Posted on: March 19, 2018

Dan Grishko is a phenomenal 21-year-old from Spokane, Washington. Initially, he wanted to do house flips until he discovered wholesaling by chance. After closing his first deal, he has never looked back. He’s been wholesaling for over a year now and has closed an impressive 13 deals.

Albeit young and inexperienced, Dan was not afraid to take massive imperfect actions. And it has rewarded him in more ways than he could possibly imagine. If you are looking for inspiration to get out there and start your wholesaling journey, this is one episode you shouldn’t miss!

The Deal:

  • While researching a property he saw in one of his lists, Dan discovered the taxes for the property were delayed. Wanting to help, he got in touch with the owner and scheduled an appointment.
  • Although he was not able to close the deal with the owner, he found another lead—a 10-unit apartment situated just next door.
  • He looked up the property in the county assessment site and reached out to the owner.
  • He was able to put the property under contract and walked away $30, 000 richer. Not bad for a deal he only spent a total of 7 hours closing!

Other Key Takeaways

  • What he considers his biggest marketing mistake
  • What he would do differently
  • What Customer Relations Manager (CRM) is
  • Why the gold is in the follow-up
  • Books he recommends


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Episode Transcription

Cody Hofhine: Welcome to another episode here on Wholesaling Inc.. My name is Cody Hofhine and I’m super excited to be with you today.
Rhino nation. I am excited for what’s going to take place today. These podcasts are dedicated to help each one of you that are listening today to take massive action. There’s going to be gold nuggets and any podcasts that we’re putting out there, there’s always a gold nugget, something that you can take from it, put it into practice, take massive action and go get some deals. So that’s what we’re dedicated to doing.
For those of you that are maybe new to listening to our podcast, welcome first and foremost, but we’re going to be deep diving and talking about wholesaling real estate. And wholesaling is simply the art of finding deeply discounted properties and then turning them for huge profits.
And so today we have one of our tribe members that is just absolutely crushing it. He’s with us today and he’s going to deep dive a deal for you. So we’re going to get right to the meat potatoes and go right into this.
His name is Dan Grishko. He is wholesaling out of Spokane, Washington. This guy is 21 years young. What an incredible… When you hear how many deals he’s doing, you’re going to realize, wow, like 21 years old. He’s already gripping real estate and owning it.
He’s been wholesaling for almost a year now. He’s been wholesaling since April of 2017 and he joined the tribe in September of 2017. He has done… You ready for this? All you 21 year olds out there that are looking for what can I do and wholesaling? He has already made $80,000 in wholesaling in a total of 13 deals.
So let’s give it up. My man, Dan, how in the heck are you buddy?

Dan Grishko: Bro, I’m excited to be here, man. I’m amazing.

Cody Hofhine: This is absolutely… As I’m reading the stats, my jaw keeps dropping with everyone in our audience because I sit here and think I’m 34 years old. If I would’ve had the courage that you took at 21 years young to get into this, how much further ahead I would be in life. So my man, I really have to say kudos. Congratulations to you because not many people dare to do what you do at your age.

Dan Grishko: Yeah, man. Thank you man. It’s been a ride and it’s been a lot of fun and there was a little bit of risk,, dropping out of school.

Cody Hofhine: Sure.

Dan Grishko: Not listening to your parents or your grandparents, not getting your degree, not having a marketing budget, just getting out there and making it happen. So it’s been a good journey and I’m really excited to be part of the tribe, to be coached by you guys and just to be part of the community and to scale this up and to just make a real business out of this.

Cody Hofhine: Well, Dan, you brought up a cool point and to each their own, some people love going to college and getting a degree and to back you up on this is I’m the same person as you in the sense of, I’m more along the lines of the philosophy of Robert Kiyosaki.
I think our school systems, and forgive me any teachers out there, I don’t mean this in a negative way, but our school systems are really training armies of employees. It’s really just to teach you how to work for people. And I just never wanted to work for someone. So I, too, was a dropout of college. I went to some junior college for a couple of years. I did get my Bachelor’s degree. I was maybe a year out from my Associate’s. But I have never looked back and I knew I never wanted to work for anyone. I wanted to own my own business. And so, my man, I’m glad you’re moving forward. [crosstalk 00:04:24] School’s not for everyone.

Dan Grishko: Yeah. I worked for three months and I was like, I’m not going to be able to do this. So I quit with not a lot of money and just figured it out.

Cody Hofhine: So even getting into wholesaling, here’s another good point. You’re bringing up. So many people think you got to have money or you’ve got to be able to pay for things in cash and you didn’t have much money but you got into it, you just took massive action.
How did that look like from the beginning? Because you’ve done 13 deals at 21 years old. This is impressive.

Dan Grishko: Yup.

Cody Hofhine: How did you get right into it? Because you were doing this well before you even joined the tribe.

Dan Grishko: Yeah, so I bought a book actually on Amazon about flipping homes because I was interested in real estate and just like passively, I thought I’ll read it after school or whatever. And then I read it over the summer when I was on a road trip.
I was like, dang, I bought the book thinking that it was going to be about flipping homes and I got upset that it was about wholesaling. And it was that 60 pages. It was a guru pitch. It was not really even a special book, but I saw the idea. I was like, dang, wholesaling. Well I bought the book, I might as well try this.
So I just did everything the book said, found absentee owners, got a list from my title company for like $5 and made yellow handwritten letter, sent out to 200 of them and got phone calls the next day.
I found a contract online. It was a completely ridiculous contract that had terms like buyer plans to resell this property for huge, huge, huge profits buyer can put a sign in the yard or sell this on the open market MLS.
Completely, my thinking was like, “What seller’s going to sign this?” But, you just have to go out there and fail and just push yourself regardless of how scary it is. I didn’t even know what I was doing when I was signing the contract but just went out, got the phone call, I looked at the price, the seller wanted a certain price and we negotiated a little bit. Got it under contract literally the next day.
So I sent out my marketing on Friday, got a call on Saturday and just went and signed it immediately. And that was my first deal so- [crosstalk 00:06:14].

Cody Hofhine: You’re phenomenal.

Dan Grishko: Yeah, just don’t overthink things. I don’t know if every people ever do anything like skydiving or like jumping off cliffs into water. You can’t think. You just have to leap and then figure it out as you’re falling.

Cody Hofhine: Yeah. Well here’s the thing. This is so impressive because I want each of you listening to this podcast right now.
Dan is saying some amazing things that a lot of people do not learn at 21 years old. This is absolutely incredible. I love your mindset behind it and that’s just get out there, get out there. It’s going to be tough. It’s not going to be cute. It’s not going to be fun. It’s not going to be just awesome out of the gates.
It was hard for you, and this is so valid to say, but what’s so crucial behind that hard, that toughness, that difficult times. Here you are also living proof saying, “I did it, I did it imperfectly, but I took massive action. I got deals.”
Now you can say you’ve done 13 deals, you’ve made $80,000. This stuff comes from just taking action. And I love the fact that you’re just telling them it’s not perfect action. It’s imperfect action. Just go out there and try something.
So Dan, Holy smokes. As I’m sitting here, I’m just sitting there thinking how many people wish they had your mindset at 21 years old and how much further ahead in life they would be if they would have adopted this mentality at 21 years young.

Dan Grishko: Yeah, man. And I didn’t get there… I’m not anybody special. I’m just like everybody. I just had opportunities to read some good books when I was in college that really changed my life. And one specifically that, I realized that the path for me to get a degree and work for 40 years at one job was not something that was realistic for me. I wanted to build a business and I knew that… Through that book I learned that it’s going to take a massive amount of action and massive amount of failure.
It’s all about the process, not the events. Everybody sees the check at the end of the day or your lifestyle or, look at this business man, he’s closing, X amount of deals and he’s living the high life were, but nobody pays attention or likes to give credit to the fact that the process that it took, the hard work, the failure, the mistakes, it’s all about the process.
That’s what gets you there. It’s what really matters.

Cody Hofhine: True.

Dan Grishko: Just focusing on the process, not on the events, not caring about the fact that, “Oh I didn’t get a deal…” Or a lot of people are like, “Oh I need a deal. I need a dealer. I need to get my first deal.” But commit to the process and, eventually you’ll get- [crosstalk 00:08:35].

Cody Hofhine: The deals will follow.

Dan Grishko: The results just keep working at it. Don’t give up. You stay persistent. You mess up once, you stand back up. I mean, what’s the worst thing that’ll happen? They’ll take away your birthday?

Cody Hofhine: Right, right. No, that’s true. That’s true. At the end of the day, I would rather make a mistake and it didn’t work than 85 years old and look back saying, “I never took a risk. I never a chance.” Or, “What might’ve been?” Or, “What could have been?”
I would much rather be the person that said, “Man, I made a lot of mistakes going forward as an entrepreneur.”

Dan Grishko: Yeah, and you just got to keep going. Even on my first deal, my buyer used his own contract and kind of cut me out of it, but I went and confronted him and still got my money out of it. So it was a good experience.

Cody Hofhine: It is. They’re all good experiences. You can learn something from everything and the failures are your best learning experiences.

Dan Grishko: Absolutely.

Cody Hofhine: So let’s kind of deep dive. Let’s go right into a recent deal that took place a couple months ago and let’s go right to the meat and potatoes and deliver some just gold nuggets of implementation of what our listeners can do to take some actions.
So we’re going to deep dive the steel guys. So those of you listening, take notes. This is where you get the gold nuggets. But again, the podcast won’t do anything for you. Dan’s words, my words won’t do anything for you unless you go out and implement. It’s the speed of implementation. So listen to this, take down some notes, but then take action. That’s where the value is given in this one.
So let’s go to the right now, Dan, let’s talk about where the lead source came from. Marketing wise, where you marketing them from, postcards, bandit signs, what does that look like?

Dan Grishko: Yeah, so I’m was researching a property that I saw on one of my lists. I don’t know why I looked it up, but I saw the owner and I saw that he owned quite a few properties. And then I looked at the tax assessor’s site and I saw that his taxes were delayed.
And at this point I didn’t have any plan. I wasn’t part of the tribe where… I didn’t have any scripts. I was just like, well, he’s taxes are delayed, so I’m going to call him and see, “What’s your plan? I noticed your taxes aren’t paid. Would you consider selling your home? Or I just want to see if I can help you.”
And I went on an appointment to this duplex and they had a fire and he wanted way too much money, but I still went on an appointment and then next door there was a 10-unit apartment that was boarded up. So even though that appointment didn’t go well, I went, looked at the 10-unit, I was like, dang, this is weird. I mean, I’m going to find out who owns this and let’s do the same thing and reach out to him. Can I help you out?

Cody Hofhine: This original lead doesn’t even come from you marketing. It just comes from you going to an appointment that you already had booked and this happened to be the next door neighbor.

Dan Grishko: Exactly.

Cody Hofhine: Boarded up. It looked abused.

Dan Grishko: Exactly.

Cody Hofhine: Okay.

Dan Grishko: So I looked it up on the County assessor sites, found who owned it and then… I didn’t have a skip tracing tool. I just used White Pages.
Found a landline to this guy’s ex wife. Called her and just said my unscripted statement, just, “I’m an investor in the area. I’m looking to help this person out. I don’t know what their plan is, but I’d be interested in buying it for cash. I have contractors that have an agent he can list it with, but I just want to see if I could help him and, would you mind sharing his number with me?”
And yeah, got his number, called him and set up a meeting. I called them on Friday and he set up… He was out of town, he was coming back on Monday and got under contract.

Cody Hofhine: So the whole process,, though is this massive imperfect action. You didn’t even have the script, didn’t even know what to say, but you are willing to just go out there and say, if I sound like an idiot, oh well. What’s worst case scenario? They take away my birthday. I love that mindset.
So you call this phone number, it goes to an ex wife. She’s like, “Yeah, here’s the phone number of the person that actually owns it.” You call them on a Friday, set up an appointment.
Was there a direct motivation? When you’re talking to these people, maybe let’s break down one step granular before just putting the home under contract. What did he sound like that made you say, “You know what, there is a deal here. He’s motivated to sell.”

Dan Grishko: Yeah, well I talked to him and I actually talked to his ex wife and she said that they were going through a divorce, so I heard the bill ringing like ding, ding, ding, ding, ding.

Cody Hofhine: Sure.

Dan Grishko: So when I talked to the owner on the phone, he didn’t mention anything about the divorce, but I already knew about it from his ex wife. I mean I didn’t really even try to convince him. I just see he was just interested in selling. It was boarded up. It was obvious that it was bordered up. So for me that was already a sign of motivation. Just the condition of the home.

Cody Hofhine: Mm-hmm (affirmative).

Dan Grishko: Yeah.

Cody Hofhine: And so talking to him just sounded great. And he was like, “Yeah, I am interested selling. Meet me Monday.”

Dan Grishko: Yeah, and I asked him what kind of offers he was getting. He said he had an offer for 70k. I was like, “Well, what if I can pay you 70 today?”
Once I said that, he’s like, “Well, why don’t you come out and take a look at it?” So…

Cody Hofhine: That’s awesome. So you go out, go on an appointment, you take this imperfect contract.

Dan Grishko: Yup.

Cody Hofhine: And you sit down with him and you put something together.
And ultimately, what did you put under contract for?

Dan Grishko: For 100,000.

Cody Hofhine: Okay. So it came up quite a bit from the $70,000 offer. It came up to a hundred thousand to make that work. And already when you did know that you’re putting this under contract, were you already looking at like, “You know what, even at a hundred grand there’s still some deal here.”

Dan Grishko: Yeah, I mean, it was a 10-unit apartment, so there was a lot of room on it.

Cody Hofhine: That’s awesome.

Dan Grishko: Yeah.

Cody Hofhine: So now we go to the process. And this is what our listeners have to listen to. So you put it under contract and immediately you just get paid. And it’s unicorns and rainbows, right?

Dan Grishko: Yeah. That’s actually how it works.

Cody Hofhine: Oh, I was hoping you’d say no.

Dan Grishko: No, I’m joking. That’s not how it works.

Cody Hofhine: So it doesn’t go happy. It doesn’t just happen and all of a sudden it jumps in your hand.

Dan Grishko: No, no, no.

Cody Hofhine: Right. So what did you have to do? Did you send this out? Did you do a traditional assignment and send this out to cash buyers?

Dan Grishko: Yeah. So when you’re out taking imperfect action, it’s imperfect. So I went out to another wholesaler in the area that I knew and I still respect. He’s a great guy. And I wholesaled that to him and he was my buyer on it.

Cody Hofhine: Okay. And then he probably closed on it and then turned around and sold it again.

Dan Grishko: He made 100,000 on it more.

Cody Hofhine: Oh, man, okay. So now we know there’s some good money in this. Hold on. I got to prep because I want to have the bell in my hand. Hold on. What did you end up making when you whole sold it to the first wholesaler?

Dan Grishko: I made 30,000.

Cody Hofhine: Hold on. You’ve been waiting for this for some time, buddy. I’m telling you, it is your time to hear it because you deserve it.

Dan Grishko: Yeah.

Cody Hofhine: So you put this home under contract… This 10-plex under contract. You wholesale it to another wholesaler for $30,000 profit to you and even though he went out and sold it again, there was probably still something to learn.
Maybe having more cash buyers, maybe having the right cash buyers on the list.

Dan Grishko: Absolutely.

Cody Hofhine: My man, $30,000. Who, at any age, not just 21 years old, at 30 years old, 40 years old, 50 year old, wouldn’t want a $30,000 paycheck and how many hours? Even go on the puff side, plus side of that, of the hours. How many hours do you think you really had involved in this transaction?

Dan Grishko: You know what? I hear this all the time and it’s funny.
The deals you spend the least time when you get paid the most. I probably spent less than seven hours.

Cody Hofhine: So, $30,000 divided by seven. You made 4285. 4,285 bucks an hour. How many people would love to have an opportunity like that?
Now not every deal is going to be like that. Not every hour you work is getting paid like that. But I always tell people it doesn’t happen often, but it happens often enough where you get a big deal that comes in.
It’s just a gravy where you can stay consistent and do deals that pay you anywhere from five thousand, ten thousand, fifteen thousand, twenty thousand and then every now and again you get this big cat end of the hook and all of a sudden it’s a $30,000 pay day.
My man, Dan, that is absolutely huge. What did that look like from you from that moment going forward? Was that when you were like, “Oh my goodness, this is on like Donkey Kong, I’m doing this the rest of my life.”

Dan Grishko: I knew for sure that I’d be doing it the rest of my life and I want to make this into a business. But one thing, a mistake that I made, and this is a learning point for a lot of people, is I had another assignment check after that one for like 17,000 so I got super excited and I stopped marketing.

Cody Hofhine: Oh.

Dan Grishko: And that’s a biggest mistake.

Cody Hofhine: Sure.

Dan Grishko: One piece of advice I can give to somebody is that if you’re in this business and you’re serious about it, then stay consistent with your marketing. Whatever you’re doing, cold calling folks or you’re sending out mail, stay consistent because you need your pipe full of leads. And that’s one mistake I made.
But I think that’s one of the things I learned through that mistake, too, is just being consistent and go into the summit event and that was kind of a reoccurring motif or theme there is just staying consistent. That’s my huge lesson I learned.

Cody Hofhine: So, so, so true. So those listening, if you want to get into the game, there is a huge key factor to this and he nailed it perfectly. And that is you’ve got to stay consistent on your marketing because if you’re consistent on your marketing, you’ll consistently have your phone ringing. If your phone’s consistently ringing, that means you’ll consistently go on appointments.
If you’re going consistent on appointments, you’re consistently getting contracts. And if you’re consistent and contracts, you’re consistently getting paid.
But it all comes back to square one, which is consistent with your marketing. And if you can stay consistent in marketing, you can do great in this business.

Dan Grishko: Yep.
And Darren Hardy talks about this in The Compound Effect. He says that a lot of people lose their success because of their success. So they stop doing the things that got them to that level because they think they’re special or, “Oh I got this figured out,” but don’t let your success negate or stop your success. Keep doing what you were doing.
Then find… Once you’re making enough money, find somebody else that you can pay for their time to do it. So you can do the higher value tasks and build a business around it. But don’t stop doing what you were doing because that’s the bloodline.

Cody Hofhine: I agree with you, my man.
So if you were to start over from square one and we have so many new listeners on this. And maybe some people that have done a deal and maybe are at a dip, what would you say if you were to start all over looking back and knowing what now, what would you have done differently? Or maybe what worked really well that you would have done the same?

Dan Grishko: I would have immediately gotten a CRM because I have so many leads that I lost that you write down on a note somewhere and you forget about them.

Cody Hofhine: And by CRM, just so those listening, what does the CRM?

Dan Grishko: Customer relations manager. Yeah, you can get High Rise for 10 bucks a month I think.

Cody Hofhine: Yep, yep.

Dan Grishko: Yeah, that’s gold because if you have leads coming in, that’s your business. You can’t drop those. The moment you take them and if they’re valuable and you’ve screened them, then put them in for follow up, put them in your database because you might have a couple of deals that you closed right away, but the majority will be later with followup.

Cody Hofhine: Well, I was just going to say that’s probably one of the big key points that you nailed on that everyone listening, majority of your deals are going to come from followup. That’s why everyone says the gold is in the followup or the gold is in the database.

Dan Grishko: Yeah.

Cody Hofhine: It really is. It’s most of your money’s going to come up… Because quite honestly, let’s be cut to the chase. Not everyone’s ready to sell right when you call or right when you send them a postcard. But they could be ready to sell a week from now, or three weeks from now, or two months from now, or six months from now. Or we’ve had some a year out that we’ve talked to.

Dan Grishko: I had a prime example like that. I sent out an offer, we were way off on a price. We were like 80,000 difference and I still sent him out an offer, still followed up. And what happened was there, their dad got into a nursing home. The situation immediately changed and the $80,000 difference, but we still were able to put together a deal that made sense. So…

Cody Hofhine: So cool. So cool. So staying consistent on your marketing is huge. What about if you were to tell someone a book, something that would be, “I read this book and it was a game changer.”
What books would you recommend to be… If you can narrow it down maybe to one, maybe two.

Dan Grishko: I mean, there are no secrets, whatever business you do, it’s hard work. But the one book that changed my life forever is The Millionaire Fastlane by MJ DeMarco. That book is just solid gold for me. That’s, yeah, it was amazing.
I didn’t come from a business background. My parents were blue collar workers. We weren’t really wealthy when I was a kid. We were… I didn’t have the money to live life. So I don’t even know about business and the different opportunities. So the best thing for me was college, but college wasn’t for me, though. And it’s not for a lot of folks, especially the entrepreneurial college fails The entrepreneur.
Netbook talks about all the paths you can choose in life and the likelihood of you becoming successful and getting freedom in your life because it’s not just about money, it’s about time. It’s about family, state and freedom to do what you want with their life.
So The Millionaire Fastlane I recommend anybody who’s, thinking about business or… It’s more of a mindset book, too. But mindset is huge. It’s important.
And that book taught me a lot too. It was about the process, not the events. Everybody wants the check, I might want the check, but it’s about the process, about getting there, about the hard work they have pretty in the hours, sending out the marketing, [crosstalk 00:21:11] and the calls that brings the check. Exactly. So focused on that. The events are results. They’ll come later.

Cody Hofhine: Love it. I still don’t believe I’m talking to a 21 year old. I’m going to need a birth certificate.

Dan Grishko: I read another book. The One Thing by Gary Keller, I mean it’s pretty obvious, but, you pick one method or strategy, stick to it.

Cody Hofhine: So true. Well, Dan, my man, I want to thank you and appreciate your time. I know probably while we’ve been on this podcast, your phone’s already rang and so I want to let you get back to your business. But thank you so much for taking your time out of your day to get on this podcast and help inspire so many individuals nationwide that are actually looking to get into this business.
And maybe for some reason, maybe there’s a fear that’s holding them back. Or maybe there’s that doubt or maybe there’s that, “Oh, what if I fail?” And I want you to know that’s okay. You will fail. You will make mistakes, but that is okay.
Think of everything out there. Everything that Dan has even been talking about on this podcast is just fail your way forward. Those failure moments, those moments that you feel like you’re failing, those are your greatest teaching moments to make you stronger, make you better.
That the great quote from Thomas Edison is essentially talking about how he never failed. He just found 10,000 ways that didn’t work. You’re going to find ways that don’t work. You’re going to find ways that you could have done it better. That’s okay.
The only way you’ll learn that is if you just go out there and take that imperfect action just like Dan did and you, too, can get your first wholesale deal or your second or 10th or wherever you are in your journey with wholesaling.
And if you want help with that wholesaling business, click over to our website. It’s that’s and main thing is click on those stories, the testimonials. It’ll let that you guys can do this.
These are students doing this all across this great nation. It will inspire the heck out of you, letting you know. You’ve got this. You can do it, your dreams are worth it. And if you want to book a free strategy call, do it right there from that website. You can get on with our team and if we like what you have to say, we just might invite you to be part of the tribe.
Until next time, Rhino nation, take care and we will see you on the next episode.

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