Posted on: November 22, 2018

Imagine giving up a six-figure income to focus on wholesaling. Now imagine realising things are not working out the way you want them to. Others probably would have immediately regretted their decision and thrown in the towel.

But not Jack Tangy.

The tenacious rhino from London just kept stacking the little wins until he finally created a massively successful wholesaling business.

While he encountered a lot of hurdles along the way, Jack remained steadfast and proactive. Rather than assuming, he sought answers and looked for the right people who can help him. Two years in and he’s now enjoying close to $400, 000 in annual income!

If you’re feeling discouraged and you’re starting to entertain the idea getting into wholesaling might be a mistake, you owe it to yourself to listen to today’s episode. Jack’s story might just provide the inspiration you need to steer your wholesaling business in the right direction.

The Deal:

  • Jack called a landlord who wanted to sell his property. However, while it was evident owner wanted to sell, he didn’t provide a clear time as to when.
  • Rather than give up, Jack kept making follow-ups for several months. His determination paid off when owner finally decided to sell the property.
  • After all was said and done, he walked away $85, 000 richer. Definitely a huge reward for his service and tenacity!

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Episode Transcription

Brent Daniels: Hello everybody, Rhino Nation, everybody out there listening to this podcast. First of all, this is Brent Daniels, and I want to thank you for joining us for this amazing podcast interview that I’m going to have with my really good friend out of Los Angeles, Jack Tangy. Before I get into Jack’s awesome and amazing story, I want to talk about winning. I want to talk about stacking the little wins. I want to talk about just the little wins that get us through every single day in this business. Now a win does not necessarily mean that you get a property under contract or you assign it for a big spread or you just, you find the deal of a lifetime. I’m talking about the little wins. I’m talking about you’re driving around the neighborhood and you stop your car in front of a rough house. That’s a win.
I’m talking about getting out of the car. That’s a win. I’m talking about going to the door and seeing if the homeowner’s there. That’s a win. I’m talking about getting together a list of distressed homeowners. That is a win. I’m talking about getting their phone numbers, skip tracing their phone numbers, that’s a win. Picking up the phone and hand dialing them, that’s a win. Talking to them, that’s a win. I don’t care if they reject you, I don’t care if they tell you to never call again. I don’t care if they’re mad or they’re having a bad day. It is a win. You constantly have to keep yourself in a position where you’re winning every single day. It all falls to taking action. Over time it is undefeated. It is absolutely undefeated. If you keep stacking the wins, if you keep talking to people every single day, you are going to be successful.
Absolutely. Especially in this beautiful business of wholesaling, where it is hitting the lottery. It is the jackpot. It is a cash machine and it is just a beautiful lifestyle and a beautiful way to set yourself up to buy amazing assets. Somebody that, Jack is on this podcast. It is the perfect, I believe, introduction to this man, because this man has had to stack the little wins and stack the little wins, and be pushing and going and going until finally he’s at the point now where he’s rolling with his success. I think that this interview is going to hit a lot of people that are out there and they’re trying to get a foothold in this business. They’re trying to get traction. They’re trying to get consistency. They’re trying to get big deals and put together a really, really, really solid business. It’s just taking a long time. It’s taking a while. Maybe they’re in big markets. Jack’s in Los Angeles. It doesn’t get bigger than that. Let’s get into him. I’m tired of hearing myself talk. Let’s hear it from the man. Mr Jack Tangy. Jack, how are you today buddy?

Jack Tangy: Good, thank you. Thank you Brent.

Brent Daniels: I am awesome. You are in what part of LA?

Jack Tangy: LA proper, so the city of LA.

Brent Daniels: Okay, great. How long have you been there?

Jack Tangy: I’m originally from London.

Brent Daniels: Okay.

Jack Tangy: I moved here 10 years ago.

Brent Daniels: Awesome.

Jack Tangy: I’ve been here 10 years.

Brent Daniels: Okay. When did you start wholesaling?

Jack Tangy: About two years ago, and my background is in sales, so I was in sales before that. I was always in sales was always looking to jump into my own thing. Real estate was always in the back of my mind because my dad is a real estate investor back in London. Yes, about two years ago.

Brent Daniels: Awesome. How did you find wholesaling? A lot of people find this podcast or are listening to it because they type in wholesaling, or whatever, but most of the general population doesn’t know anything about wholesaling. How did you even find out about wholesaling real estate? This niche, small niche market.

Jack Tangy: Right, right. I was looking for a rental about, again, about two years ago and I was researching, trying to figure out, because I didn’t know much about real estate even though I grew up around it, but didn’t know much about it. I was looking for this rental and I was researching and came across wholesaling somehow. Probably through a Bigger Pockets, and I was researching and I, you know how you can get lost in Bigger Pockets, and I got lost in there for probably two months.

Brent Daniels: Sure.

Jack Tangy: Yeah, so, but that’s how I discovered it. Then I discovered Tom Krol, and was hooked from there.

Brent Daniels: Me too. Yeah, absolutely. That’s incredible. Then you start, what were you selling before you were doing real estate?

Jack Tangy: Yeah, so for about five years I was selling office supplies and I was doing pretty well, which was kind of tough because I was doing seven figure sales. Making six figure income and it was kind of tough to leave that, but it was never my intention to stay in that business. It was always going to be a springboard for me.

Brent Daniels: Sure.

Jack Tangy: I kept it up as I jumped into wholesaling, and I did that part time. Then about two months ago, I actually completely cut that off.

Brent Daniels: Love it. You completely cut off any other outside income?

Jack Tangy: Yeah, I mean, I was still making some decent money from there, but it was taking, I kept getting emails, so it was taking my focus away partially.

Brent Daniels: Sure.

Jack Tangy: I just completely cut it off.

Brent Daniels: Oh my gosh. How does that feel? I mean, were you nervous? Were you scared? Are you still nervous and scared? Are you pumped? Are you elated? What, tell me your emotions.

Jack Tangy: I don’t know. It’s been, it was kind of getting annoying to constantly, having to balance two things.

Brent Daniels: Yep.

Jack Tangy: I’m kind of impossible also, so it was kind of an impulsive thing.

Brent Daniels: Yeah.

Jack Tangy: One day I just decided and then that was it.

Brent Daniels: Awesome. Awesome. You started in 2016, right? You started going out and and trying to find distressed owners and see if you can solve their problems, get in front of them, have those conversations. Is that right?

Jack Tangy: Right towards the end of 2016, I really started right in the beginning of 2017.

Brent Daniels: Okay.

Jack Tangy: Then I was kicking around wholesaling, was looking into it. Then, in the beginning when you first start every small obstacle seems like a mountain. I got to the stage where I was looking at where should I market to in LA, which is a huge area.

Brent Daniels: Sure.

Jack Tangy: I remember I almost gave up at that point because it just, again this is, right now you look back, it looks like a tiny obstacle but at the time it just seemed huge. I started putting myself out there speaking to people and I realized I started getting really negative feedback about wholesaling at the time, especially wholesaling in LA. I remember I was at an auction and the biggest buyer there told me it doesn’t work anymore. Five years ago it worked, doesn’t work anymore. Then I was asking around, and then I actually called this girl who was featured on Bigger Pockets. On one of their wholesale, one of their podcasts as a successful wholesaler/rehabber in LA.

Brent Daniels: Yeah.

Jack Tangy: I called her up, sat down for coffee with her, I paid her. First thing she told me, and I was pinning my hopes on this meeting, the first thing she told me is she’s no longer doing it in LA, Southern California. She’s [crosstalk 00:07:26] moving out.

Brent Daniels: Oh my gosh.

Jack Tangy: Yeah.

Brent Daniels: Yeah.

Jack Tangy: That was within 10 seconds of meeting her. That was a big punch in my stomach.

Brent Daniels: Sure.

Jack Tangy: That kind of threw me off. This was again towards the end of 2016. I started researching virtual and looking into other markets, but it wasn’t for me, it’s not what I signed up for. I mean I didn’t even know the business enough to start relying on other people.

Brent Daniels: Right.

Jack Tangy: I didn’t really want to do that. I always figured from my past jobs, they were also competitive industries. I figured whenever I hustled and had goals, if I stuck to the plan and really work, then I would just make it happen.

Brent Daniels: Awesome. Love it. I think you said something there that is so common and so, every problem seems like a mountain, right? As you look at it, when you’re looking at it.

Jack Tangy: Yeah.

Brent Daniels: Right. Once you get past it, you look back and it’s so much smaller than you thought it, I mean it’s impossibly, you’re looking at this huge issue or this huge problem or this huge obstacle that’s in front of you and you’re like, “How do I get past this? Is it worth it? Should I go sell Bitcoin or should I do something else? Should I stay in real estate?” Then you just push past it and that’s where it happens, because it’s all on that other side, right? It’s all on the other side of being uncomfortable, and that’s huge.

Jack Tangy: Right.

Brent Daniels: I think that that’s a huge point. Yep.

Jack Tangy: Right. Absolutely.

Brent Daniels: Then how did you get through it? You just bit down and just kept going?

Jack Tangy: Yeah. I kept going and I pushed through it and then I actually drove down to meet Todd [Tobeck 00:08:48].

Brent Daniels: Beautiful.

Jack Tangy: Which was a huge game changer for me.

Brent Daniels: Yep.

Jack Tangy: I drove down there and knocked on his door. Luckily he was there, because it’s a two hour drive. Yeah, he was very kind. He sat down with me for about half an hour, and he put my head straight. He told me to start cold calling.

Brent Daniels: Yep.

Jack Tangy: This was before TTB, before I knew of you.

Brent Daniels: Yeah.

Jack Tangy: Yeah, I skip traced the tax delinquent list and started hand dialing and I thought, yeah, that’s what I was doing for two or three months. Then I discovered you.

Brent Daniels: Yeah.

Jack Tangy: Yeah. I called you, I remember I called you. I got your number and I called you and you said, I asked you if you had any time. You said you were in the middle of something, but you had a few minutes. You ended up talking to me for about half an hour.

Brent Daniels: Yep.

Jack Tangy: Which I’m forever grateful for, because you told me exactly what to do. You’re talking about Mojo, which I had no idea about. Then you told me the scripts and the lists to use and you asked me the questions. You really guided me and put me in the right direction.

Brent Daniels: Well, you’re the proactive one, I mean you literally, okay, so you found somebody on Bigger Pockets that was doing wholesale. You met with her, you drove down to find Todd Tobeck, who’s the greatest real estate coach in here. If you guys are not in his elite coaching program, it is the absolute best. Anyway, sidetrack. Then-

Jack Tangy: I agree with that.

Brent Daniels: You cold call. Yeah. Then you cold called me and you’re just off and running man. I love how proactive you are. You’re not going to let anything, you are seeking answers, right? You’re seeking answers and instruction. You’re not out there just making assumptions in your mind and staying in your mind and hallucinating that you know the answer. You’re trying to get real life. Does this work? Does it not work and how do I do it? That is huge, man. That’s all you. That’s beautiful.

Jack Tangy: Well, yeah, I mean I always started with the mindset that it works, because if other people are doing it. If you’re doing it, I can do it. I just want to know how I could do it. Now I remember I went, when I went to meet with Todd, I didn’t ask him how to do it. I just, I said I just wanted to believe about LA so that once I got that out of the way, then I just wanted to know how to do it.

Brent Daniels: Yep. Awesome. Awesome. Beautiful. Then once we had a conversation, you talked to Todd, you talked to me, you started going. We met in April and you were kind enough, you had, you knew that I had suggested the Go-Giver book. I read the Go-Giver book every week in 2016. It absolutely exploded my business, tripled my business. Just reading that book, and you reached out to the authors and have them send a personalized autograph to you that you put in a book that I have sitting right here with me all the time. I really, really, really appreciate that. That was really cool.

Jack Tangy: Yeah.

Brent Daniels: Yeah.

Jack Tangy: Yeah. I mean, like I said, I’m super grateful to you and you really put me in the right direction.

Brent Daniels: Awesome. You started calling and then what happened?

Jack Tangy: Nothing. It didn’t go too well actually. For a few months I got two deals spread apart. I didn’t do well at all.

Brent Daniels: What do you think happened?

Jack Tangy: Well, a few things. Number one, the mindset started getting to me again, because when it starts taking too long, and maybe in the back of my mind I was like, “Does it really work?” I think that would probably be the biggest factor. Then LA also, you don’t, maybe you don’t do the volume of deals that you do in other markets, but you definitely do larger deals.

Brent Daniels: Right.

Jack Tangy: Without that experience and without maybe some of the belief, I think that those are the two big factors.

Brent Daniels: Sure. Sure.

Jack Tangy: It didn’t, it just didn’t happen initially. Then, I just kept going. At the end of 2017 I looked back and I saw a bunch of deals that I really should’ve closed and that got me really excited because I figured if I didn’t make those mistakes and if I had more buyers and more belief, more courage, more knowledge, more experience, in 2018 I could do a lot better. Yeah, fast forward to today.

Brent Daniels: Why don’t you think you closed those deals?

Jack Tangy: I mean, each one was different. Just depends on the deal, but some I didn’t have the right buyers. I had in the contract and didn’t have the right buyers, which today are totally closed. Some people I didn’t negotiate right, and other people came in and got it for 5,000 higher than me.

Brent Daniels: Yep.

Jack Tangy: Which is nothing in LA, $5,000, so just didn’t have the experience. I think certainty was a big thing. If you don’t come across certain to a seller, then that’s always what I was trying to reach to, to get to the certainty that maybe you have. Once you get certainty, then you can bring that to the seller. I think I didn’t have that in 2017.

Brent Daniels: Right, and that certainty, that is the beautiful place because that is the place where you go from believing you can do something to knowing it as a fact, right? Once it becomes a fact, it’s that certainty and you know that you’re standing on solid ground. When you’re just going after it and you haven’t really had the experience, maybe you did a deal and there’s not consistency, or maybe you’ve never done a deal and you just have the belief that you can do it because other people are doing it. Until you do, you don’t have that certainty. It’s not a fact. That’s the beautiful thing about doing your first deal. Now you know it’s a fact. Now the next step after doing your first deal is to get consistent with it, and build a business out of it. That is huge, and it’s just a, it takes a lot of action, a lot of effort and a lot of courage, like you said, to keep going. Especially in a huge market like you’re in.

Jack Tangy: Yeah.

Brent Daniels: Yep. So, but you kept going.

Jack Tangy: Yeah.

Brent Daniels: You kept going. Were you just making calls, what else were you doing for marketing?

Jack Tangy: Just calls. For the whole 2017, I have a report somewhere. I did, unless I was on vacation, because I traveled here and there, but I did four hours a day.

Brent Daniels: Awesome, so you personally made the calls?

Jack Tangy: Yep. For 2017 I made about, I think it was 175,000 mojo calls.

Brent Daniels: Whew. That’s a lot of calls. How many people did you talk to?

Jack Tangy: I have to look in the report, but it was about, my response rate was about six or 7%-

Brent Daniels: Sure.

Jack Tangy: Not as good as it should be, to 10%.

Brent Daniels: Sure.

Jack Tangy: Which I aimed for, but so whatever that meant, whenever that was.

Brent Daniels: Got it. So you talked to 7,000 people.

Jack Tangy: I think it was more than that, but somewhere around there.

Brent Daniels: Yeah. Are you afraid to talk to anybody anymore?

Jack Tangy: Well, I came from a background of sales, which is why TTP really spoke to me, because I had no problem. I mean, when I first started sales, I was petrified.

Brent Daniels: Sure.

Jack Tangy: I’m not, I’m kind of an introvert.

Brent Daniels: Sure.

Jack Tangy: Yeah, I came from a background sales. I broke through that a few years ago. That was, that part wasn’t a challenge for me. Thankfully.

Brent Daniels: Speak now to all the introverts listening right now. How did you break through?

Jack Tangy: Do it. Do it, so you get comfortable.

Brent Daniels: Nike baby, right? Just do it type of thing, yeah.

Jack Tangy: It’s not going to be comfortable at first, but you’ll definitely get comfortable. I mean, now I don’t even think about it at all.

Brent Daniels: Right. Now you’re-

Jack Tangy: I’m not doing the calls anymore.

Brent Daniels: You’re not doing the calls, so who are doing the calls for you now?

Jack Tangy: I have two people in Costa Rica doing it.

Brent Daniels: Okay, got it.

Jack Tangy: About 40 hours a week.

Brent Daniels: Are they Americans?

Jack Tangy: Yeah.

Brent Daniels: Yeah. How does that work? Do you talk to them on a daily basis? Are you coaching them, are you guiding them? How often are you giving them new lists? How many hours are they doing? Give people some specifics.

Jack Tangy: Right. Now you’ve mentioned coaching is something I need to improve on and something that I actually just started implementing. I’m going to be speaking with them more often. That’s something I definitely should improve on. I try to set it up in advance, so I try and set up big lists so they’ll last at least a month or two so that I’m not scrambling all the time.

Brent Daniels: How big are your lists?

Jack Tangy: For each one I give them like five to 10,000 names on a list.

Brent Daniels: Beautiful. Five to 10,000 addresses each?

Jack Tangy: Yeah.

Brent Daniels: Yeah. Okay, great, and they’re calling how many hours a week?

Jack Tangy: Between the two of them, 40 hours.

Brent Daniels: Okay.

Jack Tangy: One of them more than the other, but yeah.

Brent Daniels: So one of them is doing 20, the other one’s doing 20?

Jack Tangy: It’s more like a 25-15.

Brent Daniels: Got it, and are they using, they’re obviously using a dialer. What dialer are they using?

Jack Tangy: Mojo.

Brent Daniels: Mojo. Mojo Sells. Yeah. MojoSells.com for anybody out there that isn’t familiar with it. Very, very, very user friendly. You’ve got them set up on a dialer, you’ve got them making the calls, you’ve got them using the script, right?

Jack Tangy: Yep.

Brent Daniels: Okay, good. You’ve got them, you get them good fresh lists. So what happens? They get a lead and then what happens? They send it to you? They send it to your VA? They go into your, right into your CRM or your Podio or wherever you keep your leads?

Jack Tangy: Yeah. So my, my CRM is Mojo.

Brent Daniels: Oh, beautiful.

Jack Tangy: That’s all I use.

Brent Daniels: Yep.

Jack Tangy: Yeah. I tried Podio, again, you can get lost in there. I actually discarded that.

Brent Daniels: Yeah.

Jack Tangy: They put it into three buckets; yes, no, maybe.

Brent Daniels: Yep.

Jack Tangy: I take it out of yes and maybe.

Brent Daniels: Beautiful.

Jack Tangy: Triage it. Then if it’s a cold lead, I’ll send it back to them as a cold lead list. I follow up on the warms and hots.

Brent Daniels: What do you mean triage it?

Jack Tangy: I think I’m better at qualifying leads than they are at the moment.

Brent Daniels: Yep.

Jack Tangy: You can just get bogged up with a lot of leads that shouldn’t be on my plate, that should be on their plate.

Brent Daniels: Right.

Jack Tangy: Things should be followed up with maybe, but not with my time.

Brent Daniels: Yeah.

Jack Tangy: I try and move the hotter ones to myself and the less hotter ones or longterm followups back to them.

Brent Daniels: What do you consider as a hot lead?

Jack Tangy: It’s what I learned from you. Anything that’s, it needs to sell I think within the, what you told me was anything within the next 90 days is a hotter lead.

Brent Daniels: Yep.

Jack Tangy: Hot is 30 days, warm is 90 days.

Brent Daniels: Right. Right. You can even, in some markets, you can even trim that down to a hot lead is somebody that’s going to sign a contract with somebody in the next seven to 10 days. That’s, you know what I mean? Now, in some of these markets it takes a little bit longer to get them to sign and get them going. Yeah, I mean that is a huge point. For everybody listening, you got to stay focused on hot and warm leads and get rid of all the other ones, because a lot of leads is not great. A lot of leads hides the great leads. Get rid of the looky loos, get rid of the people that just want you to run comparables on their property and send an offer so they know kind of what their house is worth type of thing. Or that they can leverage your offer to somebody else that’s sending them offers. I think that that’s awesome man. Really, really great. They send you the hot and the warm, or it’s in your Mojo. Now, are you making the followup calls in Mojo or are you hand dialing it?

Jack Tangy: I usually hand dial them.

Brent Daniels: Yep.

Jack Tangy: Occasionally I’ll use Mojo if there’s a lot.

Brent Daniels: Yeah.

Jack Tangy: Typically I’ll hand dial them.

Brent Daniels: Are you texting them at all?

Jack Tangy: Sometimes. If I don’t get a hold of them, I will text them.

Brent Daniels: Yep. Beautiful. How’s this year look? I mean let’s break down a good deal. What’s a good, exciting deal that you want to share with the wholesaling world on this podcast?

Jack Tangy: Right, absolutely. The biggest deal I did this year was actually a TTP deal.

Brent Daniels: Okay. Love it.

Jack Tangy: One of my cold calls from last year.

Brent Daniels: Okay.

Jack Tangy: I closed-

Brent Daniels: One that you personally called?

Jack Tangy: Yeah, last year.

Brent Daniels: Look at you.

Jack Tangy: Yeah.

Brent Daniels: Okay. Tell me about it.

Jack Tangy: I called him back towards the end of last year.

Brent Daniels: Okay. What list? What list were they on?

Jack Tangy: In LA it’s interesting, in LA there’s some properties you could just pay almost full value for, like multi-families and development properties. This was just a multi-family list. No motivation or anything, just multi-families.

Brent Daniels: Yeah.

Jack Tangy: I call this guy, he was 90 years old. He lived in a neighboring county an hour away. It was a four unit property and there was no rent control, which makes it better in LA because a lot of areas have rent control.

Brent Daniels: Sure.

Jack Tangy: He was maintaining the property himself at 90 years old. Driving down.

Brent Daniels: Oh my gosh.

Jack Tangy: Yeah. He had to sell, his wife was having health issues, so he just really had to sell the properties. He said, “Yeah, I want to sell,” and I kept following up with him. It was one of those things that you’d speak about. He needs to sell, but he doesn’t want to sell right now.

Brent Daniels: Right, right.

Jack Tangy: It was so hot, the lead, that, I mean it was such, I knew he had to sell so I just kept following up with him and following up, following up for a few months, several months. Then at one point he told me, “Jack, I’m only going to sell to you. Other people are calling me, you’re the only guy, I’m only going to sell to you. I just don’t know when, but I’m going to sell to you.” It just kept on going. I kept calling him and you can see in my Mojo. I probably called the guy hundreds of times.

Brent Daniels: You are amazing, man. You are just tenacious. I love it.

Jack Tangy: Yeah, so it was just, I knew he had to sell so I wasn’t going to not call him. I kept calling him and one time I just had this light bulb moment. I’m like, I’m chasing this guy too much and just chasing him and he’s not really backing away, but I’m chasing him.

Brent Daniels: Yeah.

Jack Tangy: I had this, again, this impulsive thing. I called him up and I left him a voicemail. I said, “Hey, I don’t want to rush you, but I’m looking at some other properties and I need to make a decision one way or another. Please let me know because we can move one way, or we can move on one way or the other.” I hung up the phone and I was thinking to myself, “What did I just do?”

Brent Daniels: Yeah.

Jack Tangy: Yeah. It was kind of like, I just maybe threw away this lead because he needs to sell and he wants to sell. I didn’t hear back from him that day, but the next morning bright and early, he called back and said, “Yeah, let’s move forward.”

Brent Daniels: Beautiful.

Jack Tangy: Yeah.

Brent Daniels: What’d you put it under contract for?

Jack Tangy: It didn’t happen straight away. He had to wait for his grandson to come in town, but we eventually put it under contract. He actually brought an agent into the deal because he was skeptical about the off-market thing and he brought him in just to advise him, which was scary for me.

Brent Daniels: Sure.

Jack Tangy: We put it under contract for 745, and signed it up to, not typical cash, the guy got a loan, but we signed it for 830.

Brent Daniels: What’d you put it under contract for? 745?

Jack Tangy: Yeah.

Brent Daniels: What’d you make you make? 85,000?

Jack Tangy: 85. Yeah.

Brent Daniels: 85,000. Ring that bell please. Louder. A lot louder. There we go. 85,000. Sorry, I’ve got to keep it away from my microphone because it screws up the recording, but-

Jack Tangy: Okay.

Brent Daniels: 85,000 man, that is incredible. I love it. That’s from follow up, follow up, follow up, follow up, follow up, follow up, follow up, follow up, follow up, and then about a thousand more followups after that, right?

Jack Tangy: Yeah, it was one of those follow up type of deals.

Brent Daniels: Beautiful. Now did you assign it or did you close it?

Jack Tangy: I assigned it. It was a buyer who I was confident with. I didn’t have to double close it.

Brent Daniels: Yep.

Jack Tangy: I just assigned it to the guy.

Brent Daniels: Awesome. This year, how are we looking this year? How much have you made gross from assigning deals or from wholesaling?

Jack Tangy: We’re getting close to 300.

Brent Daniels: 300,000 I love it. You’re going to end this year at 400,000, come on man.

Jack Tangy: All right, let’s do it.

Brent Daniels: Let’s squeeze out at least another hundred thousand in this last quarter. I think you can push it to probably 450 if we’re being honest, but we’ll see. You know what I mean? Tell me, now that you’re rolling with this and you’re at it 100% do you feel like you giving 100% focus and effort in this business, things are going to just really start exploding?

Jack Tangy: Yeah. Again, I’m still making a ton of mistakes. I still, a lot of areas, I don’t know what I’m doing, but just like I learned from my mistakes then, there’s mistakes I look back on. Now there was a deal I just lost the other day that would have been a nice deal. These kinds of things excite me because I see going forward if, I just made that mistake, but going forward I won’t make that mistake and I’ll add, I’ll keep increasing my business.

Brent Daniels: Love it. Speak right now to anybody that’s new or anybody that’s going through a tough time or anybody that’s kind of, like you were saying, looking at this mountain in front of them and really getting discouraged and they have those thoughts in their mind running around that maybe they can’t do it or maybe this isn’t for them or maybe stay in the comfort zone or maybe stay in the pocket of what I already know and don’t really step outside. Don’t try this, I might fail. What do you say to those people?

Jack Tangy: I would say just initially when you have these doubts and challenges, I would just stop everything and fix those underlying beliefs, because they’re like handbrakes. I mean that’s from my experience. They’re not maybe at the forefront of your mind, but there’s certain things that you have certain beliefs or whatever it may be about wholesaling, about your market, about the contract, about inspections, legality, et cetera. I just think if you stopped everything and worked on those beliefs and fix those beliefs, you can release the handbrake and really propel yourself forward. I think if you market to yourself more than your market, it’ll help you more than your market to any hot list.

Brent Daniels: Yeah. I love it. I love it. I love it. Give me a book. If you were to give one book to somebody, besides the Go-Giver, you already gave that away to me. Okay, but what book would you give out right now, this year, 2018, to anybody. Anybody that you would run across and say, you know what, you can get a lot out of this book?

Jack Tangy: You know, it’s a book I haven’t read in a while, but it’s a first, it’s a book that first got me started in self-development, which is Goals by Brian Tracy.

Brent Daniels: Beautiful. Awesome.

Jack Tangy: Yeah. I really-

Brent Daniels: Why do you like that book?

Jack Tangy: You really have to clarify where you’re going and what your vision is because otherwise you just, if you don’t know where you’re going any road would get you there, as they say, yeah, you just got to know where you’re going and he teaches you. He has a whole second book on how to do that.

Brent Daniels: Awesome. Love it. Jack, thank you so much for this interview. I think that there’s so much value here knowing that you had come and that you started from not knowing anything in wholesaling to really just starting to scratch and claw and fight your way through the first year of it. The first six months. Just get going through all of those different emotions to where you’re at now, where you’ve quit your full time job, you’ve got this full time, you’re focused on it, and now your rolling in your 300,000 for the year. You’re going to easily go past 400,000. It’s just beautiful to see it, man. You’re just amazing. You’re tenacious, you’re proactive. You’re like, nothing’s going to stop you man. I love it.

Jack Tangy: Thank you.

Brent Daniels: All right, and guys, if you want to join Jack and I in the most proactive group in real estate, the TTP program, the TTP coaching program, go to WholesalingInc.com/TTP. There I will show you the step by step instructions to exactly what I do to make over $1 million a year in wholesaling just on the phones. Check that out. Also, as an added bonus for being an amazing listener to this podcast, I’ve got a discount for you. If you are doing skip tracing, if you’re looking to get the phone numbers for homeowners, go to BackSkipTracing.com, BackSkipTracing.com. Put in the code word TTP, you’ll get it at a discount, 18 cents an address. I love you guys all, and I encourage you always to talk to people, talk to you next time. See ya.

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