Posted on: June 07, 2018

While the wholesaling business has proven challenging for some, it has been quite easy for Stephanie Polydoroff. Sure, one can assume she’s just lucky but for Stephanie, her wholesaling success can be credited to two things—tenacity and consistency.

Although Stephanie got her real estate license way back in 2016, it wasn’t until February of 2017 when she decided to get into wholesaling full-time. And she has not looked back since then! After cutting off her safety net, she closed 5 deals within the first 2 months using the proactive approach which is talking to people (TTP).

If you’re still in the process of finding your first wholesaling deal, you just might find the inspiration to push forward in this episode so don’t miss it!

The Deal:

While Stephanie has been very consistent in using and sending out direct mails, she has found majority of her deals through cold calling.

  • She found a motivated seller by calling people on the tired landlord list. Seller owned a rental property, lived out of town, and is tired of being a landlord.
  • After talking to the seller over the phone and building rapport, she was able to gain the seller’s trust.
  • Eventually, she was able to buy the contract and earned $10, 000 in assignment fee. That’s more more money than what she used to earn in a whole year while working full-time and she earned it just by taking action and staying consistent.

For Stephanie, her focus, determination, and consistency has worked like magic. Follow Stephanie’s lead—her results have been nothing less than phenomenal so there’s no doubt she knows what she’s talking about!


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Episode Transcription

Brent Daniels: Hello? Hello, hello everybody. It is Brent Daniels for another killer sizzling on fire crazy town podcast today. I’ve got a phenomenal guest on the podcast, but before we get to that, I want to talk about a couple thoughts that I have, a couple thoughts that I’ve heard of. A couple thoughts that I want to share with you right off the bat.
The first one, I want you to write this down when you get a chance, when you pull over, when you’re not on the treadmill, when you’re not driving, whatever it is. What I want you to write down is talent multiplied by effort equals skill. That’s talent x effort = skill. What is the talent that we need to have in this business, in this wholesaling business to be able to source the absolute best deals in the marketplace to be able to help out the sellers that have the biggest problems in the marketplace?
What is the talent that we need to have there? Is it communication? Absolutely. Is it talking to people on a regular basis? Absolutely. Is it listening? Is it having emotional intelligence? Is it making sure that you have enough information, enough training, enough experience to be able to help out as many situations as possible. Absolutely. The talent, all of that.
The way that you use your voice, the tone that you use, the way that you listen to people, and really, really let them get past all of their initial layering that they’ve built up over the years of kind of keeping people at distance from really understanding what their problems or issues or who they really are. People just build this up and kind of put a shell around themselves to be able to break down that, to really communicate with the people is the talent in this business.
And you multiply that by the effort, the action that you take and that equals skill. And then what I want you to write down is skill multiplied by effort equals accomplishment. So there’s that word again. Effort, effort. That’s the action, right? The skill x the effort = accomplishment. The skill, remember is the talent x the effort. It’s taking all of those talents that we need in this business and multiplying it by taking action. That’s the only way that we can get the skills.
That’s the only way that we can get the accomplishment is then taking those skills and multiplying it by the efforts and getting the accomplishment. Another thought that I want to hit you guys with real quick is addiction. Addiction. There is such a thing as having a positive addiction to action. It absolutely is going to change your life, your business, whatever is having a positive addiction to taking action every single day. And the third thought that I want to leave you guys with right now is time horizon.
Put it in quotes, “a time horizon.” Long-term thinking improves short-term decision-making. Okay? If this is your passion guys, if real estate investing is your passion, if wholesaling is your passion, if not working for somebody else, is your passion, then look at your time horizon. What is the long-term thinking that is adjusting your short-term decision-making? Are you going to be doing this forever? What is the plan? What is the goal? What is the deadline? What is your time horizon? All of these things important.
Now, they might seem like they’re all over the place to start this podcast out, but they are all interconnected in this wholesaling world and wholesaling absolutely is the you have struck the lottery, you’ve hit the lottery when you start this business. Wait till you hear the conversation we’re about to have with this phenomenal real estate professional, this phenomenal professional wholesaler that I’ve got on the line patiently waiting for me to stop rambling and get on with it.
But before I do, the last thing I want to mention is October 15th through the 17th I better see you at the Wholesaling summit in Asheville, North Carolina. Go to wholesalingsummit and get registered now. There’s only 300 people in the room. I’m telling you, out of the whole entire 8 billion plus people on the planet, there’s only going to be 300 in that room and you’re going to be filled and surrounded by absolute superstars.
People that are just phenomenal in this business and face to face time with them is worth 10, 20, hundred grand, a million bucks, whatever, over the lifetime of your career. So make sure that you get it in there. This is the first time ever, ever, ever, ever Wholesaling Inc has opened it up to not only the try but everybody else, but you better believe the people that are already in the tribe are going to get in there first for sure, because they’ve been there, they know they love it.
So if you’re not in the tribe, you’re thinking about it. This is the perfect step to take to get in there and go to this event and check it out. So so without further ado, we talk about talent, we talk about effort, talent x effort equals skill. We’re talking about skill x effort equals accomplishment.
Let me talk to about a unbelievable gal here in my market in Phoenix, Arizona that is absolutely lighting it on fire. She is already, already the first five months of this year she’s going to be close to $150,000 in earnings in assignment fees, working by herself, grinding every single day using those talents and effort and skills to accomplish. Just so incredible to introduce Stephanie Polydoroff. How are you?

Stephanie P.: I’m blushing. All these kind of words, it’s awesome.

Brent Daniels: I love it. Well, you absolutely deserve it. You’re a phenomenal. I love it. So just to give you guys a little bit of idea, every month Stephanie and I and a few others that are in the TTP program get together every month and we have a little mastermind dinner and it’s phenomenal. And I’ve seen a huge growth month after month after month of Stephanie’s business and of her talent and of her skills. So Stephanie, give everybody a little bit like two years ago, what were you doing?

Stephanie P.: So two years ago I actually was not in real estate at all. I was in hospitality working for a large hotel here in Scottsdale and was in the events department. Yeah, so I was doing a kind of admin stuff and working my way up to be a manager and events manager.

Brent Daniels: Awesome. Love it. So when did you get into real estate?

Stephanie P.: I got into real estate in 2017. I actually got licensed with… Or in 2016 but didn’t really do a whole lot with my license. It kind of just sat there active and 2017 it was around February is when I started doing, when I discovered wholesaling and when I started working with another investor here in town, kind of on a whim and it was very random how him and I ended up meeting. So I’ve been doing real estate for a little, for about a year and a half at this point actively.

Brent Daniels: Sure. But before you were kind of where you’re door knocking, where are you answering phone calls where you like acquisition manager? What was your role when you started?

Stephanie P.: Kind of all of it. I never really got proper training though. Yeah, I met a guy who did remodeling and so he kind of found out about sending direct mail and so he wanted to test it out and so piece off, I guess what he had said how tenacious I was and he’s like, “Why don’t I put you on my mailer and take the call, find out some information, go on the appointment, get it under contract.” So I really became his acquisitions girl, depositions, I kind of did it all with him for about six months last year.

Brent Daniels: Got it. And then you transitioned and then we actually met each other. And you had, you had helped me out in my business when one of my acquisition managers went to Europe for a while. You had helped us out and then during the same time you were grinding on your own deals, right? You’re sending out mails. You hadn’t started making calls yet, is that right?

Stephanie P.: Yeah, I hadn’t, I wasn’t to that point yet because I was, I was still working with the other investor here and really trying to kind of cut that tie to focus more on my stuff because it was pretty time consuming at that point, working with him trying to do my stuff. And then obviously working with you guys was awesome for that short while, but that was the point in time when I was trying to kind of cut that tie with him.

Brent Daniels: Got it, got it. Love it. And then since then, I mean really since the beginning of the year you’ve been going full steam for yourself, right? Do you have any other income coming in from a different job that you’d like work at?

Stephanie P.: I don’t. It’s all wholesaling.

Brent Daniels: It’s all the strings are cut. You are out there just doing it. No other job. No other income. 100% entrepreneur.

Stephanie P.: You got it.

Brent Daniels: Love it. How does it feel?

Stephanie P.: It feels awesome. I wouldn’t have it any other way. I mean in comparison to two years ago when I was working the hotel and hospitality, I was kind of miserable and I just wasn’t excited. And so this is something that I… I mean for all of us listening to this podcast, I’m sure everyone can relate that. I mean there’s just this passion inside and excitement, and it’s a whole different feeling that I had when I was in hospitality.

Brent Daniels: Yes, I love that. And that’s the perfect word is that passion, right? It really is. Now listen, whether it is your passion for putting together deals, whether it’s your passion to having freedom of schedule, whether it’s your passion for buying rental properties or building a rental portfolio or building assets, long-term assets. Maybe it’s a combination of all of it. But I’ll tell you what slows it down. What slows it down is not taking the action.
What slows it down is being pulled by different responsibilities all over the place and you just went out and you just went. I mean, you cut the safety nets, was completely out there. I’m Stephanie, I’m going to make this happen and I’m going to achieve my goals and live off of this passion. It’s incredible. It’s absolutely incredible. So walk me through the last five of evolution in your business.

Stephanie P.: So I mean really I think it’s like what you’ve been saying in his podcast, the effort part of it, because I signed up for TTP last year and I didn’t really take any action and I mean and on. so when I really started calling this year, I mean it was incredible. I had a list that I skip traced and within two months, I mean I got about five deals. So just taking that action in that and putting in the effort.
So this year, I really focused on staying more consistent and obviously than last year and I mean it’s paid off. So these last five months I’ve been doing direct mail, but the majority of my deals that happened in the last two months have all been from cold calling.

Brent Daniels: Yeah. What do you think stopped you off the bat from when you had joined the TTP program to really get going with it?

Stephanie P.: I mean it’s one of those things where you know you should be doing something. I mean, you’re letting yourself down essentially. You’re selling yourself short and I don’t know what the tipping point was at what point, but I just knew I had to do it. And so finally I took action and I started doing it.
And I think too also it’s kind of who you hang out with. I think that, you know, I had a couple people around me that they were taking massive action and so it was kind of like that motivation from surrounding people as well. And it was just all of that in a nutshell, basically.

Brent Daniels: Yeah. I mean it’s a common saying or a common theory that you’re, the combination of the five people that you spend the most time with, so choose carefully type of thing, right? So I think that that’s a huge factor when it comes to this business. It’s interesting when we surround ourselves and we’re around, a lot of wholesalers, around a lot of real estate investors you think that everybody does it and then you’d go out into the real, you go to like a family barbecue or you go to like a reunion or you go to a wedding and nobody knows what the hell you’re talking about. You know what I mean? It’s crazy.
I think we think that everybody’s doing this and everybody’s involved in that. And that’s because, yeah, we talked to a lot of people and we’re around a lot of people and we network with a lot of people. But in general it is still blue ocean. It is still an opportunity to just make a huge impact and do a lot of incredible business. So I’d love it. I absolutely love it. And I love that you’re surrounding yourself with people that are taking massive action for sure. And that by the way, attracts people that want to take massive action because they want to be around you.

Stephanie P.: Yeah, exactly.

Brent Daniels: So walk me through kind of like give me a specific deal that you would break down that you just called and you pulled just out of the blue.

Stephanie P.: So out of the five TTP deals, I’ve had one that’s been kind of a headache. Everything else has been… I mean I hate to say it, but kind of easy. I always feel like, why am I getting so lucky or why is this happening? Is it, I don’t get it. It shouldn’t be this easy. But I guess one deal that I got last month was a seller out of state and she was in Texas. It was a rental property that had been in her family for a really long time.
Her motivation, I think at that point was just because she was out of state, tired of being a landlord. So I mean I literally called her up. She said she wanted to sell it. She was pretty much market value at that point. And so I kind of went back and forth with her a couple times, followed up with her a little bit. And then finally, I gave her an offer and she ended up taking it. I mean it was a pretty, I guess a non-complex deal really at the end of the day.

Brent Daniels: How did you know from her initial? She initially wanted kind of retail. How did you know that there was more room there? How did you know that you could get it in the range where it would be a deal?

Stephanie P.: I didn’t know that there actually was. She had said that. I mean I knew I could tell her motivation and the fact of she had been talking to a couple people and she had told me what somebody else had offered. So I kind of, that was kind of my base.

Brent Daniels: Got it. Yeah.

Stephanie P.: But I knew that that price, I mean it was going to be too high because I could see what things were selling for in the area. But then again, it was near the university near ASU over here. So I knew that there wasn’t a whole lot of inventory recently. The demand is high, it’s by the university, the light rail. There’s many factors that I knew I could probably end up selling it for higher than what maybe the next person would think.
So I’m not sure if that answers your question, but basically I had a baseline of what someone else offered her that she declined. I knew that my offer wasn’t very, you know, too close to what he was offered or I don’t know. I kind of just went back and forth with her and I think that her and I had good rapport at that point and she actually added me on Facebook. I’m a real person.

Brent Daniels: Right, right. And make sure that you’re like, you know, live here.

Stephanie P.: Yeah, exactly. So I think she just began to trust me over that week that her and I had talked back and forth and I mean we had a deal, it was easy deal. She stayed out of state, title, mailed her the documents and I mean it was a pretty simple transaction.

Brent Daniels: Beautiful. And how much did you make on it?

Stephanie P.: I made 10 grand off that one.

Brent Daniels: Oh yeah. I love it. 10,000, right? I’ve just pulled out of thin air. I love it. I love it. I love it. So now we’ve gone through the appointment period and I know the answer, but I want everybody else in our listening audience to know. But how do you find consistency to where you’re taking action every single day?
Being proactive every single day or at least a certain times of the week or like how do you set it up so that you can actually… You went from, I know I need to do this to now I’m doing this to consistency. So how does that look? How does your week, your day look when it comes to taking action?

Stephanie P.: Well, I think a lot of it has to do with, you know, once you get a deal it’s kind of, and it pushes you forward. The moment the momentum is there at that point. But what I try to stick to, what schedule I try to stick to is… I mean this is like personal and mixed with business, but I wake up in the morning, go to the gym and come home, eat breakfast, and then that is when I start cold calling. So that’s probably around 8:30, 8:45 and then I dial for about two hours and sometimes longer.
And depending on the conversations I’ve had and my contact rate. And then at that point I’ll probably take a little break and then I’ll do my follow-up calls for the day. And then sometimes what I’ll do is dial for like an hour from what I’ve read somewhere the best time to dial is I think from 8:00 to 9:00 and then 3:00 to 4:00. So sometimes if I somehow dropped the ball in the morning calling for that, so it was two hours, then I’ll pick it back up later in the day at a time where I think I’ll reach people.

Brent Daniels: Love it. And I get that question all the time. When is the best time to call? When are people going to answer the most? And the answer that I have for it or the response that I have for it is whenever you can consistently do it. Because it is all about consistency. It is all about staying focused and time blocking the time so that you can continue and trust me, it gets tough, right? It gets tough, Steph when when all of a sudden you’re piling deal upon deal and you’ve got escrow and you’ve got a title and you’ve got checks coming in and you’ve got money coming in and doing this to stay in that consistent zone.
That’s why there’s depths in a lot of people’s businesses, the ups and downs, the roller coaster ride, because you stop the flow of new contacts when you start getting all these different creative avoidances popping up in your schedule and your life and your business, but just staying focused and disciplined on, and you don’t have to be disciplined that long. I mean, maybe it’s a half hour, take a break, maybe it’s an hour, maybe it’s two hours, but just taking that consistent action is what it takes.

Stephanie P.: Yeah, absolutely. Because literally these five deals have came. I mean, they all came from one list and-

Brent Daniels: Which list?

Stephanie P.: It was a tired landlord list.

Brent Daniels: Beautiful.

Stephanie P.: Yep. And it was just me calling consistently. And if when you become consistent, you start seeing the results and then it’s kind of like magic.

Brent Daniels: Yeah, it is like magic. And now you’re like making 30 grand a month from nowhere. I mean, honestly, how long would it have taken you to make 150 grand in your old job? Three years? Two years?

Stephanie P.: I would probably would retired there. I was making peanuts, like I honestly, I was making about $27,000 a year.

Brent Daniels: Right, right. So it would have taken you five to six years to make what you’ve made in the last five months. I’m going to give you some of this again. That’s awesome.

Stephanie P.: Yeah. It’s pretty crazy.

Brent Daniels: I’m just so happy for you. So, and you’re awesome and you’re just, you’re amazing. So just give some advice to everybody out there that’s starting or they’re doing some business, but they’re maybe struggling or maybe the market’s a little bit squishy for them right now and they can’t get their hands around it. Or just give them just a little piece of advice on what they can implement right now to just kind of start taking action and start getting some results.

Stephanie P.: I mean, I really don’t be mean to be redundant, but I think it’s about being consistent. And like I said, consistency is almost like magic. So I understand there’s probably people out there, and it happens to me too, that you go through a dry spell even when you’re trying your hardest and you’re doing everything you can. But I think at times like that if you’re staying consistent and then you have some sort of faith, and I don’t mean to get not even religious or whatever you believe in like manifestation or whatever.
But just know that it’s just a matter of your attitude too. If have this attitude of, “Oh, nothing’s going my way and I can’t get a deal for the.” I mean, then you’re putting that out there and that’s what you’re going to get back. So I think it’s a matter of kind of resetting your mind and resetting your thoughts and even when times are a little bit harder to get motivated or harder to make calls or nothing’s coming in and you just stay consistent and keep a good attitude.

Brent Daniels: I love that. Attitude is everything. I absolutely love that. So I just want to say thank you to you. Thank you for jumping on this podcast. If anybody wants to reach out to you, what would be the best way that they can get in touch with you?

Stephanie P.: They can send me an email even though I have a really long last name.

Brent Daniels: Go for it.

Stephanie P.: Okay, so it’s S Polydoroff that’s P as in Paul, O-L-Y-D as in dog, O-R-O-F as in Frank, F as in Frank

Brent Daniels: Awesome. Perfect. Thank you so much. I mean just an incredible, I mean we talk all the time and see each other all the time, but it’s just incredible to see how much you’ve made in this just the beginning. And I think that you’re just ramping up, you know what I mean? You’re going to end this year at a really ridiculous number. So I just love that. And everybody else out there, I read this quote and I think it’s really important and it just sprung into my head when Stephanie was talking about attitude and consistency.
The quote goes to something along the lines of “You don’t drowned from falling into the water. You’re drowned from staying there.” Okay? So what does that make me think of? How does that relate to our business? It relates in the sense of are you working at some job that’s that’s every single day just dragging you down. Yeah, you fallen into it, but are you going to stay in it? You know what I mean? Are you going to take some action and start pulling yourself out like Stephanie did where she decided, no, you know what, I’m going to do this real estate thing. I’m going to put the action into it and I’m going to do incredible business.
I’m going to do incredible things with my life. I’m going to have my own schedule. I could wake up in the morning and go to the gym and then start calling up people and pulling money out of thin air by just talking to people. You know what I mean? Are you drowning in not getting any results from direct mail or from internet marketing or from door knocking or from bandit signs or anything like that and you’re looking for a better way to do it?
I’m telling you, the TTP program, you got to check us out. It’s at least worth a phone call. St up a call at a It’s Set up a call, see if it’s the right fit for you. We’ll see if it’s the right fit for you as well. Listen, whatever you’re going through, we have been through it. So set up a call. It’s completely worth your time. It’ll be the best call of your month, your week, your life. So set that up because listen, this is not some new thing for the TTP program.
I’ve been doing this for five years. This isn’t something that I’ve been testing out for the last six months. This has proven time and time and time and time and time again. And if you’ve take the action like Stephanie. If you build your skills, if you’re working on the talent, then the accomplishment comes and all of a sudden you’re sitting there making $30,000 a month when you were making 27,000 a year, two years ago.
So again, Stephanie, thank you so much for jumping on this podcast with us. You’ve brought so much value and please, if any of this clicked in your head, if you want to talk to Stephanie, if you want to bring her into your world a little bit, or you into her world, then shoot her an email. She is phenomenal. So until next time, guys, I encourage you to talk to people.

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