Posted on: August 09, 2018

Did you invest the money you earned from your first wholesaling deal into marketing or did you choose to take it easy and go on a vacation? If you did the latter, then you have something in common with today’s guest.

Brittany Thomson is a driven wholesaler from Birmingham, Alabama. The doting mother of 3 closed her first deal way back 2015 but she didn’t know any better about wholesaling back then.

Fortunately, she learned from her mistakes, invested in the TTP program, and is now looking to dominate.

If you are wondering how the TTP program can help you or if you are looking for guidance on how you should move forward after closing your first deal, this is one episode you can’t afford to miss!

The Deal:

  • As per Brent’s advice, Brittany called the people on the high equity absentee owner list or what’s otherwise referred to as the “tired landlord” list.
  • She found a lead who’s currently based in Georgia. However, since they couldn’t connect on the phone for some reason, they carried out the negotiations through texting.
  • After agreeing on a price they both found reasonable, she was able to purchase the contract, sell it, and walk away $10, 000 richer!

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Episode Transcription

Brent Daniels: Rhino Nation. Yes it is Brent Daniels here, another flaming hot podcast coming at you. I wanted to open up this podcast with a thought, something that’s been in my head for the last couple of weeks. I think that it’s very, very interesting. We are now approaching the 10 year anniversary of when the economic world collapsed. It collapsed about 10 years from now coming up in a couple months. It was the September, October time of 2008 when everything just came to a screeching halt.
What I will tell you with that is, I’d been reading about the economic collapse. I’ve been thinking about it and in one book that I just read, it is called The Rhythm of Life. It talks about the darkest hour is right before the dawn, but the darkest hour gives birth to the greatest children of light. I really, really liked that. I highlighted that and I earmarked that in the book because I really think, at least this is just coming from a personal perspective. This is coming from a lot of networking with incredible professionals, but just getting that sense, knowing what it’s like to lose everything, knowing what it’s like to start over, knowing what it’s like to scratch and claw and dig out of financial hole or bankruptcy or whatever it is. I think has made us smarter and I think for that generation that was in junior high, high school during that time, the “millennials”, I really love this group. I hire a lot of them. My team is made up of a lot of that, a lot of millennials, a lot of that age group and they are just fun, way smarter than I was at that age and I really think that they learned from their parents or their family, their aunts and uncles, I mean whoever, their grandparents that had lost everything or had really taken a huge hit.
They learned about fiscal responsibility. They learned about not taking on too much debt. They learned about making sure that they can earn and provide enough to pay for all of their bills and debts and everything. I think it’s just beautiful. I am so excited and bullish about what we’ve got going on right now. I think that with a smarter generation and with just that passion that we have for real estate, we’re in a position now to just truly, truly go after our dreams. Yeah, there might be that fear, that hangover, that shadow that lurks over our dreams and our business of what will happen if that happens again. But I truly believe that we’re a lot smarter and we’re doing a lot better things just from a fundamental level that we were able to avoid a lot of that and go with a lot of positivity, a lot of light, and just really, really make an impact in the community.
So with that three minute little rant there, I am so happy. Coming from Birmingham, Alabama is a wonderful and incredible real estate professional that has done everything for the past, I mean since she’s been able to work, to fight and scratch and claw and win and win and win and lose and win and win and lose, and stay positive and keep that passion for real estate alive. So with that, I want to introduce the world to Brittany Thompson. Say hello Brittany.

Brittany T: Woo! What’s up everybody? I’m fired up man!

Brent Daniels: I love it. I love it. So amazing. Bringing the energy. So Brittany, tell us where you are from, where you’re working and what is your background?

Brittany T: All right, so again, thank you Brent. I’m honored and just humbled to be on this call. I’m calling from Birmingham, Alabama. A little bit about me. I’m a mom of three. We got what? Eight years, seven years, 14 month old and I’m happily married for the past 10 years to my middle school sweetheart Leon, who’s slaying dragons at work as we speak.

Brent Daniels: I love it.

Brittany T: A little bit about our background. It’s funny because as you were going through your notes from the book you’re reading, we’ve experienced all that, bankruptcy, foreclosure, networking with the repo man, picking up our cars.

Brent Daniels: Sure.

Brittany T: Man, cutting our lights off. We’ve been fighting man. We were hungry man.

Brent Daniels: Yeah.

Brittany T: And so, yeah, we just bumping our head. We tried a different type of multilevel marketing. We sold a mortgage protection for like eight years. And I mean we just, anything we could do to create a new lifestyle because we knew that this 9:00 to 5:00-ing is not how you’re going to make it. And we want freedom and we want to travel, want to serve God and give. We want to write checks and not worry about what’s in the bank. So we got some big goals and dreams and we’re just fighting. We’re just fighters.

Brent Daniels: I love it. And I’m telling you, this is a story that is, you know, I mean it is repeated across the country and I think it really hits home. I think it really does, foreclosures and getting cars taken. And just in that whole like time period and now crawling out of it and getting out of it, how did you find real estate? How did you… Did you always have a passion for it? Is this a new thing? Did you think, is this just something that kind of fell in your lap? Like tell me about that.

Brittany T: Well, and thanks for asking. So we have a small background in real estate. My mom, she’s actually a really hot broker here in the Hoover area. I watched her work out deals and honestly, I never saw myself in sales. I was always in banking. I worked with several big banks out there for like 10, 15 years. I’ve done a lot in my little 32 years here on earth. But as far as how I found real estate, man, I was just searching and doing insurance. I was getting charge backs. We were just making poor decisions with our money and I was up late bouncing my baby. And I’m just like, there’s got to be more, what else is there? And I’m just Googling, make money, just trying to figure some stuff out because we had bills bro.

Brent Daniels: Sure.

Brittany T: It was hard.

Brent Daniels: Yeah, I get it. Yeah.

Brittany T: And we didn’t have time to wait three weeks in the hole to get a check for $1500 to have Uncle Sam take out his five and then insurance and everything else. It wasn’t there, there was nothing left. So we’re Googling, I come across, and you probably know Sean Terry’s Flipped to Freedom.

Brent Daniels: Sure.

Brittany T: I found out about the how to make five… At that time, 5K in 30 days. And we grab held to that. We did bandit signs for four weeks straight, middle of the night. And we got our first deal and the sky’s the limit since then, man.

Brent Daniels: Beautiful. Beautiful. And when was that? When did you start Brittany?

Brittany T: Oh gosh. I want to say that was what? 2014, 2015 ish, something like that.

Brent Daniels: Awesome. So you got your first deal 2014, 2015. What did you do? Did you flip it? Did you wholesale it? What’d you do?

Brittany T: Man, I do what everybody else would to do. I sat on it, man, I got my check and I just went on vacation. It was done, man.

Brent Daniels: So, did you assign it to somebody then?

Brittany T: Yes. I assigned it and we got the cash and it was awesome. It was great.

Brent Daniels: And how much did you make on your first deal?

Brittany T: Made $3,667. I’ll never forget it.

Brent Daniels: I love it! Yeah. I love it. Well, and that’s the toughest part, right? The toughest part is to start every day at zero. I tell all of the students at TTP, you got to start every day at zero. Zero deals in your pipeline. Zero pendings, zero money in your account. You got to pretend and put that in there to keep it going until you can get to the point where you’re building up your assets enough to where you can live passively, but if you start every day at zero, you got that hunger. You got that passion. You keep the momentum going because once you get going in this business, once the pipeline starts filling up and really you keep talking to new people every single day and providing opportunities every single day, it just starts going really, really, really crazy and really great and really profitable.
But you have to stay consistent. It’s so hard because we love going out and paying off those certain things and going on vacations and you know, “Oh it’s raining out today. I’m not going to work today.” Nobody wants to answer the phone when it’s raining or snowing or whatever else. You know what I mean? Oh, it’s Saturday. I don’t want to bother anybody on Saturday. All these things that prevent us from really exploding our business. So I hear ya.
I absolutely have worked with that. And I really think if you keep the mentality of starting every day at zero, it really, really helps because it gives you that kind of a little bit of nervousness, a little bit of that anxiety that I think is healthy. I think it keeps the blood flowing and it keeps your body moving. So that’s awesome.
So you did your first deal and then tell me how’s the evolution of your business? How walk me from 2014 to now?

Brittany T: You know basically, man it’s just been a rebirth. Like I said, we got the first deal, we were fired up, we’ve figured this works, we cried, all of that. And then we sat, like we did really unwise stuff and then, after a few months we just realized we can do this again and again. We don’t have to take a break. We can do this tomorrow. So after going through that really just sad because you know, we’ve got to get that wheel rolling again. Before we had traction, but now we had to start all the way over from scratch.
And so we went through the emotional, you know, “Man, it’s not working. Man, this is working.” And the deal fell through because we had deals fall through and I just prayed. We’re big into prayer and our faith. And I was like, “God, I know this is what you have for us. Your word says you won’t forsake us.” And I just prayed over my business and I affirmed our business. And that’s been the biggest thing is those affirmations. It don’t work in the moment that you’re doing it, but if you do it consistently, oh my God, the stuff I’m speaking is happening and it’s like, “Oh I have power. I have magical power man.”

Brent Daniels: I love it! Of course you do. I love it. I love it. So give me specifics. I mean, when you were starting out in this business, what struggles did you face when you first started?

Brittany T: So when we started, we didn’t have any money so I had to use a credit card to buy the course. Then I had to use a credit card to get the bandit signs and I had to use a credit card for gas. I don’t recommend it, if whenever you got to sell in your house, do that. But at that time period, that’s just what we have. We don’t have a lot of value or we didn’t at that time have a lot of things worth anything to sell. We just sweat equity, bandit signs. That’s it man.
And also on like pre-foreclosures because I was trying to just… I was going fishing, I was putting out lines trying to get something. I would just hand write cards and send them in. Like thank you cards.

Brent Daniels: Yep, yep [crosstalk 00:12:12].

Brittany T: I had enough time on my hands because I’m at home. I wrote thank you cards saying, “Hey, I’m going to buy your house, yada yada yada.” And we would get calls and we landed with a couple of deals here and there. The biggest turnaround came, I want to say year before last through networking with another young lady. She worked out of state, she was wholesaling here. So she was virtual wholesaling, wanting me to be her boots on the ground. At first it was weird, I didn’t trust anybody. So it was hard trusting her because she was at a distance and I’m sure it was probably the same for her.
But long story short, she would get properties in the contract, we would do the JV deal, we would get paid. And it was like, “Okay. Yeah this is what I’m talking about.” And I was like, “Well now I can go get my own leads because I’m making some money.” So as far as specific, I think I did maybe five or six deals with her. And then, I just started doing more of the mailing them out. I started cold calling a little bit. I didn’t understand it.

Brent Daniels: Yeah.

Brittany T: But man, that cold calling this fire, man.

Brent Daniels: Yeah. Well it’s interesting, right? So I really see, I’ve been doing it for a while, right? Of course. But I never did bandit signs. But I know you know the cost of the bandit sign run out and to put them out there and to wait for the calls to come in. And, in some places around the country it works. It works really well. But I’m telling you for less costs, you can get somebody’s phone number and call them and see if they would consider an offer. And I think it’s really, if you’ve never done a deal before or if you’re just getting going or if you’re done a ton of deals, but the costs keep going up and up and up. I’m telling you, you got to pick up the phone and TTP, you got to talk to people on a daily basis because it is, you’re cutting out all the fat. You’re cutting out all of the excess movement that you need to do.
You’re going straight to the homeowner and you’re having a good conversation. As long as you follow the script and have a good kind, and optimistic tone, then you’re going to do amazing. So you started doing some cold calling and then what happened?

Brittany T: Oh man. So it’s basically like, I like to reference the Matrix taking the red pill and the pill. the red pill is mailing the blue pill is cold calling. And I was like, “Man, I took that blue pill, man and we got our first deal using your program like two weeks.” I just [inaudible 00:14:27] believe it brought and this the highest fee we ever made. Like it’s a lot for us.

Brent Daniels: Okay, so let’s break this down. So, let’s help the audience understand what that means. Not understanding what it means, but where you found it. So what lists did you call on?

Brittany T: I called the list you told me to call in your course. It was the high equity absentee owner list.

Brent Daniels: Yep. Beautiful. So we like to call it the tired landlord list. You know, you’re looking for properties that are older. You’re looking for ownership of a while, at least a few years. The longer, the better. The longer they own it, the better. Certain zip codes are going to be better than others because they’re going to be in rougher areas or nicer areas. So it just depends. So you called the tired landlord list and then what happened?

Brittany T: So I called the list, we got some leads come in. I had this one guy call from Georgia and he just kept calling and I was like, “Yep, there’s something to this because he just keeps calling.” They don’t do that typically.

Brent Daniels: Sure.

Brittany T: And let me preface this, before we started your program, we were already cold calling, but I had always felt like there was something off. We were missing this intense part of the system to make this thing boom. And it was the list and the consistency and the reading. Once I implemented all of those at the same time, it was like, “Boom!”

Brent Daniels: Yeah!

Brittany T: You know what I’m saying?

Brent Daniels: Yeah, I do. Yeah.

Brittany T: And check this out. This guy that kept calling. Our cell phone receptions didn’t work out. I texted this deal. I have never talked to this dude. It’s all been text message.

Brent Daniels: Yeah.

Brittany T: It’s like, “What?”

Brent Daniels: Did you call him and leave a message?

Brittany T: Yes. And my VA, I got to a VA out of the Philippines. She called and called and he called me back. Like I said, we couldn’t connect. So we started texting and yes, I left. She left message. He called back, he left message. I called back, I left a message and then he said forget it. Are you Brittany with the buys houses? And we just took off from there.

Brent Daniels: Beautiful. I love it. So I always say in every deal there’s always three core elements, right? They want to sell, they trust that you can get it done and you solve their problems. So what was his problem? What was going on in his life that made him want to sell that property?

Brittany T: Perfect. So again, he’s out of state in Atlanta, he was renting the property out. Unfortunately the last tenants that was there, they didn’t take care of the property. They didn’t [inaudible 00:16:57]. So it was just getting bad, man and he can’t come and fix it because he’s out of state. So it sits or it sat.

Brent Daniels: Mm-hmm (affirmative). He was just… I mean, he had a property that was beat up and vacant.

Brittany T: Right?

Brent Daniels: Ugh, yeah.

Brittany T: Double yammy.

Brent Daniels: Yeah. I mean it is, you know what I mean? And it feels so good. I don’t know. This is kind of like a sidetrack, but it feels so good to get a property cleaned up and a family in there, or somebody living in there, you know what I mean? It just feels good.

Brittany T: Yes, absolutely. It’s a nice neighborhood. It’s a couple houses that don’t look right. But other than that, I drove through it and it’s nice, it’s not even bad.

Brent Daniels: Yeah, I love it. So, well let’s talk specific. Let’s talk, what did you get it under contract for and what did you assign it for?

Brittany T: So after some negotiation, remind you he started at $16,000 and was listed before.

Brent Daniels: Okay.

Brittany T: Talk to him. Told him we don’t do listed properties, all of that type thing. Got him down to six, went to check out the property. And I was like, “Man, this thing looks bad bro. There’s no way. We like to ne all in at 20.” And he said, “Well.” I said, “It needs 20 worth of work.” He said, “So what? You’re not giving me nothing?” And I was like, “Well, I’ll give you $1,000.” Because I’m not the low baller. My husband, he’s the dude that’s like gut check, low baller. I’m nice with it, I’ll give you too much on accident.

Brent Daniels: Sure.

Brittany T: And basically he was like, yeah, at six. I was like, “No, one.” He’s like, “Well, I could walk away with $3000 or something like that.” And I found out he was back taxes and that’s its own story. So I was like, “Well you know, we don’t pay those. That’s on you. So it’s going to come out of your portion.” He’s probably going to walk away with $2100 [crosstalk 00:18:38]-

Brent Daniels: Yeah.

Brittany T: [inaudible 00:18:38] probably. He’s going away with $2,100 and I wholesaled it for 13.

Brent Daniels: Woo!

Brittany T: Boom baby!

Brent Daniels: I love it. I love it. I love it. I love it. So you’re going to make 10 plus on it?

Brittany T: 10 man, we have never made that much bro! What?

Brent Daniels: I love it. Well, it’s just the beginning for you. I’m telling you, it really is. As you guys keep getting more consistent and you build up your cash buyer database and you provide more opportunities and the neighbor, I’m telling you, it’s just going to go up and up and up and up and up and I love it. So how do you stay consistent with making the calls and following up with these leads and making sure that nothing slips through the cracks?

Brittany T: Great question. So like I said, we have the VA working 24 hours a week. She works Monday through Saturday, four hour shifts each day. She generates my leads, I call them, and it’s like you guys said before, I’ve got so many leads. I just cannot reach them all. I’ve never thought I’d have that problem before. So now I’m trying to network and say, “Hey, if you help me call my leads, I’ll give you a percent off.” Just trying to figure some stuff out. So we need help.

Brent Daniels: Yeah, that’s a good problem to have. And by the way, with everybody, with lead followup it’s all about triage. So if Brittany comes into the hospital with a flu and I go into the hospital with my arm cut off, they’re going to treat me first. That’s the way that you treat these leads. The hottest leads, the most ready to go leads need to be focused on absolutely first. That doesn’t matter that… I mean, that doesn’t mean that you can’t dig deep and follow up with all of those people. Remember, but lead follow up, 80% of it is leaving voicemails. So we’re talking about most of your followup is either a minute worth of it ringing, and a minute worth of leaving a voicemail. So two minutes or maybe a minute or two of a text message. It’s really not that big of deal.
It’s just you get through it. You got to make sure that you know exactly what you’re doing every single day. So either you print out all of your leads and you keep them organized in folders or you keep them in some sort of CRM and you set tasks for yourself and you do not stop working for the day until you get all of those tasks done. You do that consistently, you will win, you will win big. This is a cash machine. This is hitting the lottery. It is all about staying consistent with this. It is amazing how many people with talent and skills and ability start getting deals and then, all of a sudden it stops because they don’t stay consistent. They don’t. Consistency is boring. Consistency is, it has no fire to it.
But I’m telling you it is everything. It is the fuel to that. So it is the fuel of your business. So just remember that when you guys are getting a lot of leads like Brittany, when you’re following up and if she needs help, if you’re in Alabama, reach out.

Brittany T: Please!

Brent Daniels: So what would you say is your superpower?

Brittany T: My superpower is my energy and my personality.

Brent Daniels: Yes, I would agree with that 1000%. I love it. So I mean, if you’re a young entrepreneur listening to this, what advice would you give them? What lesson would you teach today’s young entrepreneurs?

Brittany T: You know what, not even a lesson. I would teach them, read the Go-Giver. That book is paramount to your success.

Brent Daniels: Yep. 100%, I couldn’t agree more. I read it every week for a year. Yeah, in 2016. It literally tripled my business and it’s been going up and up and up since then. It is not… What Brittany is saying is not a suggestion. It is a prescription. Do it.

Brittany T: Yes.

Brent Daniels: Yes, that is amazing. So yeah, no it is. I mean it really, really is. It’s a great fundamental, quick read that’ll just open up your eyes and really change your life. So tell me what your business looks like now, Brittany. Is it just you and your husband? Is it mostly you and your prospecter in the Philippines?

Brittany T: It is. My husband’s extremely supportive, especially with the kids and understanding when I got to take a work call. But he’s in it just as much as me and one of our goals is to free him eventually, if he chooses to. At least not have to go to work every day like that. But yeah, it’s myself, my prospecter and him and my son, my eight year old loves going driving for dollars, [crosstalk 00:00:22:53]-

Brent Daniels: I love it. Yes! I love it. That’s amazing. That is amazing. That’s awesome.

Brittany T: Yes, we’re fired up. Our business is growing. We’ve got, different people have reached out to me. I’m on social media, using it really for accountability because it’s easy to get in my feelings. So if I have to record a video, it’s a lot easier for me to have some stuff to report when I’m recording, but I do that. Just, mental, this business is incredibly mental. Oh my God. And nobody really talks about that so much [inaudible 00:23:27] or whatever. But if your mind ain’t right, your business is not going to be right. You got to get your mind right. Got-

Brent Daniels: For sure. And that’s the thing. I mean, I think it’s so powerful and I think some techniques to do that obviously are be around amazing people. That’s going to be number one, is the people that you surround yourself with. And number two, you got to read really good books. You’ve got to focus on even five or 10 pages a day or whatever it is. I mean, you just put that good stuff in your head. I think you’ve got to watch how much media you’re watching and news and social media and all these other things. I think you’ve got to watch and protect your mind from a lot of that stuff. But I think you can do that and build up a really nice plate of armor around your brain with really great people and really great books.

Brittany T: You’re right on. That’s it man. We pretty much, we cut off TV. We do Wholesaling Inc. My family is probably over it, but that’s what we listen to everywhere we’re going. We don’t watch hardly no TV. I’m not [inaudible 00:24:24]. Every morning we start off with the word of God, meditation and reading, and like Tom Crow says, “Anybody can read, start off at eight pages a day. It will change your life if you do it every day.”

Brent Daniels: Absolutely. Brittany, how do people get in touch with you?

Brittany T: Well, fantastic question. So I’m on Instagram, I’m on YouTube, I’m on Twitter. If you check out my Instagram it’s @TheRealBJT, that’s T-H-E, R-E-A-L, B as in boy, J-T as in Tom, and it’ll have a link for my YouTube channel. Just click the link in the bio and watch my crazy videos. I mean they’re super bloopers.

Brent Daniels: I love it.

Brittany T: But yeah, any questions I’m more than happy to help anybody as long as you’re active and you’re running the business because mind you, I’m taking time from my family to answer your call and I don’t mind doing that. Just please be serious. That’s all I tell them.

Brent Daniels: I love it. Perfect. Well, thank you so much for sharing your story, sharing where you’ve been, sharing the ups and downs and brand and just that excitement. I mean you could feel it from you. You know what I mean? You’re always like that though. You’ve got that enthusiasm, you’ve got the passion and the fire and it’s just contagious. So I absolutely love it. And guys, seriously, if you’re in the area, reach out to Brittany. She might need your help if you are the best of the best in that area and you’re serious. So definitely reach out to her.
Also, you need to get, again, this is another reminder that October 15th through the 17th in Asheville, North Carolina is the number one, the best, the most incredible meetup of all time, the most incredible summit of all time. It is the WholesalingSummit2018.com. It is going to be the absolute best event of the year. You need to get there, expand your mind, expand your network. It is a drop in the bucket financially compared to what you will get in return. So make sure that you sign up for that at wholesalingsummit2018.com.
I will be there. I’d love to meet you and beyond that, remember listen, if you are interested in getting to deal the fastest, getting the biggest deals, making the biggest impact in your community, then you need to use your voice. You need to use your talents, you need to use your skills and you need to talk to people if you want the absolute best and fastest and strongest and most powerful way to do that, you need to set up a call and discuss with my TTP about my TTP program with my TTP team.
It is easy. You go to WholesalingInc.com/TTP. WholesalingInc.com/TTP. You can schedule a call right then and there or you can sign up for a 45 minute webinar and really get some just great ideas and really start to understand and pull back the onion that is talking to people. So check that out. Go there today and I hope that I am talking to you soon on our welcome call and seeing you in Asheville, North Carolina.
So again, Brittany, thank you so much for spending some time with us and spreading so much value. And until next time, guys, I love you all and I hope that you guys all… I encourage you all to talk to people, see you later.

Brittany T: Woo!

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