wholesaling coach

Frank Jr got started buying houses by investing in homes in Cuba where pastors could then live and plant a church. So yeah, he had a really unusual entry into real estate investing. Now around the Tampa, Florida market, he’s perched himself in both the investor and agent camps so that he is in a position to help more people. As a wholesaler, he’d meet people who had to discount the price of their home, but they really needed more money. Holding both positions lets him help people with whatever they need.

Frank’s not there to talk the sellers into something. He’s not there to sell them. He walks into the room as a problem solver, and that completely changes the energy in the room. Everyone’s relaxed because they know that Frank’s on their side. You’ve probably seen this before, where people suddenly get defensive when they feel like you’re going to lowball an offer. But switching between investor and agent lets Frank help sellers wherever they’re at, and puts everyone into a win-win situation.

One of the lessons Frank and I have both learned: We do not buy what we cannot wholesale. Everything you buy has to have multiple exits, or you’re going to find yourself in trouble. I’ve passed on deals because if everything didn’t go perfectly, then I was going to lose money. And Frank learned this expensive lesson on his first deal when it had only one exit strategy.

If you’re interested in partnering with Frank, you can call or text him at 305-775-8750, or send him an email: frank@frankjrbuyshouses.com. He loves what he does, and he loves working with other agents and investors.

What's Inside:

• When Frank walks into the room as a problem solver, the temperature in the room cools down.
• I don’t think I’ve ever done a deal from start to finish on my own. And Frank’s with me on that.
• If you don’t have multiple exit strategies from every deal, you risk losing your shirt like Frank did on his first deal.

Before I talked to Tony Javier from Real Estate Master TV, I just had this feeling that being on TV was too expensive, and it turns out that most real estate investors think that too. That’s one of the reasons that there’s so little competition in this marketing channel. Ten years ago, Tony happened to be talking to a guy who did television commercials and who suggested that Tony’s business would be a perfect fit for TV, and Tony’s only regret is that he didn’t start in television when he started investing in real estate 20 years ago.

Tony’s company helps real estate investors create a brand for TV, and they do more than just vaguely point you in the right direction. You’ll learn from Tony and his crew:

• What shows you need to be on
• What stations you should be on
• The right scripts and graphics

There are people out there selling programs for $30,000-$70,000 that will teach you how to market on TV, but then you have to go out and do it on your own. Tony charges a fraction of the cost and gets his clients on the air in a few weeks. He puts you in front of an audience and you’ll see 10 times faster results. Most of his investors start closing deals within weeks of their commercials airing.

This isn’t for everyone. Not everyone wants to be on TV, and not every real estate investor has the capacity to close on the amount of leads that they generate. Tony carefully screens the clients he works with so the investor avoids market saturation. Investors like the exclusivity of Tony’s screening process and Tony guarantees that he only works with the best. It’s a win-win. Reach out to Tony if this sounds like a marketing channel that you’d like to dominate.

What's Inside:

• Tony has 9 years of data into what works for motivated sellers on TV.
• When you can find something that no one’s doing, and when you’re not competing with five other investors, that’s where the magic happens.
• If you don’t want to be on TV for whatever reason, Tony can work with that.
• Tony’s mantra is to do business with less and find ways to do business in ways that no one else is doing.

Ronnie Baras loves real estate, but the pandemic is affecting his regular business as a comic hypnotist, so he really, really needs to make real estate work for him. We work together to break down where he’s at right now and where he wants to go. Ronnie’s system needs some work, but it’s not until we start going over it that he can see where he’s going wrong.

Ronnie works consistently on his real estate business, but he’s only texting 10-20 sellers a week. That pencils out to 2-3 hours a week, which leads to talking to 2-3 sellers a week. That turns into 0-1 contracts a month, which is simply not enough volume to get his numbers to where he’s going to be successful.

Is texting better than a phone call? Well, I’m biased about this because I love everything about the phone. But there’s a reason we encourage our students to start with texting. When Ronnie gets shut down on the phone, he doesn’t know how to work around that. We talk through a couple of scenarios to help get his mind in the right place.

Ronnie wants to go virtual and expand his market, but I’m going to recommend leaning in hard to networking. Contacting Realtors and wholesalers is going to help him nail his system down so that when it’s time to expand out to a better market, he’ll be ready. I help students like Ronnie build out a system that meets their lifestyle. If you’re ready for a better system, let’s connect.

What's Inside:

• Watch Ronnie become coachable as we talk about his business because he can suddenly see for himself how to improve his current system.
• How to position yourself to make a lease option to a reluctant seller.
• What I look for in a virtual market, and why I think Ronnie should wait to move into virtual wholesaling.
• I advise Ronnie that there are a time and a place for direct mail, and how he can know if he’s ready for it.

How can you become financially independent in the nonprofit world? And then, what if you’re on the other side of the world? Don’t get confused as you listen to Josh Howard share how his wholesaling business supports his nonprofit Central India Christian Mission. Josh lives in India, but he invests in the Indianapolis, Indiana market, which is sometimes referred to as just Indy.

In the middle of last year, Josh could see that his work in India would be better supported if he could make more money, but he didn’t want to work a full-time job and a full-time nonprofit job. He partnered with his brother-in-law and decided on a market, but their beginning was just chaotic. They had some small success, but they were dealing with a broken system.

Additionally, if sellers called him, the time difference might mean that he was answering the phone at 3 am. Josh needed to have marketing in place that accommodated his time change and his distance from the market. Hear how we built a system for him that helped him start hitting $25,000 months just six months after he began.

If you don’t know where to start, “Keep taking action and taking the next step”, says Josh. If you’re interested in JVing with Josh in the Indianapolis market, or you’re interested in his nonprofit work, you can reach out to him at: JHoward111@icloud.com.

What's Inside:

• Why Josh chose the Indianapolis market, and how that made virtual wholesaling there easier.
• Turning to wholesaling let Josh support the nonprofit work he’s passionate about.
• An international time change is challenging when dealing with sellers in the US, but Josh made it work.

There are some definite benefits of working with a hedge fund as a wholesaler, but I don’t want you to be unprepared. You need to understand how they operate before you start working with them so that you can be prepared with a foundation that won’t get crushed under their requirements.

Some of the benefits of selling to hedge funds are:

• They pay more than local people.
• They’ll buy as many houses as you have.
• They’ve got loads of money to spend.

On the other hand, their strict criteria leave you with zero bending on what you can offer them. When they say they want houses that are 1600 square feet, that doesn’t mean 1580 square feet. Don’t even try to understand their criteria because they’re answering to investors.

I’m very big about controlling the situation as best as you can. But with the hedge funds, you lose power in the situation. I’ve gotten all the way to closing, with the papers signed and the sellers ready to go, and the hedge funds have backed out because they ran out of money. I want you to go in with your eyes wide open to some of these risks and be prepared with a better contract to protect yourself.

What's Inside:

• Don’t try to understand the criteria a hedge fund operates under; just focus on finding the kind of houses they want.
• Why you need to understand the funding cycle of a hedge fund.
• How to find and network with hedge funds who are buying in your market.

I want you to draw three columns on a piece and paper and then ask yourself: “Where am I right now? What kind of headspace am I living in?” I want you to think about your goals, your job, your family, and everything you’ve got going on right now and write it down in one column on a piece of paper.

Then, I want you to think about your dream life. Where do you want to be? Where do you see yourself in a few years? I want you to write down all of your plans in the third column, and I want you to dream big.

You’ll see that there’s still an empty middle column. That blank space is everything that has to happen to move you from the first column to the third column. I’m going to talk about the systems, partners, and teams that you need to put in place to move towards your goal.

There is no one-size-fits-all real estate investor model. You need to find out which real estate method works for you, whether that’s fix and flip, wholesaling, BRRRRs, rehabbing, owner-financed deals, or whatever. The sky’s the limit!

I’m going to share some of my solutions for my clients that address their specific needs while still helping them succeed with their real estate goals so that you can see just how individual real estate investing solutions can be for your life.

What's Inside:

• What kind of model should you follow in your real estate business?
• The 2021 phrase of the year should be “Done is the new perfect”.
• It’s time to stop doing the same thing over and over again while expecting a different result.
• The systems and processes I set up with my coaching clients that are the key to their success are as varied as their real estate goals.

You’ve told me that you’d like to hear more cold calls so you can see how to keep the conversation natural and smooth. While I do provide scripts to help my coaching students, you don’t need to stick to the script to land a sale. And of course, every conversation isn’t going to be a straight line from A to B where you ask questions and close a sale in fifteen minutes.

Listen to my live call with a seller I found on Zillow. I want to know:

• Basic details about the property
• Quick calculations for the ARV
• A little of the seller’s background

After the call, I’ll analyze for you what worked and what didn’t, and what I learned about the property from his answers. He turned out to be a fellow investor who might’ve pressured a less experienced investor into purchasing this property, and I’ll point out some of the pitfalls you can avoid when talking with fellow real estate investors.

What's Inside:

• Working from a Zillow listing is no big deal when you approach it my way.
• Having some rough comps in mind as you talk to the seller helps you establish fairly quickly if the home is priced in the right ballpark.
• Because I knew what the seller paid for the house from the listing, I was able to have a more confident position in the conversation.

Some people come into this business to create a job for themselves. They’re out there everyday working this business just like they did when they had a W-2. If this is you, I suggest you take a step back and ask yourself: what are you actually trying to do?

Create a vision for you and get your foundations down so that you can prepare to scale. The foundations we put in place for your business will be determined by the vision you have for the kind of real estate life you want to live. But you can’t scale until you’ve got these things in place.

When it comes time to hire, you’ll be adding VAs, assistants, acquisition, and disposition positions to your team. But you don’t need or want these new hires all at once. I like to use a process I call “feathering” to slowly add in and train these new team members so that your expectations are met or exceeded.

Stop working in your business, and start working on your business. Putting these systems in place is going to increase your productivity and allow you to move into other markets, all without continuing to put in 90-hour work weeks.

If you have a real estate question or something you’d like me to talk about, send your podcast suggestions to support@reinetwork.com.

What's Inside:

• Don’t get overwhelmed; focus on one action at a time and move toward progress.
• How to know when you’re ready for another market.
• Who should take on the hot or warm leads in your team?

The three parts of your real estate business that you need to have in place are: marketing, talking to sellers, and making offers.

Once these are in place, that’s when then the fourth one kicks in: follow up, follow up, and follow up. It is the most important part of your business.

If you’re following our marketing system, you know that we recommend that you have five conversations a day, plus you need to be making three offers a day. When you are consistently putting in the work to make offers, that means every week you’ll have fifteen people to follow up on.

Maybe a seller isn’t ready to sell quite yet when you talk to them on the phone the first time. They’re not at the motivated seller stage yet, but they have the potential to get there. In this episode, I’m going to share my strategies to warm this lead up over time. First, by manually creating a follow-up process, and then by learning to automate that process, you’ll be able to keep track of and close more leads successfully over time.

What's Inside:

• How I differentiate between cold follow up and warm follow up, and why you should treat these leads differently
• You cannot automate something that isn’t working.
• Why you absolutely need a whiteboard next to whoever is making the calls for you.

Even though I offer a coaching program, I know that some of you don’t need a coach. What you really need is someone to help you set up your systems so that you can plug yourself into it and take off.

I’m taking half of what I do for my one-on-one clients and offering it as a standalone program. If you’re looking for a better system or any system at all, let’s connect. We can hash out where you are and where you want to go, so I can help you fill in the missing pieces to get your real estate business moving along.

I’m going to ask you questions like:

• What is your situation?
• Are you overwhelmed?
• Are you stuck somewhere?
• What are you having trouble with?

And we’re going to work together to get you unstuck. Make sure you like and subscribe for more of my current deals. And be sure to check out my new website for building out a real estate system.

What's Inside:

• We’re going to fill in the gap in the middle of where you are and where you want to be with a system.
• How my new website gives you personalized one-on-one attention to give your business a boost.
• Why a system will help you scale up faster.

Creating your best life begins with designing your real estate business around your lifestyle, but you can’t build out a broken system. So today I’m going to share some of the strategies I’ve used to create a virtual wholesaling business that lets me travel and live my best life while still making money.

One of the most amazing benefits about virtual wholesaling is that you never need to visit the properties that you’re purchasing. In fact, I’ve visited less than five properties in my entire wholesaling career. I couldn’t tell you how much a roof costs or how many repairs need to be done to a house to get it ready to resell, but that’s not a problem because that’s what I have crews for.

Your four concerns with every property should be the motivation of the seller, the timeline, the situation the seller is in, and the condition of the property. Once you figure out those four elements, deal flow will come from that.

Automation and delegation. We throw these terms around all of the time. I’m going to lay out how automation and delegation make it easy to turn this business into a virtual one that you can work on no matter where you’re at in the United States or even the world.

What does financial freedom look like to you? Not only do I take time off to travel, I also schedule my work around golf outings and family trips and spending time with friends. Working backwards from where you want to be can help you establish a lifestyle business that meets your needs.

What's Inside:

• One of the biggest mind shifts is realizing that you aren’t going to the property.
• How big you want to build a virtual office is going to affect how you set up your business.
• In the process I teach my students, there’s one thing we never try to do.
• Stop thinking about deals, and start thinking about profit margins.

When you talk to sellers, you have to remember the number one rule about wholesaling: we’re solutions-oriented people. We’re trying to help people find solutions to their real estate problems. Orienting your thinking about finding solutions is really going to help you approach conversations with sellers in a positive way.

Before I’d even met Shaun Young, he’d managed to snag himself a fantastic sandwich lease option on a beautiful house in a gated community in Atlanta. But he didn’t have any systems in place to help him replicate that success! We’ve been able to work with him and help him improve his real estate business, but the truth is that his massive action taking has been a huge part of his success.

You’re going to love the sandwich lease option because it’s got that cash showing up in three different ways: cash upfront, cash flow, and cash on the back end. Shaun explains how his first sandwich lease option deal worked out for him, even after his first tenant-buyer forfeited her right to buy.

I love working with clients like Shaun who are gung-ho for real estate. And I love helping them make their company a little bit better by fine-tuning the rough parts. Check out Shaun’s book Adventures in Wholesaling that he wrote to help out other wholesalers.

If you loved this episode, share it and subscribe. Leave us a review and tell us what you thought. And if you’d like someone to look over your real estate business, connect with me or my partner Joe McCall. We’d love to talk with you and see if we would be a good fit for each other.

What's Inside:

• How Shaun’s inexperience ended up helping him out.
• My number one takeaway for you from this conversation.
• How Shaun used the sandwich lease option to make $60k over four years.

When you’re talking to a seller and you’re trying to understand what’s driving them to sell, while also waiting for just the right moment to make your offer, it’s pretty normal to make some mistakes. I’m going to help you to see what you need to look for in a seller, and give you some examples of how that might play out in conversation.

If there’s no motivation on the part of the seller, you need to get your offer out quickly. So, the first question is: What does a motivated seller look like? You need to consider:

1. The situation the seller is in.
2. The time frame the seller has.
3. The price that they want.
4. The condition that the property is in.

As you’re talking to the seller, you need to listen to what they need from this deal, relate their need back to your offer, and then make the offer.

What does that look like in action? I’m going to give you some examples to help you see how to position your offer to make it more attractive to the seller.

If you need a cheat sheet for how you or your virtual assistants can do a better job talking to sellers, check out my free lead sheet on my website. And don’t forget to like and subscribe to my YouTube channel so that you don’t miss an episode.

What's Inside:

• The most important part of sales isn't your offer.
• How to know when a seller is willing to take a tenant buyer offer.
• 4 ways to tell when a seller is truly motivated.
• How to position yourself in a conversation to make an offer that’s attractive to a seller.

When you get started on a course, you’re super excited. You’ve got big goals, and you sit down and start watching all the modules or reading all of the material, and before you know it, you are absolutely, completely overwhelmed. All of this information is coming at your head and you don’t know where to start.

I’m going to be talking to you about how to settle down on your “why”, and some strategies to help you break your goals down into manageable pieces.

There’s a lot of noise out there right now: Will the market crash? What’s the best kind of marketing? Should I hire a VA? Should I do everything myself? How am I going to fit my real estate goals around my family and my W-2 job?

I lay out some simple steps for you just like I do for my on-to-one clients so that you can see what it’s like to have someone else remove all of the noise in your head. Don’t get stuck by analysis paralysis. Let’s focus on the things you can control and let go of everything else.

If you loved this episode, like us, share us and subscribe to our YouTube channel. Don’t keep us a secret; please share us with your friends!

What's Inside:
—How to get your arms around huge, overwhelming goals.
—Why wholesaling and lease options are the safest ways to invest.
—Why “What’s next?” is one of the most powerful questions to ask yourself.
—Create a simple plan that will keep you on track to crushing your real estate goals.