The Titanium Vault hosted by RJ Bates III

Ky Logue: The Wholesaling Syndicate

March 13, 2024 Ky Logue Episode 299
Ky Logue: The Wholesaling Syndicate
The Titanium Vault hosted by RJ Bates III
More Info
The Titanium Vault hosted by RJ Bates III
Ky Logue: The Wholesaling Syndicate
Mar 13, 2024 Episode 299
Ky Logue

Send me a text about what you love and want to see on future episodes!

Ever felt the high-stakes thrill of closing deals with an audience hanging on your every word? Ky Logue and I take you behind the scenes of that electrifying world, walking through our live, on-stage closings at a real estate event. We unpack the rush, the strategies, and the mental gymnastics we perform to stay sharp when every second counts. Our candid chat reveals the nitty-gritty of performing under pressure, including a look back at the 2023 Closers Olympics where grit and salesmanship were put to the ultimate test.

Journey with us as we trace the unlikely path of a once struggling salesman who, through sheer persistence and a knack for seizing opportunities, struck gold in real estate wholesaling. This compelling narrative of transformation offers a treasure trove of insights for anyone dreaming of financial freedom through smart investing. Our guest lays bare his rocky start, the sales grind, and the pivotal moments that led to a life-changing deal, cementing his belief in the power of tenacity and a well-leveraged skill set.

Wrap up your headphones and get ready to explore the cutting edge of real estate wholesaling, where AI, like ChatGPT-4, and automation are revolutionizing the industry. We're talking chatbots that can charm leads in multiple languages, set up appointments, and keep the pipeline flowing. But it's not all tech talk; we also dig into the human side of things, from educating sellers in quaint markets to nurturing a rich community ethos within our syndicate. It's a full spectrum look at the present and future of wholesaling, where community triumphs and the right technology can help close the deal. Check out Ky's podcast at https://wholesalingsyndicate.com/podcast/

With over 1,300 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!   https://www.youtube.com/@RJBatesIII

_________________________________

FREE RESOURCES FOR YOU:

Get my comprehensive list of Systems we use at Titanium Investments for FREE: https://www.kingclosersformula.com/fleet

If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close

Join our exclusive FB group community for real estate investors and wholesalers ($0 to join) : https://www.facebook.com/groups/titaniumvault/

_________________________________

Learn more about the systems I use to virtually wholesale nationwide using the links below!

Propstream Free 7 Day Trial (Nationwide Data & Comping Tool): http://trial.propstreampro.com/titanium/

Get 66% off LeadZolo Motivated Seller Leads using our exclusive link: https://www.leadzolo.com/titanium

Speed to Lead PPC Marketplace:  https://app.ispeedtolead.com/TITANIUM

Get 1000 FREE Buyer/ Seller Leads with a Batch Leads Trial: https://batchleads.io/titanium

Close 30% More Deals Using our preferred TC ezREIclosings: https://www.titaniumtc.com 

Support the Show.

Show Notes Transcript Chapter Markers

Send me a text about what you love and want to see on future episodes!

Ever felt the high-stakes thrill of closing deals with an audience hanging on your every word? Ky Logue and I take you behind the scenes of that electrifying world, walking through our live, on-stage closings at a real estate event. We unpack the rush, the strategies, and the mental gymnastics we perform to stay sharp when every second counts. Our candid chat reveals the nitty-gritty of performing under pressure, including a look back at the 2023 Closers Olympics where grit and salesmanship were put to the ultimate test.

Journey with us as we trace the unlikely path of a once struggling salesman who, through sheer persistence and a knack for seizing opportunities, struck gold in real estate wholesaling. This compelling narrative of transformation offers a treasure trove of insights for anyone dreaming of financial freedom through smart investing. Our guest lays bare his rocky start, the sales grind, and the pivotal moments that led to a life-changing deal, cementing his belief in the power of tenacity and a well-leveraged skill set.

Wrap up your headphones and get ready to explore the cutting edge of real estate wholesaling, where AI, like ChatGPT-4, and automation are revolutionizing the industry. We're talking chatbots that can charm leads in multiple languages, set up appointments, and keep the pipeline flowing. But it's not all tech talk; we also dig into the human side of things, from educating sellers in quaint markets to nurturing a rich community ethos within our syndicate. It's a full spectrum look at the present and future of wholesaling, where community triumphs and the right technology can help close the deal. Check out Ky's podcast at https://wholesalingsyndicate.com/podcast/

With over 1,300 Videos, this is the #1 channel on YouTube for all things Virtual Wholesaling. SUBSCRIBE NOW!   https://www.youtube.com/@RJBatesIII

_________________________________

FREE RESOURCES FOR YOU:

Get my comprehensive list of Systems we use at Titanium Investments for FREE: https://www.kingclosersformula.com/fleet

If you want to learn how to close deals just like me, The King Closer, then download the free King Closer Formula PDF: https://www.kingclosersformula.com/close

Join our exclusive FB group community for real estate investors and wholesalers ($0 to join) : https://www.facebook.com/groups/titaniumvault/

_________________________________

Learn more about the systems I use to virtually wholesale nationwide using the links below!

Propstream Free 7 Day Trial (Nationwide Data & Comping Tool): http://trial.propstreampro.com/titanium/

Get 66% off LeadZolo Motivated Seller Leads using our exclusive link: https://www.leadzolo.com/titanium

Speed to Lead PPC Marketplace:  https://app.ispeedtolead.com/TITANIUM

Get 1000 FREE Buyer/ Seller Leads with a Batch Leads Trial: https://batchleads.io/titanium

Close 30% More Deals Using our preferred TC ezREIclosings: https://www.titaniumtc.com 

Support the Show.

Speaker 1:

Hey guys, welcome to the titanium vault. I'm your host, rj Mason. Third and today I'm sitting down with Kylo. How you doing, man? I'm doing great brother. Thanks for having me on, man, I'm excited, absolutely. So Ky and I first met at an event Travis Wells event here in Plano, texas, and we were both asked To close deals live on stage. So Ky got to ask you, man Just did to get into it what were your thoughts, you know, when you got asked to close deals on stage and what was that experience like for you?

Speaker 2:

Man, I was excited for the opportunity. Yeah, I'm always trying to do new challenges and trying new things. That was the first for me. I've never closed on stage and I hear a veteran doing it, but yeah, for me it was. It was new. I didn't know what to expect. I didn't really a good friends of Travis. I didn't get a lot of information before how it was going to go down. Before that he's like you know, you're gonna come up and you're gonna go. You know Neyman's gonna go, rg's gonna go, you're all gonna go separately. So I went up there like a nerd with my, my script and my, my laptop for no reason, and then I was like, oh, you're all going at the same time. So I'm like, okay. So yeah, I really just figured out on the fly and just do it, man. But it was a lot of fun.

Speaker 1:

Was a lot of fun. And you know, you you talk about I'm a veteran at it. I don't know when that became a thing. Uh, you know, it's like you know, go do the closures Olympics and then you know a one to 2021 close Olympics. Then it's like every time I'm asked to do something like hey, will you close the deal? On stage and it's like, man, it's not that easy. You know you can't just like snap your fingers, but uh, we did all walk away with deals from that event. Yours was A little bit more difficult than than mine and Neyman's. Mine was like a almost fully remodeled thing. I just need to get a slight little discount on it. Neyman kind of went after a rental there. Uh, you know, you got a slight discount on it, but he kind of just closed it as a rental. Uh, yours, you actually had to get a pretty significant price drop, didn't you? I did.

Speaker 2:

Yeah, so I was so my mind, so I was getting nervous. Uh, we're up there because nobody was answering. Um, so we had, we tried a list. I just gave us a list to call off of and I called that motherfucker three times, three times, uh, no, noxadrian, literally three times. I double dialed it. I kept calling the third go around, like the last name on the list finally answered. Is that like the end there's? We were on there for there's like 45 minutes. We're supposed to have there for an hour. Um, and that literally very last second guy answers and I'm like, but man, I'm just gonna, yeah, this is my shot, I gotta take it right.

Speaker 2:

And uh, you want, you want, well, over full retail. It was like, give me a hard time. I'm typical sell. Usually I don't buy well, with those sellers who are like they're real straightforward, don't want to kind of get into it, I don't want to give me anything. You know, usually like I deal with them as like I kind of mirror them, do the same thing. It's a little battle there. If I'm in it, he's gonna break around or he's gonna hang up on me.

Speaker 2:

And uh, you know, we just went through it, man, I just, yeah, went through, uh, all the. You kept giving me a bunch of objections, just kept going through it and like, hey, I'm gonna least, you know, try my best. I'm on stage, you know, might as well go through it all. And uh, yeah, yeah, you know, coming down and, um, yeah, we went through all of them. I probably like five or six objections. Yeah, it's fun, man, I love sales. It's, you know, it's about it since I was 18. It's uh, you know, definitely a passion of mine. You know it was fun to be able to do that in front of everybody and you know, definitely it's uh, the pressure is on the sound of people watching it it was funny because I think it was like my second dial answered and then after that everything else was pretty much BS, like not you know, full retail.

Speaker 1:

I just wouldn't see you know what you would offer, stuff like that. Uh, naming got one pretty quickly on the phone, and then, yeah, me and naming were kind of stay on the side and we were feeling bad for you. We're like, dude, kaya has not gotten like one person to answer. Like, guy came and show what he's got over here. He's just leaving. I was glad you finally got someone to answer. I gotta ask you, though, because I actually just recorded a video. It's coming out.

Speaker 1:

On sunday, when I talked about this, I had the same thing happen to me. Uh, during the final round of the 2023 closers olympics, where I was the last to go, I pretty much knew what I needed to do to win, and I couldn't get anybody answer the phone. Uh, was there anything internally, like self talk or or anything like that, that you were doing to kind of keep yourself in the game and not get too worried about it? Because, dude, you do start noticing like, hey, there's a lot of eyeballs staring at me. Now they, okay, they watched rj, they watched naming now everyone sitting here. Was there any of that kind of nerves or self thought that you had to kind of do to keep yourself focused?

Speaker 2:

Uh, honestly, I just in the zone. Um see, I was there kind of when I get, especially when I'm in sales, I find it happens a lot Um, I just kind of get in the zone. I'm just like I only see the objective and I'm getting somebody on the phone, someone's gonna answer, and uh, there was one point. I kind of came out of the zone. I'm like a Travis, you got any more leads? I was like no, this is all you got. I'm calling the third time and uh, but yeah, really just just trying to stay focused and you know, just keep going, man. So I could be.

Speaker 2:

Love that like that's uh something a lot of people don't think of. Like you know they watch these and like you know there's so many variables that could happen. Like nobody could answer. You can get all sellers that are unrealistic. Like you can be the best closing in the world, but if the leads you're talking to aren't answering, you know there's uh About that you can really do, or you could just not be somebody's motivated.

Speaker 1:

Yep, yeah, and you know it's. It's funny because there's a lot of times where I did you know the 50 day challenge. There's a day in new york where I was live for eight hours and I think I left 150 voice smells that day. I mean I made a youtube video about it where it was nothing but me just leaving voice smells over and over and over again. I mean what are you supposed to do? I mean I want answers to fall on them in now.

Speaker 1:

You can't go to their house and be like answer your phone. You know you just got to power through and stick with it, be consistent, because you'll have other days where Everything's hot, everybody wants to sell, and you know you just got to go roll through that so real quick before we move on. I know I just jumped into that because, hey, something we did together as the first time we met, but You're a lot more. Just a guy gets up on stage and close the deal. So, uh, tell everybody what it is that you do in real estate. What are your base out of?

Speaker 2:

Yes, so, uh, so I'm a wholesaler, new virtual wholesaling. I'm out of, uh, san Antonio texas. Um, like I said, we do virtual, so we do it all over.

Speaker 1:

Nice, and how long you've been doing it. About three years, nice. And so when you say virtual wholesalers, so I say I'm a virtual wholesaler, but I say I'm a nationwide virtual wholesalers because we do things in all 50 states. So when you say virtual, is that just at Texas, just at San Antonio? Where are you doing deals at?

Speaker 2:

So I think we've done like seven or eight different states now. So we haven't been off 50 states yet. We have a map my life actually has. We're drawing it, we're working on it. I'm sure you do 50 states and motivated us and we're doing my do before that, but after it kind of put a little fire under us, I got to get all 50 of these have you done?

Speaker 1:

Have you done Utah? Nope, All right me either. So there you go. Where are you? I have 49 checked off. Utah is the one I don't have. Yet I don't understand why. I know that there's a lot of successful wholesalers out of Utah, but I just I can't get one there. So how did you get into wholesale? What drew you to it?

Speaker 2:

So I got into sales on his 18th. I grew up kind of rough, you know that's, had a lot of challenges and stuff as a kid and gone to sales and turned my life around at 18, got into a call center and yeah, I mean so the first thing I was ever good at my whole life was sales, and so I just dove into it. My boss is crazy, I'm getting recognition, I'm good at it, I'm making money. Wasn't a lot of money? As to getting minimum wage in my first call center job and I think I could buck her to off each upsell. It was like real sketchy call center, like I think it was sketchy calls there. That was it. And but yeah, so I was ecstatic, this is great, the most money I've ever made legally. This is phenomenal. You know before that I don't work to Wendy's and so, yeah, I was gone to sales, did that? So cars that were any kind of sales job you could think of If it was on Craigslist, I probably, I probably did it and yeah, so eventually started my own thing.

Speaker 2:

The business partner did all the wrong things. I've been an entrepreneur for almost a decade, since I was 23,. I'm 32 now. So, yeah, good entrepreneur thing Did all the wrong moves. Hired my buddy from high school Well, I didn't hire him, but I felt like it did Recruited him. He ended up becoming my business partner and that was an awful move. This would hire anyone that wanted to work for me. Really, all the things that I had to learn the hard way by core values and hiring the right people and not just putting any butts in seats. So, yeah, did all that, did pretty well. That fell apart, but the whole time I always ended up exiting. But yeah, it was because the final year was invested in money. Oh, lots of fun stories between this eight year time.

Speaker 2:

But, yeah, I always want to get in a real estate. And as I listened to bigger pockets, I listened to any podcast I could, I would read books, list a lot of Grant Cardone and listen to Grant and certain other people that would be like, oh, you know, we see a million dollars and a lot of things. Like I had a lot of like you know, misbeliefs or unconscious biases. Like, yeah, I thought, going to a real estate, you had to have like rich parents, you had to have like perfect credit, you had to know how to fix shit and you had to you know a bunch of money in the bank and all this stuff that you know I thought you had to have. And so I'm like, oh, one day I'll do it One day. It was always the one day goal Because for some reason it's always one day. If they want to get into you, one day I'll be able to do it.

Speaker 2:

And then I was reading a book by Brandon Turner, the. I think it's hot up, how to get into real estate or something with no to low money down. And there's this tiny paragraph, it's like two sentences, and it's like there's this thing called I don't know exactly what it says, but it said something to the effect of there's this thing called real estate wholesaling, where you can get it. It's great to get into real estate and all you have to, and it's just sales and marketing. I'm like, oh shit, Well, that's all I've done the whole life. I'm like, let's give this a try.

Speaker 2:

So I went down YouTube rabbit hole, bought a course, tried to come in with a white belt mentality and I'm just going to do whatever these people are saying and we're going to see if it works. And first, 60 day, we're drawing for dollars, doing all the stuff and pounding the pavement, just really getting after it. At the same time, I still had I had a marketing agency for car dealers. We're doing system. That's the time Still doing that. So I had a few clients we lost a bunch of them here in COVID, but that's why I had time to try it out. And but yeah, we did. It Took about 60 days, I think, like right before it was like 45 days.

Speaker 2:

We got one under contract, made 1000 bucks and like I think it's like 1200 bucks. I'm like, fuck, that was a lot of work for 1200 bucks, right. And I'm like I'm down, I'm in the hole now because I got invested money in the same now. But I'm like, you know, we're just going to have to keep going. Looking back, I don't think I would have been able to sell it in today's market. It's just because the market was real hot then. And but yeah, next one, we ended up getting one under contract Like literally shortly after. I'm just stubborn, I'm just going to keep going. It's bullshit. At least I know it works now. Like I got one to the finish line. So I kept going and then we made over 60 grand. Oh my gosh, this is, this works. I never made that much money, one time off, a deal in my life, and right, let's do this and it went on 60 grand.

Speaker 1:

That's a big rip right there.

Speaker 2:

Yeah.

Speaker 1:

That was a big one.

Speaker 2:

Yeah, we showed the open door. But, yeah, yeah, like I wonder if this works and just kind of figure that out myself too. I'm like these people said okay, this much, let's see if we can figure this out.

Speaker 1:

I had quite a few of those words like hey, we just took it down and sold it to open door and it was like man, I was uh, that's way easier than uh, everything else that's involved. These have changed a little bit with that chat. The open doors kind of tighten things up a little bit. Wait, wait, different process too, but so you go all in on it, is it? Do you have a team? Is it just you, your wife? What does it look like right now?

Speaker 2:

Yeah, so one of the biggest things I've structured with um I've struggled with is um, building my team, especially doing it virtually. Um, you know I built teams in person um at my other businesses but um, people virtually in zoom. I've kind of struggled with it Exactly, kind of just, you know, I'm not a great manager. I think I'm good at theater, but I'm not a great manager. I respect people like, hey, here's how you do it, take the ball around with it. When they don't, I'm like, oh my God, just get frustrated and I'm like, okay, since we're working out, I already invested time and money in Ernie and you, so yeah, so it's mostly it's me and Brie. We have a couple of VAs that we've also cycled through, but we've had one that's been pre-assisted. But yeah, the biggest thing we do and the difference is we use lots of automations in AI, because that's a lot of my background.

Speaker 2:

I was working with car dealers, was building CRMs and doing automations. So we try to. I try to automate everything Because the road, the automations of the AI, the robots not gonna tell me it doesn't wanna work or it's not gonna not follow the script or not do the stuff I want to. So really I just try to automate everything so I can focus on I'm gonna do what I wanna do and close deals or whatever's. Gonna move the needle or work it out of the business instead of in it.

Speaker 1:

So let's break that down what, what all are you automating, and how much of that is with the usage of AI?

Speaker 2:

So mostly the AI doesn't go out heavy or thing for like writing stuff out and like copy for stuff on websites or you don't wanna see us stuff down. But yeah, the biggest thing we use the for is the chatbot. So we have a chatbot. A lot of people they have to go high level one, which then there's some other ones out there because you're popping up everywhere now and they're okay with the kind of sound robotic Ours. It talks directly to open AI. So it does do a chat GBT4. And yeah, it's pretty cool.

Speaker 2:

People send me we have two clients and people that are using it too and they send me responses and it surprises me all the time. Like they got one, they had a lead, zolo lead, and they didn't know what the website form looked like. But they were asking questions about the ad and the bot somehow answered it and it's like well, on step three you said there's no fees or this, and like, oh, and it like answered it. Forget what he said. I had it in my text. That's crazy. Yeah, I'm like, oh, they started speaking Spanish to somebody else and it's like it's not me, I'm not that smart, I just got it to talk to. You know chat GBT and yeah, it does all the heavy lifting and I just I gave it the parameters and told how to act and stuff.

Speaker 1:

So how are you getting the sellers to interact with the chatbot, and is it like are you running paid ads to a site and then that's how you're initiating the conversations? Yeah, so it can be paid.

Speaker 2:

So we're mostly the Zolo. So basically we just built API integration with lead Zolo. So as soon as the lead comes in, it shoots over to our CRM investor plug and it sort of goes, shoots over there and then you can pick how you want it to. We have different people doing it in a different way, but we have it so like super, seeing that comes in, the bot is reaching out, we're calling at the same time. So I think getting you know, trying to get to hold them as fast as possible, is key. But yeah, that's as soon as they come in, we're doing the bot, with it being an inbound lead like that.

Speaker 1:

what is the? What is the purpose behind the chat? Is it just in case they don't answer the phone?

Speaker 2:

Yeah, or if it comes in at a weird time, like sometimes I feel I don't know if it's just me, it's just weird occurrence. But every time I leave the house or do anything, a lead comes in Like I have to go run to the store or something. I'm like, fuck you turn around, I went too far and I miss it. I tried to call him in the car. So the bot's whole purpose is to qualify him. So it asks similar questions. That leads illo asking what's the condition of the property, you know, what kind of price are you looking for, what's your timeline? And then so it asks those three qualifying questions that you customize and change, but those are the three that I'm using. And then it it's job is a set of an appointment, so like with the closure. So it'll set an appointment, pre-qualifying, set an appointment, and then it just puts it directly into the calendar.

Speaker 1:

Nice. So you show up in the morning and it's like, hey, I've got booked out appointments with inbound leads that we have already pre-qualified, we already know all these answers, so usually it's able to come in and just close the ones that are really good. And what about the ones that are like, cause? You know we do a lot with leads, illo as well? What about the ones that are like? You know I could sell whenever I want full retail and the condition is pristine. What are you? Are you still calling those?

Speaker 2:

Yeah, so we still call them in between two, like if they and, if it goes, if they stop responding somewhere, it'll fall out the next day and customize it. But we have it doing like 24 hours to respond again if they drop off. But at the same time, I'm still following up and reaching out to them. I think, yeah, frequency and getting as many touches as you can is huge. But yeah, those ones that they answer all the questions, yeah, I think they're still pre-qualified. I want to talk to them. I want to talk to everybody I can. Yeah, I think, for the lead.

Speaker 2:

But yeah, I feel like those people a lot of times people will be guarded and they don't want to give everything away or they're just gonna let you know and they're like you know, then they just don't want you. Like, a lot of times someone lists a car to sell on Craigslist or something, but the crowd's gonna lay more than they actually want. So I try to just keep that in mind and so, if they're answering the questions, I know there's some motivation there. If you're not telling me what it is.

Speaker 1:

Do you have automations built out for long-term follow-up?

Speaker 2:

We do, yeah, so we have different ones. So like, if it's you know, they say not right now follow up, or you know they answer in there, they will put it out, or they say, hey, I think of ghosts, like the clear red ghosts, like I'm talking to them or something, or and I just can't get a hold of them, or the lead comes in, we're never gonna hold of them. We'll follow up for about like we could see you, and then we'll just shoot it out and to another automation, so it'll just, it'll follow up, like then once a month and just kind of do it. It's cause, you know, I think it's it's motivation and timing and it's your biggest thing. So, and the best way to you know, try to get that nailed down is the follow-up is frequently in, you know, as long as consistently long-term as you can, and the automations help that so you can focus on the hottest stuff yourself.

Speaker 1:

So are you wholesaling everything or are you taking any down? Are you doing any flips, innovations, stuff like that?

Speaker 2:

So last year, or was it year four? Yeah, so we did. We've done about a handful of flips, then like five or six flips, and once the market shifted we lost some money on a flip. I mean, overall the flips were way up, but they kind of got a bad taste in my mouth, my man. This took all this time. If I wholesaled, it would have been good and I just, you know, hired the wrong contractors, made all of them our mistakes, and it was close. You know, I learned, you know, but it was an expensive lesson. I'm like man, I could have just wholesaled that. It would have ended out. It would have made a little bit less, but I probably would have got another deal in the meantime too, instead of having to go and manage contractors and all this. So now, right now, it's all wholesaling. I'm sure, at some point I'll probably get back into doing some flips, you know. But yeah, it's a punishment. So, yeah, I'll probably go back and do it at some point, but yeah, right now it's just all wholesaling.

Speaker 1:

So one of the things that I'm saying because you say you do a lot of lead Zolo is people saying, hey, you know, on my lead Zolo leads, I'm getting rural locations and you know I get mobile alms and I get all these. You know a lead with no cops and stuff like that. And I saw this inside of our community the other day. Someone that's not a student or anything like that said, well, on those you should just be doing nobations. And I'm like, no, that's not the case. You know, that's like an answer from someone that I don't think is actually like doing volume inside of this business, because then you're just gonna get bogged down with a whole separate type of business which is doing nobations. So what are you doing about those leads that come in at rural locations no cops, you know acreage, stuff like that. Are you passing on those or are you still finding ways to dispel?

Speaker 2:

Yeah, we've been struggling with some of those too. We did the nationwide campaign on Black Friday thing as we transparent. Yeah, we struggled this bill and some of them. We were looking at innovation and some of the people recommended that too, which I haven't done innovation yet. So, yeah, I've been just kind of figuring out the process that we're probably gonna try to do. But, yeah, we've been struggling on this phone a couple of them that are like real small towns, they don't know where, no buyers, the issues I call that like I've like really just found the favorite on this bow and Like some of the small places, they don't even know what wholesale it is. Yeah, why would you, you know, sell the property? You just got it like you know, I didn't even close us after like trying to educate them and they think it's a scan and it's. So it's definitely. Yeah, that definitely takes more tactful approach. It seems like it's the more.

Speaker 1:

First, one of the first deals that we ever did in New Hampshire. We ran into that no one in that state knew what wholesaling was. Is the same thing, brah? I mean they were just like, what, is this a scam? Like I don't understand. And it was so funny Because they didn't understand so much so, but they wanted by the deal. We literally just said, alright, how about this? We're gonna terminate the contract. You can contract directly a seller and just write me a check. Just write me a check. This is how much I'm trying to make. And they were like, oh yeah, that sounds way better. And so they literally just wrote us a check and like hand wrote it and send it in the mail. And it wasn't that big. I was like, dude, can you just like Venmo or like sell the money and write the check out? Like man old school up there in New Hampshire, this is crazy.

Speaker 2:

Yeah, cool, they actually gave you to. You feel like some people yeah.

Speaker 1:

We. I was like at this point it's like dude, they screw us, they screw us. Yeah, we're not gonna be able to move the deal there. They're like the only buyer, they're like the only real estate investor in a small little you know village in New Hampshire. So, yeah, it is what it is. On the disco side, are you using anything like investor lift or what? What's the strategy there for this phone?

Speaker 2:

Yeah, we do investor lift and then we also will pull, will be the God mode and we'll pull over the top buyers are at the Score and then we'll manually call them and reach out to them. They'll go to Facebook groups. So these searches and pull everything, and then I just shot. They were kind of like the opposite acquisition. As soon as that deal comes in, we're pushing as hard as we can, as many channels as we can, to get in front of people and better Make sure the real buyers are not wasting our time and then try to get the good. As many eyes on the deals.

Speaker 1:

I tell, I tell everybody that a With the new lead generation Generations strategies that we have available to a slight lead, solo and speed lead and stuff like this that's come out in the past couple of years, that if you're a virtual wholesaler, acquisitions is easy, right. I mean you should be able to acquire a deal a day, pretty simply. Just if you're, if you have the capital to buy the leads, the vast majority of your time needs to be spent on this boat Because you are gonna get deals in like a location that you're not familiar with. But even with a tool like a vessel lift, they didn't take a lot of work to go locate the buyers and bet them out, get them in for showings and stuff like that. That's where your time is gonna end up being spent. You, you gotta agree with that 100%.

Speaker 2:

Yeah, I feel like, especially my first started and markets different acquisitions felt like was a little harder, but I saw us do it mostly just here in San Antonio then. So don't have a good gauge, but yeah, definitely see, my acquisitions was harder. It's definitely easier if you're getting paid leads. I mean they're motivated, they want to talk to you. They literally want to sell. They filled out a form, they jump through all these hoops to talk to you. I mean it's yeah, they want to do something. Anybody had this boat. Yeah, especially if you're not familiar with the market. That's where it seems it's like the harder job. Now, for sure it's it did I just?

Speaker 1:

I posted a real yesterday From my 50 day challenge in 2020 and it was. I sent a guy one text message and he calls it, leaves me a voice Bell and he's like stop calling me. I was in front of you, I'd break your goddamn job. It was like Dude, that doesn't happen in 2024 anymore, because we're not doing any of that crazy stuff. Why we used to have to do, yeah, constantly direct mail, sms, cold calling. I'm not saying some of those people, sms is dead, but cold calling, direct mail, they still work. But really the SMS is where the most people got angry. Yeah, they were. They wanted to like come fight you.

Speaker 2:

I got a. I get a bunch of bad. We did a lot of cool text them. I'm poor they crack down yeah, I lay off and volume for sure. But uh, yeah, there's a. Yeah, I got. I get some crazy messages all the time.

Speaker 2:

Yeah, it's a new look at my address and he's like he found me, skip, trace me. It's like oh, I know you're fucking with bro. Oh well, I got a bunch of big dogs. You rescued a bunch of Long through, but I didn't say that, but I did. You get one. If it's thought I'd get like you know, I feel you have to get like where they're coming from.

Speaker 1:

I really told the guy, I called him back. I called him back, I left him. He didn't answer. I left a voice phone. I said I don't know if you know this, I'm pretty big guy, big beard, so like you, gotta find the jaw inside of Good times. So you've got the wholesaling syndicate, so talk about what that is. I know you had the podcast, but you also have your community that you're building out. So what is the wholesaling syndicate?

Speaker 2:

Yeah, so wholesaling syndicate? Um, yeah, it's, it's so, it's. We got the mastermind we have. We do events, you do the podcast and really I built it just like have all the information, my goals, have all your major one place for new people and just build a collaboration of people Like a network mastermind to help each other win.

Speaker 2:

Because for me it's not. It's not the me show. I know I don't know everything.

Speaker 2:

I always shot approach everything, a white belt mentality. I'm always trying to learn, even though I've done sales for a long time, very confident my sales skills, you know I'll hear somebody say something and I'll try it out, like, maybe this works better than what I'm doing. So, and that amplifies when you have a bunch of other people all willing to learn and grow and try to be the best version of themselves, um, doing the same thing. So they can like hey, I tried this out, it works. They take it back to the group.

Speaker 2:

Yeah, I tried this lead source out, I tried this tactic out, whatever, um, and then they report back. You know, just saves everybody that much more time and you can just get to your goals that much quicker. Trying to try to do everything yourself, um, but yeah, that's really the whole, whole idea behind it, trying to be information resource. One of my core values is, you know, being a go giver and, um, you know I started really no attention to the mastermind and stuff. I just wanted to kind of share my journey and hold say on what I was doing and it's, you know, kind of just evolved organically from there.

Speaker 1:

So I know you had your event on February 22nd. Sounds like you have those events fairly often, right?

Speaker 2:

So we do. That was our big one for the year. So we do every February I guess. Yeah, this is the second one, but the format so far has been yeah, we've done our first big one last February in 2023. And then this year we did that. And then we do like quarterly. Well, like smaller ones that usually be like three, four hour deal and usually be just one or two other speakers. And then the one we just did, we had, I think we had like 15 speakers. That was like a whole all day thing and after hours and day after and VIP party and stuff, and then the VIP day and the day after. So this was a two day thing, but yeah, and then we just do the one day ones here in San Antonio. It's like low cost entry just to make sure people actually show up. They grab tickets and try to provide a bunch of value for the whole sound community in San Antonio.

Speaker 1:

I love it, man. I know that you gave out awards at the event, which I love that recognition for the people inside of your community. I believe our boy, jamie LeBlanc, won an award.

Speaker 2:

You did.

Speaker 1:

What did he win for?

Speaker 2:

So I completely surprised them too. They had no idea. So they were all nervous, sorry. I put them on stage and they did speak. They shared a lot of great information. They did real well on the panel. So the syndicate panel and I jumped up and surprised them because they were worried about the audience Q&A. So I jumped up surprising some awards.

Speaker 2:

But yeah, jamie, we gave him. I believe we gave him the integrity award and just doing what he says he's gonna do, no matter what life throws at him, man, he's just one of my favorite people. He just always shows up. He's just a good person. He really cares about everybody else in the community and really just endures in the community generally, just wants to help other people. They literally one of the first people I met when I started wholesaleing and I'm real grateful I did, and I always think, listen to how people talk about people behind their back and then I've heard nothing but great things about you behind your back. Man, jamie's one of the loudest people like saying great things about you. I mean as soon as I started. He's a Saturday guy, he's the man, he's one of the best people. He just truly cares about people and so, man, I'm happy we finally got to connect with you. He's been seeing your face for a long time.

Speaker 1:

Jamie is my brother man and, like you said, just one of the most genuine human beings out there. I love him to death. And then he introduced me to Caleb at Travis's event and Caleb bought tickets to come to our event here in Fort Worth the Closers Formula for his son Cannon's 20-verse birthday present. And Cannon comes and this dude since that he was his 20-verse birthday he's just pounding the phones. I mean, he's watching it. Yeah, he's a killer.

Speaker 1:

And my team is a bunch of 21-year-olds. And so the next thing I know I see my whole team and Cannon like standing in the corner and they're like hanging out like their best friends. And then we go to lunch and they all sit together and they're hanging out like their best friends. And then we go to the event that night and they're still hanging out. And I'm like I walked up to Caleb and I was like, hey, I know Cannon is like living in Phoenix, but if I offered him a job, do you think he would move here? And he's like, yeah, bro, he would do it. And so I wrapped up the event by offering Cannon a job to join the team and he accepted it right there on the spot. Like three weeks later he had his stuff packed up, drove overnight and he's been here ever since.

Speaker 1:

I know he was at the event, him and Caleb. So it's funny, man, the wholesaling industry is such a small circle. Talk about me and you just met. But then think about it. We both know Jamie Burwell, now Caleb, now Cannon's working for me. Travis is awesome, dude. How did you meet Travis, by the way?

Speaker 2:

So we're gonna master my apex, yeah. So yeah, we met through apex a while back and yeah, it's funny how we actually yeah like cold pitch me, cold DM me when he first joined, oh my God. So probably we do an apex. And yeah, it's funny, as I got on he's like you know, I build a machine and he's fucking, he's killed it. Yeah, so he's done all the training and like, yeah, like real fast he's, yeah, he's fucking blown up and he's doing a lot of cool stuff and we worked together and stuff. We do a lot of his back end stuff with the CRM and automations and stuff, love it. Well, it's mostly Bree she does all the integrating stuff that can happen.

Speaker 1:

But so, man, you're three years in, you got the wholesale syndicate seems like you know virtual wholesale and you done like seven or eight different states. I mean, where do you want to go from this? Like, where do you want to be in the future? What's, like your objective with this?

Speaker 2:

Yeah, really just keep growing. I mean I do I know I need to get better and I find someone else that we build a team. I do want to be able to in person office and actually build a team. I miss having that, especially working from home. Man, we're not just working lonely, especially if you don't have an office or people, and that's one of the reasons I love having a syndicate and I look forward to those calls and I have people to talk to about wholesale and actually want to talk about it.

Speaker 2:

And yeah, everybody knows working at W2, where they're working just regular jobs and it's kind of hard to talk to them. You can't go to them like I had a hard day and I like fucking you. But yeah, there's a. So it's tough, man, but that's why it's important to have a community. But, yeah, really just growing the office. Keep your own investor plug, having really formally announced it, because that's here and for a while, but we've been rebranding it and added a bunch of cool stuff like the AI. So, yeah, working on growing that and yeah, it's working on growing syndicate and get that information out there and just helping on people.

Speaker 1:

Well, but man, well, I appreciate you taking the time to jump on here today talking about your journey and I just love how like transparent you are about where you are on your path. You know sometimes that bring people on here and, yeah, they want to act like they know everything and it's like dude, you're three years in on this. I'm going to be honest with you. I remember being three years in on this. Like you still got a lot to learn, like there's just a lot of like real life experience. I mean, I'm approaching a decade in on this and there's still things that are happening that I'm like, oh shit, like this has never happened to us before. Like how do we deal with this?

Speaker 1:

And I go ask people that have been doing this for 20 years. You know it's like so you always are learning and growing and not then you're just stagnant. So I love your, your mindset and your transparency around where you are and your journey, man. And, like I said, I saw you on stage. You were a killer on the phone. I think you had the best close out of any of us.

Speaker 1:

I appreciate that event, man, and I just appreciate you for putting yourself out there for the better of other people. You know it's. I think you do a lot of things. It sounds to me like not for your own glory, but also just to help out other people, which is awesome, and so I appreciate you for everything that you do inside of this industry.

Speaker 2:

Man, I appreciate you and yeah, man, having people like you to keep up with me, I know, yeah, I tried to have a little portfolio. You tell me how you're a go-giver and I love how you've been doing it. And, yeah, I was. I was looking back at your YouTube and it's like how long you've been consistent and like doing the work man. It's. It's super motivating man. So I appreciate you and everything you do, man.

Speaker 1:

Appreciate it, man. All right, guys, let us know what you think about this podcast. Leave us a comment, Make sure you like the video and you're listening on Apple or Spotify. Make sure to leave us a five star review. If you didn't like what we said today, that's okay. Here's what you do. You go to Steve Train's podcast and leave him a three star review and say RJ sent me Otherwise. Just leave us a five star review and we will see you guys next week. Thank you.

Closing Deals on Stage
Journey to Real Estate Wholesaling
AI Automation in Real Estate Wholesaling
Challenges in Real Estate Wholesaling
Building a Wholesale Syndicate Community