Posted on: December 11, 2017

Adrian Watkins is a brilliant tribe member who has accomplished something unprecedented—he closed 7 deals and made over $40,000 in profit while barely on his third month of Wholesaling! In this exciting episode, the trailblazing Jacksonville, Florida native shares how he made a fortune in such a short amount of time. Definitely, an episode you can’t afford to miss!

The Deal:

Before making a killing in wholesaling, Adrian first ventured into sales. However, from reading business books, he discovered most entrepreneurs made their fortune from real estate investments. That was the motivation he needed to give wholesaling a try. While he made only $1,500 on his first deal, his deals continued to grow in both size and volume!

  • One notable deal he closed was a property that was on the tax list. The owners were motivated to sell because they only had exactly 14 days until the city would take their property.
  • Driven by his intention to help, he made an offer which the owners happily accepted.
  • He bought the property for $15,000 and found a buyer who bought the contract for $25,000. That’s a staggering $10,000 profit for a deal he closed in just 9 days!
  • While happy with the success he is enjoying, Adrian does not rest on his laurels. He aims to duplicate, if not surpass the deals he has closed months prior. He’s also looking to put a system in place to make things more organized so he can scale and automate his business.

Building rapport and applying the knowledge he has learned are two of the biggest factors that have contributed to Adrian’s stellar success. Understand the value you bring to the table and find out how you can be of service and just like Adrian, you will be unstoppable!

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Episode Transcription

Tom Krol: All right guys, I am super excited today. We have an amazing guest. We’re going to get right to the meat and potatoes right now. I’ve got Adrian Watkins on the line. He is a brand new student. He hasn’t even been in our tribe for three months. He’s not even three months old Rhino yet. He’s still a baby Rhino. He still has Rhino placenta on him and he is rocking and rolling. He’s in Jacksonville, Florida. He has done over $40,000 in deals over seven, no, no, I’m sorry seven deals over 40K in profits. Absolutely rock star. As a matter of fact, we were just having a conversation. We just got on the phone and I said I want to meet this guy. He’s going to drive down to Port St. Lucie to spend some time with me cause I want to meet this guy in person. That has got to have broken some records to do that many deals in such a short amount of time.
So I am totally impressed with this individual. His name is Adrian Watkins. Adrian, can you hear me okay?

Adrian Watkins: Yes sir. Tom, what’s going on?

Tom Krol: It is good to hear from you guys. So we are going to get started right now. You guys, this is Wholesaling Inc.
I had a jump ahead of this introduction a little bit because I’m so impressed with this young man. I cannot… I’m calling him young. I’m young too. I don’t know who’s older. He’s probably younger than me though, but I’m so impressed. But you guys, this is Tom Krol with Wholesaling Inc, Wholesaling I N C. This is the number one fastest way to make a fortune in America. There is nothing better. Wholesaling really has very little do with real estate and it’s just an amazing way to make a fortune. And Adrian is one of the prime examples of it.
So we are going to deep dive. This is the no fluff, no BS zone. This is… We’re not going to waste any of your time. We’re not going to waste our time. We’re going to give you exactly how he did it. Step-by-step so that you can go out and do it and be a blessing to your family and friends. And you could have results like this.
So terrific. And of course no results are guaranteed, but this is definitely something that you’re going to want to check out and learn more about right away. Okay, so Adrian, are you ready to rock and roll?

Adrian Watkins: I’m ready.

Tom Krol: All right, let’s do it! All right, so first of all, just before we get started, tell me a little bit more about yourself. How did you get started? How’d you find our program? What’s your background? You know, people want to know a little bit more about you. What’s the 30 second version?

Adrian Watkins: All right, 30 second version about me. So my name is Adrian. I’m from Jacksonville, Florida. I have a little bit of sales background. I come from the network marketing background.

Tom Krol: Okay.

Adrian Watkins: You know I’ve sold insurance. And pretty much I came across the book, you know a lot of books on entrepreneurs and I’ve heard like a lot of them have gotten their wealth through real estate investing. So…

Tom Krol: What’s your favorite book?

Adrian Watkins: Real estate related or any in general?

Tom Krol: Both favorite book for business, favorite workbook for real estate.

Adrian Watkins: All right, for business I like Secrets of a Millionaire Mind.

Tom Krol: Love it.

Adrian Watkins: By T. Harv Eker.

Tom Krol: Yes!

Adrian Watkins: And Awaken the Giant Within by Tony Robbins.

Tom Krol: Love it!

Adrian Watkins: And then as far as real estate wise, I would say there’s a, there’s a game by Robert Kiyosaki, it’s called Cashflow.

Tom Krol: I know it well.

Adrian Watkins: Yeah, that game right there changed the game for me. You know, definitely have me thinking differently.

Tom Krol: Brother, I literally just had lunch with Robert Kiyosaki. It was crazy. I spent…

Adrian Watkins: No way.

Tom Krol: Yeah, I had lunch with him in New York City. I went up there. And myself and Clayton Morrison. And we met at Del Frisco’s in Manhattan, right outside of Fox News Studios. It was amazing. He is… I am without exaggeration, I learned more in those two hours about finance, life, real estate than in all of the combined experience. He is an absolute rockstar. If anybody’s listening to this, first of all right now today, stop the podcast. Go to amazon.com if you want the results that Adrian is having, go out and buy the books he just recommended. All the answers are in the books. There is nothing new under the sun. We learned this directly, that there’s nothing new under the sun. All the men and women who’ve come before us already know the answers. So go out there and read the books that people are recommending, who are where you want to be. So amazing. And anybody who hasn’t read Rich Dad Poor Dad by Robert Kiyosaki, stop the podcast right now. Order the book, not the audible. Order the book. Read it, read it, read it. Game changer. So all right, go ahead. So you’ve read these books, you get started.

Adrian Watkins: Yes.

Tom Krol: And then what happened?

Adrian Watkins: All right, and I just want to chime in too, man. It’s not only to read the books because you know they say one of the big things is knowledge is power, but I believe that’s false. You know, knowledge isn’t power. Applied knowledge is power. So…

Tom Krol: Bam!

Adrian Watkins: You’ve got to do more than, you got to do more than just read the book. You got to apply the knowledge.

Tom Krol: I am definitely ringing the victory bell for that. Ready? Here we go. Wooh!!

Adrian Watkins: Wooooh!

Tom Krol: Guys, that is so absolutely true. It’s the, it’s progress, not perfection. It is going out there. The guys and the girls who get the most results win every single time. There’s no success or failure. There’s only results. Whoever gets the most wins, that’s where the education comes from. Applied knowledge. Great point. Go ahead.

Adrian Watkins: Yes sir. Yes sir. So started reading and just started failing forward. I remember my first deal, I made $1,500 you know, and I was a little bit upset with the amount that I made. But at the same… but then I quickly realized that I’ve gained so much more. The knowledge that I learned during the whole process was priceless. So it actually worked out, you know, and ever since then I just…

Tom Krol: $1,500 is great by the way, I beat you by $500 bucks. I made 2K on my first deal, but that’s a 50 to K… $1,500 is awesome. But you guys just to know where Adrian’s at now, he has a deal that closed today. He has another deal closing tomorrow. I mean, this guy is on fire. It is not his territory. It is not his, you know, it’s him. It’s when you take this stuff and you work it, there’s no guarantee of results. But I will tell you that this is the shortest, quickest way to make a fortune. So, all right, so let’s… Let’s get right to the meat and potatoes. So I want to know… pick a deal, how did you do this? Where do, if other people who are listening, they want to do have your results, what is the secret? What are you doing differently? What are you not doing that other people are or what are you doing that other people aren’t? You know, tell me about a deal, like the deal closing today, the deal closing tomorrow, what’s…

Adrian Watkins: Okay.

Tom Krol: What’s the one that you want to talk about?

Speaker 1: I have a pretty cool [inaudible 00:06:45] . Okay, so this is one of the first deals I closed. It came from the tax list and pretty much the sellers, they were, they only had 14 they had like for exactly like 14 days until the city was going to take their house.

Tom Krol: Okay, so let’s just explain what that means. What Adrian did is he went to the county, city, township, municipality, whatever it was, and he went and got a list of people who were delinquent in taxes, probably two years or more behind. Is that accurate?

Adrian Watkins: Yes sir.

Tom Krol: Okay, so anybody can do that. That’s super easy. When you get to the county, as soon as you get there, they give you the list on a gold platter right away. Right? It’s easy?

Adrian Watkins: No, not, well, not really.

Tom Krol: Not really. You guys listen to this. It’s not easy. When you go there they are going to be like, that list doesn’t exist. There’s no such thing. Jack Bosch taught me about this, he talks about the Rule of Five. You got to get five no’s before you’re going to get yes. They’re going to tell you there’s no such thing as a tax list. Nobody falls behind on their taxes. We don’t keep a record of that. The list exists everywhere. I guarantee you because all you have to do is not pay your taxes and I guarantee you’ll be put on that list. So all right, so you get the tax list. What do you do with it? You cold call it, you go door knocking, you send out postcards… What did you do with the list?

Adrian Watkins: So first thing I did was clean the list and then I sent out a mailer. I sent out, I sent a direct mail to the list.

Tom Krol: Okay. When you say you cleaned the list, just tell people what that means because…

Adrian Watkins: So pretty much when you get the list, you want to clean it as far as like the criteria that Tom, that Tom suggests. So you just clean the list as far as the year and the address.

Tom Krol: The year and the address. Right? So the year it was built or I just want to like…

Adrian Watkins: No. The year… Okay. Yes, the year of how many years of back taxes that are owed.

Tom Krol: Okay, perfect. Okay, good. So you guys heard that, right? So you want a few years back. And then what was the other piece of criteria?

Adrian Watkins: Address, you know, the names and stuff like that.

Tom Krol: Making sure there’s no duplicates, making sure that everything is a full address that you can mail to them.

Adrian Watkins: Correct.

Tom Krol: I love it. And did you do the ones who have just a mailing address and a property address or the people who lived there, the absentee owners? Or you just kind of did all of them?

Adrian Watkins: I just did everything, the whole list.

Tom Krol: Awesome.

Adrian Watkins: Yes sir.

Tom Krol: So anybody so far, you guys, anybody can follow that. You sent them direct mail, then the phone calls started coming in. Do they go to your cell phone or do they go to your voicemail? How did that work?

Adrian Watkins: So they go directly to a voicemail with a prerecorded voicemail. And then after receiving a voicemail, I then call them, call the leads back. And one of the phone calls that I received was from the couple that had 14 days to either pay the back taxes or the city was going to come in and take their house.

Tom Krol: Got it. Okay.

Adrian Watkins: So they were super motivated. And as far as… When I met with them, I took the approach of I forgot about the property. I just took the approach of helping them.

Tom Krol: Awesome.

Adrian Watkins: So we didn’t talk. Yes sir. So I just took the approach of helping them. Well, by the end of the transaction they were so happy with me that, you know, he said, “Hey man, when you get married I want to invite you, I want an invitation to your wedding.”

Tom Krol: I love it! Doing exactly the right thing because guys, remember anybody who’s listening, wholesalers are problem solvers, right? So, that is the key is you have to understand what value you bring to the table. You can close quickly, you can close immediately. You can give them cash now. You can, they can stay in the house after closing. You know, you’re a real estate investor, not a real estate agent. So, so you have more flexibility. So understanding the value that you can buy as is, and they don’t have to spend money on repairs. Learning about building rapport and learning about where you can be of service is the key. It’s not about price, it’s about where you can be a servant and help these people. So I love that. I love that.
Now… So their motivation was that they were, they were 14 days away from losing the house on an auction.

Adrian Watkins: Correct.

Tom Krol: I love it. All right. Easy peasy lemon squeezy. So, that sounds like good motivation to me. I mean, that makes perfect sense. And what did you… So tell us more about the deal.

Adrian Watkins: So yes, they super motivated so I helped them. They needed help, they needed… So pretty much I just, you know, we came to agreement on price. I put the home under contract, we agreed on the price, put the home, came to an agreement, and then I started… Let me see… I’m sorry, what did I do?

Tom Krol: Well, what did you put the house under contract for? How much?

Adrian Watkins: Okay, I put the house on the contract for $15,000.

Tom Krol: Okay, $15,000. Now, did you buy the house and resell it or did you assign the contract or how did you do that?

Adrian Watkins: So what I did was I signed the contract to cash buyer.

Tom Krol: Okay, so you found an investor, a real estate cash buyer, you decided to sell the contract. So you guys, this is called an assignment just to make sure that before you do an assignment, speak to a legal professional in your state. Make sure that you know what you’re doing, what that entails, that you either are or are not allowed to do it and what the marketing rules and regulations are. So you found a cash buyer who wanted to buy the contract. How much did you sell the contract for?

Adrian Watkins: $25,000.

Tom Krol: $25,000?

Adrian Watkins: Yes sir.

Tom Krol: Woohoo!

Adrian Watkins: $25,000.

Tom Krol: That’s amazing. I didn’t think you were going to say $25,000 that’s a lot of money. That is really, really cool. All right, so you assign… You sell the contract for 25K and then the investor bought the home for $15,000, is that accurate?

Adrian Watkins: That’s accurate.

Tom Krol: Awesome.

Adrian Watkins: Yes sir.

Tom Krol: And you did that through a title company?

Adrian Watkins: Yes sir. A title company.

Tom Krol: So you learned all about title, you got like you became a licensed title agent and then opened up a title office or you just let the title company handle it?

Adrian Watkins: Negative.

Tom Krol: Right.

Adrian Watkins: I let the title company open it.

Tom Krol: Exactly. Exactly. Don’t become a real estate expert or a title expert [inaudible 00:12:06].

Adrian Watkins: Yes, I let them do all of that. All of the work.

Tom Krol: All right, cool. So, that is absolutely amazing. So let me ask you some awesome, really important questions. First of all, how long did the entire transaction take from the time you got that first phone call to the time you got the check?

Adrian Watkins: Everything… Because we were kind of pressed for time so we had to move quickly. So everything took about… maybe we closed… That the property was going to go on auction. I’m just throwing a date out there, the 14th and we closed on the 13th so pretty much it took like nine days.

Tom Krol: That’s insane. That’s insane. So I love it. I love it. So that is, that is really, really cool. So bro, that’s… So now, I mean I, there’s nothing else left to say. So let me ask you this question. Since you’re a tribe member and a student, where are you, you know, is there any struggles, anything that I can help you with or any suggestions I can make as far as like, you know, what are you trying to do now? What’s the game plan? We’re kind of in a, you know, a part of the year where the year’s almost up. What’s kind of the next step?

Adrian Watkins: The next step is to duplicate and to beat my, beat what I did last month. And eventually have it to where I have a system that works so that way I can work on my business and not in my business.

Tom Krol: I love it. So you are definitely, I mean you guys listening, just remember Adrian Watkins. Remember his name because this is going to be a rock star Rhino. I guarantee it. Are you, by the way, coming to Orlando for the event?

Adrian Watkins: Yes. Yes sir.

Tom Krol: Okay, cause make sure we spend some time together. But here’s the deal. I guarantee you’re going to hear this name again. This is a guy who came in… These are the guys and girls. If there’s some common threads between, on the top 100 tribe members, it’s the people who come in and they just absolutely go gangbusters. It’s awesome to see. So let’s talk about scaling. First of all, let me say this to you. Have you read the book Profit First by Mike Michalowicz?

Adrian Watkins: No, I have not.

Tom Krol: Okay, so one thing I’d do is today I’d buy the book Profit First by Mike Michalowicz. I would start implementing his financial plan.
What he does is he’s going to set up a distribution account and then he is going to, he’s going to actually show you how to take the money and instead of making money and then paying expenses and then taking the profit, he’s going to… It’s called profit first. He’s going to tell you how to make money, take profit first, and then make your expenses fit into your, into what’s left essentially, is the general theme of the book. But it gets a lot more detailed than that. That’s number one. Number two, are you following, you know, our number one piece of advice from Edwina, from Edwene Gaines, from The four spiritual Laws of Prosperity?

Adrian Watkins: Yes, I’ve read the book. Yep. Yes sir.

Tom Krol: Okay, perfect. So you already know what those four principles are. Anybody who’s listening who doesn’t know that, I attribute the majority of my success to that book. I strongly recommend that you go out and buy that today and follow… implement those four principles. It’s not a philosophy book, it’s an instruction book. So implement the four policies that she talks about.
Okay, awesome. So now is the question of scalability. So the… First of all, who is doing your marketing?

Adrian Watkins: I’m doing everything right now.

Tom Krol: So here’s what I’m going to tell you. You absolutely stink at doing your own marketing. And the reason is, is because you are an entrepreneur. So you fly at about 50,000 feet. So when you’re an idea person, a visionary person, if you, if you listen to like Traction you know, Gino Wickman and, and Verne Harnish from Scaling Up, or even Michael Gerber wrote The E Myth… All of these people will tell, you when you are that high level person, you’re usually not very good at the orderly, mundane, daily routine tasks, the data entry, the detail work, right? One’s not better or worse, it’s just different, right? So some people are really good at that.
So the problem is if you’ve noticed some inconsistency in your business, it might be because you don’t have the time or patience or willpower to go and proofread the postcard. And then the marketing department is waiting for you to do that. And then the postcard goes out late. So usually you see when it’s a one man shop and the entrepreneur or the wholesaler, in this case, is responsible for the marketing, there’s usually a lot of lapses and missteps because you’re not that person. You’re not normally wired to do that. So the very, very first thing that you should do, you’re definitely at a point now cause you did, you know 40 over 40K in just under three months… Is right now what I would do is I would hire a virtual assistant to do my marketing. That is absolutely key, right? This way, your marketing person is going to be responsible for sending out your mail.
Your mail should right now be on a, it should be going out every single week. Ideally, if you can try to make a target of like five leads per day, meaning five incoming calls per day from your marketing would be key for you. That would be awesome. And once your marketing is up and running, you should also be on a sequence. We talk about this, I won’t go too deep into this on this call, but in the course there’s a sequence. So just get in the form and ask about the sequence, but you should be on a six, eight, 10 or 12 week sequence of lists and postcard combinations. Let your virtual assistant do that. But essentially right now, the key takeaways, all of our lists that we recommend and any others that you find out there on the internet that you want to test, get that mail going out every single week.
Nice heavy amounts of mail, especially… We got some holidays coming up. A lot of people say that it slows down during the holidays. It doesn’t slow down during the holidays. They slowdown during holidays. So right now, punch the gas. Don’t pump the break during the holidays. Crystal clear?

Adrian Watkins: Yes sir.

Tom Krol: Cool. All right, awesome brother. All right, so here’s the deal… Is go for that, right? Let’s get the marketing out there. The next thing you’re going to need is you’re going to need an acquisition manager. Now, let me say this, first of all, make sure you have a real estate attorney up there in Jacksonville that you’re working with.

Adrian Watkins: Ah yes.

Tom Krol: Okay, perfect. So first question is how do you hire an acquisition manager? Get clarity on that because you want to make sure that neither one of you are acting as a broker. So get some clarity on all of that, on how to do that properly.
And then you’re going to want to bring an acquisition manager. So for the acquisition manager, this number one only takes place once you’re consistently, your mail is consistently going out every single week through your VA. So don’t try to do two things at the same time. Get your mail outsourced, then bring in your edge, your acquisition manager. Now the acquisition manager is going to be a little bit of a longer conversation. So I don’t like to keep these podcasts too long. So what we’ll do is when you have your marketing up and running, what I want you to do is I’m going to have my team reach out to you. Let’s schedule another podcast. And I will walk you through how to hire an acquisition manager, how to find the right person. And how to bring them into the company properly so that you ramp up and you actually, you know, don’t decline and make less money when you bring an acquisition manager, which can sometimes happen.
So, so let’s do that. So right now your primary focus is to keep doing deals, right? You want to keep, I know you had a closing, you said you have one today or tomorrow, right? Or one today, one tomorrow?

Adrian Watkins: Today. One today. Yes sir.

Tom Krol: So just make sure that you stay laser focused on keeping that pipeline nice and full. Make sure you’re tracking all of your KPI’s right on all of your mail pieces and list combinations to response rate, the conversion rate, your cost per lead, your cost per deal, all of that. Also, you’re going to want your virtual assistant to handle that. So you set it up, you know, once and done and they’re are going to continue to track it. Does that make sense?

Adrian Watkins: Yes. Yes it does.

Tom Krol: Perfect. All right, so then that’s it. You’re on your way, brother. You’re, you are going to be one of the rock star students. There’s no doubt about it. You’re doing awesome. You have exactly the right attitude. I hope we sent you a victory bell by now.

Adrian Watkins: No, I haven’t…

Tom Krol: What? Oh… It is coming. I guarantee you, you are going to have it before people can hear this. I’m making a note right now.

Adrian Watkins: I’ve got the rhino postcard that, that definitely gave me some feel.

Tom Krol: Oh yeah! The rhino postcard. We don’t… That’s one of our secrets. Did you get the call from the mindset coach?

Adrian Watkins: The mindset coach? I think so. Yeah. I think so.

Tom Krol: Yeah, so that’s a… we do a lot of things in this program that people don’t know about… Little, you know, we have the philosophy of under promise over deliver. But, ah… Awesome. So, all right, I love it. You’re right on track. Hire the marketing person. Get on a mail sequence. Nice heavy mail every single week, starting right now. Let’s get that money out of your bank account and spent on marketing. Let’s double it, triple it, quadruple it. And let’s, you know, let’s go, let’s go for broke. Let’s go like you know, let’s go for the mountain, for the mountain top.

Adrian Watkins: Yes sir.

Tom Krol: This is… You’re right there. You don’t want to like, you know, have a roller coaster where it’s up and then it’s back down. Right now the time to double down, punch the gas, don’t pump the brake. So you know, go out there and make it happen. More appointments, more followup. Have you done a voicemail blast or no?

Adrian Watkins: No, I have not.

Tom Krol: If things start… If you have a week where it’s getting a little slow because this tends to happen in this point in your journey where you make a lot of money but then you get focused on deals so marketing goes down so your, your income can kind of dip for a minute… If that happens right now is a great time to voice blast your entire database.
You know, you just send, I forgot the service… If you go into the form they’ll tell you which service we use. But you know, uh “Hi, this is Adrian we spoke a few months ago about me possibly buying your home. If you’re still interested in selling, you could call me back at this number. Seven seven two one two three one two, three, four. If you’re not interested in selling, there’s no reason to call me back.” And that’s it. Boom. And you just use one of your marketing numbers and then typically the older deals are hotter and bigger. So you want to focus on that.
Also, one other quick thing I want to tell you. Right now is a good time to set a bare minimum for a deal. So I would say, cause you’re still kind of new, no deals under four or $5,000. Does that make sense?

Adrian Watkins: Yes.

Tom Krol: Okay. So any deal where you’re going to make, like what is the number that you’re comfortable with, walking away with?

Adrian Watkins: I want to… Ten… I would say $5,000.

Tom Krol: Okay. I like $5,000 cause it’s, it’s a more comfortable number right now. So we want to get uncomfortable but not, not too extreme.

Adrian Watkins: Yeah.

Tom Krol: We don’t want to venture…

Adrian Watkins: Be realistic.

Tom Krol: Right, right. So here’s what I’m going to say. Any deal where you’re going to make $5,000 or less, I want you to walk away from it so you’re not negotiating with the seller, you’re literally walking away. This’ll cause your…

Adrian Watkins: Oooh!

Tom Krol: Yeah, that’s the key. I know, but brother, here’s the deal. It will cause your assignment fees to get bigger.

Adrian Watkins: Mm-hmm (affirmative).

Tom Krol: Do you know what I mean by that?

Adrian Watkins: Yes, yes.

Tom Krol: Well go ahead, tell me what you were going to say.

Adrian Watkins: Because I’ll still take… Because the way I’m feeling, cause I think I’ll still take the deal for two thousand, three thousand because I feel like that adds up and I could be marketing, that could go to our marketing.

Tom Krol: Horrible, horrible idea. Let me tell you why…

Adrian Watkins: Gotcha.

Tom Krol: You ready? Here’s the deal. Number one, I guarantee you I know the answer to this questions. Which deals are more difficult, time consuming and give you a headache? The ones where you make $2,000 or the ones where you make $25,000?

Adrian Watkins: I see what you’re saying, the lower ones.

Tom Krol: Right, well you tell me. I mean you tell me. Am I right or wrong, right? The ones where you’re making 25K you’re getting invited, you know? People want to go to your wedding, right? The ones where you’re making 2K, they want to murder you. So here’s what I’m going to tell you. Avoid those little tiny deals. They don’t add up. They take away from your time, resources, energy, focus, money, all of that. So when you’re doing a 2K deal, you could easily be out there doing a 25K deal.
I’d rather see you doing that. The other problem is this, once you have an acquisition manager, if you’re okay with a 2K deal, they’re going to be okay with a $1,300 deal. We got to get away from those deals. No. So, so let’s say this, cause you said the number 2K… I want… Write this down on your board. No more deals under 4K or under. We walk away. That means that you’re right now you have to act as your acquisition manager has a deal is going to act. That means that if your acquisition manager has a deal with eight… Where you are estimated you’re going to make $3,500 they’re going to say, I’m sorry Mr. Seller, I can’t do the deal. What’s going to happen is when the seller realizes that it’s not a negotiation, it’s a cancellation. What do you think that’s going to do to your deals?

Adrian Watkins: Make them, make them bigger.

Tom Krol: That’s it. 100%. How many cash buyers do you have right now?

Adrian Watkins: 300.

Tom Krol: Perfect. Great man. I love it. I want everybody to hear that. All tribe members in the tribe right now, I want you all… If you are a tribe member, rhinoceros, I want you to hear what Adrian just said. He just said… I asked him how many cash buyers? 300. He’s been in the tribe for less than three months. This is why you’re going to know this guy’s name and I guarantee you this guy is going to be in our top 100 students if he isn’t already. So awesome. Bro, you’re doing an awesome job.

Adrian Watkins: Thank you man. That means a lot to me because it means a lot, man. I’m definitely…

Tom Krol: It’s… I’m honored to be on this journey with you, man. You’re the hero, I’m just guide. You’re, you’re the hero. I love it. This is good stuff, man. You are an impressive young man and I am totally blown away by your success. I think, you know, it’s so funny. I mean, you’re making more than I can, you know, most Americans, I mean, and in three months and you know, they make it a full year. So awesome. So, all right. Any questions, comments, concerns? I know I’m treating this like a support call, but I know it’s a podcast now that I’m thinking about it. So, so… But go ahead. Any other questions? Because we’re almost, I just want to make sure we don’t go over, but yeah. What, what do you got?

Adrian Watkins: No questions, no questions at this moment. You know, everything sounds, everything is pretty much straight to the point.

Tom Krol: Awesome man. All right brother. We’ll pound the phone today. Let’s get another deal under contract today. Let’s find a deal today. That’s the key. Go out and get a deal today. You know, just, you know, and don’t forget the basic rules tithe 10% of everything that’s coming in. Make sure that you understand, you know, Jim Rohn, you’re the average of the five people you spend the most time with. So networking… Everybody gets a dollar. Spend your time with four quarters, not with 100 pennies.

Adrian Watkins: Okay. All right. I’ll just, I do have one question.

Tom Krol: Yep.

Adrian Watkins: So as far as the buyers, right when you’re assigning, like what if the buyer insists that you give the sellers information on the first, on the ADB transaction?

Tom Krol: When you say the seller’s information, what information are they looking for?

Adrian Watkins: On the… He wants like the phone number and the address and the email.

Tom Krol: That is going to require a 20 minute conversation. So let’s do that in the form. Let me give you a 50,000 foot answer. Whenever anybody asks anything from me, whether it’s a seller who used to, you know, when I was meeting with sellers myself, when they would ask for a concession on the contract or they had a question or they wanted something or information, whatever, or seller or buyer wanted something… Always remember this. Every question is an what, is a what?

Adrian Watkins: A objection.

Tom Krol: Right. Oh, brother I love that you know the course, right? Every… So I want everybody else to hear that. Every question or request is an objection. You have to treat it like an objection. So here’s the thing. When somebody says, what color is the car? I don’t say the car is blue. I want to know why they’re asking me.
So find… You have to… There’s a reason why the buyer is asking that question and you have to find it out. Mr. Buyer, it sounds like maybe did a wholesaler take advantage of you one time? You know, you put that money down for on a contract for a nonrefundable deposit and something went wrong? Tell me more about that. It sounds like you got burnt in the past. So I never just answer a question. And then you have to kind of just use your common sense. If he has a good legitimate reason, then that’s great. If not, then that’s a hiccup. The thing I, there’s a lot of moving parts in that question though, so I would have, I… It gives me a little bit of pause because it opens up the door to a lot of stuff that could go wrong with something like that.
So I, you know, they’re buying the contract. It has the seller’s name on it. Obviously it has the address. Yeah. On that one. I would ask that in the form and get the advice to Bill. But just know this, any question or request is an objection. Anything so, so there’s something going on there. There’s a reason why he’s asking you for that. Find out what it is. That’s my answer.

Adrian Watkins: Okay.

Tom Krol: All right, brother. I love it. Thank you very much for your time today. That was awesome. You’re, you’re a massive Go-Giver and I can’t wait to see you explode and you’re going, you’re going past the moon. It’s going to be an awesome journey to watch and I’m honored to even be a small part of it, so thank you for allowing me to do that.

Adrian Watkins: Thank you, man. Happy to be here.

Tom Krol: Absolutely. God bless. It’s all been a pleasure. All right guys. Oh, before I let you go, any parting words of wisdom? Any advice that you could give anybody who is new or starting out who’s just getting started in real estate investing?

Adrian Watkins: I would say just go out there and do it, man. Just do it. They say repetition is the mother of learning. So you know, the more times you do it, the better you’re going to get and in any with anything you do, you’ve got to be a disaster before you’re a master. Bam!

Tom Krol: Bam is right. That is a tag line. You got to be… that’s click bait right there, man. You got to be a disaster before you’re a master. Where did you get that from?

Adrian Watkins: T. Harv Eker, man. Secrets of the Millionaire Mind.

Tom Krol: Brother, I love that! I am keeping that and writing it down. That will be used in the course. That is awesome. That is very, very cool. That’s awesome brother. All right, well so cool. You guys, you heard it right here from the source. Adrian Watkins, absolute rock star on the beginning part of his journey. We are going to interview this guy again very soon when he’s ready to hire an acquisition manager. I guarantee you that we will hear from this guy again. He’s a rock star, born Rhino. This guy is going to explode. By the way, have you read Rhinoceros Success?

Adrian Watkins: No, I have not.

Tom Krol: I would check that book out.

Adrian Watkins: Okay.

Tom Krol: Well, get the book before Orlando because, because the author Scott Alexander is going to be in Orlando.

Adrian Watkins: Nice. Nice.

Tom Krol: All right man. You’re out of here. I’ll talk to you later. Thank you very much for today.

Adrian Watkins: All right, thank you, bye.

Tom Krol: All right. All right guys, that was Adrian Watkins. He’s a rock star. He is a total Go-Giver, shared exactly how he did his deals. Go out there, get results. It’s, it’s only the results that matter. There is no success and failure and let’s not forget his parting advice. You got to be a disaster before you’re a master. I love it. All right, Adrian. Thanks again man. We’ll talk to you soon.

Adrian Watkins: All right, bye.

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