Posted on: May 09, 2019

Some people get the impression you have to be an expert in real estate to succeed in the wholesaling world. Nothing can be farther from the truth! Case in point: our inspiring guest today was once a fire fighter before making his mark in the wholesaling world.

If there’s anything more inspirational than his life journey, it’s Adrian Lozano himself. For starters, he didn’t allow his past to define him. Instead, he broke barriers and did everything people think he couldn’t do—from serving time, he became a licensed real estate agent, a fire fighter, and a wholesaling beast.

Today’s episode is a real treat. You will not only learn effective wholesaling tips, tricks, and techniques, you’ll also learn truly inspiring wisdom and insights that might come in handy when you need a little pick-me-up. Truly, this is one of those episodes you’d surely listen to over and over again!

Key Takeaways

  • The importance of choosing the right people to surround yourself with
  • How he moved past a toxic and negative situation and never looked back
  • How reading books has helped him
  • Why he loves the TTP (Talk to People) program
  • The life-changing incident that led him back to real estate
  • Sample of a good TTP deal he did
  • The amount of money he made from the deal
  • List where he found his seller
  • The importance of creating a massive network
  • His advice to people who are starting out
  • The importance of taking action
  • Why having a mentor is pivotal


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Episode Transcription

Brent Daniels: Welcome back everybody to the Wholesaling Inc podcast or, should I say, if this is your first time listening to this podcast, welcome. My name is Brent Daniels. I am the host of this podcast episode, and I am so thrilled that you have found us. If you’re one of our loyal listeners. Thank you so much for coming back time and time and time again to listen to these podcast interviews to this podcast in itself. This podcast is number one in the world when it comes to wholesaling real estate for one reason and one reason only. We don’t focus on education. We don’t focus on entertainment. We focus on instruction. Instruction is the key to this whole business, to the whole real estate business is to take massive action based on the instruction that you get.
So I am so pleased to be able to spend a little bit of time with you. And even better. Beyond this intro, I have an unbelievable interview here, an unbelievable story that you’re going to understand what it takes to really, as we call, rhino through it, to just charge through. It doesn’t matter the circumstances. It doesn’t matter your background. It doesn’t matter where you started at. It doesn’t matter your past. It matters the actions that you take moving forward. So without further ado, I want to welcome to this podcast, Mr. Adrian Lozano from Sarasota, Florida. Welcome.

Adrian Lozano: What’s going on, guys? Brett, thanks for having me. Hello tribe, rhinos. What’s going on? I’m excited to be here.

Brent Daniels: Yeah. Well, we’re excited to have you on here. So let’s get into this. You have an incredible background. You have an incredible story of really, I mean you when we’re talking about starting from like absolute zero, from really pulling yourself off based on your efforts, your skills, your ability, your experiences. Let’s go back. Let’s turn back the clock a little bit. And why don’t you start and tell us the story of how you grew up, where you grew up and we’ll go from there.

Adrian Lozano: Sounds good. I’m originally from Houston, Texas. I’m now in Sarasota, Florida. Bu I grew up in the not-so-great neighborhood. We have interviews here, and I listen to your podcast, and I hear all these great stories, and it’s crazy to hear people from all around that just kind of have flocked to you because of the person that you are now. And that’s what kind of drew me to you. And my story is I was a person that’s a little Hispanic kid in a bad school, going nowhere fast. And I had these choices that I can make and kind of survive. And what ended up happening fast forward is I went to jail. I became a felon and everyone was telling me, “That’s it. You’re nothing. You’re going to end up dead, going to jail, going back into the system.” And I knew that wasn’t for me. It wasn’t my choice to be placed there. But unfortunately that’s where I landed. That was my situation.
But little by little, reading books and surrounded myself with different people kind of put me in a different state of mind. I began going fast forward. I became a licensed real estate agent when someone told me that the government wasn’t going to go let me pass a test. They weren’t even going to let me take the test. I became a firefighter and got my real estate license. We built houses for one of our homes. We had big contracting business.
I mean, I did everything that people told me I couldn’t do, and it wasn’t to prove them wrong. I knew, yes I had a past and I have a label, but that label doesn’t define me. Me as a person, I want to break barriers and show and prove to myself that I can become that person. And it just led me to wholesaling, to being a real estate investor. So before that, before wholesale, I was actually flipping houses for for quite awhile, and I was pulling my hair for a few deals, and I was just like, “I might break even after a few months.” And I’m looking at everything and the budget, and I was like, “There has to be a better way.” And ran into a buddy, he does wholesale and the rest is history. Now-

Brent Daniels: You touched on it. You touched on it, Adrian. How important in your life is it, the people that you spend the most time with, the people that you surround yourself with?

Adrian Lozano: I mean, it’s everything. If you hang out with people that are going nowhere, you’re going to go nowhere. If you want to grow as a person and you have, oh, you see this nice car and you’re like, “I want a car like that,” go hang out with the person that has a car like that. You surround yourself, you’re going to better yourself. That’s it. I mean, it’s what it is. You surround yourself. You’re the average of the five people you hang out with. And if you’re not doing it, then don’t expect to be that person.

Brent Daniels: So how did you do it? I mean, how did you go from this situation that was toxic and negative to you made the choice that I’m no longer going to do that. I mean, that had to be like extremely difficult. I mean, a lot of people get caught in that loop, that vicious loop all the time where they take a couple steps out and it’s a little bit frightening, so they go back to their comfort zone, even though it’s negative, even though it’s toxic. How did you keep on the path to where you knew you wanted to hang out with more positive people? You wanted to hang out with entrepreneurs?

Adrian Lozano: That’s what it is. I mean, it’s people that want to go back into the comfort zone. That’s what they know. And it took me only one time to set my mind straight and I said, “No, this is it.” And again, I read books. Rich Dad, Poor Dad I read when I was 14, 15 and I was just like, “Okay, that’s something I know I don’t want to do that. I don’t want to work hard all the time. We’re going to bust ass. We’re going to keep moving forward.” But there has to be a system in place and you’re just going to progress every time. So with that mindset, I mean, I saw friends die, I saw friends go to jail, stuff was happening around you. I’m going to back up. I’m going to go this way. This is a path that I’m going to do.
And I started going to church, going to different events, networking events. At the time, I had no idea what I was doing. I had slacks, and I didn’t have a suit, but I would go out there and just talk to people. And I’m sitting here shaking hands and I’m faking it. I was baking the whole kind of like this is me and it opened opportunity where I was… And I became a janitor. The guy was like, “Hey, I’m going to hire you. You’re going to be a janitor.” And he noticed that I had a little bit more talk. I was actually talking with clients when I was there. Like, do you want to do sales? Yeah, I want to do sales.
I went sales didn’t and I became a regional manager there and it bumped me up being in the sales world. Again, that’s where it progressed. I was insurance agent, a firefighter, and it just kept on going. So with that, I met people along the way and I said, “That’s a person I want to hang out with.” So I’d go in, and I would talk to them, and I’d ask them questions. And it’s funny you ask a question that people want to talk. They want to talk about themselves. Sit there, listen. You’re awesome. Let’s be friends. And nowadays it’s kind of hard for someone to be able to approach them and say, “I want to be your friend.” They’d be like, “You’re a little weird.”
But that’s what I did. I said, “Hey, I like what you do. You seem like a cool, genuine person. Let’s be friends.” And from there it moved my life. My life kept going up this yellow brick road, so to speak. And everything kind of… My past saved my past. Now it’s a story and it’s a good story that I’ve helped the high risk kids when I go talk to them and tell them that, “You have a choice. This is not your path because they tell you it is. It’s what it is.”

Brent Daniels: Yeah. Well, and I think part of it is you created a community, you know what I mean? You created a community just by going out there, being yourself, being proactive, talking to people, building that community. It’s very similar to Wholesaling Inc, the Wholesaling Inc tribe and the wholesaling and the TTP program. I see it and I hear it all the time. We’ve got people in the TTP program that I’ve really, I mean the rest of their family are rough. I mean, they just don’t support them. They think that they’re crazy. Their friends are like, “What? You’re doing real estate? Oh, it’s going to crash.” All this negativity, all this. And then they come into our group, into either the Facebook or this podcast or meetups or whatever it is, and all of a sudden they can connect with likeminded people. And it’s so powerful.
I remember when I joined the Rhino Tribe and this says… Listen, your story is amazing. This doesn’t even have 1% of the heart that your story has. But I remember when I joined the Wholesaling Inc program, instantly, within an instant, I was part of a community that was so on to… Everybody was on fire and pulling in the same direction. All of a sudden you have cheerleaders. All of a sudden you have support. All of a sudden you’re talking to people that know what the hell you’re talking about. Right? And it’s just so incredible. I think that’s one of the biggest things when it comes to either mentorship or coaching program. Not that this is a sales pitch, but it’s just an absolute fact. I mean, once you get into that, once you invest in yourself into that, now you’re, you’re part of that, you’re instantly part of the community. And I think that’s a huge thing.

Adrian Lozano: And it’s crazy. I mean you’re talking about that, but it’s crazy how, again, you go back into a comfort zone. When I signed up with you, I know real estate, I mean I know how to pull comps. I know how to sell. I know bandits. It’s all there. It’s all on the internet and you can get it. But it’s what you said. Once I joined and I talked to you and I joined the Facebook group and I was there, it was like a bright light. Everyone. And again, just like you said, there’s some people that knock you, they make fun of you like you’re an outsider. So you either want to scale back so you can be comfortable so they can like you, or you can push forward and then you’re going to meet those people. And in the group, I think when I go on there, I love just going on there just to see everyone’s action, the plan for the day and what they’re doing and we’re just high-fiving each other. It’s a great group. So I don’t regret one bit of it and I’m just going to keep moving forward. TTP all the way.

Brent Daniels: This is a crazy story because we talked about it before the podcast started, but you have a crazy story of what brought you back because you were doing some home-building then went to real estate being a traditional agent and an insurance agent than a firefighter. So you’re a firefighter and then something really life-changing happened that got you back into real estate. So tell us that story.

Adrian Lozano: So I was a firefighter, and little boys driving an engine, putting wet stuff on the hot stuff, saving people. I met a buddy there at the fire department and we opened up a gym, and we did extra in boot camps and whatnot. And Florida’s flat. There is no mountains, yeah, man-made hills. And actually that’s where I was teaching a class was on a manmade-hill east of the city. And it was during hurricane season and there were storms. There were storms coming in and out. It rained 15 minutes and stopped and then bigger storms coming in. And I was teaching a class and I had my students doing situps, and the class was almost over, but we could see a storm miles away. You can see the lightning. And for those that don’t know, lightning travels. It doesn’t have to stay with storm. It goes where it wants to go.
And a couple of students were telling me, “We should probably be done and get out of here.” And I said, “Yeah, we’re going to be done.” And I made a joke and I said, “If anyone’s going to get struck, it’ll be me because I’m the highest point right now.” I’m the one standing and they’re the ones that doing the situps. And sure enough seconds later it feels like lightning struck. It was an indirect hit. I got hit, went to the ground, and went to the hospital, I’m okay. Now I’m okay. But the doctor told me, “You need to stop anything physical.” That meant couldn’t be a firefighter. I had a setback. Couldn’t do any gym workouts or train elevating my heart rate. I had an irregular heart rhythm at the time.
So I was stuck. I didn’t know what to do. And I was going to go back into doing insurance. And one of my buddies that actually worked at the gym was a real estate investor. And he knew my story and he’s like, “You did real estate before. You know. You built. You know, comps. You know insurance. So you know everything. Let’s get you into flipping homes.” I said, “Why not? I’m going to do it.” All my friends are like, “You’re going to flip homes. You have no money. You’re starting at zero and you have no experience at flipping homes.” So yeah, but I know a little bit about everything and that’s what got me in. And then from there the rest is history. Just went, going, going, going. A few years ago, started doing the mailers. Mailers works for a lot of people and as long as you’re doing it. I got stomped and it was pretty bad. We threw a lot of money. I’m from Houston and we got hit hard and I just backed up and I’m like, “That’s not my style.” I like talking to people. I like doing it. And it led me to you.

Brent Daniels: First of all that is the craziest coming back and discovering wholesaling story of all time. I’m telling you that is the craziest story. You got struck by lightning. The doctor tells you you can’t do anything physical so that your… And then your buddy’s like, “Hey, why don’t you be a real estate investor?” And you’re like, “Yeah, all right.” Right. But then from there you’ve been, you’ve been building a successful business. So tell us about your business now. Tell us about how it’s going. Are you doing deals? How are those deals going? Let’s talk about it.

Adrian Lozano: All right. So when I signed up, I think it was either late November, early December last year, I was still working on one of the homes that I had purchased in Houston, which became a nightmare house. I had to raise the house seven and a half feet to be with compliance with a FEMA because unless I didn’t do that, I couldn’t even touch the house. So dealt with that and it’d taken me about a year. This is my problem property. This is one of the reasons why flipping as soon as I’m done with this one. I joined the tribe and I was like, gung ho, let’s do this, let’s do this, let’s do this. I’m paralysis by analysis a little bit. Dealing with the property in Houston. I put it on pause, and then I think I spoke with you when I got back from vacation. I was done with the Houston property, took a little vacation, came back, and I got on it. Just did everything, everything that you said. Was on the phone for four hours. Landed, I believe, it was three appointments, got one contract, and I sold it within that week. Put some bandit signs up, sold it within the week, and made just under 12,000 bucks.

Brent Daniels: Hold on, hold on one second. Hold on. Hold on one second. We’re going to get to the belt. But first of all, so four hours and you made $12,000.

Adrian Lozano: Yeah.

Brent Daniels: So you get paid $3,000 an hour to talk to people.

Adrian Lozano: Pretty much.

Brent Daniels: Whoa, that was it. Love it. Incredible. I absolutely love it. So you got that done. You found the deal. Breakdown the deal for us. So let’s go on the four pillars, right? The condition of the property, their timeline, their motivation, their price.

Adrian Lozano: The condition was horrible. The landlord pretty much told me… He knows it needs work. He’s like, “I’m not going to tell you the problems it has. I’m going to tell you what’s good about the house.” And that did it right there. I started to laugh. I said, “Listen, don’t feel bad about telling me about the house because I’ve been in some bad homes.” And I kind of gave him the rundown of what I do and whatnot. And he was like, “Well, great. Let me try to set you up a time with a tenant.” And it was a tenant problem as well. So it was bad situation with the house. It was pretty much falling apart. The tenant was done paying. It was a double sword for him because it was a problem house, it was a problem tenant. But the tenant just didn’t want to pay anymore because the house was falling apart. So it was done.
So the motivation was there. And on top of that, he had a hard money loan. So this is an investor buy and hold and hard money loan. And the taxes were due. So the hard money lender paid the taxes and was already foreclosing on the house. I just want to get done with it. Let’s do this. Send me an offer. So he started around 80,000 on the house. I told him I couldn’t pay that. I said, “I’m going to be honest with you. I’m not looking to pay that much in a neighborhood like that. I know the neighborhood.” And he’s like, “Okay, just go by there.”
Went there, was on the phone, and did a drive by of the neighborhood as I was on the phone with them, and he’s like, “Just work with me. Give me 70,000.” And I said, “Nah, I don’t think I can do that.” Walked inside the house, and as I was walking out, I said, “I will give you $30,000.” He laughed it off and he said, “I can’t do that. I’ll call you back.” Calls me back. He says, “I owe 36,000 on it. Give me 60.” I couldn’t do it. I said, “I’ll give you 40.” Hung up, calls me back a few minutes later, do 50, and we got a deal. So I know the neighborhood and rehab homes are going about 125, 130. I said it needs 25, 30 into it.
And so had a couple people that I knew that would purchase it and I locked it up and put the bandit. I actually talked to you, and I showed the signs, put the signs up at night, got a few calls. I send out my text blast, and I had people lined up. And then I think it was the next day or two days afterwards we went there. I took a couple of guys and locked it up and that was it.

Brent Daniels: Awesome.

Adrian Lozano: So yeah, it was pretty good. I gave him an out. I gave him a solution to his problem, so he was really excited and he put some money in his pocket as well. And actually that led to a deal that I’m working with now. Same guy, different property up in Spring Hill. So doing that and we’re working that out with a problem tenant as well. So we’ll see. I’ll probably make about 20,000 off that.

Brent Daniels: I love it. I love it. So not only did you make 12. You can make an additional 20 from the same seller that you called for four hours.

Adrian Lozano: Yeah.

Brent Daniels: What lists are you calling to call that guy?

Adrian Lozano: And that was the absentee owner’s list. So it was high equity absentee.

Brent Daniels: Got it. And just for everybody out there that a hard money loan is basically a private loan with a really high interest rate. So it really starts… I mean even though it’s 36,000, the interest will chew you up monthly, so it is a huge motivating factor. He went through and he said the condition, the property is totally beat up. Obviously the landlord wasn’t taking care of it. The tenant wasn’t going to take it upon himself to take care of it. The timeline was now. How fast did you close it?

Adrian Lozano: We closed within, I think it was under three weeks.

Brent Daniels: Under three weeks. Beautiful. So you were able to get the tenant out of there, right? Or did you do a post possession of some sort? Yeah. Okay, so tenant got out thankfully. Yeah. So the tenant got out, which is great. You got paid in 21 days later. The owner got his money because people will trade equity for speed and convenience. They will. It made it smooth for him. He got it done. And now not only did you do a great job, you did such a great job that he’s going back to the well and asking you to do it again for another property, which is just absolutely incredible.

Adrian Lozano: And the beauty of it is, I’m very transparent. I tell everyone what’s going on. Even to the tenant when we did the walkthrough and he was like, “I thought you were buying it.” I said, “Well, I have a group of investors. I’m giving them the option to purchase the property before I rehab it.” And the owner as well, he knew what was going on. He said, “I know you’re going to make money. I don’t want to list the property.” Oh, another thing, he was going through a divorce. So it’s just he just hit one after the other and he said, “I know you’re making money. I know what you do. So I really don’t want to list these properties and I don’t want to go through the hassle of going through the inspections. Going through this, I know what I’m going to deal with. So if you can make this happen fast, make whatever you’re going to make.” So…

Brent Daniels: Incredible.

Adrian Lozano: Yeah.

Brent Daniels: it’s incredible. I mean, people are shocked every day on some of these deals that we do. I mean people are just like, “Wait, you bought that house for how much? And and how did you get ahold of him? Wait, you just called them out of the blue and got that property and you made $12,000?” Yes. It’s a simple formula. Talk to people.

Adrian Lozano: Yes, it works. It works. Just keep talking to people. And which actually brings me, before I knew TTP, I had TTP still going. Just didn’t know it.

Brent Daniels: Of course.

Adrian Lozano: So when I was doing flipping, I actually networked with a lot of real estate agents. I told them what I did. I said, “Hey, if you have cash buyers, I can sell you a house depending on the stage that your buyer wants to get all the way up to retail before it even hits market.” So I created this big network. There’s a lot of wholesalers that say they don’t want to deal with real estate agents and they can be your best friend. They can feed you that, and you’re not going to believe, they’re happy earning that 3%.

Brent Daniels: Oh yeah.

Adrian Lozano: They don’t know and they’re going to keep giving it to you. So I actually had a good communication with this lady that she did high end houses. That’s her money and more to more power to her. But she didn’t like dealing with just run down homes and whatnot. She called me up. She said, “Adrian, I know this is right up your alley. Please take this off my hands. I don’t want to list it.” And I said, “Okay, I’m going to go over there right now.” Drove over there, took a look at it, offered her a believe it was 120, 125, and we locked it up, and she said, “Thank you. I know you’re going to close on it. I don’t need anything. I don’t even need proof of funds.” Letting the lady know you have your attorney. And two days later we sold it for I believe it was 179.

Brent Daniels: That’s what I’m saying. Yeah. Talking to people is not just sellers. It is real estate agents. It’s hard money lenders. It’s the title companies. It’s everybody. You know what I mean? My company’s easily made over half a million dollars from agent referrals easily. I mean it’s just, it’s just being out there, being proactive, and using your voice talents and skills and being reliable. I mean that’s really it and it’s incredible.
As we wrap this up, speak now to somebody starting out in this business, somebody that maybe they weren’t struck by lightning and had a life-changing moment, but maybe they’ve discovered wholesaling somehow. Give them some advice on how to get started and how to be successful.

Adrian Lozano: Know the basics of wholesaling. I mean there’s people that teach you and then go into debt. Just go into the basics. Once you do that, talk to people and again just create that group that’s going to help you, not dog you, but help you and tell you, “Hey, this is the contract or this is the addendum that you’re doing. This is the assignment. Go at it.” And it’s really just take action. Don’t just sit there and try to perfect the system. Systems re already there. And there’s people, I mean, not just our group, there’s other groups. They’re not as good as our group.

Brent Daniels: Of course.

Adrian Lozano: We’re cheering each other on. There’s some people that just, you ask a question and they’re laughing at you on the group pages. But find those people, and they don’t have to be in the same city, that just want to help you, get that mentor. So my thing when I first started, my guy told me, “Here’s a box of bandit signs. Whatever you can write on a note pad, the little sticky notes is what you can put on the bandit signs. Put your phone number and throw them all around town.” And then that’s what I did. And I said, “I’m not going to sell a house on this sign and Craigslist postings.” And to where you are now? Again, there’s basics in every business, and once you learn, it works the same with wholesaling. You, as a wholesaler, you provide a solution for everybody. And once you learned that you have value, that’s when you’re going to start making money. Because a lot of people say, “Oh, you’re a wholesaler. Oh I don’t want to deal with you.”
But then they’re like, “How do people make money? How do people are… I’m seeing these checks coming in. Is this real?” Yeah, it’s real. Because those are people that are actually making money, know that they’re providing this extreme value for the seller and for the investor because what they do is they build. They rebuilt house for profit for that. They don’t want to look for a house. They want someone to give them a house, so they’ll pay a fee. It’s either you actually program yourself to do that and think that way, and then you’re going to succeed and push forward, or you’re going to doubt, and you’re just going to fall backwards. You’re going to fall into the crowd and to the naysayers. So, I mean that’s my thing. That’s what I would tell. I keep telling people that. It’s just do it. Just know the basics. You have a question. Ask someone that you know that knows that the business. Befriend them. They’re good. People want to talk. People want to tell you stories and they’ll help you out.

Brent Daniels: Incredible. Adrian, thank you so much for sharing your story. Thank you so much for like really laying it out exactly what you did to take steps to actually to to grow. Now your business is rolling and rolling, and 2019 is your year. I love it. So thank you so much. Everybody out there that is listening, if you are ready to join the most proactive community, the most proactive family in real estate, real estate wholesaling, real estate investing, go to Check out the page. Check out the testimonials. Check out what we’re about. Sign up for a call. It will be the best 30 minute call of your life. Hope to be working with you soon. Until next time. I encourage you to talk to people. See you. Love you.

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