Hey, you know, you know, you know who wants the sickest car if they get it? Richard wants probably the coolest car out of any influencer I've ever seen. He doesn't have it yet. But that, that Diablo, bro, if you can get that Diablo, you would flex on everyone.

Yeah, that's, that's good.

That's tasteful.

I like that one, man. I like that one. I'm a little bit nervous about it, but you know, it's, it's, it's one of those things that you just know it's gonna fall apart, but that's part of the fun.

Would you actually drive it?

Oh yeah. Oh yeah, we get, we get in at least one day a week. But, but out here in Oregon, I mean, that thing's not gonna do too well in the rain. So it's like maybe, maybe we get a couple months per year.

Those are like a bill, right?

Those are going for like a million now, correct?

No, man, you, you could pick them up for $230K. Oh wow, that's it?

Yeah, yeah.

I mean, yeah, there are some specs that are going for over a mil though.

I'm looking at right now.

Yeah, this, this, the 600 one goes for like $500K to $700K, but Yeah, those are crazy vehicles. I'm kind of embracing the maintenance, but it's definitely— it's on the horizon, I'm hoping.

Dude, Richard's so funny. He's just like, what's the point of having an expensive watch? And then he'll just like, yeah, I want to blow half a mil on a car, no problem. But like, you appreciate it though. That's the thing.

Yeah, it's fun for me, man. It's fun for me. We just flew some students out to come hang out with us. And one of them has a race car driving background. He wanted to drive my car more than anything. So we got him behind the wheel. He had a good time. Left earlier this morning, but we ran a challenge in Hold My Hand Wholesale where if you do what I do, where you call and you close live, you take them from a 'I am not interested in your offer' to 'I will sign this contract right now' to 'this contract has been signed.' We'll fly 3 people out per month. So we just had that, that gang leave, but it was super cool to, to meet those young individuals in person. We had 2 women and then a 19-year-old come out, and we're planning to do it next month as well.

Well, Richard, who are you? Let everyone know. Who are you? What is your niche in wholesaling? Because I think it's really unique.

And, uh, yeah, um, so my name is Richard Taylor. I'm 24. I turned 24 this summer. Um, I have a Bachelor of Science in Business Administration, and, you know, I was really under the impression that that was going to be my path. Um, so I, I finished school in 2023, and, um, I guess my goal in school, rather than doing well per se was more so to figure out how to make money without having to show up to a job. You know, I was intimately aware of the fact that I was not a star student. I was special ed in middle school, I was special ed in high school. I had extra time on all of my tests, IEP, 504 plan, and everybody around me was doing really, really well in academics where I lived, and inclusive of my siblings. And, um, you know, I, I was really nervous and insecure about my inability to test highly. So I really, really wanted to figure out a side hustle. And, um, I've got a— I've got a fun how I got started story. Um, I started dropshipping. I started doing what every, um, male at 19 or 17 or 16 considers dropshipping. Uh, they also consider cryptocurrency, you know, you could kind of go down either path. But I started dropshipping, and I, I have something today that I haven't showed on social media. I have a dropshipping product. I have a product I ordered from China when I was 17 years old, uh, during COVID I had it shipped in and, um, yeah, this is a, a tray. It's a gold tray. Women may use it to put makeup and jewelry on. But, um, I did that for a year and a half to 2 years and, um, it ended in $45,000 of debt. Uh, sure, I was telling mom and dad that it was going well, but You know, that was more of an ego thing. It wasn't exactly going how I thought. And then an inability to count my bank account and my profits and loss weren't quite up to date, I should say. So I'm 20 years old and I'm $45,000 in debt. And I see this thing on YouTube. Definitely Zach Yin was there. I'm sure he was the picture over. But I see Jerry Norton talking about $5,000 in 1 hour wholesaling a house. You may have seen this video. It's got millions and millions of views. He's like, It's got his face in front of a garage and he's like, thumbs up with $5,000. It's a huge video. And I watched that video and I was just like, real estate. Wow, that sounds like an identity. I mean, if you're not a realtor, what the hell are you? I mean, you've got to be doing something right if you're in real estate, but you're not a realtor. So that really caught my attention because it kind of sounded like that high caliber job where you could make a lot of money and you say it and people are like, oh shit, what do you do? So I started in 2021, and, um, I have my first assignment fee with me here as well. Uh, we can look up the address for our viewers who are watching on TikTok, Instagram, and wherever else this is streamed. Um, but I did 12005 McGowan Avenue in Cleveland, Ohio. I think I got it under contract for $47,500 for sale by owner on Zillow, and I had a buyer pay me $2,700. I asked that buyer what else they were looking for. Her name was Kelly Stumphauser. She got featured on the COVID of the Wall Street Journal for, uh, flipping houses in Cleveland. And she said, just discounted houses. And you know, it's low interest rate time, so I'm getting houses $15,000, $20,000 below list for no reason. I'm like, oh, that's, that, that seems like something I could do. And I had no idea what ARV was. I had no idea what cash on cash return was. I was just like, let's see how low we can get it. And I'm getting houses for $15,000, $20,000 below list, and they're selling over list. And she sends me $40,000 the next month, and I'm just like Dog, I figured it out. I paid off my debt in 3 months, but I didn't figure it out. After that, I went 6 months without any deals, and that was kind of where I found my niche because it all fell apart for me. I was doing deal after deal after deal not knowing why. I had no idea why it was working for me, and I was making $20,000 to $40,000. Not every month, it was definitely not like that every month. You know, you'd have a month where the closings are lined up and some of them fall through, and then the next month they end up closing. Closing. And, um, that stopped working. I was selling to hedge funds, as some of you other guys have mentioned. I was definitely looking at New Western. I'm not sure I ever did a deal with them, but the hedge funds dried up, as we know. And I, I stopped being able to make money in wholesaling, which is really scary because, you know, I'm on social media, I'm talking about I'm doing like $40,000 a month wholesaling houses, and I had $40,000 months, but I absolutely was not doing $40,000 a month. I mean, that was not the case. So I, um, I pivoted. I pivoted. I saw what Pace Morby was talking about. I figured out about subject-to deals, and I started wholesaling houses subject-to. And it was the craziest thing that I had figured out another way to wholesale real estate during a high interest rate time. Now, I quickly ran into issues because, as many of you know, I'm an on-market wholesaler. And if you've ever tried to pitch subject-to on market, it kind of goes like this: Hi, I'm calling to take over your mortgage. Bye. There's no further conversation after that. They hang up on you when you say subject to. So I realized, wait, you know, I kind of got to figure out a different way to do this that isn't subject to, so I can figure out a new strategy on market. So I start calling people and I start saying, hey, rather than subject to, if you don't do this deal with me, you're probably going to give your house to your kid in a trust, right? You're probably going to put that house into a trust if you don't do this deal, if you don't sell this house, and you're going to give them that trust. They're like, yeah, probably eventually. I'm like, how about we do that now? How about I buy the trust off of you? How about you put that property in a trust, don't pay off the mortgage, let me buy the controlling interest of the trust off of you? And I started doing deals like that, and I found my niche in a type of wholesaling called trust acquisition agreements, which I haven't talked about very much on the internet. Well, I have, but I haven't seen it talked about very much. And then I also figured out, rather than doing seller finance at people's asking price, let's stack 20% onto the value. So I started offering people over their asking price with seller financing. I started taking over mortgages, and the deals that I was selling all of a sudden started to click for me. I was like, holy shit, I understand why that guy just gave me $25,000 for this property. And I started acquiring them. So I, I think of myself as a wholesaler, and we do a number of wholesale deals per month through my community. And I also do it on the side while I livestream, as I livestream quite a bit. But I'm more so a landlord now. I've collected a number of properties around the United States. I'm at 23 doors right now in the past year and a half or so of purchasing. I've purchased them all with creative financing, some 0% interest, some 2% interest through taking over the mortgage. And I just try to acquire as much properties as possible, and I use my wholesale engine, Hold My Hand Wholesale, to fuel that fire there. So my niche in wholesaling is creative finance. My niche within creative finance is trust acquisition agreements, offering over list price. And then of course, as Joe and Tyson and so many others here said, I like to lowball people. You know, I like to find houses that are worth $120,000 and I like to talk them through the flipping process. I'm like, absolutely, I'll give you $120,000 and then you think it needs $30K rehab and then I sell for $150,000 and you're kind of thinking I lose $20,000 on the sale. And then we give them some silence and then they let us have the price. So I love to lowball, but I would say my biggest thing is on-market creative finance deals. With a focus in acquiring property, and then also a little bit of software like what Zach does. Uh, but yeah, I'm super excited to be here. So many people have, have influenced my journey. Definitely Joe, definitely Jacob, definitely Tyson, and of course Zach as well. And it's really great to meet these other faces as well.

I want to touch on what Richard just said because it's really important that everybody here watching understands the value of a wholesaler. Um, you're not looking to take advantage of any situation. Um, when you're marketing to sellers, you're looking for properties that need to be sold cash, if at least if you're doing what we're doing, which is residential. We don't do land, we don't do, um, a ton— we do some seller finance deals, but our main stuff is wholesaling. Um, and we're looking for sellers that need your help. So everybody here who's going to do kind of traditional wholesaling, um, just keep in mind you always— you're not— when you— Wolf of Wall Street, Tyson brought up that scene of the Wolf. I mean, he brought up Wolf of Wall Street, the scene, sell me this pen. That is all about finding the proper person who actually needs your product. You're not trying to convince anybody of anything, you're trying to help people. So everybody who's getting into this game, go into the line goes to the game with the mindset of, I'm here to help the seller and help the buyer. In my position as a wholesaler is to find deals that typically cannot be funded by banks. Okay, so it needs a new roof. The bank is not giving an FHA loan on that, right? So that's the retail buyer. The retail buyer can't buy it in this condition, so it needs to be sold wholesale. To somebody who's going to sell at retail. So if you understand your position as a wholesaler, you're here to help the seller get a cash price, quick transaction, no realtor fees, no closing costs, and maybe help them, assist them, move into their next chapter of their life. Maybe they're dealing with a tenant who has an eviction and they just want to get rid of it, right? That's one typical motivated seller. That's someone you can help because you can do a cash for keys agreement. With that person. Hey, listen, don't worry about the eviction. I'll take care of it from here. You go work out a deal with the tenant themselves, get them into the next chapter of their life, and now you're providing value to the seller. So you're always looking for situations while you're out there talking to sellers where you can be of value, where you can help people. So I just want everybody here, everybody here who's trying to watch this video and understand, oh, I want to get into wholesaling, your job is to If you are going to lowball sellers, you're still looking for a win-win situation. So you don't just make an offer on a house that's in mint condition that could be sold on market for— to a retail buyer. You make offers to properties that actually need your help. So I wanted to clarify that for everybody, um, and kind of touch on Richard's point. And Richard leads with value. He finds people that actually need his help with these creative strategies. Maybe they're a little underwater, maybe they, they're, you know, they owe more than the house is worth, but Richard can come over, take over the loan, and, and provide value that way. But just go into these conversations with sellers with, I want to help you. For any—

absolutely, guys, identifying the right property to call is going to be the biggest point here. A lot of people will join a program and say wholesaling doesn't work, and it's largely because you're calling the people who don't need the offers. I would say upwards of 80% of the houses on Zillow should not be called. But guys, um, specifics on how to get your first wholesale deal— how is that happening? I'm gonna, I'm gonna give you two paths here, maybe even three, guys, because here's the thing: pulling lists works. It's no secret that pulling a list works. It's no secret that text blasting works. But you know, if we're really feeling the pain that we're feeling as our generation right now, where we're just not doing well financially. We're going to be the first generation that doesn't do well than our predecessors. We're going to be the first generation that doesn't own houses. Um, really trying to identify with that. Uh, I like to go after the fully free method. Don't pull a list. The software is helpful. Software is definitely helpful. But of course you have some free options as well. I like to find people who have houses that are already for sale, um, and I like to offer them their asking So let's imagine this, guys, you— and, and, and scroll away if you think this isn't feasible, because I really want to say something that resonates with you. And if you're like, you know, I just don't see somebody saying yes to that, like a lowball, you may not understand why somebody says yes. They do say yes, but tell me if this makes sense. You and your wife, you and your partner list your house for $300,000. You have a mortgage on it of $280,000. Somebody calls and says, hey, I'd really love to make an offer on this property at $285,000. And although you can't accept that offer, you're looking at coming out probably $15,000 to $25,000 to pay off the mortgage and to pay your realtor. I call that person up and I say, well, this is a headache to you, this mortgage that's having you come out of pocket $25K. How about I give you $25K to take it over? Because the way that I see it, you have a 2.5% interest rate and I'm not getting that elsewhere. So I'm not calling to say, hey, uh, why don't we offer you half of what you're listed for? Of course that works from time to time. You might be making 100 calls to do so. I'm calling somebody and saying, hey, uh, looks like you're going to be on the streets in about 2 months. I can see you're 10 months into your pre-foreclosure process. Uh, looks like if you accept an offer near you're asking price, you're going to be losing money on the sale. I'd like to give you that money to partner with you and take over the debt that you have on your property. Now, I find that to be a very seamless method of wholesaling houses, especially if you're using an agreement like a trust acquisition agreement, so that you can dodge all the 'what is subject to,' 'how is my client protected.' And remember, you're calling somebody who already has a house for sale on Zillow. There's no 'do you want to sell your property?' It's 'do you not want to live on the streets?' and 'would you like $25,000?' So that's going to be my first method, and it's a little bit vague because obviously there's some technicalities involved in that process. This. So I'll give you a little bit of an easier one. Let's look up this address whenever this podcast is posted, guys. 9529 Mount Auburn Avenue. House listed for $80K. 12-year-old from Singapore who speaks English with a thick accent offers $55K. Buyer picks it up for $58K. He did it with one phone call. He doesn't really speak English particularly well. He's 12, and, uh, he's doing it in the middle of the night. And honestly, I, I can't think of a better example of why you shouldn't be wholesaling that, or why you should be wholesaling than that. Because guys, all this stuff about cryptocurrency, all these other side hustles, I can doctor those photos, I can. But can you look up 9529 Mount Auburn Avenue, a house formerly on Zillow, and call the realtor and say, hey, did this happen? Did a 12-year-old actually call you? Absolutely, absolutely you can. So know this, watching this and not taking action on one of these excellent programs that you're seeing right here means that you are getting bested by a 4- and 12-year-old in the middle of the night speaking English with a thick accent. That's my intro.

So you'd be shocked that actually these, these 12-year-olds will pick stuff up a little bit faster than the older generation.

Richard Lilly taught a 12-year-old how to get a wholesaling deal. I, I, I don't know. I'm gonna try to one-up Richard, but I, I can't win it. There's a guy in my Discord, he is in federal prison right now. He snuck a phone in on 5G. He's done 5 deals. Fishman Money, uh, Fish Money Bands. He's currently in a state where I won't mention. He lives, he lives near Richard. Um, he's in federal prison, went inside, stole a phone, and he's wholesaling virtually. He's done 5 deals with a partner. He cold calls in the cell. And if nobody believes me, go to my Discord and ask. Go in the comments, he's gonna say it. He, he videoed us in the Discord inside his cell. No joke. Um, it is so easy to win if you just follow the info we say.

Promissory accounts got to be loaded.

I don't know if I can— I don't know if I can one-up a 12-year-old, which I interviewed Anson. What a good kid.

Uh, inmate.

But guys, what if I told you there was a way that you can get your wholesale deal Not in 30 days, not in 7 days, but not even tomorrow. Literally today. And someone in my free Discord— all my socials are free, guys, come hang out— his name is Shanks. He calls himself Shanks. He lives out in Vietnam. He didn't go and call a seller. He didn't text the seller. A lot of you guys here, which, trust me, I make money that way too, you know, you're getting your wholesale deals by calling and texting sellers. What if you just call or text another wholesaler. He— there's an epidemic, guys. There are so many wholesalers who cannot find buyers for their deals. But there's a lot of us like me. I mean, Richard Taylor has more creative buyers than he does pearls on his neck. Like, we all have so many buyers. Like, we have so many buyers, guys. So all you have to do, guys, if you're in the chat, all you have to do— there's 5 steps to this, okay?

There's an easy way And then there's a stupid easy way, but I'll just show you the easy way.

5 steps. Find a whole, you know, even, you know, whatever. Just all you're gonna do is find a wholesaler who— actually, first connect with us. Find one of us who has buyers. Check. Okay, you guys are watching this podcast. Now go find a wholesaler who has a deal. Then step 3 is just say, hey, you mind if we just do a 50/50 JV? Zach calls this iTag. I know a guy. Pace Morby calls this bird-dogging. Pace Morby literally just helped a homeless lady get her first deal. She was homeless by doing this method. I call it the VAA method because you can be a virtual acquisition associate for me. But anyways, you go ask this wholesaler, hey man, uh, you know, I got a lot of buyers, my partner has a lot of buyers, you mind if you just sign a 50/50 JV with me? We'll go and get you a buyer. They say yes. Now you're a 50/50 JV partner. Partner. Then you bring that contract over to one of us, right? And then we sign a JV agreement with you. So now maybe it's 50/25/25. And that's exactly what I did with Shanks. He found this guy who had a house in Houston, $100K absolute shitbox. I had a buyer for $120K. Shanks went to him and said, hey man, are you good with 50/50? The guy said yes. Shanks brought it to me. We ended up splitting up the deal where the wholesaler got $10K, He was happy, I got $5K, and Shanks in Vietnam, which is like an annual salary in Vietnam, guys, he made $5,000 by texting a wholesaler and then texting me. So there's a lot of ways you guys can get your first deal. Is it—

that's what I love about houses, to find buyers. It's, it's sounding like that may be the tough part. Is it, is it tough?

No, I— it's only hard to find buyers for shitty deals.

Tyson, say that again.

If you have a good real estate deal, it's easier than selling drugs in a trailer park. There is no shortage of rich people in the United States who want to buy discounted real estate.

You know what, with all these JV deals, I feel like people would be submitting waste of times, you know, just bad deals.

Okay, a lot of people They think they need to build a buyer's list before they even go find the deal. Just find a good deal and it'll fly off the shelf. Why are you worried about buyers? Like, yeah, this thing to sell if you actually have a real deal.

Guys, you guys know what a good deal is, but everybody watching this does not know how to calculate what a good deal is. That's the problem.

So here, here is why I love land though, really quickly, okay?

Uh, 9.

So let me talk, let me talk about that really quickly because I'm hearing all this stuff, it's already making my head spin. So with land, you're looking at new construction in a hot city. You can see the name of every single builder building the houses, correct? It's publicly listed. You reach out to the builder, they have a front desk. Hey, what price are you paying for land? I have a few submissions. What price are you paying for land in, uh, Port St. Lucie, bring me anything under $150,000 and I'll take it. So with houses, it's a bit different, I'm assuming, in that aspect, right? Like, you have to actually— it's all individual deals.

So with land, yeah, the hardest part is getting an accurate ARV, because if you're not able to analyze the properties and run the comps properly to get your right ARV, the, the math equation to follow after getting the ARV is simple. But if your ARV is out of whack, then your offer is not going to be right. But ARV, which is after repair value, minus your assignment fee, minus closing costs, minus commissions, minus any repairs the property would need, and that equals your MAO to make the seller. So it's a simple formula, but most people just don't know how to figure out the right ARV. And quite frankly, it takes practice and time and My whole thing with finding the ARV, it's like what you learned in high school in, in science class, uh, hypothesis. You've got to collect enough data to make an educated guess. So this means that looking at all the sales that have sold in the past 6-12 months in a mile radius, looking at stuff that's sold for low, sold for high, look at what's active and pending, check the Zillow's estimate, the Redfin estimate, realtor.com estimate. It's just more data. Once you collect enough data where you feel comfortable then you can pin down an ARV.

So, so imagine though, imagine if every house was the same and you didn't even have to do that and you had a buyer saying $150,000. So that, that's what got me into land because I like how— I'm not against houses, I like houses, right? Because with houses you can run PPC, which I would be dying to run. You can't do that with land. If I was in houses, all I would be doing is PPC because that's just, you know, I like inbound.

You go find a buyer and you find his buy box and then simply pull data of what fits in my box and only market that when we know who's buying it. And that was again when hedge funds were buying and we all switched our marketing to target exactly what the hedge fund buy boxes were. We knew what they were going to buy at, so we didn't even need to run all the math. It was just like, get it out.

Yeah, so, so that's, that's my game. I find all the largest builders in every single state. Hey, where are you buying? What prices are you paying? I already work with this guy. I'm bringing him 10 deals per month. How can I work with you? Oh, just, you know, send me what you get. I'm like, I don't want to waste your time sending you BS. How about you tell me what you're paying, what areas, the criteria? I'll bring it to you. So that's what we do. We have, you know, all the largest builders in essentially every state that's worth flipping land where we just have their buy box. Some of these people will buy unlimited lots from us every single month, you know. But you can, but you can do that exact same thing with houses.

I mean, a point I want to make is why not do— I mean, I just did a land deal last week. I mean, I've done plenty of them, but it's, it's the exact same thing with everything, right? We're just finding, like, it's simple arbitrage. We're finding somebody who wants to buy something, and then we're gonna go find them that thing for cheaper than what they'll pay for for it, and we get to make the difference, right?

Because as an entrepreneur, you'll see a lot of entrepreneurs fail if they don't have focus. So you found your thing, and boom, you took off. And but I did— I've done a ton of land deals, but I always thought, you know what, I'm gonna just reach out to everybody that owns property, whether it's land, whether it's a condo, townhouse, single family, commercial, whatever. And now it's just more people I can talk to that I can possibly get—

pick something up at a discount. So yeah, we get a few house deals here and there from our land campaigns too. So it's interesting. Yeah, I'm not against houses. I like houses a lot. As a matter of fact, I think it's more scalable in the long run, especially with PPC. And Zach, like, you've created these JV setups essentially. But we're all JVing in here.

I think we are, man. Yeah. Let's go back to a couple topics I got. I don't want to cut Alex off where he's got to head off here. Um, but again, FYI, we just hit— if you had Richard's, uh, livestream on his TikTok, we're over 600 people live, which— let's go, young generation! Like, I'm telling you, when I started on YouTube, by the way, like, when I looked on you, I remember the whole thing on YouTube, only— no offense to my dad, or Tyson's dad, all 60-year-olds. This is how you transact real estate. Most boring. Like, I just— just being honest, okay? There's no Lambo, Ferrari driving wholesalers out here. And I just think— I thought if I was 18, I saw a bunch of these young men and women like actually getting that money and actually going after it, and they're not telling me it's impossible. I think it's so inspiring. So Shout out to everyone bringing, you know, your audience on here. I think it's really, really awesome. But what I want to do is I want to kind of go around the table here. I just want to ask one simple question because this is the number one question I get on my audience, right? Really quick, under 2 or 3 minutes, quick. How would you— I think every single one of us in here has our own little niche on how to get a deal, right? Um, I want to hear Roy's too because Roy has a niche that he doesn't really talk about too much. I might have to get that out of him. Yeah, you can really get on the niche, niche markets. How would everybody go out here, get their first wholesaling real estate deal? They're 18-year-old, 18-year-old right now. I'll start first. I always say pull a probate list, call the Google Voice, cyber background checks for free. Boom, get a deal. Enterprise League, what do you guys got? You're 18.

So, um, I did want to touch on a little bit of what Alex and Tyson were just talking about. Um, there is land and, and traditional single-family residential wholesaling has its pros and cons for each. Okay, land is, um, basically you— it's, it's a, it's a numbers game. You shoot offers out and you're not finding motivation. Residential is all about finding motivation and also understanding condition, which none of which has to be done You don't have to understand condition for land, but you can find more motivation and get big spreads. So it's repeatable if you can understand a motivate— what a motivated seller is. But you also, as a beginner, have to understand what renovations cost. That's the biggest problem. I get so many— what we used to before we solved the problem— get so many beginners that had deals that weren't deals, okay? And we— our whole business runs off of joint venture deals, just like Max. Okay, so we, we want to help sell these deals, but they need to be actual deals. We can't put time into this unless it's an actual deal. So we created an app called Dossie, and you just download it in the App Store, and you can know exactly what to offer on a property. You get ARV, you get comps, and you get to know what the actual rehab budget is per deal, and it takes live data in real time. So you download Dossie and you go like this, okay? Roof, windows, exterior painting, landscaping. This is a house that I own that I'm flipping right now.

It needs all these things. Does it come out— it comes out accurate?

Yeah. 48 Spring Road, Coventry, Connecticut. I own the property today. We're flipping it. It's a perfect example because I used Dossie to underwrite it before I bought it. I ran it through our own app that we created because it's extremely accurate rehab, extremely accurate ARV, and it tells you exactly what to offer for the property. So it takes real data from that market. So if you go into, um, where Zach's from, you're going to get a very different— even if it's a 3-bed, 1-bath, you're going to get a very different rehab budget in Connecticut than you will in—

where are you, Jupiter? Exactly. Or St. Lucie.

Okay, so yeah, I've tried it out, it's pretty cool. Okay, so, so you just click those and it will tell you exactly what this property— $5,000 job— you can see where you are looking down and you can see exactly what to offer. Now this breaks the barrier with most beginners because they don't know what the fuck shit costs to fix. Excuse my French, but it pisses me off because nobody knows what they're doing. When it comes to repairs. All you have to do now is look at the pictures or just get from the seller what does it need in work. Oh, okay, that will cost $45,000. What's my offer? This house is going to sell for $300,000 fixed up. I can offer $131,000. That's my anchor, and that's my maximum. That's the max I can pay for the deal. So it takes 30 seconds for a wholesaler who has no idea what the fuck they're doing to get comps, ARV, their maximum allowable offer, and their anchor where they start the negotiation. This anchor is $130,000. We bought the property, of course, for the anchor price because we're good at what we do. But everybody should start at the anchor on DASIE if you are a beginner and you don't know what shit costs to fix. You use DASIE and now you know, and you don't look dumb when you're selling your deals.

Is that link in your bio on your Instagram?

One sec. What? Nobody wants to answer a wholesaler when they call about a deal that's not a fucking deal, right? Can we all agree on that? That's facts. So if they don't know their numbers and they can't show me the numbers, they send me this screenshot, they say, hey, listen, here's the numbers. They send it over to me and they say, oh, that's a deal, Joe. And then I look at it because it's— they're showing me it's worth my time. Okay, and then we do deals with everybody who sends us that screenshot. We'll get it sold in 2 seconds as long as it's in the range that it gives you and you actually put in the repairs that the property needs. So we created that tool for everybody here, everybody watching. Hopefully everybody here that's in this group actually benefits from it because your beginner students who need to know what they're doing are actually going to know how to run their numbers in 30 seconds. That was my biggest problem starting, was knowing from looking at a property, is this going to cost to fix?

And that eliminates that problem. I don't think about that stuff, guys.

I gotta— I got a time commitment in about 10 minutes here, so I gotta head out. Um, I'll drop a singular sentence as to how to— how to find your next deal. 3814 South 24th Street was listed for $385,000. My dumbass paid $450,000. And I stroked a 19-year-old a $10K check. I will quite literally overpay for properties listed on Zillow and give you $10,000 if you call them and offer them $50,000 over their asking price on a short-term set of payments. In addition to that, we can also do cash deals with you. We had a deal that was listed for $80K. We got it for $60K and the buyer paid $85K because they're foreign and they thought that would be a good idea. So I'll keep it short. Find me my next house to purchase, I will quite literally give you $10,000, illustrated by the $11,000 that I have paid out in the past week and a half to purchase properties for my own portfolio. I am your buyer. No software. Find me a house. I buy nationwide. I own across 14 states, and I'm actually looking to purchase in Cleveland to start flipping over there as well. So you can send me a plethora of deals, whether that's cash or creative finance. I want it and I will stroke you a check. Anyways, guys, I'm so sorry. I've got to— I've got to head out here. Um, is, is that okay? Do we, do we, um, I, I didn't, I didn't think we'd be going past an hour here.

No, no, I'm, I'm gonna stay on for at least a couple hours. Everyone's okay to hop off if you want. We got a lot of questions, but yeah, I definitely, I want to stay on. Richard, oh boy, dude, you go live what, 5 times a week? What, 3, 4, 5 hours? We're just the marathon stream warrior. Talking about it hours long, dude.

I gotta— I have a— I have a dinner. I have a dinner that I have to go to. I'm so sorry. But, but hey, are we doing this again? Are we hopping on again?

Yeah, I'm gonna do this every month.

Uh, oh wow. Yes, yes, yes. Why don't we fly everybody out and do an actual mastermind, dude? And here's the thing, you know, you know, this would be crazy. That mastermind doesn't have to have cringe marketing.

How about we do it in Miami?

I don't know if you guys have thought about that, but you know, some masterminds, like, I'm scrolling, I'm like, is this a shitpost or is this like an ad for a mastermind? But I, I, this is a crazy idea, but what would happen if like we did one and the marketing wasn't like that? I, I don't know, I don't say it's pretty, it's a pretty crazy idea.

All right, Zach, I gotta, I gotta run here in a minute too, but, um, how to get your first deal with land Um, I would say I like to start off by knowing what to target before blindly targeting. That's just the benefit here. And, uh, essentially I would look who's building the houses in the hottest markets. From there, get their pricing and then go find it. If you don't want to spend money on marketing, things like that, we also use Zillow. So I have a lot of people doing strictly, just like you, Richard, on-market Zillow, but for land. So believe it or not, most of these people are listing their land market value, essentially what it's worth. You can talk them down $5,000, bring that on-market lot to that builder for market value, collect your $5,000. So that's what I do with people essentially that don't have money to spend on mass texting, things like that. So to get your first land deal, once again, all you have to do is find areas where land is selling that houses are being built just about everywhere in the United States. Um, reach out to the people that are building the houses. You see it publicly. Ask them what prices they're paying and bring them exactly what they're looking for. Save them 5 minutes of their life and they'll give you a $5,000 finder's fee. So, I mean, perfect example, Zach— Port St. Lucie, bro. You know about Port— how Port St. Lucie was about a year ago. You bring someone something for $150,000, you make a quick $10 grand. They'll buy as much as they possibly could from you. So again, that's why I love land, just the simplicity.

It's untapped.

I don't— I honestly, guys, it's untapped because I don't handle those deals whatsoever. But you know what's happening, you know, you see the construction projects as you're driving around town. So honestly, like, yeah, wholesaling, first of all, is untapped. Nobody really knows what wholesaling is. That's why everybody thinks it's a scam, even though it's like find me a discounted house. That is literally it. Um, but within wholesaling, there are niches, and one of the relatively untapped ones that I've literally never seen anybody talking about is on-market land. Like, who touches that stuff? People do. So yeah, that's a, that's a great idea.

That's a great idea, man. Students coming in like week number 1, I mean, I'm— some even day number 1, I'll provide a buy box. Hey, $40 grand, bring it to me. All they have to do is go on Zillow and criteria, under $40 grand give or take, make a few calls, and typically these people are going to accept these offers because we're not lowballing. You know, you're not lowballing either, but you have the financing structure that may confuse others. For me, it's like, bring this at $40 grand, you'll make a quick grand, $2 grand, $3 grand, then you can just do it again. Hey, that's what's cool about the on-market stuff.

Hey, piggybacking off of that, Olivia here in the chat, she says, that was my first deal. She brought me a deal last year, it was on Garland Avenue in Dallas. On market. She just lowballed the living shit out of the realtor. We ended up ripping a $35,000 fee, and it was a land deal on Zillow. It's crazy. Land deal on Zillow. That was her first ever deal.

And there's 3 niches within land, which, you know, I'm about to kind of start putting out there, which is rural. Like, I did a 70-acre chicken farm deal. Like, bro, it's crazy. It took me 5 minutes. Like, literally, it took me 5 minutes. You won't believe how this would happen. We found a 70-acre plot, um, the seller was just out of his mind. He didn't care about anything. I got it under contract. I didn't even know how much it was worth. I had a guy— the first agent I called that was listing these larger parcels in Georgia literally took it from me the same day. I didn't even wholesale it. They just wired me $10 grand and I wrote an addendum on the contract changing them to the buyer. I don't even know what it was worth. But it's like there's so many niches within land, like the residential infill, rural, then you have entitlement deals. I mean, it's just, it's crazy.

So don't sleep on teardowns, bro. I got a $40K deal closing. Tyler's in the chat here. That one's closing on Wednesday. Teardown houses. So essentially land deals, but they have like really crappy houses on them. You can make a lot of money.

That's really big down here in Miami. Majority of these neighborhoods, it's crazy I'm— I live in a condo and I'm looking to get out. I'm sick of it. So when I'm driving around all these neighborhoods, they'll have a $10 million house and next to it is just a piece of crap, you know. So yeah, they tear— all these cities eventually are going to get torn down. I mean, dude, where do you—

where do you— because here's the thing, um, I— in the past week I've done like probably 3 $0 down deals, like, you know, between 5% and 6% interest, $0 down. Where do you live? I literally might have a deal under contract contract right now, and the entry is $0, and we give it to you for like $3,000 or $4,000.

What do you mean though? I mean, I'm looking to move.

I know, I know. So in virtually like Florida, Georgia, Texas, even I have one in Olympia right now, Miami, dude. And so, okay, I have, I have one in Kissimmee right now, which is not Miami, um, but that can be found like literally—

I had it, I had an Airbnb there, dude.

You— what? So I have a deal in Kissimmee unsold right now. It's got like a 7% interest rate, but the seller gave us the house. $0 down, completely. No, not even agent commission.

Is it close to Disney and stuff?

Dude, I'll give you the address right now.

You want it? It's—

yeah, or just message it to me, dude.

I'm gonna put it in the— well, I love outing addresses so the haters like just have nothing to say. Um, but 4621 Yellow Bay Drive. It's got a pool, it's on the water, it's beautiful, bro. And you can literally get it for $0 down. Of course we're charging you an assignment fee, but the amount that you paid for your security deposit to live in that condo is literally your down payment to own.

I'm not going to move there. I would Airbnb it. So like, I had an Airbnb.

Oh, it's not a cash flow play. It's more so—

it's more so Airbnb. I had an Airbnb in Kissimmee, right, 10 minutes away from Disney World, which is obviously very popular. It was Disney themed. It had, you know, uh, pool table, a pool, a game room, and, and that stuff is crazy for Airbnb in areas.

Oh yeah, this is not— you wouldn't like this then because this is more so like For anybody here who currently rents their house in your market, there's a low equity house that you can have for $0 down, and you're literally no qualification, no credit score, no change to your DTI. Again, you could be a complete felon, you could be 12, and you could own this trust. 12-year-olds can own trusts. So, you know, if you're, if you're not owning your property that you're in right now, dude, go on any real estate software, XLeads, whatever it may be, and find a low equity house and just take over their mortgage. You live in that thing like in 2 or 3 weeks.

Yeah, I've decided if I'm getting a house, I'm just going to build it ground up. Oh, really?

That's how you get exactly what you want, dude. I had to put too much in rehab into mine. Hey guys, I got to head out, but it has been so awesome to hang out.

Really quick, Richard, before you go, I want to let everyone have a link for their stuff. So what's your link? Is it holdmyhandwholesale.com?

What's your, uh, yeah, you know, we've mentioned it. We've mentioned it, man. I appreciate it. I appreciate it though. But we'll let these guys market some stuff as well. But sign up for XLeads with Zach, you know, XLeads with Zach absolutely crushes. And Zach, thank you so much for putting this together. I really appreciate you guys.

Up on next month, dude.

Yes sir, yes sir, I will.

See you later. Bye-bye. Awesome. And then, by the way, I know Joe and John were talking about DASI. Nobody knows what— like, no offense, if you search DASI on Google, nothing pops up.

So make sure you go to DASI in the App Store. DASI, Deal Analyzing Software Intelligence. That's what I was trying to tell you.

Nobody— like, I don't know what's up with the SEO, bro. But like, I, I, I spelled it right, D-A-S-I, and it doesn't pop up on Google. Make sure you put in the comments.

That's so interesting. In the App Store, it's the first thing that pops up.

But no, the App Store— I'm talking about Google. So make sure you put it in the comments section when you talk about it, right?

Oh, okay. Yeah, it— okay, it's like the people don't know Google. It's the AI Property Analyzer. Yeah, you're right.

There you go. You're right. We gotta put it in the comment section though.

That's what I'm doing. I, I just bought a property in Scottsdale. I'm basically tearing it down to like two walls, so it's semi-new construction. I'm putting $400 grand into it. It's going to be like new build, basically.

It's going to take a while, man. Yes, sir. I'm not, I'm not buying a house until it's a cash purchase. I don't believe in mortgage.

I bought it, I bought it cash. There you go. I'm gonna refi out of it though, but I don't have that.

I have a quick question with XLeads. I have people, my students, asking all the time because it's free, correct? I'm not too familiar. It's free, yes or no? It's not free. Okay, so is it good?

They can look at my stuff if they want to look at my stuff. Um, everyone's got their own software. I, I'll call you about it later, Alex. I don't want to be a— I don't want to promote my stuff.

Okay, the question I get every day though is, should we use this one? Because you know who I promote.

You're asking the guy that owns the software that you should use my software.

But, but last time you were transparent about it, saying, you know, well, I, I, I, well, I, um, we'll chat, we'll chat about it. I was genuinely asking.

I'm actually curious with Tyson because Tyson Tyson has an AI thing with his too. I figured out how to get info lots with the AI where it looks at a map and does info lots. I'm curious if Tyson's does that too because I know you have some AI with yours. Here, bro, your mic's like— Tyson, bro, your mic. We're getting your mic. Your mic. Change your mic real quick.

All right, can you hear me now? Yeah, yeah, yeah. All right, I'll just be 100% straight up. All of our land data just for infill lots and land on Virtual Flip Leads. It's just directly— it's just coming from PropStream, that's it. So that's what we got going on over there.

What is— what is your, uh, software?

VirtualFlipLeads.com. And okay, because I do— I need to go watch my daughter, but is what I want to say, especially for beginners, you're probably hearing a lot of stuff— land this, Richard Taylor's got the trust, shit I've never even heard of, doing on-market I'm here to tell you right now, it all works as long as you do the work. All of them work, every single one, and you're gonna make— you can make a ton of money doing each of them. If you want to go get your first deal, do any one of those things, and all that matters is that you consistently make people offers to buy their house. That's the only thing you should be focused on. You do not need to be worried about how much you're gonna have to pay in taxes or what the fuck your logo is or your name or any of these things. As long as you make 5 offers a day is the sweet spot to me. If you make 5 quality offers a day where you're making a good quality offer, and if you need help with that, anywhere in Maricopa County, 68% of Zillow, I'll buy it at 68% of whatever this estimate is if you want to sell me your first deal. But, um, go do that every single day and you will make money. You will get your first deal. 100%.

More calls, more offers equals more deals.

100%.

Every single offer you make is a fishing line, and the more you have out there That's why all these motherfuckers with Vikings have 6 lines off the back of it, because they're trying to catch some fish. So go make more offers.

Tyson, you have a little newborn and you took some time out to, uh, talk here, man, so I really appreciate it, dude. Legend.

I'm happy to do this anytime, but I do miss her so much. I gotta go see her.

All right, keep it up, man. All right, see you guys. I did see this.

I'm gonna run through how I would get my first deal. Yeah, go at it. Okay, so cold calling is my thing, my bread and butter. I even own a call center now. We got over 200 seats at the call center. It's called launchva.com. So that's how much I love wholesaling, uh, cold calling, that I even own a call center now as one of my other businesses. So if I was getting started, I would do the cold calling method, but most people do it wrong because they are hand dialing off their phone where they're calling one person at a time typing the number in and it takes forever, it's ringing, they don't pick up the phone, you're wasting so much time, you can't get a hold of people. Other than that, people are also using a dialer like Mojo Dialer that only dials 3 lines at a time, which is not efficient. You're not going to be reaching the maximum amount of people. So you need to be using the right dialer, the right software that will dial 12 lines at a time so that way you can reach hundreds and thousands of homeowners as quickly as possible. So the dialer that I recommend is ReadyMode. If you don't have an LLC though, they won't let you sign up for it anymore. So if not, you got to use Batch Dialer as a good alternative.

What's your contacts per hour on a 12-line? Because I— between you and me, 3 lines is the best I've had with a center. What kind of contacts per hour are you getting on a 12-line on ReadyMode? I mean, I'd have to look.

It really depends. Are you talking like calls per hour or connect?

Like, like, hello, you know, because there's between dials and contacts, right? Because it started breaking after 7 on my— I used to use ZenCall before it became— right, so I'm just curious on your end.

Yeah, because we're like— it really just depends. There's a lot of factors that go into whether your numbers are spam or whether you've cleared them or not, so depending on the day, it really depends. So you need to make sure you're on top of all that as well. But I always feel like I don't care if we're dropping calls as long as we're making a shit ton of calls. So yeah, that's number one. And then number two is you gotta have the right data. Um, but data can be very expensive if you're getting started. So a method that I use, it's called Call Realty Resource. Um, You can find it on my social media because I don't think they do this plan unless you go through me. But they have like a plan where it's $795 and you get unlimited data for the whole year with phone numbers. No need to pay extra for skip tracing. And then they also have a plan where it's $120 for 20,000 records a month. So like you can't beat that. Spending $120 to get 20,000 addresses with phone numbers. To reach out to. So that's what I would do. I would get that, I would get PropStream or XLeads or Flipping, uh, Tyson's one, whichever software out there, um, where you can comp and analyze properties, and then the dialer. So those are the 3 things you need. This is going to cost you about $300, and this is going to make you get your deal so much faster for $300, you know, $300 a month. Yes. Can you cold call and get a deal and spend $0? Yeah, but you're going to be using your cell phone and you're going to be wasting time not reaching people. Invest the $300, you're going to be reaching hundreds and thousands of homeowners. This is exactly what I did, but I started out with Mojo Dialer. Well, I started out passing out flyers and putting up bandit signs, and that got me nowhere because I was waiting for people to come to me rather than going to them. You need to be doing a proactive marketing strategy versus reactive marketing strategy. Putting up a sign, waiting for them to call you. If you're hunting, right, you need to be hunting after your first deal. We need to do a proactive strategy. So that's why cold calling was it for me. I did the wrong things though. Mojo Dialer wasn't reaching enough people. Switched to ZenCall, which is now ReadyMode, and I was getting so much traction from there. Started going on appointments, started making so many more offers, and there you go, um, I hit my first deal. So That's what I would recommend. I also— not trying to plug shit, but if you want to literally get a step-by-step walkthrough of this, I have a school community where there's 20 free videos going over this exact plan on how to get your first deal using this method. To sign up for it, all you got to do is go to freewholesalingrealestate.com. I like that.

That's a good name. Yes, sir.

And Jacob, I want to piggyback off of you because I think we have the, the most similar strategy. So is it cool if I go real quick? Yes, sir.

That's all I got.

Roy's got some— Roy's got some game that I don't hear.

I want to get out some sauce. So anybody who's watching here, watching this, how many people do we got watching right now, Zach?

Uh, 585.

585. Everybody, everybody put a 1 in the chat real quick. I'm about— I just need to make sure everybody's paying attention because I'm about to drop some sauce. I'm gonna just give you guys exactly what I do. Now, you guys are watching a lot of different wholesalers, different strategies. My advice to you guys is when you're listening to this is just pick one. Don't do everything. Like, I made the mistake of trying to do direct mail with Driving for Dollars, with bandit signs, with calling, of text blasting and nothing worked. Just pick one and double down on that. Not only on the marketing strategy, but also on the exit strategy. I don't know shit about sub-to. All I know is cash and novations. I don't care about a sub-to. I'm not about to help the seller with a sub-to. I'll refer it, I'll send it off, but I don't know anything about it, nor do I care to learn it. I just want cash. Can I get your property? 75% ARV? Yes or no? So just make sure you have focus. Focus is key, right?

That's some game right there, man.

Now I try to, I try to, um, whenever I give advice, I'm only going to give you guys exactly what I do. So I have no experience with what everybody else does. Um, we are in a trust recession, right? No one trusts anybody right now. So you want to find the marketing strategy, the the most trust the quickest. I've tried bandit signs. Trust me, I got it right here. It's my first bandit sign. I tried it. That doesn't work. Tried direct mail. I'm not really checking my mail. I'm pretty sure other people check their mail. Um, text blasts. It's like, how many texts do you guys get a day? I'm not saying it doesn't work, right? But text blasts, how many texts do you get a day? Getting on the phone and building a relationship with the seller, that is the fastest way to build trust. Especially if you know how to do it the right way. So my method—

interrupt, I have a question because I've never called in my life. Yeah, what, what is an average, uh, pickup rate for a cold call?

Oh, average pickup rate? I don't know that I don't really track the average pickup rate, but I'll say out of, let's say, a list of maybe 2,000— you guys can do the math off this— uh, maybe a list of 2,000, you could probably get around 400 to 500 on pickup rate.

25%. Yeah, I would say that's similar.

That's really good. Yeah, so that's, that's where we're at. And let me— I'm gonna exactly tell you exactly why we get those numbers as well. So first, I'm going directly to seller. I want to build trust. I want to— I want them to hear my voice. I want them to know a friendly face. Second, the way I approached wholesaling was, um, I tried everything on the internet, um, but I was just like, how do I turn this into an actual business? Model. Like, how do I actually make a business and go from a hustler to a CEO? A lot of people promote wholesaling like it's like this hustling, get in the weeds, grind, and try to figure everything out, and then they wonder why they never close deals. Approach it like an actual business model. I mean, I'm going to invest in my business. I've never closed a deal for free, to be honest with you. I, I don't know how to do that, right? I invest in my business and I get an ROI. So So one, you want to go from hustler to CEO. How does a CEO, uh, approach business? They're looking at metrics, they're looking at KPIs, but they're also looking at the types of leads that they're getting. Um, I tried Dallas, Texas. Born and raised in Dallas, Texas. I've closed probably 3 deals in Dallas, Texas. The deals that I closed were Greenville, Texas, Denison, Texas, Sherman, Texas. These are places 1 hour outside of Dallas. Right, that nobody else is looking at. And you got to remember, there's these sharks that are playing in Dallas and they're eating up all the deals. Like, I'll be honest with you, if you're trying to play in Dallas and you're doing it like traditional ways, you might just get ran over by somebody who's spending— who has a higher marketing budget, right? But the mom-and-pop investors in Dallas will actually invest in properties 1 hour outside of Dallas. They'll drive all the way to Greenville, Texas, because maybe they can't even afford to buy a property in Dallas. So they'll go make the commute to buy a property an hour out. So I was just like, all right, how do I find these little markets? I found Greenville, Texas. I found Sherman. I found Denison. I ran those markets from like 2021 all the way to like 2023. And then that's when I was just like, all right, I need to get out of Texas because Texas is becoming too saturated. So how do I find better markets? Well, I was just like, how do I find more Greenvelles and Denisons and Shermans? And let me give you guys like a criteria so you can walk away with something. A criteria for the markets that I look for are population under 120 but above 30. You want to stay away from like 30 range. I say 50, 50 to 120 because you still need cash buyers. Um, in terms of average list price, I like to stay between $180,000 on the average list price because if you go too low, you really can't make that much on the deal. I like to go $180,000 all the way to maybe $250,000 max on the average list price. I'm giving you guys a criteria that nobody else is looking at. Everybody else is trying to hop in Dallas, Texas. Everybody else is trying to hop in Arizona, California. I'm not doing that. Like, I want to find these little markets that I have— I don't have to compete with Jacob Blank, who's spending I don't know how much on marketing. Hey, I'm not about to do that, right?

So 40 grand a month?

Oh yeah, I ain't doing that. So like, I want to find these small little markets So how do I do that outside? You just want— that's the criteria you want to look for, but you want to find metro cities. A metro city is a city over, I'd say, 200,000 population is what I say. But you want to find a metro city and go an hour out. The way I found one of my top markets, crazy story. I was watching Netflix, right? And I don't know if you guys ever saw the, the show The Ozarks, but it's called The Ozarks, and I was watching it, and they're walking through this distressed property And I was just like, yo, distressed property. Oh, I need to call that market. Ozark, Missouri. All right, I'm in there. I go to Ozark, Missouri, and right above Ozark, Missouri is Springfield, Missouri.

Bro, I told you not to say it. Oh, you called me last week.

I'm like, dude, don't tell me about Springfield, bro. I'm not even worried about it, right? Like, I'm gonna be honest with you, the people who are watching this, there's only gonna be like 5 people that actually take action.

I'm gonna spend 20 grand there next month.

You should, right?

Um, yeah, Roy and Jacob both made great points, and I just want to touch down for our audience on exactly, you know, some takeaways on those. Yeah, guys, it's offers. It's all a numbers game. You cannot get deals unless you make offers. Offers, offers, offers. Yeah, the more offers you make the more money you make. If you're not making offers on a daily basis, you have no business. I want you to look at offers like a pulse, okay? That's your business. This is the pulse. That's offers made on a daily basis. You have no business. It is dead unless you are putting those out every single day, and a good amount of those. Now, if it takes you 30 minutes to determine your offer because you're searching on PropStream trying to find ARV, then calculating the repairs and doing all the ARV, 30 minutes per offer, you're going to make 5 offers a day maybe if you're hustling non-stop. If it takes you 30 seconds to make an offer, that's why you use Dossie. So I just want to clarify that. I know that plugin, but I'm— I don't want anybody here doing deals without Dossie because if you are taking 30 minutes versus 30 seconds, you have no ability to get a massive amount of offers out. Yeah, it takes 50 offers per deal for the average wholesaler who's just starting. So everybody here who's just starting, it's probably going to take you 50. For guys like me, Zach, Roy, Jacob, Alex, Vayna, Max, it's gonna take maybe 10 to 15 offers to get a deal because we have some experience. We've been in the game for a few years. but the average person is going to, um, take 50 offers.

So yeah, and on that, like, whenever you guys are looking for a marketing strategy, you guys want volume. Like, this entire business is just volume. So if you guys are trying to rate a marketing strategy, look for the one that produces the most volume. Like, I don't know how long it takes for me to go on Zillow and like call people. Like, I'm probably going to get to maybe 50 people. I don't even know if I can hit 50. Probably like me, myself, like 20, 30 people in a day. It's way too slow, right? So I need a marketing strategy that produces a lot of volume. So now you have your market, um, you have your criteria for a market. Let's get into your demographic. Um, I have closed a lot of wholesale deals, and I ran through all of my deals, and we went through every single— all of the motivation and all the calls. And we figured out which one or which, which seller type, uh, sells the most. And we found in our company was over the age of 60, absentee owner. So that's what I'm going to double down on. Now you can, you can do other things like, like probate. Like, I love probate, it's just too small of a list. Code violation, too small of a list in my markets because I'm small. I'm pulling, uh, populations. Remember guys, I want volume, so I need, I need a big demographic and I need to be able to call a lot of people. So over the age of 60, absentee owner. You don't always have to do over the age of 60, you could just do absentee owner, but you never want the person to live in the property. Like, it's very rare that I'm closing somebody who lives in the property because then I have to help them find another property, and then I gotta, uh, like, it's just a whole extra step and it takes 30 to 40 days just for them to move out the property. I want to close the deal ASAP. So my demographic, um, I'm pulling my list usually from PropStream That's where I'm going. PropStream, Geopoint, ListSource, those are my top 3. Now, when it comes to my skip tracing, everybody here has a different method. I will never go free skip tracing. Always pay for skip tracing. If you see somebody, some Indian on Facebook who says, "I can get you skip tracing for 3 cents," run very far away. You're paying for data. You need high-quality data. Why would you go cheap on your data? And it's your only expense. You guys, like, your expenses are just marketing and wholesale. You're not paying for closing costs. So just invest in the quality of the data that you guys are getting. Right. So where do you skip? I use Direct Skip.

That's the best one. That's who I'm using right now too. That's who you're using as well? Yeah, they're good.

Check out dataskip.io. So I used to use them, right?

Because I'm like a prodigy from Eric, right? Um, I used to use them, but their, their hitback rate is like fucking 40%, bro. It's way better now.

It's better now, and you can get it at 5 cents a skip.

Okay, cool. Roy, I have a question. So you said volume.

Are you texting or no? Oh no, I'm calling all day. Calling. I'm about to change, man.

I need to put you guys on. So I've only done a few house deals, right? And they were through texting, essentially messing around back in it. I've always looked for a way to convince myself to do houses. I don't know why, I just wanted to see the light over there, but I try it. Okay, so volume is, is what matters, correct? Yeah. Texting. And if you're doing— this isn't just for land, this is like for houses. For you guys that are doing houses, I, I genuinely do not know like how you're not all texting, um, because it's like the biggest house wholesalers I know literally doing 7 figures per month are all texting, but just mass platform because it's so cheap. So it's like, my sauce is this: I've— if I pull a list of empty pieces of land, I don't have to put all these filters, absentee owner, it's all the same. All these people are over the age of 50, they bought this piece of land a while ago, it doesn't make them money, they don't do anything with it. So it's just super turnkey. I know in this area, let's say Lehigh Acres, Florida, I can flip it for $25 grand. So my, you know, volume, marketing volume, I can pull a list there. It's going to be about 3,000 to 4,000 contacts. I literally click a button, it texts all people offering them $18,000. I don't even waste time. I only respond to the people that say yes. And it's like, boom, we lock it up under contract without getting onto the phone. I don't have to ask them if someone lives there, doesn't need repairs. So that's why I'm doing stuff. How can you do that with houses, essentially? Like, can you text a list for houses?

Yeah, you, you 1,000% can. The, like, the only reason I don't do it is because I'm thinking of, I'm thinking of, like, how I'm thinking of my prospect, right? I know I don't check the the mail, so I'm not gonna do direct mail. I know that I don't check my phone whenever I get a text message. I'm like, I don't care. So I'm thinking my prospect does the same thing. I'm sure it works when you do it at volume, but I'm just thinking of the mind of my prospect. Um, I don't— I think if I— here, I'll give you this analogy. Like, you can do the volume, and volume does matter, but it's also a trust, trust game as well. If we have two wholesalers and we have one that sends you a text, right, and he's texting you the whole time versus one who calls your phone and builds a relationship with you, who's the seller going to go with?

I'll be honest, that's for houses, probably the caller. For land? Yeah, for houses.

I don't know about land. So how—

I don't think they care. I, I rarely ever get on the phone.

So how I'm doing it is I sent about 60,000 texts last month, and I'm going to ramp it up to 100K texts. And then it's a combination of texting, and then that's setting an appointment for a phone call with my acquisition agents. So the texting is just to set a hot lead. So I essentially end up getting like a PPL lead, but I get it through my own text blasting. And what actually was working better for me lately is I got 2 deals under contract from text blasting last month. They're both going novation. So honestly, novation has been my exit strategy on a lot of these houses lately. Yeah, yeah, it's text blasting to phone, right?

I want you to try this, okay? I actually want you to try it. Yeah, I would love I'm gonna DM you. Look, so again, anybody, no matter who you are, you can find a hot land market, you know what I mean? It doesn't matter, like, where is land selling, where a house is being built. You find that market, you get a list of all the sellers that have owned it for more than 10 years. That's it. That's, that's the only filter. So I'm gonna have you do this. DM me, okay? I guarantee you'll get a deal in 3 days, bro. There's no way you don't.

Let me hear it.

You text them all. Okay, okay. Offer them below the market value. All the lots are the same size, they all sell for the same price. Okay, there's no running comps, there's no anything. So text every single person, hey, I could give you $15 grand cash offer, close in 30 days or less, um, I'll send the contract right now. Only open the messages that say yes, and you'll be shocked. I have an average reply rate of 17 to 18%, so for every 2,000 people I text, I mean, I'm getting almost 350 replies. A lot of them are no, but if I get—

I do want to know that. If I'm going to get into it, what KPIs am I tracking for texting?

I mean, minimum 10% response rate. That's all you care about is the response rate.

What platform are you blasting with? Say that again? What text platform are you using?

I use SmarterContact. I think they're good for volume. ClickSend? Say that again? ClickSend? Yeah, I like SmarterContact more because like I have 5 different accounts because you don't want to blast texts on one account too much. So I have 5 accounts with them where I blast 100,000 messages per account per month. So it's like, for example, okay, Roy, let's say you had $50 to your name, you wanted to send out a text blast. It's like 2 cents per text message. So for every 1,000 leads, it's $20. If you texted 2,000 people for land, you are going to get 2 contracts that day. Like, there's just— it's just, you are going to get 2 contracts. So I want you to try that because I'll try it. You have to text. It's like, you find a hot market where houses are being built. Yeah, you want to mess around on your own, right? I'll tell you, but if you just want to mess around on your own, call 1 or 2 builders and say, hey, what price will you pay in Lehigh Acres, Florida? They'll say probably $25K. If you send out a text blast to 2,000 people in Lehigh that own this land for more than 10 years and they haven't done shit with it, they paid $5,000 for it, and you offer all of them $20,000, if 1,800 people— or 1,800, uh, or sorry, I'm messing up, I'm falling asleep— if 1,998 people say no and 2 people say yes, you just made $10,000. Okay, I'm gonna message.

I think it's really cool. Oh, it's something I definitely want to test.

You're cooking, man. Let's keep going. Okay, so no absentee owners. I need to get your whole agenda here. Absentee owners. You just gave out your best market to everyone. I have no idea why. Next year I have multiple. You have good ones. So, so, so let's just get— I like to get it all in like one really simple one. So over 30, under 120. You got your list, you got your skip tracing, you're calling, but I want to know what's the script? What are you doing exactly to attack these leads? Yeah.

All right, real quick, Alex, I'm out here in Florida. I'd love to link up and talk to you more about that. But my script, as soon as I get on the phone, your first 15 seconds matter so much. Like, your first impression is so strong. So I need you guys to come in like you guys are the professional, right? My script is, um, hey Zach, hey Zach, sorry for calling you out of the blue, just had a quick question for you. Have you ever considered selling that property at 123 Main Street? So the reason I'm coming in like that is just like, hey, I first I do, hey Zach, kind of like going up with a question mark, almost like it's like my old high school friend. So they're like, how does he know my name? Not is this Zach? It's like, hey Zach, yeah, I like that. Sorry for calling you. Nice. Just had a quick question for you. It's like, nah, nah, nah, I'm on a cliffhanger. It's like, I have a quick question for you. It's like, oh, okay, what's the question? Have you ever considered selling that property over there on Main Street? I don't even say the numbers, I just want to say Main Street, right? Um, I can go into like why that's all important, but, um, just that, that's the exact script I use. Um, the first 15 seconds you want to— your seller has to trust you within the first 15 seconds. And as soon as you come across like somebody who's like, hey, I'm Zach with ABC Homes, or, um, I am a real estate investor and I'm doing this, it's just like you're coming across so corny and they're getting so many calls a day with the same script. So like, I really like— think of it like on social media, for all my social media guys, we have to think of hooks for our our videos, do the same thing when you're structuring your cold calling script. You need a strong-ass hook to hook them in and want to stay on the phone with you. So I just focus on the first 15 seconds. I don't know if you want me to go through the entire script, but— No, I'm just curious, like, how do you get your first deal?

That's—

Yeah, how do I get the first deal? So I use Batch Dialer. I always use a dialer. I like to pull a list of no less than I'd say 3,000. Uh, 2,500 to 3,000 is a pretty good list if you're just on a budget. Go higher if you have a bigger budget. Um, the higher you go, the more deals you're going to get. Just remember, it's a volume game. Um, I make my calls. I never make the offer on the first call. What I do instead is whenever I get them on the call, I don't care about the property. This is what's so different. And, um, I think Enterprise Elite, he had touched on it a little bit as well. It's like Every wholesaler gets on the phone and they just care about the property. What's the condition of your property? It's like, don't say that fucking line anymore. Like, the whole motivation, condition, time, price— it was so cool in like 2021. It's like, just go motivation. Don't even care about— don't even ask about the property. Figure out why they want to sell their property. The reason I switched to this method is because my CRM was just filled with a bunch of leads that didn't want to sell their property. I just had a bunch of fat in my CRM. So I was like, all right, how do I lean out the CRM and, and only have qualified sellers in here? And a lot of first-time wholesalers, they think they got a lead that says, oh, I want to sell my property, but there's no motivation behind it. So they go 2, 3 weeks trying to work this lead just to get ghosted, and the person doesn't want to sell the property. So to avoid that, what I like to do is I just go straight into motivation. I want to know why you want to sell this property. I don't want to care. I don't want to talk about the beds, bathrooms. I don't want to talk about the ARV. I want to talk about your timeline. I don't even care about the price you want. Why do you want to sell this property? And then based off their motivation, I will— if they have motivation, they can go into my CRM. If they don't have motivation, I'm not putting you in my CRM. I don't want to follow up with you in 2, 3 months. I don't want to go see like, no, what's your motivation? Are you going to sell your property? Yes or no? And like, you guys, all my cold callers, that you guys probably got fed up with like a bunch of people just ghosting you. So now I'm just like, I'm not wasting time. Do you want to sell your property? Yes or no? Yes. Why? So, sense.

I've never seen someone just cut out condition like that. Like, you don't even know.

I'll go to condition on the second call, but I want to, I want to qualify them. I'm not having them qualify me. I want to know, are you qualified enough to go in my CRM?

Roy, are you calling yourself still or you hire?

We have VAs now.

I train one. Where do you get your VAs from?

Straight Upwork or onlinejobs.ph.

Okay, so we use a company called Good English Callers and they give us all the data for free. We don't pay for phone numbers at all. That's included with the caller. So you guys were talking about skip tracing and paying for data. With the callers that are real estate trained.

So, Max, Max, you got to get with me about Launch VA. We could hook you up with some, some crazy deal on callers. Anybody on here, because really quick, more people to push that, and we're hooking them up with callers, the whole thing. But I gotta run. But I want to say something. I gotta run because I gotta go meet up with my buddy to plan a Europe trip. I'm leaving in a week, and so my business runs without me now. 6 years in the game, set it up where I don't even have to show up to the office. So I'm gonna go to Europe for a couple weeks, and I'm gonna still be closing deals while I'm gone. So that's what I gotta go do. So I gotta jump off.

But Jacob, really quick.

All right, go ahead. Is we— I think we all agreed that wholesaling real estate is the best way to get rich. Like, all these other methods out there, all these side hustles, right? Wholesaling is the best. So you got to cut out all the noise and just focus on one thing that's going work. That's exactly what I did. I barely finished high school. I didn't take my SATs, and I had no plan on going to college because I found out about wholesaling, and I was committed to it and dedicated to it that I was going to make it work no matter what. I was going to die trying. For anybody out there that's been looking into this space and people are telling you to drop ship, to do this, do that, no. Cut all the noise out. Focus on wholesaling. Commit to it like, like your life depends on it. Burn the boats, forget college, whatever. Forget what everybody's telling you, the path you need to go. Greatness is on the other side of the rat race, of the same path everybody is following. You need to do everything opposite of the crowd, and that's where you end up in special places. That's how you create a great life, um, and that's what I've done. So I hope everybody found this valuable. And Zach, thanks for putting this together, and we should do it every month. I'm down. And, uh, you guys have a good night.

All right, really quick, Jacob, speaking of Europe, Cam Oliveira is set to come up next month. He's in Europe right now. That guy's awesome. He's coming on next month, so, uh, hopefully, Jacob, you're on, but he's coming on. He's in Europe right now, where you want to be. He's coming.

I'll be back before next month.

There you go, Jacob. Awesome. All right, all right, Jacob. Hey, man. Thank you. Alex has to head off too. Really quick, Roy, have you been to Louie Bossi's? Los Olas? Louie?

I haven't, no. It's good.

I'll tell you, Alex, you and me, Alex, Roy, we go to Louie Bossi's and we convert you to be a texter. Oh Lord.

Are you in Los Olas or no?

I'm in Los Solis. Yeah, okay, you're—

yeah, I mean, that's where I like— dude, I'm kind of from that area, so—

okay, cool. Alex put you on.

Say yeah, y'all gonna put me on the texting, man.

It's crazy. I mean, like, once again, just think about for houses, it may be a little bit different. And again, I did two house deals through texting, but it was— look, imagine you have someone telling you, if you can bring me a piece of land here where all the lots are the the same exact size for $25,000. I'll buy it for $25,000. You pull the list, you text every single person there offering $18,000. Someone's gonna say yes to $20,000, brother. It's just like, what's your—

how do you find, um, your like deal calculation for land? Like, what's your ARV for land? How are you finding that? Or not the ARV, but how do you find it?

You don't even want to go as far to, to do it on your own, just ask a builder what he'll pay for a quarter acre in Lehigh Acres, because they're all the same. All these lots are identical. It's all a quarter acre, it's all completely flat, and it's like the utility—

maybe in your area, dog, come on, don't say that about everywhere.

Shit, it's not a lot. Not everywhere. Not ever. You have to find the subdivisions, you know. It's like that in Arizona. There's neighborhoods like that in Arizona too now. It's like the— these developers will buy 100 acres they subdivide it into quarter acres and they sell them off. So they did that years ago and now all these markets are hot. So it's not everywhere, I don't want to, I don't want to say that, but so where are the best areas? I mean, it, it depends what you want to go after. Like, the best areas, in my opinion, the most cookie-cutter easy areas— obviously that comes with saturation— is going to be parts of Florida, like where Zach lives. Lehigh Acres, Cape Coral, every single lot is— I— it's identical. They're all the same. So it's like, we'll get Alex—

he's— Alex is posting some videos. I know you gotta hop off, Alex, but Alex is posting some good videos about it. We're gonna— we're gonna expose this whole strategy on the pod.

We're gonna expose my whole strategy, bro.

The way you text, man, like, we gotta get everyone to do it. Yeah, it's good. That's that— it's that good. I'm not trying to expose it like in a bad way, but like You got some good sauce on it, man.

Everybody who's watching this, he— golden Lambo. I'm only in the M4 Comp.

Yeah, I don't have a gold Lambo anymore, bro. You want to see what I have now?

Actually, you got a Ferrari. What you got? Let's see.

Hold on, I gotta turn it off.

Obviously it works. That's tough. Obviously.

I know, I think it's the nicest F8 in the nation. No, I got rid of the gold. The gold got old. You know why I bought the gold? Why? Because I take a piece of dirt and I turn it into gold, bro.

Oh my God, that line in the shower.

I bought it because it was factory. I bought it because it was factory gold. And where else are you gonna find or see someone that has a factory gold Lamborghini? No, I've never seen it.

How old is your Lamborghini, bro?

I like it, Alex. My only pushback, and we can hit this next week, is If you're, let's say you're doing like 40 deals. Oh yeah, next month. My bad. It's like 40 deals. The average assignment fee, isn't it only like $5K or something? Isn't that such a headache for closing and transaction coordination and all these deals going wrong? Wouldn't you rather just be hitting these big fees?

Oh man. Well, here's the thing. Number one, there's almost no transaction coordination. It's like I send the deal to title. I don't have to do anything. I don't have to manage the seller. Title reaches out day number 1. There's, there's really actually not transaction coordination, and there's not ever any issues with title because all these are free and clear. They're all owned cash, free and clear. Um, and, and the app— look, that, that's the big misconception with land, man. I know people hitting land spreads that you could never hit with—

how— oh, I know, I'm just saying on yours because you just keep mentioning $2-3K fees.

Trust me, I know that's for the average beginner. That's okay. That's what I show to the average beginner so their head doesn't spin, right? But then I can show you, like, in, uh, Connecticut, how to hit some of these nicer neighborhoods where lots are selling for $300K and you actually have to comp it and you actually have to put effort into it. And you can make $50K to $70K on, on a spread. But, um, it's a— that's the cool part about land. There's a lot— I'm sure there's different styles with with houses too. But you can either go high volume, low spread. You could find the middle. You could only do large deals. I kind of go for it all. Gotcha. So when I do 30 to 40 deals, my average deal is, is $7,000. I mean, that is always going to be my average. But I have $1K deals, like all the time. I have $1K assignment fees that I don't pass up because, uh, I mean, someone else is going to take them. So I, I take $1,000 assignment fees all the time. Like I'll have probably 10 of those per month. And then I'll have, you know, another 10 that are $50,000 or sorry, that are $5,000, maybe, or $3,000 to $5,000. Then I'll have my $10Ks and my $20Ks to where it averages out to $7,000.

You know what? I think that's the big difference because in, if we're houses, you don't want to take the $1K assignment fee a lot of times because we call that burning a buyer because now you just used up your fix and flipper for the next, let's say, 3 months.

Yeah, I don't want to use that. These guys have unlimited cash somehow. Interesting, interesting.

That, that's—

yeah, I never thought about that. That is, that is smart. So no, all the builders that I work with are not waiting for their house to sell to buy their next pieces of land. They're just constantly buying. They know that they could just hold it in their inventory, and in 10 years, if they don't build a house on it, it's going to be worth, you know, double. Like, the crazy— to me, the craziest example has always been Port St. Lucie where Zach is at, bro, 2 years ago these lots were going for like $50 grand. Now you cannot get them for less than $150.

No, I know, it was, it was a time, man.

I made like $700 grand in Port St. Lucie doing on market. I didn't even know about like text blasting anything. Obviously times have changed. That's not going to happen to anyone, just so you know.

It will in Springfield, Missouri, so thank you guys for that.

Yeah, thanks, Roy. Damn, bro. Oh man, that's gonna be with land.

I mean, Springfield, Ohio, way better.

There we go, Springfield, Ohio, man. Dude, I lo— no joke, I locked up 2 deals in Springfield, Ohio the day before the presidential debate when Trump said they're eating cats and dogs in Springfield. There was a month I couldn't sell deals there. That's so crazy.

It was terrible. Fun fact, there's a Springfield in every single state, and I tried to pull a list of it, like every Springfield. That went terribly. But if you can find a Springfield over a population over 50, it's a pretty good market.

Gangster, man.

So Springfield is looking pretty good for land too, actually.

Yeah, there we go.

All right, next we gotta talk—

we gotta talk to Vayna because she's been very quiet. And we're getting like 30 comments that are like, sorry guys, I'm not trying to be shy. All the comments saying this woman's making $40 grand average a deal, we got to hear her. So we, we, we got to hear this.

I'm not trying to be shy, guys. I'm really enjoying watching these bros shoot their shit. Um, $40K average deal, we'll do $50 this this year. How would I do my first deal? I'm learning that I'm very different from you guys. Like, my advice is going to be very conceptual. To get your first deal, um, I would say build your list of owned 20+ years, high equity, and owner age 65+, because I am in my backyard. So identifying those neighborhoods where investors want to be, and especially that product that investors want if you are in your own market, get very, very granular with exactly what these investors want to buy and go for a wide cast net. Like, I'm not casting my net across the country, but I'm casting it— I work all of Washington. And like, if I do just Seattle, it's not going to work. But I do like, from Seattle city center, I go out about 100 miles. So we cover all the local ground, and it's really about quality for us. So we do about 5 to 10 offers to a closing. And it's really about getting on the phones. And I saw some comments earlier about, you know, how can I get there with the seller if I don't have connections or skin in the game? What if I mess up their name? You are allowed to be wrong. You are allowed to be new at this and you are allowed to be honest with your sellers. And so our model is We get on the phones ourselves. A lot of my guys on the team and gals are people who, they have a lot of time, they want to build a future in this real estate thing, which is, I think, is a lot of our viewers here, is you, you have the time. And so get on phones yourself, build connections with sellers, and really go for being authentic and trying to find the problem to solve. And you do not need to know everything. I trained with my team all the time. You do not need to know everything about real estate to have good conversations with people. You need to offer yourself as a real estate problem solver. Most of these sellers do not know how to sell a house. They don't know what their options are. They think they need to go on market. They don't know that the cash offer is available. They don't know that creative options are available. We've probably done like 5 seller finance deals this year. We really like to do cash because it's simple, but you know, when that when it is of value to the seller, we do the creative. And so, but you just go in and you look for the problem and you take off whatever you may be thinking about yourself. Like, if you're going in and you're thinking, oh, they're going to know that I have imposter syndrome, oh, they're going to know I'm a fraud, oh, they're going to know I'm new to this— they're not. They only care about what's in it for you. So build a list of people who are old and have owned their properties for a long time. Call through the list, I liked Roy's intro a lot. My intro is, hey Zach, hey Zach, my name is Vayna. I'm calling because I'm looking to buy some property in this area. I'm just curious if you have any thoughts on when you might plan on selling. Um, we don't say investor, we don't say company, we don't say realtor, none of that. We say we are looking to buy property in this area. We are actively trying to be the little guy. And so I have people come on the team and they're like, can I say VM Home Team? Can I say that? They're asking who I'm with. Tell them that you are looking to buy property, or that you are working with investors who are looking to buy property. So keep it very, very simple. And, you know, true to wholesaling solves a problem, and you just need to find the people. Build a list, um, 50 people a day. If we have done the math, and if you have 50 conversations a day for 90 days, you will create an opportunity within 90 days. We call it the 90-day run on my team. So like, if you came on my team, the expectation is you talk to 50 people a day on Enzo Dialer. 14 lines, we hit 40 to 50 contacts an hour. And so within 90 days, you spend 2 to 3 hours on the dialer, you will hit a contract within 90 days. And yeah, you just need a good deal to be able to sell it.

Okay, I have a question. Go ahead. Um, so what's your, like, what's the average list price for the properties you're targeting usually? Because you're out there in Washington.

Um, Check my list, but anywhere from $400,000— like $300,000 is low end, and the highest one we've done is like $2.5 million. That's crazy.

So what I figured was, um, I go for properties in a lower average list price or a lower, lower, uh, ARV area because they usually have more pain. It's a demographic that, like, they just, they need more help. They, they need to sell their property for cash. The house is only worth maybe $100,000 to maybe $180,000. Usually I go a minimum of $180,000, but you're in a market where these people are so savvy and doing so well, like they can just sell it on the market. They don't really like you. So how are you approaching these people?

A lot of them don't. So it's really interesting. And I told the story about the guy, the— there's a couple that we brought from 3.2 to 2.5, and it was really the case in point about what you guys were talking about earlier, where they are wholesaling, they're accepting the cash offer because they want it, they need it. This person, they are literally a— I think they're both doctors, like they both make a million bucks. Um, they wanted $3.2 for their house in one of, literally one of the most coveted neighborhoods in Washington, Eastside Bellevue. And we're— we told them, we're like, okay, $3.2 is high, I think our investors are only going to pay $2.5, but we'll try. So we tried, we told them highest offer is $1.5 million. It was a big jump. They— no Realtors, they are cheap people. But because they had this strong motivation to go off-market, and I saw someone else— I only do off-market for the most part, um, but because there was a strong motivation to go off-market, they, they accepted the cash offer. Like, if they want it, they will. We do a lot of reverse selling, so if they say that Like, if they start saying, "No, your offer is too low," or I'm sorry, if they say, "No, we want more," we say, "Okay, you should put it on the market. Do you want a referral to a listing agent?" And then they start telling us all the reasons they want to sell for cash.

Wow. So if you're in these big markets, for someone who wants to play in a bigger market and get a deal, they're doing the 50 contacts a day. In order to sustain that on Enzo Dialer, that's 14 lines, which is so crazy. I max out at 3. So good. But how big of a list How big of a list are you usually pulling to sustain 50 contacts a day?

10,000 per caller per month.

10,000 per caller per month.

Okay. That's crazy. That's fine.

That's a lot, but the dialer is so good. I go live twice a week and I call, use that dialer and it just, I'm trying to talk to my community like while I'm doing the live streams and just like boop. Yeah. And someone answers and you're like, okay, hey, but boop. And every like 5 seconds someone's answering because it's like a smart dialer. Goes anywhere from 1 to 14 lines depending on how many people are answering or not answering. Dude, you got to try it, Roy. You got it. I gotta try it. You gotta get on it. You gotta get on it. Wow.

Hey guys, we gotta get going, but yeah, I really enjoyed this. Um, this was an excellent 2 hours of fucking spitting game for these guys. So, um, I hope everyone here in the audience got value, and I I really enjoyed meeting you, Max, Roy, and Baina today. Um, all three of you guys are really cool. Zach obviously is amazing. Um, we appreciate you, Zach, for having us on here. Um, and, uh, I hope that everybody here just starts crushing it and wholesaling and remembers this podcast and hopefully thanks us later.

There we go. Hopefully you kind of get on next month, man.

Oh, we'll be on next month.

There we go. I'll pick a time. I don't know if it's first of the month, first Monday. I'm gonna figure a time that works for everybody. Um, I really want to get Cam on because that guy's got some good game too, and I got some other kids too. Um, they'd be pretty exciting.

Awesome, awesome. Thanks so much, guys.

All right, see you guys. Keep up the IG.

There you go. Don't interrupt Vayner, but literally I'm like, okay, How many women can I find that do over a million dollars? I went down the whole list and I'm like, it's literally only Vayna. I'm like, what's going on here? Because there's a lot of— there's a decent amount of women in wholesaling. I can't find— yeah, if you're all a woman who's making over a million dollars in assignment fees that can verify it, please like DM me. I'm trying to get in contact with Tati.

What?

Could you get in contact with Tati? She under 30?

She I'm not sure.

I don't think Tiff is. I'm not— she might— she might not like it. It might not be nice if you say— don't say that live. I think she looks under 30.

Okay, I think Tavi's— I think she looks like she's 24.

Okay, you got caught in 4K. Um, I'm trying to like young, but I like it. Okay, Vanna, so I know we didn't want to interrupt you there, so—

no, Vanna's cooking. You're call—

so you're calling on the Enzo dialer. You're not doing any texting, right? No, no texting. I think you should try texting. Um, you're calling on there.

I've seen it in Seattle. It's not very— doesn't do very well here.

It's got to test it out.

How are you? How are you?

We tried it years ago.

Okay, and your brother's doing direct mail, handwritten? Yes, she has them.

She has them in a closet. He's writing letters right now.

Is that one your best ROI?

No, mail, no, no. My overhead for the calling is like $5,000 to $10,000 a month. So, and, uh, about 60%, 60%, 70% of our deals are calls. Gosh, we just started letters like 5 months ago and have done 2.

Where are your callers based out of? They're local. Oh, so then how is it only $5,000 to $10,000 a month commission only? I— it's commission only.

Yes. So yeah, it'll be $40 an hour. I call myself the halfway house of wholesaling. And so they come in, they grind it out. No one can— is going to make calls for more than like 6 months, maybe a year, right? Like themselves. But come make your first deal, get your hand held. It's a good business. How are you finding really social media and then, um, other mentorship groups I'm part of?

There you go. I see. Are you with, uh, who's that guy? Who, who's the guy with all the cars? That's Thatch. I've seen that guy. I've seen that guy with you. I'm like, I like what the guy talks about. He doesn't do—

does he do wholesaling? Um, yeah, yeah, he's a great mentor.

I reached out to that guy. He never answered you back.

I'll put in a word for you. That guy looks legit. Oh, he totally is. He totally is. He's here in Seattle. Um, I joined with Thatch 5 years ago. Actually, the guy who taught me wholesaling was in Thatch's group, so then he got me into Thatch's group, or pressured me to join, just pay the whatever to get in. And then, but I've been with Thatch and his inner circle for 3, 4 years.

Awesome. All right guys, this is, this was so fun. I think this was, uh, record-breaking, over 600 people on a live. And just giving value, helping people out. So there's only 3 left. So if y'all 3 can, uh, tell everyone how anyone in here can follow you, check you out, and see you, um, let's do that and let's, uh, head out. So let's start with Max. How could someone reach out? Yeah, for sure, guys.

I'll drop my, uh, Linktree here in the chat, but YouTube— so I'm just about to hit 10K subs, so it'd be the world to me if all of you guys could just, uh, subscribe. Then I have a free Discord community, we're the Wholesale Pirates for the reason. And then I got a school group because Zach made me make a school group. And most importantly, I don't sell a course, nothing like that. Just if you have a deal that you need help selling or you know someone that has a deal that needs help selling, just send it over to maxdispo.com. So yeah, thank y'all. It's been a pleasure. I mean, I've been watching a lot of these guys up here, especially Zach, shoot, for years now and it's really an honor to be up here and just providing value. So thank you.

Here we go, Roy.

Um, man, if you guys watch or stayed to this long, I just want to let you guys know that you guys are— you guys really are the 1% of the 1%. Most people hopped on, they didn't take any notes, they didn't watch the whole thing. They hopped on and then commented, maybe left a hate comment and just left. To the person who made it this far, we appreciate you guys staying. Hopefully you guys did get that value. On my socials, it's just Roy The Closer. Follow me on Instagram. If you are going to follow me on Instagram, I'm not the biggest on talking about wholesaling. I do talk about it here and there, but I like to talk about more business and being an actual entrepreneur and going from that hustler mindset to a business owner. So if you guys are interested in that and really want to learn how to make this an actual business that consistently generates $10K to $20K a month, Um, go ahead and check out my free content.

Roy, also quick question. I've never heard somebody call— get a $20,000 check and say, '20 thou, wow.' Where is that coming from, dude? I saw that. I'm like, dude, I like that.

You got— bro, wholesaling is so— like, if you do it the wrong way, it's so boring. You gotta have— so you gotta have fun with it. Like, I play video games while I'm on the phones and stuff like that. Like, you gotta have fun with the business.

Dude, that's $10,000, make you holla, right? All right, Vayna, how can, uh, people reach out to you? Look me up. I've also got a school. If you can't— we have a weekly call with my team that you're welcome to be a part of if you're in the school. Um, very active on Instagram, TikTok, and get my shit back together for YouTube.

Please, guys, I tell all y'all, go on YouTube.

That's where it's all at. So my Enzo Dyer video dropping soon.

There we go. Awesome. We should do a live cold call one. That'd be sick.

We totally should.

We gotta do closer battles.

Oh yeah. Oh yeah, Zach and I, don't we have one?

Yeah, we're doing one Friday.

Okay, I'm ready.

There we go. I'm excited. I'm sorry. Get it going. Um, by the way, I, I— they will probably destroy everyone. I got my top 3 closers are all women, by the way. I don't tell people that much. Like, you know, that guy, like, can you come out? I'm like, all right, I got, I got like 2 chicks on there. They just, all they do is drive around. And I've had these guys, I don't know why.

Yeah, I gotta try that.

I gotta try that, dude. Crazy. Um, all right, if you want to check me out, um, just, just look up Zechen. That's pretty much it. But guys, I really appreciate it. We're gonna try to do this once a month. Actually, I'm gonna be on here here once a month. Y'all know I always stay on YouTube. I do not— do not stop. If it's me and Max, I don't care, okay? This thing's just gonna keep going. So every single month we'll let you know, probably first Monday of the month. We're gonna figure it out. But guys, do me a favor. Everyone you saw, check them out. Like, subscribe to the YouTube channels and, uh, let them know that you want more of this podcast and, uh, we'll keep it up. Guys, really appreciate it. Smash that like button, subscribe. Thanks everyone.