Posted on: January 18, 2018
Greg Polyakov

Greg Polyakov is a hardworking rhino who hails from Vancouver, Washington. He became a member of the tribe just last September of 2017. Before deciding to do wholesaling full-time, he worked as an office manager at a nursing facility. After hearing Tom on the Bigger Pockets podcast, he decided to give wholesaling a try and the rest they say is history.

In this episode, Greg shared how he scored his first deal just 3 months after becoming a tribe member, how consistency helped him establish a relationship with the seller, and how thinking outside the box helped him earn $8, 283.99 in assignment fee!

Have a pen and paper handy before listening to this episode. You’ll have plenty of beneficial tips to take note of!

The Deal:

Being a newbie in the wholesaling world didn’t stop Greg from taking massive, imperfect actions to close his very first deal. While he profited handsomely for his efforts, things didn’t come easy for him. However, his consistency and hard work paid off big-time and he looks poised to dominate the wholesaling world!

  • Greg sent out mails to the high equity list and got a call from a seller who seemed interested but claimed she’s not ready to sell her property yet.
  • When he made a follow-up call the week after, he can tell the seller was motivated but he’s not sure about her motivation (or her willingness to sell) just yet.
  • However, by following up with seller consistently, Greg was not only able to establish a good relationship with her, he was also able to come up with a price that’s deemed win-win for both parties.
  • He then didn’t waste time and started calling and getting in touch with people on his buyer’s list until he was able to sell the property and walk away $8, 283.99 richer!

While seemingly easy, wholesaling is no walk in the park. However, given you are hardworking, consistent, and are getting expert help and guidance, you’ll be closing one deal after another before you know it!

RESOURCES:

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Episode Transcription

Cody Hofhine: Hello, Rhino Nation. We are here with another episode of Wholesaling Inc. My name is Cody Hofhine. I’ll be hosting today’s episode and I am super excited about today’s episode. There’s going to be some gold nuggets dropped right here for each one of you to jot down and implement in your wholesaling business. For those that are new to this podcast, wholesaling is simply the art of finding deeply discounted properties that you can then turn and make huge profits on by simply assigning it to a cash buyer. Some people choose to keep them as rentals, some people choose to fix and flip them. But really what this is all about, this podcast, and especially this episode, is how we find these deals. And so we dedicate this podcast to interviewing individuals that have done deals, and we are breaking it down step by step, granular approach, like us in the tribe, we always break it down granular so that you can understand today how you can implement some gold nuggets, take massive imperfect action, and get your first deal. So stick with us as we go through this podcast.
Today we have Greg Poliacop and he is the man. This guy has been in the tribe since September of 2017 so just a short little while. And then these short few months, he has followed a step by step system that allowed him to do his first deal. We’re going to break this down granular so that you can understand how he did this. And so, Greg, my man, from Vancouver, Washington, how in the heck are you doing?

Greg Poliacop: I am stoked, man. After three months of starting, did my first deal. So I am super stoked and excited, man.

Cody Hofhine: Well, we are super excited to break this down step by step. I love and am grateful that you’re on our podcast today so that you can help individuals all across this great nation. Quite honestly, we have people outside of this nation listen to this podcast, which is super awesome, but are excited that you could be here today to literally break this deal down step by step. So let’s go right to the meat and potatoes. Let’s get right to this. Talk to me about, maybe a little bit about yourself, and what you were doing before you got into wholesaling.

Greg Poliacop: Sure, yeah. I was working at a nursing facility, so that’s what my family does. Just a small thing. I did little tasks around the home. I did paperwork. I was more of the office guy. Yeah, I mean I was looking to get into that and then I had buddies that were doing new construction and other things like that. So I started looking into real estate. Actually, I found Tom from BiggerPockets podcast and he was just so excited, so much energy.

Cody Hofhine: [Laughs]

Greg Poliacop: Yeah. Well, he was talking [crosstalk 00:04:02].

Cody Hofhine: Big old bottle of caffeine.

Greg Poliacop: Exactly. And honestly, even just the fact that he was so open about everything, everyone else kind of seems like they were holding back. He was saying, “This is exactly the marketing that I do. This is exactly the postcards that I’m sending. This is the timeline that I use.” So I was like, man, if this guy’s that open, I’m sure that I could just pick up what he does and go from there. I worked as a, basically an office manager at a nursing facility and I’m still kind of doing that, but got my first deal. So I’m trying to do this full time.

Cody Hofhine: I love it. I love it. It’s only a matter of time, my man. Well, let’s do this. Let’s break down and let’s help our listeners. So Rhino Nation, if you’ve got a pen and a pad of paper ready, please, if it’s not ready, get it ready. Get that pencil out, get that pad of paper down. Get ready to jot down gold nuggets. That’s what this podcast is all about. Dropping down gold nuggets that you can write down right now today and also implement today so that you are one step closer to your first deal or maybe your third deal or 10th deal, whatever it may be, but that you can implement something from this podcast each and every time that you listen.
All right, so Greg, let’s break it down right from the beginning. Here we are, you’re getting your first deal. What did it start with? What kind of marketing channel were you using to get this lead?

Greg Poliacop: So I actually listened to the Wholesaling podcast and on there, I don’t know if it was you or Tom that was saying you guys do postcard, postcard, yellow letter and then like business postcard or maybe that was Tom on BiggerPockets. I’m not sure. But so I, even right before I started with The Tribe, I had sent out already one postcard and it was just from like yellowletters.com so to this one zip code, I did a zip code and then once I got into The Tribe I did tax delinquent.

Cody Hofhine: Awesome. Tax delinquent list, and is that where this list came from for this lead?

Greg Poliacop: This actually came from a high equity list.

Cody Hofhine: Okay. So high equity. And so just so everyone understands a little bit about high equity, what that list is, it’s just everyone that has equity in their home. Meaning, if the home’s worth 180 and they only owe one 150, there’s $30,000 worth of equity. And so he is now mailing to people that have high equity, a lot of equity in their home.
All right, keep going my man.

Greg Poliacop: Anyways, yeah, so I sent the first one, I got five responses. I sent the second one, I got five responses.

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: So that’s two postcards, right? And then, I know you guys say to send a seller postcard, but my mind mixed it up with Tom’s postcard, postcard, yellow letter. So I’d actually sent a yellow letter for the third one, and I got five calls, one voicemail and two appointments. And I’m still working on the second one, that might be a deal.

Cody Hofhine: Nice. And this all came [crosstalk 00:06:41] from the high equity?

Greg Poliacop: This is the high equity. That’s right.

Cody Hofhine: Perfect.

Greg Poliacop: That’s right. So it was the third mailing for the high equity.

Cody Hofhine: How many mailers [crosstalk 00:06:47] were you sending out each time? Like what kind of response rate?

Greg Poliacop: Well yeah, so I sent out 1,119 and I got five each time.

Cody Hofhine: Okay. 1,119. So a little bit less than a percent. Maybe a half a percent if my math is correct. Does that sound right?

Greg Poliacop: That sounds right.

Cody Hofhine: Okay. So with that, you get this response, they call in. Now did this lead actually leave a voicemail?

Greg Poliacop: She actually didn’t.

Cody Hofhine: Folks, I’m telling you right now, Rhino Nation, listen to this. This is why you’ll hear Tom and I say this all the time. No lead left behind. Greg, this is a perfect example. Here’s this lead that calls in, doesn’t leave a voicemail. So how are you thinking when you’re calling this person back? What was your mindset? Were you thinking, “Aw man, this is not even a good lead, they didn’t even leave a voicemail,” or what did that sound like?

Greg Poliacop: I had heard one of you guys in the podcast say, just call back and everything, no matter what. So, man, I was just following, or maybe it was in the modules, I was just following what you guys were saying. So I was like, man, I gotta call back. Actually I had another house that I was working on, actually, it took a lot of my time, you know, at this point. So I wasn’t even thinking that this would go anywhere, even after the first call, you know?

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: So yeah, she called, I gave her a call back, and she sounded like she was interested. I could tell she didn’t want to say the real reason for why she wanted to go out. She was saying, “Oh, you know, I’ve been here a while so I want to kind of move somewhere,” you know? And she said, “Well, I’m not looking to sell right now, but in the near future I will.” I said, “That’s okay. Can I follow up with you in a week?” And she’s like, “Of course you can.” So then I followed up with her in a week, and I said, “Can we do an appointment?” And she said, “Yeah, you can come by the house.”

Cody Hofhine: Now tell me this Greg, when you followed up a week later, was the story at all changing a little bit? I mean, was it now to the point where she’s like, “Okay, yeah I am looking to sell soon.” Or was it still like this is still future out, like a month out, six months out? Like what did that look like when you called? What was her definition of “in the future”?

Greg Poliacop: Sure, yeah. This was like three months ago, so I’m trying to piece it together right now. But I could hear in her voice in the second call there was a little more urgency, but still she was trying to make a point that she didn’t need to sell right now.

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: But I could hear in her voice that she was motivated, so –

Cody Hofhine: Yeah, what does that sound like? So, for someone that hasn’t done this before, Greg, if they were getting on the phone, I love when you said, “You know what, she just sounded motivated.” What is it that she said, or what is it that she sounded like that made you really dig in there and say, “You know what, she’s a motivated seller.”

Greg Poliacop: I would say it’s like a carefulness and an uncertainty in the voice. Kind of.

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: Like, even with the appointments that I’ve just, you know, I’ve [inaudible 00:09:20] I’ve got just two today, I had two yesterday, two before with a new mailing. Cause I’m using the money to mail out more.

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: But like, you could hear in the voice, like they’re almost careful. Somebody else will call in, and they’ll be like super cocky, confident, and they’ll say, “I want 1 million bucks for my home,” you know, at the end, and you’re like, “Oh, okay.”

Cody Hofhine: One of those calls.

Greg Poliacop: Exactly.

Cody Hofhine: She was just more like, you could just tell something was up. You didn’t know what, she wasn’t really telling you everything, but it just sounded different from the other calls you were receiving.

Greg Poliacop: Exactly. Yeah.

Cody Hofhine: Okay. So, booked the appointment and you went on the appointment. How did that go?

Greg Poliacop: I went to the house and she had told me that her son was going to be there. And I said, “Yeah, that’s fine, that’s fine.” So I get to the home – I had heard that, I think it was Tom that said, when she sits down, you sit down, when she stands up, you stand up – so I walked in and she was sitting down. So I said, you know –

Cody Hofhine: You went right in and sat down.

Greg Poliacop: That’s right. Exactly.

Cody Hofhine: I love it. But so she ended up being at the appointment, or you knew she was going to be there, and her son was going to be there?

Greg Poliacop: Exactly. It’s owner occupied, so she lives in the home.

Cody Hofhine: Okay. So her and her son were going to be there. You show up, she’s sitting down, and so you do what you should do, and I love that – you went and sat right down next to her.

Greg Poliacop: Yeah, that’s right. And I just asked more questions to try to get the motivation and she didn’t really say anything. She just said, “I’m getting old, so I want to move out.” So she said that she’s just getting old. I said, “All right, can I walk around the house? You know, look around the outside?” She’s like, “Yeah, you can walk with my son to look at what repairs need to get done.” So we went inside the house, looked around the rooms, and then we are walking outside and that’s when her son said that she actually has a health issue and she wants to be able to move out and live with –

Cody Hofhine: Okay, so her son helped you understand a little bit more what was going on with the situation.

Greg Poliacop: Exactly.

Cody Hofhine: Okay. So from there you walk around the house, you see that with the son, you go back down. Was there any key things that was already going in your favor and your direction? I guess I want to ask this question. Was there anyone else, like any other investors that potentially have already been on this appointment or futurely were going to be on this appointment? Or was it just you?

Greg Poliacop: I think it was just me.

Cody Hofhine: Okay.

Greg Poliacop: Because what she said, so this is actually what I forgot to say. So, she said that the reason she called was because, so I did send the yellow letter and it looks like it’s handwritten, you know? And she says, “I get a lot of these, like, printed out mailers but yours, you know, you hand wrote it.” I mean, I didn’t hand write it, but it was, you know.

Cody Hofhine: But it sure looked like it.

Greg Poliacop: Exactly. Yeah, exactly. Yeah, so she said, “That’s the reason I called you.”

Cody Hofhine: So what was it that, after you go look at the home, is it, it was just so easy to put this together? Or was there work on your side of, like, building a relationship, showing that you cared about her first? I mean, what did that look like on the appointment? Was it all straight business? “Hey, I just want your home. Here you go, here’s an offer.” Or what’s the process that you do?

Greg Poliacop: 100% no. It was definitely building a relationship. So even after that appointment, I actually had a trip planned with some friends, and we actually went out of town to Thailand. But before I left, she had said, cause I had offered a price, I offered – I mean pretty dang low – but I offered a price, and it was, she said, “That’s too low. I can’t do that right now.” And I said, “What are you looking for?” And she said, “Closer to tax assessment.” And so I said, “All right.”

Cody Hofhine: And how far off were you? Like what was tax assessment versus what you offered?

Greg Poliacop: Like $30,000 off.

Cody Hofhine: $30,000. Okay. So let’s talk numbers. What did tax assessors say it was worth?
Tax assessor said 198 I think, 197, something like that.
And so you’re about 30 less, so 168. You were saying, hey, cash offer, I can do –

Greg Poliacop: Exactly.

Cody Hofhine: – Probably 168.

Greg Poliacop: Yeah, yeah. I mean in the area we’re definitely higher in the tax assessment. So around 168. And she said, “No, that’s, that’s too low, I’d feel like I’m giving the home away at that price.” And I said, “That’s okay. Can I, you know, let me run my numbers and then get back to you.”

Cody Hofhine: Yep.

Greg Poliacop: And so I actually followed up with her, actually several times, like a decent amount. So that was, what, in September?

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: Then I left for a couple weeks, and then I came back. I mean I’m still taking calls, you know, cause you can still do CallRail and all that stuff overseas. But I get back, and I’m still following up with her, following up. I think I, total, throughout the whole process, I probably talked with her on the phone maybe like 15 times?

Cody Hofhine: Oh man. So, key thing that you just said, I want everyone to understand, 15 times follow up. 15. 1-5. Don’t give up after five six, seven, eight, nine, 10 – it’s as long as it takes. Everyone says, “How many times should I follow up with someone?” The answer is, as long as it takes. And for here, it was 15 times. So remember that. It doesn’t come on the first, second, or third. It can, but it doesn’t always. So 15 times you talk to this individual, and was the conversation her telling you what prices she could do, or what did that look like?

Greg Poliacop: Well, something I wanted to say was that with these 15 times, it’s not like you’re talking for an hour. They’re like quick check-ins. I knew that she wanted to sell, right? Even after that first appointment, she just gets comfortable with you. Even like a 15 second call, 30 second call saying, you know, “Hey, have you considered the number? I can go maybe a little bit higher.” And I actually, I think I did maybe on my fourth offer is what she accepted. And it’s not like I’m using a bunch of time on this.

Cody Hofhine: Yeah.

Greg Poliacop: It was, you know, quick calls. And actually at one point, I was at like 172 I think?

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: That was my offer. And she said, “Greg, I could tell you’re a hard worker. And I like your attitude. Even if you offer lower than somebody else, there’s nobody else offering, but if somebody else offers a little bit higher, I’m still going to go with you.”
So at that point I knew that she really wanted to sell, you know?

Cody Hofhine: Yeah.

Greg Poliacop: It’s just finding a number that worked for both of us. So, yeah, that was probably on the eighth or 10th –

Cody Hofhine: – call when you have that conversation –

Greg Poliacop: 10th call –

Cody Hofhine: Okay, so ultimately, what did you get this home under contract for when you came up with an agreed number, making this a win-win. What did that number end up being?

Greg Poliacop: 185.

Cody Hofhine: 185. Okay, so started at 168, worked your way up to 185. She started at 198 and got down to 185, so there’s still both uncomfort, right? You moved up, she moved down. You found a, agreeable area where it can make it be a win-win. So, once you had this under contract, what did you do? How many cash buyers do you have? They have access to an agreement like this. What does it look like?

Greg Poliacop: Yes. So once I got it under a contract, immediately I went to my cash buyers list. I just started calling people.

Cody Hofhine: Uh-huh (affirmative). I love that you called! Holy smokes, I love that you called. So many people leave it to just, technology. Just send an email, or send a text, but you literally one by one called these cash buyers.

Greg Poliacop: Yeah. So about, I had about maybe like, at that point, maybe like 115 to 150 cash buyers. But about, maybe like 50 of them were, I only had emails, so actually this is a interesting story. I was networking with guys, just in the area, and guys sent out a property saying, “Hey, are you guys interested in this property?” And then I saw it in the recipients, or yeah, in the recipients that it had all these email addresses of these guys. This was like maybe 50 email addresses. And I was like, “Oh man, he’s just giving out my email address.”
And I was kind of like, “Oh, that’s kind of weird.” So I actually took that list of those guys that they were on like a week later, and I took that list – it’s like 50 names of real estate investors. None of those guys ended up being the person that bought the home, but I mean, at least three or four of them showed up for the appointment. So, got it under contract, immediately started making calls, started looking, what kind of, the email and the text that I should make according to the co modules, to send out. Was going to set the appointment, I think I set it for, I think it was Wednesday. So the week, the week after on a Wednesday, I started setting the appointment. I was making the calls, sending the emails, preparing the text. And then –

Cody Hofhine: How many people ended up coming to the appointment?

Greg Poliacop: I think we had seven or eight.

Cody Hofhine: And was it, you sent out this email and you were looking to assign the contract, just simply an assignment?

Greg Poliacop: That’s right, yeah.

Cody Hofhine: What were you looking to assign it for? Like what was their price when they saw their email?

Greg Poliacop: Oh, okay. So I looked on the forums, cause obviously I was like kind of frenetic in a sense, but I was looking at what other people were doing, and I found a thread on the forum of somebody. They did minimal suggested price, and they did it like lower than what they wanted to get. So I went off of that, and so I got it for 185. And I said minimal suggested price $189,900. I think that’s why I said.

Cody Hofhine: Okay. And you had it 185, is that right?

Greg Poliacop: Yeah, that’s right.

Cody Hofhine: Okay, perfect. Perfect. All right.
And so these cash buyers came, inspected the home. What did the ultimate guy say, “Hey, I will pay this for this contract to buy this home?”

Greg Poliacop: Funny story. So he actually, there was a couple guys, they’re kind of big movers in the city. They didn’t even come to the appointment. So this guy didn’t even come to the appointment.

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: What he was saying was, he’s like, “I don’t want to compete with other, with other guys.” So I said, “That’s fine. I still have to do the appointment.” And I actually reached out to him afterwards, after the appointment to say, “How much can you offer?” And he sent a number, and I mean, it worked. His number was the best number.

Cody Hofhine: Awesome. Let’s hear it, my man, what was his offer?

Greg Poliacop: His offer was for $194,000.

Cody Hofhine: 194. You had at 185. So a $9,000 assignment fee. Was there any other fees that had to be taken out of that or anything, or is it a $9,000 assignment?

Greg Poliacop: So this is actually, I was talking to Tom about this in the weekly call. In the contract, it doesn’t say anything about who pays closing costs.

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: So the day of closing, nobody wants to pay closing costs. It’s like, bro, dude, it’s like $5,000 or $6,000, so I’m like, “Oh man, I’m going to walk away with like $2,000.” It was, oh my God, dude. Anyways, so I talked to the lady, and she doesn’t want to pay it. I talked to the guy, he’s like, we didn’t agree to that. We agreed to 194. And he says no, that he doesn’t want to pick it up. I call the lady, she says she doesn’t wanna. So I’m thinking, oh man, what do I do? And then I decided that, if anything, I’m gonna just walk away with $2,000. $2,000 is better than zero, right?

Cody Hofhine: Yep, yep.

Greg Poliacop: And then, I decide one last time I’m gonna call the lady and I’m going to tell her, “We need you to cover at least the X amount.”

Cody Hofhine: Uh-huh (affirmative).

Greg Poliacop: I think it was the excess tax or something. So I call her and I say, we want to close today but we need you to, we’ll cover these closing costs, but we need you to cover this, it was like $3,500 or something. She waited, and I’m waiting. So I said that, I know you guys say, you say it and you just wait and you don’t say anything. So I waited there for a few seconds, nobody saying anything. And she said, “All right, I’ll pay it, let’s just close.” And then I called the buyer, and I say, “Hey, me and the other lady, we’ll cover these costs, but I need you to cover $2,000 of it.” And he goes, “I can’t do that. We agreed to 194.” I said, “Okay, give me like $1,750 or something.” He goes down, and he says, “I’ll cover $1,000.” I say, “Cover 1,500.” He says, he laughs a little bit, and he goes, “All right, $1,500.” So, I ended up having to cover, I think it was like $720 closing costs, and then everything else was split up between them.

Cody Hofhine: My man. So if my math is right about, just shy of $8,300 assignment.

Greg Poliacop: Yeah, that’s right. So I got $8,283 dollars and 99 cents.

Cody Hofhine: Oo. Let me get the bell, hold on one sec.
All right, so we got the victory right?

Greg Poliacop: Indeed.

Cody Hofhine: And sometimes you have to think outside the box. So I’m glad you shared the story, cause listeners, not every time will go into closing be anything that’s like roses and rainbows all the time. Sometimes you have to think outside the box because there might be some liens, and there’s things in place that made this tough, over and above a traditional closing cost, that there could’ve been issues with the home, that there was some expenses there that need to be covered. And so he sat there, he didn’t sweat about it too much. He knew worst case scenario, here’s something I’ll make, but I need to see what I can do to think outside the box to make this thing come together today. And you did it. So it doesn’t always come together smooth. Tom’s first closing, he had no idea about closing costs.
So he had to, after the appointment, after closing, he had to follow the investor to his house who paid him afterwards. I mean, so many times you just got to think outside the box. And what gets really good about this, you don’t know what you don’t know. So sometimes these things will pop up. You’re like, “Oh no, I don’t know what to do.” But it’s the fact that you just take action, you take massive, imperfect action. Keep moving forward. Think outside the box. Asking the questions doesn’t hurt anyone.
Here Greg had the perfect scenario of, just ask the question. Let’s ask the seller if she’s willing to do this. Let’s ask the buyer if he’s willing to do this. Here we came up with another win-win outside of what was the normal contract and say, “Hey, are we willing to do this so we can close today?” And here you go. Just shy of $8,300 assignment. My man, Greg, good job. I’m proud of you, man. That is super, super awesome. That’s your first deal of many. Now it’s just wash, rinse, repeat and go out there and do it again and again. So, good man. I love it.

Greg Poliacop: Yeah, man. I’m excited. I’m stoked. I wanted to say once again, thanks to you guys putting these modules together, it’s so easy. It’s just all I did was –

Cody Hofhine: – so easy a caveman can do it. No, just kidding.

Greg Poliacop: That’s, [laughs] well basically, man, as long as you’re putting in the time and building the cash buyer’s list, right? And sending out mail, taking phone calls. I mean it just works, man. It’s like a well-oiled machine. So, I appreciate it.

Cody Hofhine: Awesome. Awesome, awesome. Well, we like to always finish our podcast a certain way, and that is giving someone, if they were just beginning, at the beginning stages of wholesaling, cause this wasn’t too long ago, just a short few months ago, you were at the beginning stages. What would you say to these beginners that are just looking to get into wholesaling? What word of advice? What gold nugget would you tell them at their beginning stages?

Greg Poliacop: I’d say get in the tribe.

Cody Hofhine: Ooh, I love that.

Greg Poliacop: It’s invaluable. And I mean, you can go around and spend hours and hours. I mean if you convert the amount of hours that you’re spending trying to piece it all together yourself – I mean it’s, it’s a no-brainer. Definitely get into the tribe. Everything that you need is there to build the cash buyers list, to build a marketing campaign. How to set up the VA. I mean the VA thing was huge. I mean, to be able to delegate all those tests for what, $3 an hour? That’s phenomenal.

Cody Hofhine: Well, and you’re giving good advice period, the end. Like, even if it’s not about wholesaling, just in general, a mentor or a coach is always good in anything. Whether that’s spiritual, whether that’s physically getting fit for the year, whether that’s a nutritionist, whether that’s, no matter what it is, you don’t need to reinvent the wheel. Like the wheel’s already moving. All you got to do is jump on the wheel that’s moving. And so, I appreciate the kind words of our tribe, but regardless, listeners, with everything you do, mentors are there to lead and guide you to cut that learning curve down a fraction, and also ultimately save you money so you don’t make any costly errors on your own. So I love that word of advice, Greg. What about, like books? Is there a specific book, we always like to recommend a book at the end of the show, is there something that’s specifically on your mind if you were to say, “Hey, this book has been amazing for me.” What would that be?

Greg Poliacop: “The Slight Edge” by Jeff Olson.

Cody Hofhine: Oh, such a good book. I’m looking at it. Let’s see. Nope, it’s at my home office. That book is one of my favorites. In fact, I feel like it goes hand in hand with “The Compound Effect” with Darren Hardy.

Greg Poliacop: Yeah, exactly.

Cody Hofhine: Such a good, good, good book. I love that book. What was the big gold nugget you learned from that book?

Greg Poliacop: Man, just every day doing, like for example, even with the cash buyers, every day, just calling through Craigslist. Every day getting back to following up with leads. Like every single day –

Cody Hofhine: – stay consistent.

Greg Poliacop: Exactly. Just keep going, keep going. It adds up. I mean even right now, the difference between the appointments I’d be able to get from calls now and then before, just because now I’m pushing for appointments each time and getting back to guys right away consistently – in four days I have like eight appointments, whereas before I had one, you know, with the same amount of marketing spent. You know, I had one every, maybe week, so –

Cody Hofhine: So awesome. So true. Staying consistent at the small and simple things leads to huge differences between you and other wholesalers or you and other investors. So thank you, thank you for that word of advice. Well, Greg, I can tell you, my man, thank you so much for being on the podcast today and sharing your story. There’s so many people out there that are at the beginning stages or maybe quite frankly, just barely learning about wholesaling, that your story is going to resonate with them where they can really start to contemplate if this is a good fit for them, if they should jump in or should not jump in. But ultimately, you’re going to help a lot of listeners realize just how you can get your first deal and how, if you just stay consistent, yes, it’s not going to be easy, but if you stay consistent and do what you need to do, follow the steps, step-by-step what you need to be doing, you two can also get your first deal.
So, thank you again for joining us today.

Greg Poliacop: Yeah, man I appreciate you having me on, Cody. Thanks.

Cody Hofhine: You’re very, very welcome. Now, Rhino Nation, this has been another great, amazing episode with Greg, and he’s shared some gold nuggets here. How the follow up of 15 times, sticking with this person for months before putting a deal together. Talking back and forth, and then ultimately this lady feeling so comfortable like, “Hey, I want to do business with you. You work hard, you got a great personality about you.” This all comes down to part of the wholesale deal. It’s going out there and being friends. So, such good things to listen to. Re-listen to this podcast and really deep dive what it is he did and then implement it. This podcast will be of nothing if you don’t take away at least one gold nugget that what you heard today, something maybe that you’re not doing, take it away and put it into your business today and start implementing.
Start doing it. Take massive action, and get that much closer to either your first deal or many deals, whatever number that is you’re on. And I promise you, if you just implement, take action. That’s me and Tom’s biggest thing. Take action, progress, not perfection, and get out there and do, do, do and you will get your deals. I can promise you that.
If you guys need help for 2018, here is the year. Why not make this year your best year ever? Go over to wholesalinginc.com, book a strategy call. For listeners out there that don’t know what the tribe is, who rhino nation is. That is okay. Hop on over to our website, book a strategy call with our team, and if we like what you have to say, we just might invite you to be part of the tribe so that you can get your first deal for 2018. Take care, guys.

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