Posted on: April 04, 2019

If you are for working for corporate America, it is likely that you’re compensated well. But at what expense? For today’s guest, getting good pay also meant missing out on quality time with his family.

Jesse Andrews is a passionate and focused TTP student from Rhode Island. While he was not consistent with his wholesaling efforts when he first started, things took off dramatically when he joined the TTP program and dedicated his time to wholesaling full-time.

From once feeling like he’s not getting anywhere, Jesse now runs a thriving wholesaling business that’s generating huge amount of profits. In fact, he earned a staggering $62,000 from just 2 cold calls!

If you are considering leaving the corporate world and giving wholesaling a try, today’s episode would be perfect for you. You’ll not only learn powerful techniques and insights from Jesse, you’ll also be inspired by his success!

Key Takeaways

  • How he kept his mindset bulletproof when he was still starting out
  • What his current business structure looks like
  • The hierarchy of cold callers
  • Example of a lucrative TTP deal he did
  • List where he got his lead from
  • The 4 pillars of pre-qualifying
  • How he sends deals to his buyer’s list
  • Three ways to find deals
  • His advice to people who would like to try cold calling

RESOURCES:

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Episode Transcription

Brent Daniels: Welcome everybody to the Wholesaling Inc podcast. It is your man, your host, Brent Daniels, and you know what’s the best thing about this podcast? The best thing about this podcast is this is an instructional podcast. Okay? This is not education. This isn’t storytelling. This isn’t necessarily entertainment. You know what I mean? This is instructional. People are watching and listening to this podcast and literally going out and doing deals in their market. So it’s so incredible to me. I have the honor. I have the privilege every week to come to you guys in this form, whether it be on YouTube or whether it be on the podcast and interview some amazing, amazing, amazing wholesale professionals from around the country. And I’m excited today because out of Rhode Island, I think this is the only wholesaler in the state of Rhode Island, but it is my absolute pleasure to introduce Jesse Andrews to the podcast. Say hello Jesse.

Jesse Andrews: Brent, what’s happening to man? How are you bud?

Brent Daniels: I am doing excellent man. I’m excited to have you on because you have recently in the private TTP Facebook group, you have posted some very, very, very large wires that you have received from this business. But before I get into that, let’s talk about you. Let’s talk about what brought you into wholesaling. How did you, how did you find wholesaling and tell me about kind of the beginning. Let’s talk about your evolution in this business.

Jesse Andrews: All right. Well, I started wholesaling. I think the first deal I’ve ever done was mid 2014 and I’ve been really interested in the real estate category, if you will, but never really knew what to do. So like, any kid out of high school, I went to college and got a degree. I didn’t really do too well in school. Was always kind of daydreaming and thinking about everything else other than school.

Brent Daniels: Sure.

Jesse Andrews: So I managed to graduate and I did pretty well. Got a job in the corporate world and just wasn’t happy. I was traveling a lot. They paid me enough to have a pretty comfortable life, but I wasn’t really getting ahead. Didn’t have a lot of time with my family. So I kind of looked into the real estate world a little bit.
There’s a local mentor here that I’ve worked with in the past and he kind of introduced me to it. Not nearly in depth as he could have. So I just kind of went in and got my feet wet. The first deal I ever did was a beat up three family in the worst neighborhood in Providence. And in hindsight, I shouldn’t have been in that neighborhood at all, but it is what it is. So, I was able to get that deal done and I’m like, wow, this is real. This is actually working.

Brent Daniels: Yeah.

Jesse Andrews: So from there, ups and downs. I would wholesale one. Still working my day job. Being consistent with marketing. Being consistent with the business. And then, start back up months later.
It wasn’t until December of 2016. I’ll never forget. It was the week before Christmas. I’m in a hotel in Philadelphia. My little guy had just started crawling.

Brent Daniels: Yeah.

Jesse Andrews: Like big milestone.

Brent Daniels: Sure.

Jesse Andrews: I’m in a hotel. I’m super bummed out because I’m not home. Minutes later, I get a phone call that my job was being, they call it restructured.

Brent Daniels: Sure.

Jesse Andrews: But basically, so I was given the option to take a lesser position with lesser pay or a severance package. So, I, we prayed about it and I talked with my wife. So we took severance and went wholesaling full time.

Brent Daniels: Yep.

Jesse Andrews: Shortly thereafter I joined the tribe. A big commitment. But in hindsight, it’s paid back so, so many times from that.

Brent Daniels: Yeah.

Jesse Andrews: So I joined the tribe and started making some progress and relatively consistently doing deals and then I joined TTP middle of last year and that’s when things really started taking off.

Brent Daniels: Awesome. And for anybody, if this is your first podcast listening to, the tribe is referenced to the Wholesaling Inc program, the Wholesaling Inc mentorship program, which takes you in and really gives you the foundation that you need for wholesaling property. So you got that. I went through it as well in February of 16, 2016 and then my business just started exploding, exploding, exploding. I think a part of it was just being around people. It’s really interesting.
My whole life is wholesaling and teaching wholesaling and teaching how to talk to people and then you go outside to like civilians or to whoever else out there and they have no idea what you’re talking about, have no interest in what you’re talking about. So, it’s really awesome to like connect with people that are doing the same thing as you. Stay interested in the same thing. Passionate about that. Have that pilot light burning inside them to be in real estate to make it a successful real estate business. And I think that’s one of the big, big, big benefits to join either Wholesaling Inc or TTP or whatever it is from that side is you get connected with a community of people that are doing the same thing. Do you feel the same way?

Jesse Andrews: Oh, a hundred percent man. Absolutely. It’s definitely having that community around me has really, really helped me. It’s definitely been a big onset. And sometimes, it’s not always easy, and sometimes you kind of get into a situation where you’re spending money on marketing and you may not be getting the deal flow that you need and then your mind starts doing funky things. You know? So it’s important to just kind of sit back and rely on what you know and believe the process.

Brent Daniels: Well, and that’s the interesting thing, right? The mindset of a true entrepreneur that’s out there that’s not getting, some sort of help from something else. Some people do this part time and it’s their side deal till they can make enough to get out of their job. But I think you basically being in corporate world was just making you itchy from like day one, right? You were just like, ‘Oh my gosh’.

Jesse Andrews: Oh man. So bad. So bad.

Brent Daniels: I mean I think that’s the true sign of an entrepreneur. You know what I mean? Where you’re like, ‘Okay. I have security here. I’ve got a job. I went to school for this’. But it almost feels like a continuation of, okay, we’re going to school and you line up in these rows and then you go to college and you’re in these rows getting taught by a teacher, and then you go into corporate and it’s meetings and you’ve got that teacher or boss or whatever it is and you’re just like, ‘When does this end?’, and a lot of people are on that carousel forever, right? But when you get off and you start doing it yourself, then all of a sudden you have to have that mindset, that strong mindset, that knows that your identity, that that part inside of you that says that your winner has to be so strong because you’re going to go through some ups and downs.
You’re going to fail, you’re going to, you’re going to take some, some lumps. You’re going to take some shots of the chin for sure. But how did you get through it? When you were starting out in, and it’s just kind of you’re doing some deals here and there. How did you, how did your mindset, how did you keep it Bulletproof or at least to the point where you’re now consistent and being able to like grow your business?

Jesse Andrews: Well, I’ll tell you, man, I’m really blessed to have a very supportive wife. So from the get go, she was on board with me. So, I couldn’t have done it without her for real. And so that’s a huge plus. But I think a lot of it is my faith and knowing that if I trust him, everything will be okay. But also following the Wholesaling Inc instruction, man, it’s not difficult by any means. It’s very cut and dry. You guys have always explained everything and it’s not, ‘Oh well, you know, maybe you should do this, or maybe you should go to the courthouse and do this’. And it’s like, ‘No do this. Come back tomorrow’, and it’s follow the instructions and it’s inevitable. It really is.

Brent Daniels: Yeah. It truly is. And I think that you, you really hit on something there, that faith part of it, right? You know, that absolute faith that you can do this, that there’s some something bigger than us that’s out there that’s really supportive. You know what I mean? I think that that’s a huge aspect of it for sure. And having a wife and family that’s on board is just absolutely critical because there are tough times, there are tough times when you’re lying in bed or you’re thinking or you’re waiting for a deal or you’re or a deal falls out or something and you’re like, ‘Oh my gosh, what are we going to do?’ You know what I mean? But something always happens as long as you are talking to enough people, as long as you’re having quality conversations with distressed homeowners, you cannot lose in this business.

Jesse Andrews: Right. Yeah. So that’s exactly it, man.

Brent Daniels: So let’s talk about your business now. What does your business look like? Is it just you? Do you work from home? Do you have an office? Do you have staff? Do you have a VA? Do you have acquisition, man? Like tell me the structure of your business.

Jesse Andrews: Yeah. So me and two VA’s, one handles, I call it office nonsense, but just miscellaneous office stuff, scrubbing the list and filtering data. And the other VA is a cold caller.

Brent Daniels: Awesome.

Jesse Andrews: So yeah, and I’m handling everything else right now. It’s a challenge. I’m certainly looking forward to acquisitions manager slash lead manager, somebody to at least help me with follow up and whatnot. But, right now, I’m kind of burning the candle at both ends and looking forward to that next step. But yeah, I’ve a home office and it’s a nice sort of quiet corner of my house where I can come and work and followup calls in my home base.

Brent Daniels: Awesome. And are you making any of the calls yourself right now?

Jesse Andrews: So I worked and I was committing three to four hours a day. I just ran out of time. So oddly enough, I found a gentleman on the Wholesaling Inc website, George, that you know quite well.

Brent Daniels: Oh Edwin, yeah.

Jesse Andrews: And he’s got an, yeah, he’s got a call center out of the Philippines. So I figured, let’s give it a whirl. And that’s where these last two deals have come from. Working with him is great. It’s like any new thing, there’s going to be hiccups and there’s going to be some things that we need to figure out. But I mean all in all from that one caller calling four hours a day, she’s been calling from three o’clock in the afternoon my time till about 7:00 PM. Which, I find has been really good because you get a lot of people after work. But yeah, and I’ll get the leads sent to me and then I can go from there.

Brent Daniels: What does he charge you an hour? Is it six bucks?

Jesse Andrews: Six bucks in an hour.

Brent Daniels: Yeah. I’d say it’s really, really reasonable. Guys, if you want to reach out and George Flans, F-L-A-N-S. You can find him on Facebook. There’s a little instruction for you, a little nugget for you. You can certainly reach out and see if he has availability. I know he is restricted on the amount of people that he has. George Edwin, he goes by both and he has been my, one of my cold callers for three years, for three years. I mean, that guy has made me more money than anybody else in my business. He’s just a, he really is a master. He was, when I talk about the hierarchy of cold callers, it starts with you at the top, you’re going to be the best. Next, is going to be somebody that calls from your home or your office. And the next is going to be an American living abroad.
And that’s what Edwin is. Edwin was from Texas, moved to the Philippines. He started making calls for me three years ago. And it’s been a ridiculous amount of success from it. And his wife is a Filipino, so he’s connected with, I mean he’s been out there forever and so he’s been training people on doing that. In honesty, for everybody out there listening and watching. It works better in some markets than others when you use somebody that isn’t American making the calls. But obviously in Rhode Island it’s working awesome for you.

Jesse Andrews: Yeah, no it is. I had no complaints at all. I think admittedly I might be able to do better on a result standpoint if it were somebody, that was native English speaking. But going into that, I kind of knew that. So, kind of throwing more leads at it at this point until at the point where, eventually, I can kind of take business in house.

Brent Daniels: Awesome. Yeah, and that’s the thing. It’s all about expectations. You know what I mean? If you do hire somebody, they’re going to be very consistent if they’re living abroad, but you’re going to need to have a lot more leads from them, and there’s going to be less quality there. So you’re going to have to sift through all of those to get to the best leads. That’s absolutely right. So let’s talk, let’s get everybody excited. Let’s talk about an actual deal. Let’s talk about success here. Let’s talk about something that’s done. Now you, you posted two big wires. Let’s talk about the biggest one and step me through. Give me the four pillars here, right? I want to know what their motivation is, their time … The condition of the property, their timeline, their motivation, and their price. So go with the condition of the property first. Well first, let’s start with this. It was a TTP lead. Right? It was a cold call. So this is one phone call.

Jesse Andrews: Yep. There’s a phone call.

Brent Daniels: And what list was it?

Jesse Andrews: So it was a list. It was actually a new list. It was a website called vacant house data feed and it’s a subscription website. And I pulled a vacant house list and I figured it, for the price it was $100 or $97 per month. So I’m like, well let’s pull a list and kind of see what traction we get. So the caller had called. I woke up one morning to the lead in my inbox, which is pretty cool. Right? And I listened through the call and I listened to the notes. And, it was a woman who called. It was a two family house in Providence near Providence College. And if you’re not familiar on PC, it’s a very, it’s a pretty affluent neighborhood. It’s a, it’s a pretty nice Catholic college. I mean they have a pretty decent basketball team. It’s kind of a little Rhody pride there.

Brent Daniels: Sure.

Jesse Andrews: But nice area, right? So property values are pretty high. So I called her back and I was, she was pretty vague on the phone. She’s like, ‘Well, the house, it needs a little bit of work. I’ve been living here for 30 years, but overall not too bad. I just put a new roof on it’, and I’m like, ‘Okay, that’s, that’s pretty cool’. So, I’m kind of looking at running comps while I’m speaking with her. And I knew the property, the value is probably somewhere in the neighborhood of 280, 290. And then I go and I asked the questions as instructed and she’s like, ‘I’m looking to get 180,000 for it’. So I’m like, ‘All right, well this, this could be something here’.
The timeline. So she was like, ‘Well, I’d like to move to Florida. My brother’s in Naples. Anytime between now and the fall’. So I’m like, ‘All right, well, okay’.

Brent Daniels: Kind of vague. Yep.

Jesse Andrews: A little vague, little vague. And then, motivation, she didn’t really say. She’s sick of the cold winters and we’ve had a pretty cold winter. So on the surface, it really, it was kind of like a lukewarm lead. Like I’ll tell you what, I had an appointment the next day in the city. So I’m like, ‘If you’re free in the morning, I’d love to come meet with you and talk about things’. So I get there and hedges totally overgrown, you can’t even see the front of the house. The house is definitely in rough shape. And then I go inside and she was a collector and there was stuff everywhere, everywhere.

Brent Daniels: That is a very kind way of saying a hoarder.

Jesse Andrews: Yeah. She liked to collect stuff.

Brent Daniels: Yeah.

Jesse Andrews: The house was, was in definitely in rough shape, stuffed everywhere, chews. She was a hoarder. And as I’m talking to her, I’m going through and trying to get the expectation of what she’s looking for and what I can do to help. So we started talking for a little bit just about life in general. And it turns out that she is receiving notices from the city that they’re going to put her house, put a lien going to tax sale. I’m like, ‘Oh well I get it’. And then she’s talking about how she doesn’t have any money to even pay the, there was a 2200 dollar sewer bill that she was delinquent on. So she didn’t [inaudible 00:17:03] she was going to do and then the clock’s ticking and she’s arthritic. So, the cold was bothering her and she can barely walk.
So, it’s one thing after another, after another. So I told her pretty honestly what the property value is as well were my intentions are. I told her, usually, what the costs of this kind of process is. And eventually she mentioned to me that she, if she could sign today and sell in three weeks, then she would. So then really the last piece of the puzzle was the price. So I told her, ‘I’ll give you my word that I’m going to give you the best price that I can, but it’s going to be a discount from what market value would be just because of speed and convenience for her’. And she’s like, ‘I understand’.
So I ran home, pulled better comps. So, I’m also a realtor so I have access to MLS. So, pull better comps to get a better understanding. And I’ve done some rehabs as well, so ran those numbers. I called her back the next morning and told her, ‘I know you’re looking for’, there was a 180 185 thousand, ‘Really, the best I can do is one 115’, and she’s like, ‘Well that’s less than I thought, but okay’. Now I’m thinking, I should have hit her at 105 that’s [inaudible 00:18:12] .

Brent Daniels: So did she, real quick, real quick, did she give you, when you were pre-qualifying her, did you know going in she wanted around 180, 185?

Jesse Andrews: Yeah, that’s what she told me, told the caller on the phone.

Brent Daniels: Awesome. So your caller was, so and this is really important for everybody listening out there. When your caller is in these conversations or when you’re making these calls, you want to pull out the four pillars of [pre-qual 00:18:35] condition, timeline, motivation, most importantly, the price. Okay. Really see if you can get that out of them. And if you do, you have all of the information that you need to make fast decisions and get there and get the contract signed. So go ahead. So, you knew going in 180, 185. You gave her 115.

Jesse Andrews: Yes. And she accepted. I went over there the next day and signed paperwork and kind of told her what the next process is. ‘We’re going to have a bunch of people come through, but it’s only going to be a 45 minute window on a Saturday morning’.

Brent Daniels: Yep.

Jesse Andrews: And I went through and took pictures of the property and tried to dig deeper into what she needed. And really what she needed was help moving some stuff from her house into the storage. She had gone through and what was necessary and what wasn’t. And she needed everything else just to stay there.

Brent Daniels: Yeah.

Jesse Andrews: So I’m like, ‘Well that’s easy. Just leave whatever you don’t want and I’ll come over next week and I’ll help you’. I have a pickup truck and helped her move some stuff to storage. So, that was great.

Brent Daniels: Awesome.

Jesse Andrews: Now I have the signed contract and I go through and I send it out to my buyers list.

Brent Daniels: How do you send it? How do you, how do you …

Jesse Andrews: Sometimes, I’ll text blasts. But, I’ve had some spotty results with that.

Brent Daniels: Right. Us too. Yeah.

Jesse Andrews: So, I sent this one out with MailChimp. Sent to all my buyers and I followed up with about a hundred or so via text, but text from my phone and copy and paste text message style.

Brent Daniels: Sure.

Jesse Andrews: So, I have a handful of people interested about 20 people told me they’re interested. We set up the walkthrough slash inspection for, it was like 10:00 AM on a Saturday.

Brent Daniels: Yep.

Jesse Andrews: My suggested price was 150,000.

Brent Daniels: Okay.

Jesse Andrews: And we would go through and people coming in and out of the property and a lot of people scoffing like, ‘Oh man, this place is terrible. This place is a disaster. What are you talking about?’ One guy came to me and he’s a little like, I want to make you an offer on the spot. I’m like, ‘Well thank you, I appreciate that. But that’s not, we’re looking for highest best tomorrow afternoon’.
He didn’t really like that. So, he left and it is what it is. So I thank everyone for coming, highest and best buy next day tomorrow. I get a call later on that night from a realtor that I’ve done a lot of deals with in the past. And that guy that spoke with me was actually one of his buyers. Cause I have many realtors on the list. So he’s like, ‘Well he wants to make an all cash offer, three-week close at 165,000’.

Brent Daniels: Woo.

Jesse Andrews: And I was asking 150 so, with him, I’ve done deals with in the past, so I was going to have to pay him a little something for a finder fee.

Brent Daniels: Yep.

Jesse Andrews: So yeah. So we sent, I sent over the assignment contract. He signed it and we put money in an escrow and open escrow. [inaudible 00:21:26].

Brent Daniels: And was that the biggest deal to date that you had done?

Jesse Andrews: Yeah, that’s the biggest deal.

Brent Daniels: When you sent out, when you said, this is great cause I go through this all the time. Even now I don’t even send them out anymore, but I see the DocuSigns. When I get that DocuSign back that says completed DocuSign and it’s some assignment for whatever. I get so excited. Were you just looking at this like ‘Oh this is game changing’. You know what I mean?

Jesse Andrews: Totally man. I mean that’s, that’s a really, really big deal. And right around the time I had an another couple of properties in similar situation. So I’m like, ‘Wow, now I have two killer properties both in escrow. Now we just need to push and persevere this through closing because it’s not done until it’s done’.

Brent Daniels: So what did you net on that deal?

Jesse Andrews: So on this one I netted 40, $42,000.

Brent Daniels: And what did you net on the second one?

Jesse Andrews: 20.

Brent Daniels: Hold on a sec, I got to stand back here.

Jesse Andrews: Thanks brother.

Brent Daniels: Incredible. So $62,000 on essentially originated from two phone calls.

Jesse Andrews: Yeah, exactly.

Brent Daniels: Yeah. Incredible. I mean, it didn’t even initiate those calls. You had a VA do it at $6 an hour.

Jesse Andrews: Right, right. It’s amazing.

Brent Daniels: What’s the return on investment? It’s incredible.

Jesse Andrews: I know. And when you really kind of put it like that, it’s remarkable. It’s absolutely amazing. And I feel like I’m totally blessed. Things like that will help you forget the dark days. You know, the dark days you’re on the phone for four hours and your head’s spinning and you don’t have any viable leads coming through and it’s all a bunch of looky loos and you’re just like, ‘What’s going on man?’ But that’s when everything is redeemed and you’re rewarded for your perseverance and just go get it in nature.

Brent Daniels: It is. And that goes back to the foundation of wholesaling, which is, it all comes down to having quality conversation with distressed property owners. That’s it. And now, here’s the thing, you can do that three ways. One. You can market to them, right? Traditional methods paper, click, direct mail and have them call you. Right? It works. It definitely works. It’s just, it costs a bunch and you have to have a flexible schedule cause you have to get back with those people instantly. Two, you can get referrals by people knowing that you do buy houses. That you’re in real estate and they send you deals. It happens, it’s not very predictable but it happens. Or three, you go out there and you prospect for them and you bring those deals to you. You literally pull money out of the air when you’re making calls. It is. And it’s, and then the cost is just so unbelievable. Plus you get to do it on your own schedule. That’s the best thing. Cause remember, I bet, and just kind of correct me if I’m wrong, but I bet when you get those leads in from your cold caller you’re not having to call them in like five minutes. Right?

Jesse Andrews: Right. Cause we’re the only one that’s been in touch with them nine out of 10 times.

Brent Daniels: Right, right. Like my people get all the info and then they’ll call them back, sometimes within the hour, but some people are like, call me next Tuesday and we’ll get it going. You know what I mean? Like it’s a totally different life. It’s just so incredible that you have the ability to just pull this out of thin air. It’s just, it’s so exciting to me. I mean, $62,000 and two phone calls. That’s crazy. Yeah. So talk to everybody new out there, everybody starting or maybe somebody that’s considering implementing or using a TTP or cold calling for their business. What advice would you give them starting out if they’ve never made a call or have people call for them?

Jesse Andrews: You know, it’s tough. I think one of the biggest hurdles that, well I wouldn’t say the biggest hurdle, but one of the biggest things that affected me was negativity on the phone, whether it be from people calling back from direct mail. I’ve had people call me back from bandit signs. I’ve had people on the other end of the phone with TTP and they’re just nasty. You’ve got to develop a thick skin and realize you don’t know. Sometimes you might be getting these people on a really bad day. It’s not always a bad thing, but just stick to it man. Just keep going. Believe in it and don’t stop until you get your success.

Brent Daniels: I love it. Everybody out there that is listening. If you are going to take, if you’re going to implement cold calling, TTP, talking to people into your business, you absolutely have to check us out at wholesalinginc.com/TTP. If you are the person that has a full time job and can’t get away every second you get a lead, then you need to check us out. Wholesalinginc.com if you’re in the military, if you don’t have a huge budget to be able to pay a ton for marketing, wholesalinginc.com/TTP. Set up a call. It’ll be the best. I will personally mentor you on this and we will get you going. I hope you took some really strong gold nuggets on there. Vacant house data feed is where he found his deals. He called them up. George Flans on Facebook. Check him out, reach out to him and tell him that you heard them from me, mention my name, and he will hook you up. Okay guys, until next time I encourage you to talk to people. Love ya. See ya.

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