Posted on: January 10, 2019

If you are like most people, you most likely started out not knowing anything about wholesaling. Fortunately, in the competitive but highly lucrative industry, your lack of knowledge or experience is never a hindrance to your success. Just go ask Jeff Burch.

Jeff Burch is a phenomenal wholesaler from Sacramento, California. While he started out with zero wholesaling knowledge, he was highly driven and wouldn’t take no for an answer.

In addition, he was willing to find and invest in the right mentors to help him out. When he joined the TPP program, he experienced massive wholesaling success and has never looked back.

After earning $48,000 on a single deal, he has plenty more in the pipeline. As if not enough, he’s likely to earn another $45,000 from an upcoming deal. Truly mind-blowing for someone who started out without any wholesaling knowledge!

If you know nothing about wholesaling but would like to give it a try, do yourself a huge favour and listen to this episode. Jeff’s story is exactly what you need to hear so you’ll finally take the plunge!

The Deal

  • Jeff found a motivated seller from the code violation list he pulled up online.
  • After calling the homeowner, he was able to set up an appointment to go over and see the property.
  • After putting in around 10 hours of work, he was able to earn $48,000 for his efforts. Undoubtedly a massive reward for his drive and invaluable service!


If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

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Episode Transcription

Brent Daniels: Welcome everybody to the Wholesaling Inc. Podcast. My name is Brent Daniels and I am absolutely thrilled that you have decided to listen to this podcast. If you’re new to it, welcome if you have listened to it before. Thank you, thank you, thank you. We have so much gratitude for everybody that listens to it. We are the number one podcast when it comes to wholesaling real estate. Wholesaling real estate is basically just finding the absolute best discounted properties out there in your community and being able to turn that into an extreme amount of income. Wholesaling real estate is a cash machine. It is hitting the lottery. It is a fantastic way to start your real estate investing business. We just see so many people from across this wonderful country of ours doing amazing things, helping out so many distressed homeowners and we just feel a huge sense of pride that we have a little bit of part of that through this podcast.
Now, it is my pleasure on this podcast. I get to oftentimes interview people from around the country that are doing just unbelievable business people that have taken absolute action in this industry and have not let anything stop them. People that have started with absolutely nothing and grown huge million dollar businesses or multiple hundred thousand dollar businesses. I mean it has just been an absolute joy to watch everything going on. And with me today is another one of those shining examples of somebody that was an ex Marine came into this real estate world and has just been, he would not take no for an answer. He has been doing everything to be as proactive as possible in his business. I want to welcome from Sacramento, California, Jeff Burch, Jeff say hello to everybody.

Jeff Burch : Hey, what’s going on guys? It’s an honor Brent.

Brent Daniels: Awesome. So first of all, thank you for your service. I know that you guys are the absolute best, so I want to thank you for that.

Jeff Burch : Thanks.

Brent Daniels: Yeah. So let’s walk down the path of your wholesaling journey. Tell me, tell me about it. When did you start and why did you get into wholesale?

Jeff Burch : So I joined the Marine Corps in 2003 got out in 2008 and got into the I.T. Field. Worked for in the state Capitol for 10 months and stayed in I.T field for a while was there for eight years on a contract. Really nice. It was a blessing really. And then it came to be layoff time. So they told me you’re going to be laid off January 8th of this year. And so I said, okay, well I better start doing something and always had that entrepreneur spirit. So I was looking into different things. I started an Amazon business, which kind of tanked and had all sorts of different ideas and I got into researching home selling and man, it’s really intrigued me since then. I joined a mentorship program back in November, so it’s been about 13 months since then.

Brent Daniels: Awesome. So the mentorship program, what did it, did it just give you kind of like a foundation of how to do the business? What paperwork do you use? What a title company is like that type of thing?

Jeff Burch : Yeah, cause I didn’t have any experience at all, just like a lot of us. So they basically just formed the foundations of wholesaling for me. I’ve got the contract, learned what to do with title and escrow. I was given just a little bit of information just to be dangerous and that was about it. And I got my first deal land and closed that. And I think the same month if not the following month, I don’t remember. But yeah, it was a $4,000 deal. It was small, but it was, you know, that was, that was it. Once I got that first deal was it, I was spoke to, I was like, this is real. And I went for it.

Brent Daniels: The first deal is so important it takes you from the land of belief to the land of fact. Right? Now, know that you can get this done. You now know that you can make money at this and provide an income, whether it be something that you’re doing on the side or whether this is going to be your full time passion, your full time business as an entrepreneur. So that’s huge. I don’t care if you make $100 or $100,000, it is a huge step in the right direction so that anybody listening, get your first deal as quick as you can so that you know that this is real factual. And that’s huge. So what happened then?

Jeff Burch : So that was through a Facebook ad and that’s how I got that deal. And I said, well, okay, well if the Facebook ad, as it turns out, so I’m going to just really jump into it. So I just, I spent the next month focusing on Facebook ads, spent 800 bucks and had zero more deals. And it really discouraged me because I saved up six months of living, $30,000, and I was ready for this. I was ready to move on and I was getting nothing. Out of desperation, I searched Craigslist. I found two more deals there and I got $17,500 for those two.

Brent Daniels: Awesome.

Jeff Burch : And yeah, so it got my hopes back up and then right back down again, you know, that roller coaster. And from there I was so close to being tapped out on money and we heard about Wholesaling Inc. And the TTP Program. And I said, you know what? I told my wife, we’re either doing this all the way or nothing. I’m either going all in or nothing. I’m going back to a nine to five. And so we cashed in our silver and cause that was our reserve. That was it. So, I mean, we cashed it in and joined the TTP program and haven’t looked back since.

Brent Daniels: Awesome. That is incredible guys. We’re talking about cashing in his life savings to fund his dream, his dream of being a true entrepreneur, a true real estate business person. Somebody that is building a business every day, working for himself, being able to not have to get into a nine to five and to, I mean, your back was against the wall, right?

Jeff Burch : Yeah. I didn’t know where to turn.

Brent Daniels: It’s amazing. It’s amazing what happens in your back’s against the wall. It’s funny because I talk to people all over the country, whether it’s through YouTube or Instagram or Facebook or on a call or students or whatever it is, and it’s like they always have something else that they can fall back on. The people that are like really pushed against the wall or have that mental start that they can start every day at zero, no money in their account, no deals in the pipeline, no leads to call on. Anybody that can start like that. All of a sudden they don’t have a problem making calls. There’s no call reluctance, there’s no time for it. They know that if they use their voice, their talent, their skills to get on the phone and to talk to distressed property owners every day, they win just like you. Right?

Jeff Burch : Right. Absolutely. Yeah. All those fears, all those doubts, all the things that would supposedly get in the way were so minuscule compared to my why. Like Tom curl was saying, you know your why has to be so strong that imagine having your entire family being kidnapped and held ransom and the only way you can get them back is to get a deal. That’s it. And that was my motivation. That was so extreme for me. I couldn’t put it any other way, but that, yeah, I had to provide for my family and there was no looking back.

Brent Daniels: So you start, you get into the program, you get a list. What’s the first lists that you skip traced, when I say skip trace guys, I mean it basically means you use a service to get the phone numbers. You can check out if you use TTP as a coupon code you get it at 18 cents. This isn’t an ad, this is just an endorsement because it is awesome. So you went in, what was the first list that you got skip traced?

Jeff Burch : So I was doing driving for dollars, I was doing everything that you mentioned. I watched all your videos, did everything to the T as best as I could and engrossed myself with it. Went out driving for dollars. It got the code violation list and I had that skip trace and I got my first deal with TTP on the code violation list.

Brent Daniels: So a code violation list guys, if you’re wondering, is if there’s something going on, typically it’s a neighborhood services department in your County or your city, I should say mostly city or town or whatever it is. They will go around and people will drive around and look at if you have your lawn too long or if there’s a car that’s rusting and it’s basically just so that the areas don’t get too junky and to, just really broken down and the houses don’t, if they need to be condemned, they get condemned, whatever. But a code violation list is awesome. I’m telling you, we’ve gotten three deals this month on code violation list. Go check it out. So how’d you find your code violation list?

Jeff Burch : So I pulled the list from online. I didn’t know where it was until I did some research and called around and it turns out that Sacramento is online and so I just highlighted the fields, the name, address and all that stuff because it’s not in an Excel format. So it was pretty ugly. I had to make it all pretty. And then I sent it to the skip trace company and they sent back the number and I just called them up. And this guy, he answered right away and I asked him, would you consider an offer on your property? And he said, yeah, absolutely. And I said, how well, how much would you take? They spit out a number right away, $250,000. And it kind of caught me off guard and I said, okay, when can I take a look?
And he said, you can take a look right now it’s on a lockbox. So I went the next day, cause it was late in the day and first thing in the morning, I headed out there, looked at the place, it was a burnt down house, fire damage house we should say. The roof was half gone, a lot of work into that thing. And I was looking at the numbers and I called them up and I said, okay, I appreciate you letting me look at it, but are you negotiable at all on the price? And they said, Oh, I’ll take $200,000, just like that. And I said, okay, I’m not sure that’s going to work. I was thinking more like $150,000 can you do that? And he’s like, well let me make a phone call. And I don’t know who he called his insurance company or what. And he called me back five minutes later, Brent and he said I’ll take $175,000

Brent Daniels: $175,000 so he went down $75,000 after three phone conversations.

Jeff Burch : That’s right. Yeah. I locked it up two weeks later for $223,000 netting a profit of $48,000.

Brent Daniels: Wait a second now hold on. Before I ring this bell, cause you know you’re getting this bell rung. So let’s take a second here. So how long did it take you from the time that you called them, cold call them to the time that you had closed that deal. What’s the timeline here?

Jeff Burch : About 10 hours.

Brent Daniels: 10 hours of work?

Jeff Burch : Yeah.

Brent Daniels: But how long from like day wise? Like day one is here, how many days before that money was in your account?

Jeff Burch : Three weeks.

Brent Daniels: 21 days?

Jeff Burch : Yep.

Brent Daniels: 21 days to make how much?

Jeff Burch : $48,000

Brent Daniels: I love it man. $48,000 in 21 days. That’s life changing.

Jeff Burch : It is extremely life changing, especially for me because my bank account was like nada. We were two months behind on our mortgage payment and we’re like, what are we going to do? What are we going to do? I’m in the same position that I’m looking for people to go buy houses from, you know what I mean? And so it’s like how humbling that really is. So yeah, that definitely was life changing. So we cashed in and that, and we’re now, we got four deals and contracts. We’re building up our pipeline and like I said, we’re not looking back. I got places to go.

Brent Daniels: Yeah. Unbelievable. So one phone call, that call him picking up $48,000 in 21 days, life changing behind two months in payments. I mean, how did you not let all of that just tear you down and just like, go get a job?

Jeff Burch : It did. It did get me to the point where I second questioned myself so many times, but I know what my father in heaven has told me to do. That’s what really kept motivating me and not give up because I know what he says about me. I know what, who I am, and if you know who you are and what you’re supposed to do, there’s no stopping you. So that really did though have an effect on me. But I just kept pushing. I knew that this is, I’m either going to go all the way or I’m not so, and I’m not going to have any regrets basically. [crosstalk 00:13:25] I want this to see what I was made of.

Brent Daniels: And now you have four pending deals. Do you have any one of those deals that are like, wow, this could be a good big one?

Jeff Burch : Yes. I just came back from a showing today and the lady, there was a really good turnout. One of the ladies is begging for more properties and she said, please let me have this house. And I said, okay, okay. Let’s see what you can offer, and she came back at $10,000 over my asking, which would be a net of $45,000.

Brent Daniels: Oh my gosh. $45,000 on that deal.

Jeff Burch : Yeah.

Brent Daniels: Oh my gosh. That is absolutely incredible. I’m telling you, you are just an inspiration. You came into this industry not knowing anything. You got some guidance enough to make you, like you said, a little dangerous. A little bit. Know enough to have the confidence to go forward and get contracts signed. I get it. But then you took extreme action. Okay. $48,000 on that deal, you’ve got four potentially 45 plus three other deals. Now what is your, like, I’m thinking to myself, people are listening to this and they’re wondering what is your week look like? What is your schedule like Monday through Friday? Break it down for us.

Jeff Burch : Sure. So Monday I dedicate to, so I time blocked everything, right? I have every single day, every single hour has a purpose and a place. So, and I want to be wise, not only with my time with my money, but with my time. And so Mondays I go driving for dollars. So I’ll go, first thing is go to the courthouse, get the probates, and then the rest of the day I’ll go drive for dollars. Tuesday, Wednesday, Thursday I dedicate for calling. I time block from 10 to 6 to call and I get about six hours calling in each day. So that’s 18 hours of calling right there in those three days.

Brent Daniels: 6 hours in one day you make calls.

Jeff Burch : I do.

Brent Daniels: It’s amazing. People won’t even make one call. How many calls do you make in six hours in one day?

Jeff Burch : I go through it real slow and easy. I do the single dialer, seven calls, all hammer off. I leave specific voice messages. I go through all my maybes, all my followups first. The most important ones, the highest priority to the least priority. And yeah, it’s great. It really consumes a lot of time, but it’s quality. I get a lot of attention. I get people, I mean, you know, I get to talk to people and so that’s what does it, and then towards the end of the week, I’ll turn on the triple dialer and blaze through them. So I’ll get 20 hours of calling in a week, so by Friday I’ll do another two hours. My wife and I, she’s like, can you do anything more? I’m like, what can I do more. Let’s go driving for dollars on Sundays so you can get another six hours of calling on Monday. I’m like, all right.

Brent Daniels: That’s teamwork. I love it. That is unbelievable. That is great. When you drive for dollars, do you use an app or are you just writing them down?

Jeff Burch : Oh yeah, I use an app. The deal machine app is phenomenal. I just signed up using the TTP discount code for that. I saw your video, so that was great.

Brent Daniels: Yeah, so anybody out there that is driving for dollars, deal machine app. If you put it in the coupon TTP, you get it at 40 bucks instead of 49 and you get a little bit of discount. If you want to send in mail. Jeff does is he gets a database in there and then skip traces that database. It’s very easy to use. I highly suggest it. Awesome. And then so when do you do your lead followup?

Jeff Burch : I do a first thing Tuesday morning, so that’s my highest priority. They give me either a maybe or a yes. And I’ll follow up on those Tuesday morning. If they don’t answer, I’ll call them that evening. So most of the time I’ll get ahold of them and if they’re busy during the day, wait till after 5:00 PM when they’re home or something. And then usually I’ll get an answer then that’s why I usually call to about six or seven at night.

Brent Daniels: Awesome. Awesome. And then are you pre-qualifying these leads before you go out there?

Jeff Burch : Oh, definitely. I let them talk to me. I want to hear why they’re selling, what’s the condition of their home, their time frame on selling. Those four qualifiers, I definitely like to pre qualify before doing anything.

Brent Daniels: So the three qualifiers being their timeline to sell, the condition of the property, their motivation to sell and the price. So those are the four things that we focus on when we are pre-qualifying and it is so important because like Jeff was saying, he’s got, he time blocks that precious time for his hunting, right? His calling, his outbound, his offense right. And then when he’s following up, he doesn’t want to be on appointments with people that are going to waste his time. He doesn’t want to be running around town with people that will never do business with him. That’s something that’s a trap that a lot of people go into cause they get so excited. I’m going to get in front of this seller and I’m going to be so charming and I’m going to tell them all the bad things about their house that they’ll sell at a discount. I’ll get the biggest and best deals. Even if they want so much and it’s in good shape, I’m going to get it. No, you aren’t. Pre qualify every lead every single time. You agree?

Jeff Burch : Oh yeah, absolutely. I’m [inaudible 00:18:37]. They go in the trash can.

Brent Daniels: Yeah. I hear ya. I love it. I love it. So if somebody’s just starting out, they want to be proactive. They want to like really. Oh by the way, this is what I think is beautiful. Cause we talked about this before this, what’s your marketing budget a month?

Jeff Burch : That’s about 400 bucks a month.

Brent Daniels: $400 a month.

Jeff Burch : Couple of hundred bucks. It’s very minimal. Yeah, so it’s like 50 bucks a list, you know what I mean? And so I pay for gas and then just the mojo dialer, the deal machine app. It’s really, it’s ridiculous. This is Penny’s and then I go lock up a property for 100 bucks. I mean this will last, you know my investment will say a hundred bucks to get 48 grand. Are you kidding me? Yeah, no, I’m not kidding at all. All this is real, real deal here.

Brent Daniels: Yeah. This is real. So with that, give some advice to somebody that wants to be proactive. Wants to get going, wants to start. They’ve got that passion, that pilot light inside them that wants to get going with this and take some action. What should they do?

Jeff Burch : So definitely stop wasting time. If you haven’t already joined TTP, you’re spinning your wheels. I’m telling you right now, if you want to be serious then do something. Get a coach, follow the leaders, the ones who have already blazed the trail, who have the experience. That’s what I have to say. And then be consistent. I can win at any game if I’m consistent, especially wholesaling. Because just like was it the slight edge? If anybody’s read that, that’s going to gets you that slight edge is that consistency every day. You keep compounding, that’s your compound interest on what you’re doing. So yeah, definitely follow up with the consistency.

Brent Daniels: And what book would you read to really keep your mindset right. Really keep you in the right place and keep your confidence up.

Jeff Burch : So I’m always going to resort to the Bible or the scriptures. By far the number one book I would ever recommend because it’s more than a book, right? It’s the truth here. So, and you know, there’s more wisdom in this book than any other book on the planet. And what I’ve found is that the self help type books get the principles for success from the scriptures. Even if they don’t recognize it or attributed it to the Bible. And so from there that’s got to be the foundation. And my favorite scripture is Joshua 1:8 which says do not let this book of the law depart from your mouth, but you shall meditate on it day and night so that you may be careful to do according to all that is written in it. For then, you shall make your way prosperous and act wisely. Don’t we all want to be prosperous and wise.

Brent Daniels: I love it. I love it. Well, thank you so much for joining us. You have been just an inspiration. You’re a superstar, I mean you are just, you’re doing all the right things, your taking all the right actions, you’re being proactive, you’re keeping your costs low, you’re keeping your deals high by building up your cash buyer database. By the way, how did you build up your cash buyer database?

Jeff Burch : So that is the one of the most, I don’t know how to say it, contributing thing I’ve ever did so far in this business is build up my cash buyers database. And what I did, since I’m a licensed realtor, I have access to the MLS. And what I did is I searched on MLS, all the recent cash transactions in the last year, exported the names, the numbers and email address of those realtors and uploaded them to my MailChimp, you know, campaigning email or account. And so whenever I get a deal, I blasted out. I pulled 2000 qualified cash buyers. And I’m telling you, most realtors know more than one cash buyer. So I mean, you can do the number on that. So as soon as I did that, then I got people fighting over my deals. I got them bidding up and got that bidding war, what I was hoping to do

Brent Daniels: Awesome, incredible gold nugget at the end of the podcast. That is awesome. Well, thank you very much, Jeff. If people want to reach out to you in Sacramento, what’s the best way to get ahold of you?

Jeff Burch :

Brent Daniels: Wild branch real estate.

Jeff Burch : Wild branch. It’s like the tree or you can give me a call or text me. I’m just like you. So 530-635-3749.

Brent Daniels: Awesome. Jeff, thank you so much. And for everybody out there. You know what? I want to talk specifically to some of our military or ex military. Listen, I’m telling you I have a handful, a couple dozen students that are absolute superstars in this business because of what they have learned in the military and now they’re either active service or they have gotten out and they take to this program like you wouldn’t believe so I would love anybody. Obviously if you haven’t been in the service you as well but set up a call, learn what it’s about. If it fits you, if you feel like you can do it, if you feel like you want to be proactive, if you feel like you want to attack, attack be on offense in this wholesaling business, definitely, definitely, definitely go to set up a call, You will love it.
Also, if you want to get some batch skip tracing. If you want to get some phone numbers, some value in this podcast, put in TTP as a coupon code. You get an 18 cents an address and deal machine use deal machine. Well use whatever you want, but I suggest you use deal machine for your driving for dollars. That’s what Jeff uses, what I use. So a lot of my TTP students use. So go out and get it. Again, I am so grateful that you have listened to this podcast. I hope we’ve brought you a ton of value. I know I’ve gotten a ton of value. A guy that sold his silver and then months later he has a $48,000 deal from taking action. That’s just beautiful. That should just make you feel so much positive vibes and the synapses in your brain going crazy right now listening to this that you just take action right away. So anyway, until next time guys, I encourage you to talk to people and I love you. See you.

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