Posted on: March 11, 2019

Are you a part-time wholesaler in search of your first ever deal? If so, you’ll surely find the much needed inspiration and motivation in today’s episode!

Anthony Vetrano is a tenacious part-time wholesaler who just closed his first ever deal. While his wholesaling journey has not been easy, it has given him the confidence that he can make things happen given he is proactive, consistent, and willing to take massive imperfect actions.

If you’re a new wholesaler looking for that seemingly elusive first deal, you owe it to yourself to listen to this episode. Apart from learning invaluable gold nuggets, Anthony’s wholesaling journey will also have you believing that you too can make things happen!

Key Takeaways

  • How he keeps charging even if he’s only doing wholesaling part-time
  • The quality list that led him to his first deal
  • Where he got the “Tom Krol list”
  • The importance of automating mailing
  • Why you need to be consistent and proactive
  • How he gauged seller motivation
  • The benefits of being a truth teller and a truth seeker
  • Advice he’ll give to those who are new to wholesaling
  • Why it pays to have the right mentor
  • The importance of surrounding one’s self with positive people looking to improve their lives
  • Books that changed his mindset

RESOURCES:

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Episode Transcription

Cody Hofhine: Woo-wee! Welcome to the Wholesaling Inc podcast. My name is Cody Hofhine and I’ll be hosting today’s episode where we are going to deep dive the term wholesaling. So for those of you that are new to the podcast, what wholesaling is is simply the art of finding a deeply discounted property. So if you can learn to find off-market deeply discounted properties, really the world is your oyster at this point. There’s so many ways to make money if you can consistently find discounted properties. You can fix and flip them if you choose to do that. You can keep them for rentals if you want to grow a portfolio. Or you can do what some people are doing where you just simply sell the contract or assign the contract for a fee to another cash buyer or another investor.
So we’re going to deep dive this on how each one of you, especially on this episode, we have a full time firefighter. His name is Anthony Vetrano and he is marketing in the Middletown New Jersey market. And he’s a full time firefighter and does this part time and just came across his first deal. And we’re going to walk through on this podcast on this episode, we’re going to walk through step by step how he was able to do this. So for each of you right now listening to the podcast, bring out a pen and a piece of paper and get ready to jot down some gold nuggets because he’s going to share with you step by how he did this deal. So without saying anymore, let’s bring on Mr. Anthony Vetrano. Anthony, my man. How in the heck are you?

Anthony Vetrano: Hey, Cody. Hey Rhino Nation. So glad to be here. I can’t believe it, as a matter of fact.

Cody Hofhine: It’s an honor to have you on here. I know you have been going at this like true rhino making this work. You haven’t had the easiest story of finding this first deal. I know you have to work full time. I know there’s a lot that you have to do. But how did you continue to just keep charging?

Anthony Vetrano: I did it in waves and then I did not follow the program as laid out, but without the program I would have never made it happen.

Cody Hofhine: What do you think turned the corner? Where did you find out where success hit? What was it that clicked that made you feel like you actually got this deal now that you’ve already closed on, you’ve collected the check, what was the difference?

Anthony Vetrano: Well, after the last summit in Nashville, North Carolina-

Cody Hofhine: Uh-huh (affirmative).

Anthony Vetrano: … when I was there, I was there with my girlfriend that was my girlfriend at the time. We sat down with a gentleman, Dave Kupo. The Tom Krol list was just revealed, right?

Cody Hofhine: Yeah. Uh-huh (affirmative).

Anthony Vetrano: And when we sat down for lunch with him, I noticed that he’s honest. He’s already ordering the list right after it was released. I’m like, “Wow.”

Cody Hofhine: Taking massive imperfect action.

Anthony Vetrano: Exactly. That’s what he was like, “I’m taking take an imperfect action to do it right away.” I was going to do it too when I got home, but maybe it would have never happened, you know?

Cody Hofhine: Sure.

Anthony Vetrano: So I’m like, you know what? So by that night I’m making the order myself. So I put that order in. And it turned out in my area, it was the best quality of leads of people that I ever spoke to.

Cody Hofhine: So, so solid.

Anthony Vetrano: They were much more inclined to be motivated off of that list it seemed instead of tire pickers and people going, “Why are you calling me? Where did you get my number?” I was getting more of a quality caller. So I loved it.

Cody Hofhine: Here’s what I think is great, Anthony, is the fact that you got uncomfortable and just took that imperfect action, ordered the list so you could start sending out your mailers because that’s where a lot of hiccups are in this game. A lot of people will not stay consistently finding deals because they’re not consistently marketing. So the fact that you were able to just say, “You know what? If I don’t order it now, there could be a chance that I’m not going to order it.” And so you just took the action, you ordered the list, you started the mailings. And when you got back home you were right on the phone with the phone ringing with motivated sellers, which is super, super cool. So here’s the thing, let’s go right through this. Let’s kind of break it down step by step. So where do you get the Tom Krol list?

Anthony Vetrano: I had gotten the information at the summit. I’m sure it’s in the forum.

Cody Hofhine: Yeah. We will even put it up on the show notes for the Tom Krol, for those that I understand. There’s a lot of people, Anthony, that in fact, even me, I don’t even know what the criteria is. It’s done by an individual. It’s done by a third party that says, “Hey, you’re going to want to try this list. It’s awesome.” And so we don’t even know the criteria. All we know is it helps make that phone ring like crazy. It’s been an amazing list. So let’s go through this. So you sent out this list. Did your phone start ringing right away?

Anthony Vetrano: Oh yeah, pretty quick. And another thing I picked up at the summit was it’s good if you can automate mailing. And I would always do authorize maybe a certain amount of letters to postcards to go out.

Cody Hofhine: Uh-huh (affirmative).

Anthony Vetrano: And it’d come in and then by the time I … When they dwindle off, I call again and there’s a big lag. So I set up with Chris [Vozzolo 00:06:32] to automate five mailings automatically without me having to do anything. And that was fantastic-

Cody Hofhine: I love it.

Anthony Vetrano: … except right away I got two under contract, the first two I ever got under contract within two weeks of being at the summit after a year and a half of have nothing under contract.

Cody Hofhine: Sure.

Anthony Vetrano: And I’m not blaming the system. I wasn’t proactive enough.

Cody Hofhine: Yeah. This is good stuff. So take notes, guys, listening to this. He wasn’t being consistent. That’s something to learn. But when he started getting consistent, send out the mailings. But I love something further that you said, making your mailings automated instead of checking off every single week where they’re saying, “Hey, do you like this? Hey, do you like this? Hey, do you like this?” You just said, “Okay, send out for the next five weeks X amount of mail pieces. I approve it right now. Get going.” That way you didn’t have to deal with any mailings for the next five weeks is very automated. That helped in the success for sure. For sure. So when these individuals called you, Anthony, what did it sound like? We’re talking about this deal that you just barely closed on. What did it sound like? How did you know there is motivation there?

Anthony Vetrano: Right. The one that I just closed and that’s another thing, it’s about implementing right away or taking care of stuff right away. I just sat down to dinner for sushi with my daughter, my 18 year old, 19 year old daughter.

Cody Hofhine: Uh-huh (affirmative).

Anthony Vetrano: And a call comes in. I know it’s a 732, I know it’s a motivated seller call potentially. It goes to voicemail. I said, “Listen, I got to go get this right now. I’ll go out to my truck. It’ll take five minutes.” I go out there. It was 20 minutes. This guy was telling me everything, everything about the house, this and that. I was like, wow, this guy did sound like he was very open.

Cody Hofhine: Yeah. Yeah. So was he saying the home was in distress or how did you know that hey this could be something?

Anthony Vetrano: Well, the way the Tom Krol list works, I think he was in distress. The house was in mint condition. It wasn’t a typical wholesale type of house. You know what I mean?

Cody Hofhine: Yeah.

Anthony Vetrano: I think that he might not have been able to make more payments or whatnot, not sure. The house, it was move in ready. I would have painted it because it had some odd colored rooms.

Cody Hofhine: Sure.

Anthony Vetrano: The environ-

Cody Hofhine: But other than that was actually a great home.

Anthony Vetrano: Yeah. A great home in a great location near a college and stuff.

Cody Hofhine: So when you go in there and talk to this individual, was it something that pretty easily you came up with a price that was agreeable for both parties? Or did this take awhile?

Anthony Vetrano: It didn’t take that long. I basically got it as low as I could get it that made sense for him because I told him too, I was just like a truth teller like the tribe says. I want to be forthcoming. I told him, “You could get more money for this if you list it with a realtor.” And he was like, “I know that. I’d rather get it done quick, convenient.”

Cody Hofhine: Yeah, yeah.

Anthony Vetrano: He said, “I had listed with a realtor for much higher. It didn’t move.” And it really was not a good experience for him. So nothing against realtors, he did not want to go that route knowing he could get more, but it would be less convenient, take more time.

Cody Hofhine: I love the fact that you were a truth teller and a truth seeker. You were telling him and letting him know right out front, “Hey, basically I am an investor. I’m not your highest offer. I’m not going to be your highest offer. Your highest offer’s going to be listing this with a real estate agent that can put it on the market and get a lot more attention from potential buyers that could offer more money. That’s not me.” I love the fact. And he said, “No, this is out of convenience. This is out of speed. I’m not looking for the highest and best. I’m looking for convenience and speed because I need to get out of here.”

Anthony Vetrano: Yeah, he wanted to get on a ski slopes of Colorado as quick as possible.

Cody Hofhine: Oh, nice, nice. So you put the home under contract?

Anthony Vetrano: Yes.

Cody Hofhine: What price did you put under contract for?

Anthony Vetrano: 175.

Cody Hofhine: 175.

Anthony Vetrano: It’s a townhouse, by the way.

Cody Hofhine: A townhouse.

Anthony Vetrano: And it was very [inaudible 00:10:18].

Cody Hofhine: Okay. Okay. And then from there, what did you do? What were you able to do so that you could turn it and ultimately get paid?

Anthony Vetrano: Well, I put it out to all my cash buyers.

Cody Hofhine: Uh-huh (affirmative).

Anthony Vetrano: It’s a little bit tough to say how many I have. I have about 130 in my areas and then I swapped the list with someone else and picked up another 50 so I have about 180 altogether maybe.

Cody Hofhine: Okay.

Anthony Vetrano: But I put it out all of them, text anyone that had a cell phone number. I also send it out to the emails, anyone that had emails.

Cody Hofhine: Okay.

Anthony Vetrano: And that was a learning process for me, learning how to use these. But it’s good.

Cody Hofhine: Yeah. Did you feel like you had good attraction to it? Did you have a lot of individuals interested or just a few?

Anthony Vetrano: Not very much because-

Cody Hofhine: Okay.

Anthony Vetrano: … most of the people were rehabbers. Actually the guy who took it, he saw me. I also put it on Facebook in different areas in Facebook and stuff. And he saw it that way. And he’s a landlord and he loves to rent in that area, especially being that the college is right nearby and whatnot.

Cody Hofhine: Sure.

Anthony Vetrano: And as soon as he saw it, he was like, “I want this.” And he’s like, “I’ll pay you asking right now.” I said, “Well listen, I’m just taking offers right now.” I figured maybe I could get a higher offer maybe from someone else.

Cody Hofhine: Uh-huh (affirmative).

Anthony Vetrano: And that did not come to be, but he still obviously wanted it.

Cody Hofhine: And so what did he ultimately buy it for from you?

Anthony Vetrano: Oh, 180.

Cody Hofhine: 180.

Anthony Vetrano: So there was a 5,000 spread, but there was a little discrepancy when I spoke to the seller initially what I told him was going to happen. There was something that it wasn’t explained right so I decided to take a a little bit of a hit on 450.

Cody Hofhine: Okay.

Anthony Vetrano: I’m thrilled. I’m just thrilled to close my first deal. It wasn’t even about the money at this point.

Cody Hofhine: This is about the confidence to let you know that Anthony can wholesale a deal.

Anthony Vetrano: It’s a [inaudible 00:12:03].

Cody Hofhine: So you made about what? 4,500 bucks?

Anthony Vetrano: 4,550 was my check.

Cody Hofhine: 4,550.

Anthony Vetrano: I got it hanging on the wall.

Cody Hofhine: Anthony, hold on. We got to ring that victory bell. You know it’s coming. Hold on.

Anthony Vetrano: Oh, I’ve been waiting for this. Woo!

Cody Hofhine: We are now not only can it ring that victory bell for you, I am going to send you a victory bell as promised. When we talked a while back that when you did your first deal, I was going to be sending you a victory bell of your own. And so what an awesome, awesome, awesome thing.

Anthony Vetrano: You did tell me that as if you knew I was going to get one. All right.

Cody Hofhine: I knew it, I knew it. I didn’t know if you knew it and now you do. Here’s the point.

Anthony Vetrano: Now I do.

Cody Hofhine: Now that you’ve done a deal, you’re going to see a confidence level within you grow and you’re going to see that getting your next deal is going to just be that much easier. And you’re going to be that much better and you’re going to see how it’s that consistent marketing and that consistent follow up. If those chains ever break again, you’ll see how that’s going to be what stops the deal flow. But as long as you can stay consistent on those two channels, you’re going to see how these deals will consistently come your way. And it won’t be long before deal two, three, four, five, all the way up to as many as you want start coming their way. So Anthony, what would you say if you were talking now to individuals, because we have a lot of individuals on here that are just maybe it’s the first time visiting the podcast or just thinking about getting into wholesaling. What would you tell someone that’s brand new in this knowing what you know now? What would you tell them?

Anthony Vetrano: I would say prepare to get uncomfortable, especially if you have no sales background like I do. I have no sales background or anything. So even though I can be considered brave as being a firefighter and stuff, when it comes to calling sellers and stuff and talking to them, that was very difficult for me to get over. Now that part has become easy.

Cody Hofhine: I love it.

Anthony Vetrano: Also without a mentor or coaching program, I would have been really lost. It would have took me five years instead of however long it did. I have been in other programs. I checked out other programs, even joined them. And Wholesaling Inc is head and shoulders above anything I did. So I’m not bad mouthing than anyone else. I’m saying Wholesaling Inc is fantastic. The tribe helps you guys do your job by the way. Those guys make deals-

Cody Hofhine: They’re amazing. The community’s amazing.

Anthony Vetrano: If you reach out to them, they help you.

Cody Hofhine: That’s right. I love the community. I tell people that all the time that it’s not just the mentorship or the coaching, but it’s the community and it really is. It really encompassed Jim Roan when he says you’re the average of the five closest people that you spend the most time with. You can find those individuals right here in the tribe and you just see it help catapult your success and help get you your first deal a lot quicker because of the people you’re around.

Anthony Vetrano: Oh, that’s a huge thing about the summit too. You’re amongst all these positive people that are kind of mind [inaudible 00:14:56]. They’re looking to improve their lives. They’re looking to be, do, give, have more.

Cody Hofhine: Yeah. Yeah.

Anthony Vetrano: So it’s great. When I’m at the fire house, people … Well ,I’m not going to bad mouth anything. But on most jobs, I’ve had many jobs before I was a firefighter. People talk about other people. It’s like why don’t you talk about some ideas and ways you can improve yourself and your community. I don’t know. It’s just a different way of thinking.

Cody Hofhine: It is. It is.

Anthony Vetrano: Read some good books that are not just novels or whatever.

Cody Hofhine: Right.

Anthony Vetrano: I love it.

Cody Hofhine: Let’s talk … Speaking about books we always like asking also every one of our guests, what would you say is a book that if you were to mention a book to everyone listening, a book to help Anthony out to help him on his journey?

Anthony Vetrano: Well, the greatest mindset changer and the greatest book that I ever read was Rich Dad, Poor Dad.

Cody Hofhine: Okay.

Anthony Vetrano: I know that’s-

Cody Hofhine: By Robert Kiyosaki.

Anthony Vetrano: Yeah. Because it totally made me look at money a different way. He says somewhere, I don’t know if it’s in the book, but Robert Kiyosaki, I heard him quote, “The rich and the poor don’t think about money differently. They think about it oppositely.” Right there a bell went off. I said, “Wow, I’m doing everything opposite.”

Cody Hofhine: Sure, sure. And that’s exactly right.

Anthony Vetrano: Rhino Success really helped me to get some juice.

Cody Hofhine: Rhinoceros Success, Scott Alexander. I just interviewed him on the podcast last week. And you want to talk about a rhino? This guy got on the podcast without a voice and by the end he’s kind of … He’s struggling at the beginning to find a voice. He was sick and he sounded like the cartoon, the kid from the Simpsons.

Anthony Vetrano: Oh my God.

Cody Hofhine: And by the end he was fine. He was finally finding his voice and he just charged through it. He’s like, “No, I’m not going to cancel and no, I’m not going to reschedule this. I’m going to charge right through this and show people that I’m a rhino.” And I’m like, “You stud. Good job.” So Rhinoceros Success, what a great, great, great book. I couldn’t agree more.

Anthony Vetrano: He is the man. I think everyone in the tribe loves him and his work.

Cody Hofhine: And they do. They do. Well, Anthony, this has been an amazing podcast episode to help individuals all across this great nation realize that they can do it too. And everyone’s first deal could be … You never know when it’s going to happen. It took a little bit longer on this one for you than you would like, but guess what? You did it. Who cares? At the end of the day, you did it. This journey led you to where you are today. And you’ll realize that life doesn’t happen to you, but life happens for you. And you’re going to see this fire just kindle inside you and you’re going to see your next deal come a lot quicker. And for that, I am super excited to see what it looks like here in the near future for you.

Anthony Vetrano: Yeah. I’ve learned so much on this journey over the last year and a half. It’s unbelievable. I can’t wait to see what the next year holds. I’m hoping to do 100,000 in wholesale gross in this year, 2019.

Cody Hofhine: I love it. I love it. I love it. I love it. Well, thank you so much for joining us on this podcast today and for sharing your message. I know there’s so many individuals out there that this will resonate with that are thinking, “How will I have time to do this? I have a full time job doing this.” There might even be firefighters listening to this. And to each one of you out there, you can do it. Wholesaling is just simply the art of finding a deeply discounted property and I know you can do it. There’s so many ways of of being able to to do this and there’s so many mentors out there that coach this. And if it’s something that you’re looking for, help yourself on how to build a successful wholesaling business, go over to wholesalinginc.com. It’s wholesalinginc.com and book a free strategy call with our team and we can begin to talk and strategize and see if it is a good fit. And if not, it is okay. But if so, we’ll get you well on your way to finding your first deal in wholesaling real estate. Until next time, guys, God bless and we’ll see you on the next episode.

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