Posted on: January 03, 2019

While there are a lot of factors that can help you succeed in the exciting and lucrative world of wholesaling, it is reassuring to know age is not one of them. And this is something our tenacious 21-year-old guest can surely substantiate.

Craig Disanto is a young but highly driven and hardworking TTP student from Louisville, Kentucky. The proactive college student only started wholesaling last summer but he’s already experiencing massive wholesaling success. In fact, in December alone he has already earned a whopping $20,000!

If you are in the lookout for amazing wholesaling insights and wisdom from a young but truly exceptional rhino, this episode is for you!

The Deal

  • Craig did driving for dollars and found a motivated seller from there.
  • After talking to the prospect on the phone, he was able to set an appointment.
  • While he encountered a few setbacks along the way, Craig remained driven, persistent, and proactive.
  • After all was said and done, he was eventually able to close the deal and walked away with $8,863. Definitely a handsome reward for his drive, persistence, and hard work!

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Episode Transcription

Brent Daniels: Hello everybody and welcome to the Wholesaling Inc podcast. My name is Brent Daniels and if this is your first time on this podcast, welcome. If you are coming back for another great episode, we are so grateful that you continue to listen to this podcast. You are the reason we do this, to try to bring as much value as possible.
And to start this podcast off. Let’s think about one thought. The thought is being proactive. I talk about it a lot on this podcast. I talk all about it a lot on YouTube. But I’m going to give you a real life example of a phenomenal wholesaler out of Louisville, Kentucky that has started and has just been taking his market by storm by just picking up the phone and talking to people.
That is what I specialize in. I am America’s number one coach when it comes to this small niche which is called cold calling for real estate wholesaling deals. And we are just going to deep dive Craig DiSanto’s business and he is just going to give you so many good golden nuggets that you can take and implement in your business right now. So Craig, welcome to the podcast. Say hello.

Craig DiSanto: Hey, Wholesaling Inc tribe. Thank you so much for having me on here, Brent, it’s such an honor. I’m sure every tribe member, anybody listens to this podcast can attest to this. This podcast is just like, man, I can remember back when I first started listening to this and it just kind of all got me started and I’m just so excited to be on here. So thank you so much.

Brent Daniels: It is our pleasure, man. So tell us, give us some of your background. Where are you from? How old are you? What have you been doing with your life? Give us some context to this podcast.

Craig DiSanto: Absolutely. So 21 years old. I grew up in downstate New York, 30 minutes North of New York city. I go to college up in Utica. I play for Utica college lacrosse, member of that team there. I kind of got the entrepreneurial bug when I was younger. My mom in 2008 unfortunately lost her job with the economy tanking and my dad started his own business. He started his own fitness business and that’s exactly what got me into that mindset. He had me reading, Rich Dad, Poor Dad as an 11 year old. And since then I’ve had the bug.
And then I caught the real estate bug. Last summer I met Beau Hollis, another TTP student, an absolute rhino, absolutely crushes it. And he was kind enough go giving enough to meet me for lunch. And he told me, man, he’s like, “Listen, this is what I do. You can do it too and here’s what you do.” And I went out and did it. And since then my life is forever changed, man. I’m forever grateful.

Brent Daniels: I love it. Well you took massive action. So what did he tell you to do?

Craig DiSanto: Man, he just basically just start marketing like do something. He told me to drive for dollars and write yellow letters, stuff like that. I ended up not really working out in the beginning. I was really busy with school and all that. But I came back for the summer, join TTP, hit the ground running hard and man, that’s just really what narrowed my focus down. And because I was doing a lot of stuff. Obviously the internet provides a lot of information and it became extremely overwhelming and I was just doing way too much. So joined TTP narrowed my focus and since then then everything has exploded, so very happy.

Brent Daniels: I love it, man. So you are in, I think it’s incredible, right? You’re in the market, you’re in Beau Hollis’ market and he’s sharing this information with you just because he knows you’re like him. Right? Anybody listening to this podcast, we’re all similar in the fact that for some reason we have crossed roads with this thing called wholesaling. And it’s just we want it to impact our life, we want to take action, but sometimes we don’t know what to do. And when you have somebody like that that shares it with you, I mean that’s what it’s all about. I mean, it’s absolutely incredible. I love it, but it doesn’t matter. No matter how much great information you get, no matter how much great instruction you get, if you don’t take massive action with it, you don’t do anything. Right?

Craig DiSanto: Exactly. Exactly.

Brent Daniels: Do you think, because you’re in college, you’re a college athlete, you’re going through, you have so many other distractions. How do you stay focused in your wholesaling business?

Craig DiSanto: It all kind of comes down to your why. Why are you doing it? If that’s not strong, you’re never going to take the action to go do it and you’re never ever going to be consistent. Now I have a lot of reasons why I do this mainly for my family to provide for them and just build an amazing future. But it all comes down to having a strong why and that’s something that I learned right from the beginning. And thank God I did because that’s what just really, really narrows your focus down and keeps you going every single day. So that’s my answer to that.

Brent Daniels: I absolutely love it. And how do you balance it? I mean let’s get specific here. How do you balance your schedule? How do you balance all these things?

Craig DiSanto: Well, right now I’m doing this full time, so actually I took a semester off to really focus on wholesaling. I was blessed to be really ahead of my credits. So that’s what I did. But, for the upcoming semester I will be playing lacrosse, I’ll be a captain of that team. I’ll be taking the final nine credits in my degree, nine to twelve credits in my degree. And so the way I’m going to balance it is I’m going to outsource a lot. A lot of what takes up my time right now, I’m going to outsource it to a partner. So pretty much 70% of my work will be given to them. We’ll be splitting deals 50/50 I’ll be making calls from my desk, I’ll be hiring people, all of that, just keep it rolling and keep it rolling and make zero excuses while my time becomes extremely diminished.

Brent Daniels: Got it. Now, in this beautiful time that you took this semester off, what is your schedule look like right now? Like this week, Monday through Friday, what does your schedule look like?

Craig DiSanto: So every morning wake up, go to the gym, that’s my number one thing. Kind of get my mind right. And then right after that it’s hitting the dialer. So between nine and 12 o’clock I’ll either be calling up my turd lists or calling up some other lists like tax delinquent, something like that. So 9:00 to 12:00 three hours a day, every single day consistently hitting that power dialer, making the contacts.
And then after that it’s kind of appointment time. So I try to set my appointments later on in the afternoon because I can consistently make my calls in the morning. So I’ll just run appointments and make some offers, things like that. And then later in the afternoon is my followup time. So it goes through all my followup calls and just keep making those contacts every day.

Brent Daniels: I love it. And just to clarify for everybody listening, when he says he’s going to hit the dialer, that means that he’s got a list, a distressed list of property homeowners, property owners that he uploads into mojosells.com. You can check that out. It’s a very user friendly dialer to use. It lets you dial way more numbers per hour than you could if you just hand dialed, like literally just picked up your phone, started pressing the numbers. So he gets on Mojo Dialer with a distressed list. He said the turd list, which is kind of an insider TTP program word for the driving for dollars list. So it’s literally he’s going out or he has somebody go out, drive for dollars, write down those addresses. By the way, it’s number one, it’s number one around the country for getting deals quickly, is to drive for dollars, get the numbers and to call them.
That’s the most important part. You have to actually have a conversation with the homeowner, a quality conversation. You need to know what to say. You need to know how to sound, and you need to know that there’s only six responses that they’re going to give you when you ask them if they would consider an offer on their house. They can say, “Yes.” They can say, “No.” They can say, “Maybe in the future.” They can say, “How much will you give me?” They’ll ask you, “Who are you? And how did you get my number?” That’s it. That’s it. That’s what they’re going to do.
So if you know the responses to that, you win. And Craig’s been working on it and Craig’s been practicing and Craig has been putting in the work. He gets on the dialer every morning and I know he does because he does live videos when he’s doing it of him making calls in our TTP group and it’s just him going through it and it’s absolutely phenomenal. So what are you learning as you’re communicating with that many people? I mean, do you know about how many sellers you’ve talked to so far? Do you have a ballpark?

Craig DiSanto: Ballpark of how many sellers I’ve talked to so far? I mean, it’s got to be up to like a thousand in the last few months.

Brent Daniels: Awesome.

Craig DiSanto: So just dialing through, dialing through and really making as many contacts as I possibly can. And you’re right, that driving for dollars list is huge. The deal that we’re actually going to talk about is from that driving for dollars list, just going out every weekend, being gritty and building that extremely powerful list.

Brent Daniels: Awesome. And this is something that I see every time when somebody gets to that thousand person threshold of talking to a thousand strangers. You can talk to anybody about real estate, right? I mean, do you have any fears left in you? Do you have anything that’s like, “Oh, I can’t say that. I can’t ask that person if they would consider an offer.” Is that part of you anymore?

Craig DiSanto: Absolutely not. Absolutely not anymore. In the beginning it was a 500 pound phone Brent, like I could not take that thing up. And then you know what after like one or two or three hour dialing sessions, you’re pretty much anything could be thrown at you and you’re fine. It doesn’t matter. And honestly it is really, really minimum. Like if you talk with a smile on your face and you’re friendly, the amount of people who are going to cuss you out on the phone or just screaming at you or say, “I’m going to report you.” Is very, very limited. So I mean there’s really no reason to be uncomfortable at all.

Brent Daniels: Yeah, if you have a kind tone on the phone, people are going to reciprocate it. Now, there’s going to be people that are having bad days. You’re interrupting their day. I get it, they have the right to whatever, to blow you off or be mad or whatever. But the people that you can help out that have a problem that they don’t want to be proactive. They don’t want to pick up the phone and call somebody from a mailer. They don’t want to go online and fill out forms and get somebody that’s going to call them. But they pick up the phone and they have a nice tone, they have a kind of voice on the other line. They have you on the other line asking them if they would consider an offer. All of a sudden the ball starts rolling, the conversation starts building. You start building a rapport and relationship there and then you start pre-qualifying them based on the four pillars of pre-qualifying. And boom, you’ve got an appointment, you’ve got a qualified appointment and you go on and you get the deal.
So let’s give the listeners what they want. They want the real nitty gritty. They want an actual case study here of something that you’ve done. Because when we listen to things and when we see these videos, it’s all about prove it, right? Prove it, prove it, prove it. I get what you’re saying, but prove that you’ve done it. So let’s prove it right now, Craig. Let’s prove it with a deal that you just did. So let’s break down a deal.

Craig DiSanto: Let’s do it. So every weekend, my kind of weekly schedule was on the weekends. I would go out and find like two to 300 driving for dollars properties. Now what I mean by driving for dollars, properties or turd properties, pretty much anything that hasn’t been remodeled since the 90s. It could look absolutely destroyed or it could just look like it hasn’t been remodeled since the 90s, I’m writing it down.
So I drive around and I find these properties and I put them into my app. It’s called the Deal Machine app. So I put them all in there and Deal Machine is basically like a portable virtual assistant. It builds your whole list for you with the owner’s name, the owner’s mailing address, everything. It’s all in there for you. Once I have all those addresses and all those names in a list, I export the list and upload it to batchskiptracing.com, 18 cents per record. I get one to 10 phone numbers every single record on that list. And the coupon code is TTP for 18 cents a name.

Brent Daniels: That’s right.

Craig DiSanto: Shout out there, being a go-giver. So I do that and then I just dialed through them. So I use a single line dialer on the Mojo Dialer and [inaudible 00:11:51] for all these people. In this paticular case, I didn’t have to leave a message for this person. They answered the phone and I said, “Hi, my name is Craig. I know this call is out of the blue. I was calling about a property, I believe you own on 123 main street.”
And they were like, “Yeah, what about it?”
I was like, “Just wanting to see if you would consider an offer on your property there.”
They said, “Yes.” Immediately-

Brent Daniels: Yeah.

Craig DiSanto: … consider an offer on that property. So I was like, “All right, no problem.”
And she was like, “Okay, my husband’s coming home soon, just give me a call in an hour.”
I called him and he was like, “Yeah, I got this house. It’s really pretty good shape. There might be some foundation issues here and there. But yeah, we want to get rid of it.”
I was like, “Okay, so what’s the best price you’d consider if paid all closing costs, be no real estate commissions?” It was 30,000. Zilla price was about 85,000. So I knew it was a smoking hot deal had to get out there, booked the appointment the next day.
So I go out, I meet the seller, his name is Ken. He says, “Hey man, we have some other investors who are going to want to be looking at this house. I spoke to my wife, we just won’t be able to make a decision today. I’m sorry about that. You can look around, make me an offer, whatever.” So keep in mind, the night before we agreed on 30 grand and his wife was around.
So we walked through the house and I know if I’m going to try to negotiate this thing down below 30 grand, he’s going to want to shop my offer. But I talked to him and I said, “Hey man, I was on the phone with you and your wife last night. We agreed on $30,000. Why don’t we just sign right now? We’ll get the deal signed up. If there’s a problem, you call me right away, I’ll tear up this contract.”
He said, “Okay Craig, we’ll do that.” So we did that, signed the contract. He called me up that night and he says, “Craig, we’re ready to go. I’m so excited. Happy to close.” All of that. So immediately blasted out to my cash buyers and I have no response whatsoever. No interest whatsoever. It is like nobody wants this deal. And I guess it just didn’t look that great on paper.
Okay. So I still held my inspection date nonetheless, about six people showed up. Nobody wanted this house, man. I guess it had more foundation issues than I originally thought. It was going to cost them a lot of money to get the deal done and they were just like, at my price. They were like, “No way. I’m sorry. Let me know if it doesn’t go through.”
So I was really upset man because I was really stoked about this deal. I know as soon as I signed it up, I reached out to you and I was like, “Man, I just got this awesome deal under contract from TTP.” I was so excited and that boom heartbroken. So I didn’t give up, rhino’d through it. There was actually somebody fixing up the house next door and so I walked over there and I was like, “Hey guys, I have this house under contract here. Don’t know if you’d be interested if you want it 40 grand, it’s yours.”
So they’re like, “Okay.” They came over, they took a look around, they weren’t interested either.
Nonetheless, I texted everybody the next day who came out to the appointment, made sure I got everybody’s phone number down. I texted them, I was like, “Hey, I’m taking offers.” Nobody was interested except the guy that I want to next door. Except him, he wanted to sign the contract that day. He was ready to put down earnest money and that was my only offer and we were ready to go. So super, super happy that I did that. We got the contract signed, ready to go to closing. So I think we signed the contract on a Monday. We were set to close. We could have closed on that Friday, but I was up at school, I was visiting my friends and then at some point over the weekend somebody broke in and stole the furnace.
I get a call on Monday, the day of closing, like two hours before closing from Deena and amazing worker over there at borders and border. She calls me up. She goes, “Hey Craig, I think that deal’s dead. Somebody’s broken, stole the furnace.”
I was like, “Oh my gosh, no way.”
You know me, I got on the phone immediately with my buyer. I was like, “Hey man, what happened?”
He goes, somebody broke in stole the furnace.”
I was like, “What do we need to do?”
He goes, “Just knock 500 bucks off the purchase price.”

Brent Daniels: Nice.

Craig DiSanto: I was like, “Okay.” So we sat down for closing, goes everything out. We were all good actually double closed this deal. So it wasn’t a traditional assignment I actually took ownership of the property first and then sold it to my cash buyer using my cash buyers funds obviously. But yeah, it essentially all broke down to that. The sellers were extremely happy with everything that I did. They thanked me so, so much.
And I think that’s really important to point out actually, because a lot of people think investors are just all sharks going after people trying to get the lowest possible price in the house. But realistically, these people had a problem and a problem that I could solve and they were very, very happy. And you know, I was blessed to make money doing it. They were just extremely happy with the service that they were given.

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

Craig DiSanto: I came out to a total of $8,863. [inaudible 00:16:20] that for so long, you have no idea.

Brent Daniels: Ring that bell. I love it. By the way guys. He was dropping some beautiful, beautiful, beautiful, beautiful golden nuggets. Some aha, some light bulbs. Let me break down what I just heard Craig. One first, your script sounds flawless. That means that you practice it and practice it and practice it and use it and use it. Did you guys catch that? When he was calling about this property and he was going through the script and he was going and he had the tone and the right pacing and everything, you can tell that he knows what he’s doing because he does this work. He is experienced with it and he practiced it. Beautiful, couldn’t have done it better myself. I love it. Perfect.
Second, you had talked about getting the appointment right away, which is huge in this market. You’ve got to get face to face, knee to knee, belly to belly if you can, when it’s a really good deal, okay. And then you went there and they wanted to stiff arm you a little bit and say, “Hey, we’ve got other people interested, why don’t we get them in too and we’ll see what the most we could get out of it is.”
And you’re like, “No, why don’t we sign the contract and then I’ll tear it up if you want to.” Beautiful. I love it. I’ve used that so many times in the field. My acquisition managers use it so many times that I’m telling you, we’ve had to tear up one contract and five years. You know what I mean? People get committed. There is something magical when pen hits paper, you know what I mean? When people just sign and then all of a sudden weight is lifted off their shoulders. Absolutely beautiful.
And then nobody wanted your deal. You went above and beyond to try to find something. You got creative, you got that grittiness, you’ve got that rhino inside of you that went and charged through and you’re like, “I know this is a deal. I’m going to do everything.” I see it all the time. I see it all the time, Craig, that people get a deal they blast it out and then they’re like, “Nobody wants it.” Nobody wants it. Like what did you do? You press send on an email, you sent out a text blast? Pick up the phone and start calling people. Go and find everybody that has bought properties in that area and tell them about this deal. Be loud. Let people know about it. You have to grow your cash buyer database and you’ve got to get creative, especially when you’re beginning.
So just unbelievable. I love that breakdown. That’s real life guys. Listen, this business is amazing and it is a cash machine and it is hitting the lottery, but it takes work. You need to get up and work every single day. You need to talk to people every single day. Like Craig, what would happen to your pipeline of leads if you just didn’t make a cold call for the next six months?

Craig DiSanto: Oh, forget it. My business would fall apart. I’d have no business.

Brent Daniels: Fall apart. Fall apart. And are you doing any other marketing at this point? Are you spending on direct mail or anything?

Craig DiSanto: So I do send all of my driving for dollars leads, I’ll send a postcard. So just like a quick 38 cent postcard just to make sure that everybody gets it. The data is phenomenal from batch skip tracing, but sometimes they either can’t find a number or it’s a wrong number. It happens. So sending out a little 40 cent postcard is totally worth it because then you know everybody gets it.

Brent Daniels: Yep. I love it. And I mean let’s break this down real quick. So your overhead costs for your business are what? The dialer, right? Mojo is like 150 bucks. Okay. You’ve got lists that you have to skip trace. Let’s say you do 2000 skip traces a month. That’s 18 cents, that’s $360 so $500 plus your phone bill and you’re getting deals done, right?

Craig DiSanto: Absolutely.

Brent Daniels: You don’t have to start with 20 K in the bank. You don’t have to start with 50 K in the bank. You don’t have to go and throw money at marketing if you choose to be proactive.

Craig DiSanto: Yeah. So I just did the math on my phone that my total marketing costs for a $9,000 check was about $54.

Brent Daniels: That’s profit. See, here’s the thing, like a lot of people don’t understand that to be a awesome wholesaler, to be an amazing entrepreneur, you have to keep money. You have to keep it. I love the idea of investing in yourself and in your business. But remember, you can do this if you’re proactive, you can have both sides. You can have a beautiful net profit and you can make a ton of money on the other side. I mean, it’s just beautiful. You can make impact in your community if you’re just proactive and pick up the phone. But man, is that people aren’t, you know what I mean? It’s, it’s just crazy. So you said that you’ve got, is this your only deal? This isn’t your only deal. You’ve done more deals, right? You’ve been stacking them out.

Craig DiSanto: Right? So far in the month of December, I’ve made $20,000

Brent Daniels: You know what? Come on Craig. That’s a double ring people. Yes. $20,000 he’s 21 years old. He took a semester off of college. He started this wholesaling. When did you start? When was your first cold call?

Craig DiSanto: First cold call, October.

Brent Daniels: October, guys, October. Listen to me. I mean, of course. Listen, Craig has incredible talent. You can tell if you’re just listening to this, you can tell he’s an incredible young man. He’s out there. You can tell by the tone of his voice that he’s a killer on the phone, but he is doing the work. That is the most important thing. The tone, what to say, how to understand people’s personality types. That’s all learned, but you know what’s not learned? Doing the work. That’s all on you. You got to just do the work. Every single day you have to start with the thought in mind that somebody is going to sign a contract and who’s it going to be? Who’s going to sign a contract today with me? Who’s going to do that? And Craig, I mean, you’re a shining beautiful example of doing this on a daily basis.

Craig DiSanto: Absolutely. Absolutely man. I love every second of it too. I don’t feel like I’m working at all. Don’t get me wrong. I work really, really hard for what I earn. But I tell people every day like, man, it doesn’t feel like work to me. It really is such a joy to bring so much value to this marketplace. And I mean, yeah, I spend a lot of time on the phone, but it’s really not downtime because I’m working for myself, it’s all me and I provide a ton of value and make a lot of people really, really happy. So it’s just a miracle, miracle business and it’s completely changed my life and the lives of other people.

Brent Daniels: Absolutely. Do you have a monthly goal that you’re looking at? Let’s talk about a gross goal and then like a net goal of what you want to keep for yourself. Now you said that you’re going to have a 50/50 partner and you have one semester left and you’re going to be doing lacrosse. And you’re going to put a push off about 70% of your daily tasks. So what is your goal like? Let’s put something out there so that we can keep you accountable.

Craig DiSanto: Sure, absolutely. So my goal during that partnership period will be $50,000 a month net profit. Once I’m out and back on my own again, $100,000 a month, net profit as soon as possible. And then as soon as that’s hit we’re going $200,000 a month and just keep cranking it up because anything is possible. The more people that you talk to, the more opportunities that you’re going to get. The more cold calls I have the more acquisition managers I have, the more people I’m going to be able to get in front of an impact and the more money I’m going to be able to make.

Brent Daniels: And you’re 21 years old.

Craig DiSanto: Yes, sir.

Brent Daniels: You’re 21 years old. This is just, Oh man, I just love it. I just love. I wish that I had what you have. Just your personality, your drive at 21 I mean just phenomenal. Anybody out there that’s around that age or thinking about this business guys, this is it. This is what you’re looking for. This is such a beautiful, fun, exciting, challenging business. If you do this and you’re proactive, you’re going to build so many skills and you’re going to have such a robust business. It is just absolutely phenomenal. So Craig, you are an avid reader, which you know I love that. Give everybody one book selection that you’d want them to read. If you could only give them one book that they’d have to read for a year, what would it be?

Craig DiSanto: Absolutely. 100%, 1000%, The Go-Giver. This book has completely changed my mindset. And from that mindset, I have gotten so many opportunities in my life and basically the main premise is to do for others without expecting anything in return. Just go out there and be, as the word says, a Go-Giver. Like don’t go and get, go and give and you will receive and that premise is 1000% true. I mean it just opens up so, so many doors for you. Brent, you read it I think 52 times last year didn’t you?

Brent Daniels: Yep, yep.

Craig DiSanto: So it’s a book on mindset that will completely positively impact your life. It’s truly unbelievable.

Brent Daniels: It’s a very easy read. The authors are unbelievable people. I say this story, I got to interview on this podcast, Bob Burg, one of the authors, he sent me to my house, a handwritten note thanking me for the interview. It’s just unbelievable. Like it’s so perfect. it’s wonderful. Go get the book. If you haven’t read it, go get it.
Awesome. Craig, this has been awesome. I think that you’ve really given so much value on this podcast and I think people can really focus on the simple things in this business, which is find distressed property owners and have quality conversations with them as often as possible.

Craig DiSanto: Absolutely.

Brent Daniels: That’s an undefeated system. It’s flawless. It really is. So, how can people get ahold of you? People that you’re inspiring with this podcast, people that want to know you or maybe they’re in your market. Like what’s the best way for them to reach you?

Craig DiSanto: Yeah, the best way to reach out to me, just find me on Facebook, Craig Anthony DiSanto. You can find me on there. Feel free to message me, add me as a friend whatever it is. I’d be happy to talk to anybody on this podcast. I mean just share the wealth of knowledge.

Brent Daniels: Awesome. Well thank you so much. And guys, if you are listening to this on the podcast, you want to see this as a video, go to Brent Daniels Real Estate Coach on YouTube. It will be up there. And if you are ready to join the most proactive group to be in a group with Craig Disanto, to be personally coached by me, you’ve got to set up a call, see if it’s the right fit for you at wholesalinginc.com/ttp, wholesalinginc.com/ttp. I look forward to it. I love you and I encourage everybody to talk to people. Until next time, see you.

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