Posted on: March 14, 2019

Can you imagine giving up a high-paying job just as you are welcoming your newborn son? That’s what our fearless guest today did! While his decision (and timing) can seem impractical, it turned out to be one of the best decisions he has ever made.

Chris Silvas is a wise go-giver who’s now running a very lucrative and successful wholesaling business. However, just like most people, his wholesaling journey has not always been a breeze.

Chris is quick to admit he made a lot of mistakes and faced a lot of challenges especially when he was still starting out. Fortunately, his business took a turn for the better and exploded exponentially after he discovered the TTP (Talking to People) program.

If you’re looking for that courage to take the leap and try wholesaling, today’s episode is exactly what you need to hear. Chris’ story will not only inspire and motivate you, his wisdom and insights will also help get your wholesaling efforts off to an amazing start!

Key Takeaways

  • Why pre-qualified appointments are ideal
  • The hardest information to ask from sellers and how you should go about asking it
  • The perfect spiel to use when asking for the price
  • How he handled the first calls he received
  • Why he targets pre-foreclosures
  • How he gets pre-foreclosure data
  • Where he finds the best VAs to help him with data mining
  • The qualities he looks for in data miners
  • The number of hours his VAs spend mining data and how he compensates them
  • The hottest lists he focuses on
  • The strategy that has helped their business grow exponentially
  • What his superpower is
  • Why courage is better than clarity
  • How people can get in touch with him

RESOURCES:

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Episode Transcription

Brent Daniels: Welcome to the Wholesaling Inc podcast, the number one wholesaling podcast on the planet. My name is Brent Daniels, and it is my pleasure to be on this podcast with you guys today. I have a phenomenal, phenomenal friend and guest on from Houston, his name is Chris Silvas. So say hi, Chris.

Chris Silvas: What’s up, guys?

Brent Daniels: Him and his partner Tony are doing phenomenal business coming out of Houston, but they’re doing it all over the country. And we’re going to touch on that in just a bit, but I wanted to start off with my podcast thought for this episode. The thought I have here is how many pre-qualified appointments are you setting every single week? How many pre-qualified appointments are you going on every single month? Now here’s the thing, appointments are great, but you know what’s 10 times better than appointments? Pre-qualified appointments, every single time.
And we know that the pre-qualified appointments means that you based on the four pillars of pre-qualifying, and Chris knows that as well as I do, it is condition, it is timeline, it is motivation, and it is price. And I’m telling you, the more of those pre-qualifying that you get out of the way, the better your appointments are going to be, the more advanced agreements that you can have with the seller before you go on the appointment. Basically getting an upfront contract from them before you even go to the house, it is so incredible. Or even see the house, like Chris and Tony do.
So it’s just, getting the pre-qualifying out of the way is absolutely critical. Every single time you have to do it, every single time. And what I find with a lot of the students or a lot of the people that I talk to around the country is the hardest thing to get out of them, the hardest question to ask, is about the price. Because sellers, they’re programmed, right? They’re programmed to prevent us from knowing what their secret number is, or what they want for the house. They want us to throw it out there for them.
So I’m going to give you a couple pieces of advice, okay? This is something that has been huge in our business, huge for me personally, it’s two things. The first thing is, you have to go in with the mentality of this. You have to say to yourself, ” am financially independent and I don’t need the business,” okay? Now, this is just a mindset thing. This doesn’t stop you from being hungry, this doesn’t stop you from being passionate for solving people’s problems in the marketplace. All this is doing is putting you in a head space that says, “I am emotionally detached from the answer that they’re going to give me.” And because of that, I can talk about money, right? It’s not this weird thing. I can talk about price, I can ask that question so that I can get it out of the way, so that I can know if it’s a deal or not a deal. And how big of a deal it is, even more importantly. So that’s the first thing.
The other thing is, I want you to tweak your script a little bit when you’re asking for the price, okay? And I wrote it down here just so that I got it absolute perfectly, but we’ve been using it in my business and it has been a game changer. The way that the question goes is, “Would you mind sharing …?” Right? That sharing word is so vital. “Would you mind sharing with me the ballpark price you would need for the home?” Right? So you’re sharing, you’re not, “How much would you want for the home? How much are you thinking? What do you think the house is worth?” No. “Would you mind sharing with me the ballpark price you need for the home?” Not want, need.
So that’s a couple tips right off the bat that I hope that you guys can implement right away. I want you going on pre-qualified appointments every single day, every week. The more appointments you go on, or the more pre-qualifying … Even if you’re like Chris and Tony here, they’re superstars in a virtual space, doing deals over the phone in different markets, and we’ll get to that in a second. But you have to get all of those pre-qualifying out of the way so that you know if you’ve got a deal, and you know who to spend the most time with, so it’s absolutely critical. I talk about it on this podcast a lot, but it is huge, huge, huge. Especially when you’re starting out, especially when you’re new, to get those four pre-qualifying. Because when you start out, everything seems like a deal. Somebody just talking nicely to you seems like a deal, somebody that doesn’t slam the phone or yell at you or scream at you, you get so excited. But remember in that excitement, made sure that you are putting in the work, you’re being business-minded here, and you’re getting the pre-qualifying. That’s what the superstars do, that’s what Chris and Tony do.
So with that, let me bring into this conversation, let me let this conversation just get taken over by Mr. Chris Silvas. How are you doing, buddy?

Chris Silvas: What’s up, Brent? I am blessed, man. I’m happy to be here with the TTP man himself.

Brent Daniels: That’s right, man. So tell me, so you are in Houston and you are partnered with Tony. Is Tony your cousin, brother?

Chris Silvas: Yes.

Brent Daniels: Yeah.

Chris Silvas: He couldn’t be here today.

Brent Daniels: Okay, got it, got it. And how long have you guys been in the wholesale business, or in the real estate business, in general?

Chris Silvas: Just under two years.

Brent Daniels: Got it. Okay. So what’d you guys do before this?

Chris Silvas: So in a former life, I was a CPA working corporate America.

Brent Daniels: Get out of here.

Chris Silvas: I keep my license active, don’t use it much.

Brent Daniels: Got it, got it. And what is the most that you could make in a year as a CPA?

Chris Silvas: Depending on setting. But if you’re up the ranks, you’re towards the top, between $75,000 and $100,000.

Brent Daniels: Okay.

Chris Silvas: Just super ballpark.

Brent Daniels: Sure, sure. Okay. And so you’re being a CPA, you’re going about your life. Do you have a family? Do you have kids? Do you have a house? Do you have dogs? Tell me about you.

Chris Silvas: Yeah, yeah. And Brent, I’m sorry man. I’m very strong in my faith, and I just wanted to take a half a second and just give God all the glory, thank him for everything that’s happened. We’ve just been super blessed, and I just got to give thanks to the big man upstairs because we’ve had our lives changed.

Brent Daniels: Yep, absolutely. I love that. And thank you for taking the time to do that, I love it. So tell me about you.

Chris Silvas: Yeah, yeah. So I have a wife, a beautiful wife, and two little kids. My son is just about to be two years old, and my daughter is just over four months. Our house is crazy. But yeah, I want to also just give thanks to my wife and my family, they supported us so much on the dream, and if it weren’t for them we wouldn’t be here.

Brent Daniels: I love that. So you’re telling me, right before your a first child was born you changed professions, or did you do both? Was wholesaling your side hustle or your passion but not your profession, type of thing? How did that work out? How did you transition?

Chris Silvas: So Tony and I were talking one day, and I got to give Tony the credit. He just came up with this silly idea, this silly notion, that homeowners would sell their houses for 40 and 50 cents on the dollar, and I pretty much told him, “You’ve had too much to drink and you need to go home.” And so we started talking a little bit more, and finally one day, just taking action, right? We bought some yellow pads, we bought some pens, we bought a box of envelopes and some stamps, and we just hit the ground, man. We started mailing pre-foreclosures, and before you know it we had somebody interested.

Brent Daniels: Really? So you were just doing handwritten notes to them?

Chris Silvas: Oh, yeah. Write until my hand cramped up at night, Brent.

Brent Daniels: Sure. And was it just pre-foreclosures in Houston?

Chris Silvas: Yeah. So we started off in our backyard, just mailing everybody we could, we’ll talk about it later. But Houston’s a hundred miles long by a hundred miles wide, so it can get very time consuming jumping from appointment to appointment.

Brent Daniels: Sure, sure. And so you would write these letters saying basically, “I want to buy your property, here’s my number,” they would call you up. Did you get nervous when you got these calls? Did you let it go to voicemail? Did you call them right back? Did you call everybody back? What were your emotions? For everybody out there that’s just starting out and they’ve never really talked to a motivated seller, let alone any sellers. Maybe they’re not in real estate, or they’ve never sold real estate, or whatever, but they’re getting started. How did that feel? What was the emotions behind getting those first calls?

Chris Silvas: Oh man, it was horrible, Brent. Initially I would let it go to voicemail, but then I started realizing some of these guys, you only got one shot, and when they call you, you better answer the phone. That took some learning. But we would get on the phone and fumble and bumble through words, and just spew out vocabulary that I had just looked up. But I realized pretty quickly that people are people, and if you can just have a conversation with them and see if you can help them out, things just go a lot smoother. Don’t try to be somebody you’re not to them, see what kind of problems they have and try and solve their problems. That’s why we make money, we solve problems for people.

Brent Daniels: That’s it. And I think that’s such an important point that Chris made, is that it’s not about you. It’s not about you talking about how great you are, how much money you have, or how much you can buy their property or all these other things, and you pumping yourself up. It’s just asking them questions and seeing if there’s a problem that you can solve. If there’s not a problem that you can solve, that’s not a deal, there’s no value that you can provide there.
So when it comes down to it, sure you get that nervousness, you get a watery stomach, and you get a little bit anxious and jittery a little bit when those first calls come in. So, “I’ll just let him go to voicemail. I’ll hear their tone of voice, I’ll make sure that they’re okay and nice and safe, and then I’ll call them back,” right? This is a natural progression of things. But if you just take those calls live … And remember, it’s like if you had a pipe burst in your house or you have something bubbling up from your bathroom, or your water heater explodes, you’re going to call a plumber. And the first plumber that can come and be there is who you’re going to go with. That’s how some of these people are, that’s how desperate these situations are. So you got to answer as many as you can live, get back to people as quickly as possible. And I’m telling you, the more people you talk to, the more comfortable you get and the more skills you build, the better questions you can ask. That’s what I mean by skills. The skills come from the questions you ask, the tone that you use, and making sure that you’re listening to the things that maybe other people can’t pick up on when it comes to why they want to sell the property.
So okay, so you’re licking stamps, you’re putting the mail in, your writing on yellow pads. What is the evolution from there?

Chris Silvas: Yeah. So we went on a few appointments, bunch of duds. Like Brent said, pre-qualify these guys, four pillars, four pillars, four pillars. My entire team knows about four pillars, it’s pounded in their head. But yeah, would you rather have 10 layups or ten 3-pointers, right? How many more are going to go in? But yeah, so we got a guy finally that was interested, went out there. You know how it is, Brent, I’m acting like I know more about construction and housing than I really do. I’m sitting there pointing out things that are not relevant to anything, “Oh, that baseboard’s out of code, we’re going to have to talk about that.”

Brent Daniels: Sure, sure.

Chris Silvas: But when it got down to it, we started talking a little bit and definitely felt his pain. He was getting foreclosed on in a about a month or so, so we just talked through the problems. I went back, I ran the numbers, did my due diligence, called him up, fumbling and bumbling, trying to get that number out. And it was basically $2000 above his pay off, just so he could have some moving money, the house needed a lot of work. And just like everybody’s first time, you throw out the number and you’re like, [crosstalk 00:13:21] going to say?” And lo and behold, the guy was just like, “Okay,” and I’m like, “Excuse me?” And it was just too easy.
So then I was just saying, “Okay. Well, I’m going to write up the contract. That’s next,” I’m just almost telling myself. So we went ahead and drew up the contract, and you put the timelines together. When I started looking for somebody to assign the property to was around the time my son was born, so I was actually at the hospital. My wife had just had our son, and I’m sitting there on my laptop drawing up an assignment contract for this deal. So it was awesome, it was just such a learning experience, so many mess ups. But from that point, Brent, it’s hard to get anything else inside my brain other than wholesaling.

Brent Daniels: I love it. Yeah, and that’s it. That’s crazy, I haven’t heard of anybody setting an assignment with a freshly newborn in the hospital, so that is incredible. But how exciting on all levels. But why pre-foreclosures, why did you target pre-foreclosures? What was the thought there?

Chris Silvas: Yeah. So we’ve obviously evolved, and learned a lot more about data and motivations and different levels and different avenues. But up front, we didn’t really know a lot, right? And so our quick conclusion, just shooting from the hip, was, “Well, these guys are going to lose their house.” In Texas, all you need is 21 days public notice, these guys are going to lose their house. There’s some motivation there, let’s see if we can talk to a few people. So that was really the only rhyme and reason why we picked pre-foreclosures.

Brent Daniels: That’s incredible. Twenty-one days, that’s crazy. Here in Phoenix, it’s 90 days. That’s a huge difference. Yeah, that is super stressful for those homeowners in Texas, that’s crazy. So you keep targeting pre-foreclosures. How do you even get the data for that? How would you even know that they’re in pre-foreclosure?

Chris Silvas: Yeah. So in Texas there’s a public notice, a notice of trustee sale, or notice of foreclosure sale, posted at least 21 days. Some of them will do it more than 21 days, but at least 21 days. In Texas on the first Tuesday of every month is when the sales happen, the foreclosure sales, and that’s even on a holiday. So we lost a deal because of the 4th of July last year fell on that Tuesday, and it was just a whole mess. So public records, County Clerk’s office, we went online and just self-taught, man. Taking any term I didn’t know, throwing it in Google and just expounding on that term until I really knew it. What is a trustee? What is a grantor? What is a grantee? Warranty deed? All these other things. So just sitting there on the computer and just teaching ourselves, figuring out, “What is this really looking like? What is the situation?”

Brent Daniels: Yeah, yeah. Got it. And are you pulling this data? Who do you have pulling this data? Or does it just come into your inbox in an email, are you subscribed to some service?How do you get it?

Chris Silvas: Yes. Well, so initially it was us, right? It was [inaudible 00:16:33], we were putting in all the leg work. But we’ve grown since then, we have VA’s, and we’ve taught them how to go into different counties and pull records, they are basically data miners. And yeah, the Excel spreadsheets get populated, they get sent over to get skipped. They come back, another VA receives that document, slices it up into regions, into Mojo. We have regional Mojo phone numbers, because if you’re in Phoenix you’ll probably answer a Phoenix area code versus a Houston area code.

Brent Daniels: Very smart, yep.

Chris Silvas: So he splices everything up, and then the cold collars jump on it and try and take down some deals.

Brent Daniels: I love it. So what Chris means by VA’s is virtual assistants. Where do you typically find the best talent for a virtual assistant that’s going to do data mining?

Chris Silvas: We went on Upwork, we went to upwork.com. And I’ll be honest, some people get lucky and find a rock star right off the bat. But we had to go through a couple before we found somebody that really fit. They got to get the job done, number one, but number two, you got to have them fit the culture. They got to share your core values, they’ve got to share everything that you’re about. If they don’t, they’re just not going to last long.

Brent Daniels: Do you post a specific job for these people to be your data miners, or are you looking for people that already have experience doing data mining?

Chris Silvas: Yeah. So on Upwork you can just type in the search bar virtual assistant, and maybe the word Excel or something, just to hit on that. And boom, you’ll get these 50 pages, you’ll have no problem with [crosstalk 00:18:20] people you can reach out to.

Brent Daniels: Yep, yep. And then you just select whichever one. What do you typically pay a virtual assistant for data mining?

Chris Silvas: So we range anywhere between $3 to $5 an hour, that’s the power of the currency exchange. These guys are in the Philippines, $3 to $5 an hour is a very respectable a wage for those guys.

Brent Daniels: Yeah. Oh absolutely, 100%. And what’s your budget for? Let’s say you’re just in one county. If they wanted to get really great data from a virtual assistant, what could they expect on a monthly basis, what is it typically? Do you know how many hours you’re paying for, for that?

Chris Silvas: Yeah. So we actually have about four VAs now, but we try to keep all of them under about 25 hours. We’re just not about the old school mentality of burning people out, burning both ends of the candle. The old school people said that proudly with their chest puffed out, right? In today’s day and age, that’s not what we’re about. So we try to keep everybody under 25 hours, pay them $5 an hour, it’s $125 a week, it’s about $500 a month. But it’s so worth it, so you free up time to work on higher revenue generating tasks.

Brent Daniels: Love it, exactly. Which is setting it up so that you get the right data, the right information. And you do the most beautiful, the most proactive activity, in our business, which is you cold call them. So you’ve got people making these calls, right? Did you do any of the calls, or did you set it up with cold callers off the bat?

Chris Silvas: We actually set it up with cold callers off the bat. I’ll be honest, we probably should have done it a little bit first because it was tough to teach somebody when you hadn’t really done it yet. So we actually jumped on ourselves, right? Had some bumps and bruises, figured it out, got really good at it, and then we started training our team. So we hired one by one by one, right now we have four cold callers.

Brent Daniels: I love it, four cold callers. And you made a very interesting comment before that, you said you’re in multiple counties, so let’s talk about that. Where are you at?

Chris Silvas: So we’re in Houston, we’re in DFW, San Antonio, we’re in Austin. We’re in my hometown, is down South about three hours from Houston, it’s called Corpus Christie, love you guys. And we just recently started dipping into in Phoenix and Miami.

Brent Daniels: Beautiful.

Chris Silvas: So yeah, we’ll see what kind of traction and stuff we can start getting everywhere.

Brent Daniels: And you’re only calling pre-foreclosures?

Chris Silvas: No. So we’re calling pre-foreclosures and probates, everywhere except in DFW and Houston. Houston, you name it, we got it Brent. Fire damaged houses, we got code violations, probates, pre-foreclosures, divorces, evictions, substitute trustees, people that have lawsuits against them where we cross-filter them and we know they have equity in their house. [crosstalk 00:21:31] may not even be regarding their house in particular. But yeah, just so many leads, different variations. The hottest ones are pre-foreclosures and probates, in my opinion, besides driving for dollars, that’s awesome as well.

Brent Daniels: Heck yeah.

Chris Silvas: But yeah, those are the hottest ones, and those are the ones that we’ve been able to focused on in other areas as well.

Brent Daniels: Love it. So guys, if you’re paying attention here, and I’m sure you are, but what Chris is saying is instead of staying just in his market, he is going to go with one of the top two lists of most motivation, most distressed, most problems that you can solve, which is pre-foreclosure in probates, and he’s going to just expand throughout the country. Why not call on these people that are the most motivated? I think it’s a genius idea, I really do. I love the idea.
Trust me, I’ve been calling everybody that owns a house in Phoenix for five years and I totally get it. We talked to a lot of people that are just not motivated because they’re just owner occupied with equity or something. You know what I mean? But we know that when we call on the most distressed list, the driving for dollars, the probates, the pre-foreclosures, those are the best conversations and we get such a huge bang for your buck. You’re just a lot smarter than I am, and you said, “You know what? Well, why don’t I just stay in this market, this market of distressed sellers, and just call them and call them and call them?” I love it, I think you’re a genius, man. I absolutely love that strategy.

Chris Silvas: Yeah, man. It was just a theory that we had discussed, and we kept thinking about it and talking about it. And we have a saying, and it says, “The motivation is in the situation, not the location.”

Brent Daniels: Love it. Oh my gosh, say it again.

Chris Silvas: The motivation is in the situation, not the location.

Brent Daniels: I love it, I love it.

Chris Silvas: But we we look at our lists, and we’re not contacting people in their houses, we’re contacting situations. And so just like Brent said, we’re looking at these lists and we’re saying, “Okay, I could have my cold caller call a hot list for two hours, and then the remaining of their shifts they’re calling owner-occupied high equity,” which is great, but it’s slower volume, or I could have their entire shift calling really hot leads across the country and making deals happen. And you only need a few prereq’s. You got to have a buyers list, you’ve got some solid boots on the ground, and you got to have MLS access. If you get that … It’s 2018, what’s stopping you from taking over the country?

Brent Daniels: I love it, I love it. It sounds like you’re on your way, man. You and Tony are crazy, you guys are getting out there all over. You guys going to be calling every pre-foreclosure in the country. I love it, I support it 100%, dude. I just love it. So tell me, give me some results. Last month, how did you do last month? How did it go?

Chris Silvas: Yeah. So let me just back up, just so we can put the numbers in perspective. 2017, once I quit my job, I had the bug. It was definitely a tough conversation to have with my wife, a newborn and quitting. But I had the bug man, I couldn’t think of anything else, I just couldn’t do my job anymore, so I quit my job. And we had got another deal, it was a $10,000 deal, and we were just thinking we hit a gold mine. And then, there were several months where nothing came in, and it’s just like, “Oh my gosh, what was I thinking?”
So ultimately, overall in 2017 we made $35,000 in wholesaling fees, and obviously I gave up a good paying job to do that. So you talk about hitting rock bottom, man. I made every mistake in the book, but I really got tested mentally, even spiritually, it was just rough man. But 2018, I don’t know, man. God has just blessed us. We started gaining some traction, started learning things, and do’s and don’ts. And then, something magical happened in May and we found a TTP program.

Brent Daniels: Nice

Chris Silvas: Man, we have just exploded. I think last month we did about $50,000.

Brent Daniels: I love it.

Chris Silvas: Today on the year we’re at about $300,000. But it’s exponential right now, we’re shooting for a $300,000 fourth quarter now. So just taking this thing, nail it and scale it, that’s what we’re trying to do, man.

Brent Daniels: So you said $50,000 last month, and $300,000 for the year so far, right?

Chris Silvas: Absolutely. I love that bell, man.

Brent Daniels: I love it too. I love that, man, that is just incredible. Listen, here’s the thing. As you’re building up your pipeline, you’ve got more and more and more leads that are going to bubble to the surface, bubble to the surface. As long as you’re doing consistent lead follow up with these leads, and you keep putting new ones in every single day, then, like you said, it’s exponential. You just start getting explosive growth. You talked about pumping the water pump, and you pump it and you pump it and you pump it and you pump it and you pump it. All of a sudden there’s just water everywhere, because you finally pumped it enough. That’s where you’re at, you’re on a rocket ship right now and it’s just taken off. I love it, it’s huge. I would be shocked if you don’t do $300,000 in the fourth quarter.

Chris Silvas: Yeah, man. Look man, TTP has basically 10X’d us from 2017. Thirty-five grand, $300,000., that’s about 10X, man. It’s just mind blowing what we’ve been able to do with the TTP program.

Brent Daniels: Well, it’s simple, it’s talking to people, and now you’ve got four people full time talking to them. You’ve got you guys following up with the leads, right? Are you guys doing the acquisition?

Chris Silvas: Yeah.

Brent Daniels: So you guys are following up with the leads, you guys are locking them up, you’re getting them sold, you’re building your buyer database. It is huge, it’s just all about talking to people. You can either pay for them to call you, or you can call them. It’s up to you, it’s totally your preference. I get it. If you don’t feel comfortable being that proactive and that much on offense, and you’d rather things come your way, I totally get it. But just being proactive, that’s it, that’s the secret sauce right there. It’s just talking to people, it’s being proactive talking to people, and putting a system in place that works all over the country, and you guys implemented it. This is all on you, you guys did the work. That’s it, phenomenal. I love it.

Chris Silvas: You helped us see the light man.

Brent Daniels: Well, I absolutely love it.I just think it’s so incredible, Chris, because $75,000 to $100,000 is the most you can make doing a CPA, in that job. Maybe more, whatever, but there’s a ceiling to it for sure. But there’s no ceiling to this business, this is a cash machine, this is a lottery. This is incredible. And you did $50,000 last month, that’s three quarters of a year being a CPA, so I’m so excited for you. You took the brave step man, you took the brave step with a new born baby son. You took a brave step to say, “You know what? I don’t want this life, I don’t want to be stuck in this job. I want to own my own business, I want to be an entrepreneur. I want to be able to create the financial freedom to get into wholesaling. That is hitting the lottery, it is literally a cash machine.” And now you’re off and running to build assets and be financially free, brother. I love it.

Chris Silvas: Absolutely, Brent. I just want to take a second and let everybody know, we’re no different than anybody else. We have similar bills, expenses, everything, and manage crazy, Brent. Don’t get me wrong, I would never discourage somebody from going and getting an education, getting a pretty good paying job. But being a CPA’s a pretty good paying job, right? But you crunch the numbers man, you talk about two daycare bills, which is ridiculous. You talk about a mortgage, you talk about car payments, you talk about groceries and all the other bills that come with it. You run out of money very quickly on a relatively comfortable paycheck.

Brent Daniels: Yep.

Chris Silvas: So I just remember sitting there, Brent, before I made this decision of course I did a lot of soul searching, praying, and talking with my wife. But I just could not believe that I had spent the last eight years of my life for a job that wasn’t going to allow me to live the kind of life I wanted to live. And a 3% raise every year is not life changing, you’re barely keeping up with inflation and your purchasing power at that point. [crosstalk 00:30:16] geeked out on the numbers with you. I told my wife I want life changing money, and that’s what wholesaling has allowed to do for us.

Brent Daniels: Absolutely, I love it, and you’re off and running, man. It’s going to be bananas, what happens in the next 12 months, I’ll tell you that. It’s going to be exciting to watch. So what is your superpower? What’s your superpower? I like asking that question, it makes you get introspective a little bit and go, “I don’t know. What am I the best at? What is my superpower in this business?” What do you think your superpower is?

Chris Silvas: You know, Brent, honestly, I would say my superpower is giving other people superpowers.

Brent Daniels: I love it, expand on that.

Chris Silvas: What I mean by that is, making those around me better, even just people I talk to. But my team, we have weekly meetings, we have daily meetings, just certain things. But I like taking people who are sixes, sevens, and eights, and turning them into tens at what they do. Whether that’s a cold caller, whether that’s an acquisition manager, whether that’s a data miner, whatever it is. I want them to have growth, I want them to improve themselves, to just grow. And in order to do that, you got to … There’s a book Phil Jackson wrote … Hey, by the way, those Eleven’s are silky, man. I like those, man.

Brent Daniels: He’s referring to my birthday gift, that I bought myself, the Jordan Eleven’s. Yes.

Chris Silvas: Yeah. Sorry. Phil Jackson wrote a book, it’s called “Eleven Rings: The Soul of Success”. He just talks about all the success he’s experienced, and the Bulls in the 90’s and he was famous for implementing the triangle offense, I won’t get into detail about basketball. But basically they asked him, “Why do you think this was so successful for you?” And if I had to sum it up in one word, it’s empowerment. Basically, most coaches are going to say, “You’ve got to run here, here, here, here. You have to go here,” there’s no thinking involved. Phil Jackson took that and flipped it on its head, and he told his players, “When you have the ball you have to analyze the situation, and I’m giving you the power to do that. I’m going to show you how to properly analyze that situation.”
And here’s another nugget for everybody. I’m going to take logic and I’m going to flip it on its head here. You have to give up control in order to gain control, and what I mean by that is you have to empower your team in order to do best what they have to do, and then that’s when you can truly experience that financial freedom. It’s been a total game changer for us, to really focus on improving our team and making those guys better. And you can imagine the loyalty and faithfulness and gratefulness that these guys feel, feeling like they’re becoming a better version of themselves. So empowering the team, Brent, giving people the superpowers that they need to become tens.

Brent Daniels: I love that, man, I love that. Because when we first start hiring people, when we first start managing it, it’s like, “They need to do their job. They need to get this done, we need to get deals done. They need to call these people, they need to do all these things.” And what you’re saying is you’re empowering them to want to do that, you’re empowering them to grow the company. You’re empowering them because they’re part of something special, that there is something bigger than just themselves, their paychecks, their everything, that’s going on. And if they buy into that, all those other things get taken care of. It is so huge. I’m telling you, that community, that family feel to the business, is unbelievable, and it returns dividends forever. It’s just phenomenal, once it’s there, it’s there. So I love that you said that.

Chris Silvas: Yeah, it’s not linear. You don’t put one unit into your team and you get one unit out, you get 10 units out of your team.

Brent Daniels: That’s it.

Chris Silvas: And Tony and I always say we’re really good at putting people at what they’re best at doing. If you judge a fish at how well he climbs a tree, he’s going to think he’s an idiot his whole life.

Brent Daniels: Yeah. Is that Einstein?

Chris Silvas: Well in the right positions, and what they can become tens at, has also been pivotal for us. Two millimeter tweaks, that’s what Tony Robins says. Two millimeter tweaks and you’re on your way, you’re on your way.

Brent Daniels: I love it, I love it man. And before we get out of here, let’s just say that you’re sitting down, you’re face-to-face with somebody that’s brand new, I’m sure you’ve done this, and they’re like, “What do I do first?” What would you suggest to them if they’re brand new, they want to get into this business, they want to make a change? What do they do first?

Chris Silvas: If they’re just starting out, Brent, I would recommend what we did. Go buy yourself some yellow pads, go buy yourself some envelopes, go buy yourself some stamps and some pens. Stretch out your finger muscles and get to writing, drop those bad boys in the mail. If you don’t even have money for that, because I don’t want to leave any excuses for anybody not to do anything Brent, so if you’re telling me you don’t even have that, go door knock. [crosstalk 00:35:32] to get into these counties, find the pre-foreclosures, find the addresses, get your butt in gear. Go to the house, knock on the door, it’s an instant appointment, and see what kind of deals you can make of it. So I’m not going to let anybody off the hook, even if you have $0, you can make money in this business.
And I want to share something that my spiritual mentor told me here recently, and it’s really resonated with me and I want to just share it with everybody. It’s another nugget for everybody. He said everybody always prays for clarity, it’s, “Show me the path, I need a clear path.” He said, “You need to pray for courage,” and he said, “Pray for courage. Because if you have the courage to walk in an unknown area, it’s dark and you can’t see the clear path yet, you will find it. Because the answer is not always going to be laid out right in front of you.” So guys, focus on courage over clarity. You won’t have a clear path in front of you, I promise you that. But just get out there and take massive action.

Brent Daniels: No excuses.

Chris Silvas: No excuses, I’m not letting you guys off the hook.

Brent Daniels: I absolutely love it. Thank you. Oh my gosh, that was just absolutely on fire, man. I love that, just so much out of this. People are going to be listening to this over and over and over, I love it. Absolutely. If they want to get ahold of you, Chris, if they want to get into your world a little bit, if they want to reach out to you, what’s the best way to do that?

Chris Silvas: Yeah. So find me on Facebook. Also, I have a Facebook group I created, it’s called Houston Property Wholesalers. I exclude all the deal postings and stuff. It’s not for self promotion, it’s for tips, it’s for education, it’s for what’s working. And I know it says Houston on there, but anybody can ask an ad and find some value there.
Also guys, I’m here to help. If you need help moving a deal, if you need help closing a deal, call me up, hit me up on Facebook, whatever. Let’s talk man, I’m here to do what Brent did for us. He blessed us, and I’m here to bless other people as well.

Brent Daniels: I love it, man, absolutely. Guys, reach out to him, don’t hesitate. Find him on Facebook, reach out. If you’re in Houston, you’re going to be insane not to go to that meet-up group. What was the meet-up one more time, Chris?

Chris Silvas: It’s a Facebook group.

Brent Daniels: I’m sorry, Facebook group.

Chris Silvas: It’s called Houston Property Wholesalers.

Brent Daniels: Okay. Make it a meet-up group.

Chris Silvas: I will [crosstalk 00:37:55]-

Brent Daniels: You guys get on and get together. Okay.

Chris Silvas: [crosstalk 00:37:56], man.

Brent Daniels: Okay, good. And guys, if you guys are ready to start picking up the phone, if you’re ready to make an impact in your community like Chris, like Tony, like their business, like so many others that you’ve heard on this podcast, go to wholesalinginc.com/TTP. There, just registered for a call with our amazing team, see if it is the right fit for you, the right fit for your business. If so, then I will be talking to you soon. Get proactive, take action today, start going, it is going to be the best conversation that you’ve had all year. Get on there atwholesalinginc.com/TTP.
So with that I’m going to conclude this podcast, with, first of all, thanking Chris again. See you bud, thank you. And I’m going to say that I encourage everybody, everybody out there, today, right now, sometime, talk to a homeowner. Pick up the phone, call the homeowner, have a conversation, go to the door, have a conversation. Talk to people every single day. I love you, see you next time.

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