Posted on: May 09, 2019
WI 271 | Wholesaling Beast

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 firefighter 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 firefighter, and a wholesaling beast.

Today’s episode is a real treat. You will not only learn effective wholesaling tips, tricks, and techniques, but 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!

 

RESOURCES:

From Fire Fighter To Wholesaling Beast With Adrian Lozano

Episode Transcription

I am so pleased to be able to spend a little bit of time with you. Even better, beyond this intro, I have an unbelievable interview here. It’s an unbelievable story that you’re going to understand what it takes to, as we call Rhino Through It, to charge through. It doesn’t matter the circumstances, your background, where you started out, or your past. It matters the actions that you take moving forward. Without further ado, I want to welcome to the show Mr. Adrian Lozano from Sarasota, Florida. Welcome.

What’s going on? Brent, thanks for having me. Hello, Tribe Rhinos. What’s going on? I’m excited to be here.

We’re excited to have you here. Let’s get into this. You have an incredible background and story. When we’re talking about starting from absolute zero, from pulling yourself up based on your efforts, skills, ability, and experiences, let’s go back. Let’s turn back the clock a little bit. 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.

I’m originally from Houston, Texas. I’m now in Sarasota, Florida, but I grew up in the not-so-great neighborhood. We have had interviews here. I listened to your show and I heard all these great stories. It’s crazy to hear people from all around that have flocked to you because of the person that you are. That’s what drew me to you.

My story was about this little Hispanic kid in a bad school going nowhere fast. I had these choices that I could make and survive. Fast forward, what ended up happening is I went to jail. I became a felon. Everyone was telling me, “That’s it? You’re nothing. You’re going to end up dead. You’re going to jail and going back into the system.” I knew that wasn’t for me, and it wasn’t my choice to be placed there. Unfortunately, that’s where I landed. That was my situation.

Little by little, reading books and surrounding myself with different people put me in a different state of mind. Fast forward, I became a licensed real estate agent when someone told me that I couldn’t. The government wasn’t going to 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 build houses for Lennar Homes. We had a big contracting business. I did everything that people told me I couldn’t do, and it wasn’t to prove them wrong. I knew that I had a past and label, but that label doesn’t define me.
 

If you hang out with people going nowhere, you’re going nowhere. If you see this nice car and hang out with a person that has a car like that, you’re going to better yourself.

 
As a person, I want to break barriers and show and prove to myself that I can become that person. It led me to wholesaling and being a real estate investor. Before wholesaling, I was flipping houses for quite a while. I was pulling my hair for a few deals, and I was like, “I might break even.” After a few months, I’m looking at everything and the budget. I was like, “There has to be a better way.” I ran into a buddy who does wholesaling, and the rest is history.

You touched on it, Adrian. In your life, how important are the people you spend the most time with or the people that surround yourself with?

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 see this nice car and you’re like, “I want a car like that,” go hang out with a person who has a car like that. You surround yourself and you’re going to better yourself. That’s what it is. You’re the average of the five people you hang out with. If you’re not doing it, don’t expect to be that person.

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

That’s what it is. It’s people that want to go back into their comfort zone. That’s what they know. It took me only one time to set my mind straight, and I said, “No, this is it.” I read books like Rich Dad Poor Dad. I read it when I was 14 or 15, and I was like, “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 going to progress every time.

I saw friends die and go to jail. Stuff was happening around me, and I’m like, “I’m going to back up. I’m going to go this way. This is the path that I’m going to do.” I started going to church and different events like networking events. At that 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 talk to people. I’m sitting here shaking hands and I’m faking it. This is me. It opened up an opportunity.

 

WI 271 | Wholesaling Beast

Wholesaling Beast: Ask a question people want because they want to talk about themselves.

 

I became a janitor. The guy was like, “I’m going to hire you. You’re going to be a janitor.” He noticed that I had a little bit more talk. I was talking to clients when I was there. They’re like, “Do you want to do sales?” I was like, “Yeah, I’ll do sales.” When I was in sales, I became a regional manager. It bumped me up being in the sales world. That’s where it progressed. I was an insurance agent and a firefighter, and it kept on going.

With that, I met people along the way, and I said, “That’s a person I want to hang out with.” I would go, talk to them, and ask them questions. It’s funny if you ask a question, people want to talk. They want to talk about themselves. You sit there and listen, “You’re awesome. Let’s be friends.” Nowadays, it’s hard for someone to approach and say, “I want to be your friend,” and be like, “You’re a little weird,” but that’s what I did.

I said, “I like what you do. You seem like a cool and genuine person. Let’s be friends.” From there, it moved my life. My life kept going up this yellow brick road. My past saved my paths. Now it’s a good story that I’ve helped the high-risk kids when I go talk to them and tell them, “You have a choice. This is not your path because they tell you it’s what it is.”

Part of it is you created a community by going out there, being yourself, proactive, talking to people, and building that community. It’s similar to the Wholesaling Inc Tribe and the TTP Program. I see it and I hear it all the time. We’ve got people in the TTP Program where the rest of their families are rough. They don’t support them. They think that they’re crazy. Their friends are like, “What? You’re doing real estate. It’s going to crash.” It’s all this negativity.

They come into our group, either on Facebook, this show, meetups, or whatever it is, and all of a sudden, they can connect with like-minded people. It’s so powerful. 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. Within an instant, I was part of a community. Everybody was on fire and pulling in the same direction.

All of a sudden, you have cheerleaders, support, and you’re talking to people that know what you’re talking about. It’s so incredible. That’s one of the biggest things when it comes to either mentorship or a coaching program. Not that this is a sales pitch, but it’s an absolute fact. Once you get and invest in yourself into that, you’re instantly part of the community, and that’s a huge thing.
 

You are the average of the five people you hang out with.

 
You’re talking about that, but it’s crazy how you go back into a comfort zone. When I signed up with you, I knew real estate. I know how to pull comps, how to sell, and bandit signs. It’s all there. It’s all on the internet and you can get it, but it’s what you said. Once I joined, I talked to you, I joined the Facebook group, and I was there. It was like a bright light.

There are some people who mock you and make fun of you. They’re like, “You’re an outsider.” 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. When I go in the group, I love going there just to see everyone’s actions, the plan for the day, and what they’re doing. We’re high-fiving each other. It’s a great group. I don’t regret one bit of it, and I’m going to keep moving forward. TTP all the way.

We talked about it before the show started, but you have a crazy story of what brought you back. You were doing some home building, went to real estate being a traditional agent and an insurance agent, and then a firefighter. You’re a firefighter and something life-changing happened that got you back into real estate. Tell us that story.

I was a firefighter. It’s a little boy’s dream of driving an engine, putting the wet stuff on the hot stuff, and saving people. I met a buddy there at the fire department and we opened up a gym. We did extreme boot camps and whatnot. Florida is flat. In Florida, there are no mountains and man-made hills. I was teaching the class on a man-made hill East of the city and it was during hurricane season. There were storms coming in and out. It rained for fifteen minutes, it stopped, and a bigger storm was coming in.

I was teaching a class and had my students doing sit-ups. The class was almost over but we could see a storm miles away. You can see the lightning. For those that don’t know, lightning travels. It doesn’t have to stay with storms. It goes where it wants to go. A couple of students were telling me, “We should probably be done and get out of here.” I said, “We’re going to be done.” I made a joke and I said, “If anyone’s going to get struck, it will be me because I’m at the highest point right now.” I’m the one standing and they’re the ones doing the sit-ups.

Sure enough, seconds later, the lightning struck. It was an indirect hit. I got hit, went to the ground, and went to the hospital. Now I’m okay but the doctor told me, “You need to stop anything physical.” That meant I couldn’t be going to be a firefighter. I had a setback. I couldn’t do any gym workouts or training that could elevate my heart rate. I had an irregular heart rhythm at that time. I was stuck. I didn’t know what to do. I was going to go back into doing insurance.

 

WI 271 | Wholesaling Beast

Wholesaling Beast: Know the basics of wholesaling. Once you talk to people and create a group, that will help you.

 

One of my buddies that worked at the gym was a real estate investor. He knew my story. He’s like, “You did real estate before. You know comps and 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 were going like, “You have no money. You’re starting at zero and you have no experience of flipping homes.” I was like, “I know a little bit about everything,” and that’s what got me in.

From there, the rest is history. I went going. A few years ago, I started doing the mailers. Mailers work for a lot of people as long as you’re doing it. I got stopped and it was pretty bad. We threw a lot of money. I’m from Houston and we got hit hard. I backed up. I’m like, “That’s not my style. I like talking to people. I like doing it.” It led me to you.

First of all, that is the craziest coming back and discovering wholesaling story of all time. You get struck by lightning. The doctor tells you you can’t do anything physical and then your buddy was like, “Why don’t you be a real estate investor?” You’re like, “All right.” From there, you’ve been building a successful business. 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.

When I signed up, it was either late November or early December 2018. 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 7.5 feet in compliance with FEMA. Unless I didn’t do that, I couldn’t even touch the house. I dealt with that and it had taken me about a year. This is my problem property and one of the reasons why flipping is out of me.

I joined the Tribe and I was gung-ho like, “Let’s do this.” I’m a little bit paralysis by analysis dealing with a property in Houston. I put it on pause and then 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. I did everything that you said. I was on the phone for four hours and landed three appointments. I got one contract and I sold it within that week. I put some bandit signs up, sold out within the week, and made under $12,000.

We’re going to get to the bell but first of all, in four hours, you made $12,000. You get paid $3,000 an hour to talk to people. I love it. It’s incredible. You got that done and you found the deal. Break down the deal for us. Let’s go on the four pillars, the condition of the property, their timeline, motivation, and price.
 

People will trade equity for speed and convenience.

 
The condition was horrible. The landlord pretty much told me that 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.” That did it right there. I started laughing and I said, “Don’t feel bad about telling me about the house because I’ve been in some bad homes.” I gave him the rundown of what I do and whatnot. He was like, “Great. Let me try to set up a time with the tenant.” There was a tenant problem as well. It was a 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 and a problem tenant. The tenant didn’t want to pay anymore because the house was falling apart, so it was done. The motivation was there. On top of that, he had a hard money loan. This is an investor buy and hold, hard money loan, and the taxes were due. The hard money lender paid the taxes and was already foreclosing on the house. He was like, “I want to get done with it. Let’s do this. Send me an offer.”

He started around $80,000 on the house. I couldn’t pay that, so 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. He’s like, “Okay. Just go by there.” I went there and I was on the phone. I did a drive-by of the neighborhood as I was on the phone with him. He’s like, “Work with me. Give me $70,000.” I said, “I don’t think I can do that.” I walked inside the house. As I was walking out, I said, “I will give you $30,000.” He laughed it off. He said, “I can’t do that. I’ll call you back.”

He calls me back and says, “I owe $36,000 on it. Give me $60,000.” I couldn’t do it. I said, “I’ll give you $40,000.” He hung up. He calls me back a few minutes later and says, “Do $50,000 and we’ve got to deal.” I know the neighborhood and rehab homes are going about $125,000 to $130,000. I said, “It needs $25,000 or $30,000 into it.” I had a couple of people that I knew who would purchase it and I locked it up. I talked to you and I showed you the signs. I put the signs up that night and got a few calls. I sent out my text blast and I had people lined up.

It was the next day or two days afterward when we went there. I took a couple of guys and locked it up. That was it. It was pretty good. I gave him an out and a solution to his problem. He was excited. He put some money in his pocket as well. That led to a deal that I’m working with now. It’s from the same guy but on a different property up in Spring Hill. We’re doing that and working that out with the problem tenant as well. I’ll probably make about $20,000 off that one.

Not only did you make $12,000, but you can make an additional $20,000 from the same seller that you called for four hours. What listing were you calling to call that guy?

 

WI 271 | Wholesaling Beast

Wholesaling Beast: There are basics in every business. Once you learn that you have value, you will start making money.

 

That was the absentee owners list. It was a high equity absentee.

For everybody out there, a hard money loan is basically a private loan with a high-interest rate. Even though it’s $36,000, the interest will chew you up monthly, so it is a huge motivating factor. He went through it. He said that the condition of the property is totally beaten up. The landlord wasn’t taking care of it. The tenant wasn’t going to do it upon himself to take care of it. The timeline was now. How fast did you close it?

We closed in under three weeks.

Were you able to get the tenant out of there or did you do a post-possession of some sort? The tenant got out, thankfully, which is great. You got paid, and 21 days later, the owner got his money because people will trade equity for speed and convenience. You made it smooth for him. He got it done. 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 absolutely incredible.

The beauty of it is I’m transparent. I will tell everyone what was going on, even the tenant, when we did the walkthrough. He was like, “I thought you were buying it.” I said, “I have a group of investors. I’m giving them the option to purchase the property before I rehab it.” To the owner as well, he knew what was going on. Another thing was he was going through a divorce. He was hit one after the other, and he said, “I know you’re making money. I know what you do. I don’t want to list these properties and go through the hassle of going through the inspections and this. I know what I’m going to deal with. If you can make this happen fast, make whatever you’re going to make.”

It’s incredible. People are shocked every day by some of these deals that we do. People are like, “You bought that house for how much? How did you get ahold of it? You just called him out of the blue, got that property, and you made $12,000?” Yes, it’s a simple formula. Talk to people.
 

Talking to people is not just for sellers, real estate agents, hard money lenders, or title companies. It’s for everybody. It’s being proactive, using your voice talents and skills, and being reliable.

 
It works. Keep talking to people. Before I knew TTP, I had TTP going. I just didn’t know it. When I was doing flipping, I networked with a lot of real estate agents. I told them what I did. I said, “If you have cash buyers, I can sell you a house depending on the stage your buyer wants to get all the way up to retail before it even hits the market.” I created this big network.

There are a lot of wholesalers that say they don’t want to deal with real estate agents. They can be your best friend and feed you. You’re not going to believe it but they’re happy earning that 3%. They don’t know better and they’re going to keep giving it to you. I had good communication with this lady. She did high-end houses. That’s her money. More power to her, but she didn’t like dealing with rundown homes and whatnot.

She called me up and said, “Adrian, I know this is right up your alley. Please take this off my hands. I don’t want to list it.” I said, “I’m going to go over there right now.” I drove over there, took a look at it, and offered her $125,000. 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.” I’m letting the lady know you have your attorney. Two days later, we sold it for $179,000.

Talking to people is not just the sellers. It’s real estate agents, hard money lenders, and title companies. It’s everybody. My company easily made over $500,000 from agent referrals. It’s being out there, proactive, using your voice, talents, and skills, and being reliable. That’s it and it’s incredible. As we wrap this up, speak to somebody starting out in this business. Somebody that wasn’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.

Know the basics of wholesaling. There are people that teach you and then go into debt. Go into the basics. Once you do that, talk to people and create that group that’s going to help you, not dog you, and tell you, “This is the contract, the addendum that you’re doing, and the assignment. Go at it.” Take action. Don’t sit there and try to perfect the system.

The system is already there. It’s not just our group but there are other groups. They’re not as good as our group, but we’re like, “We’re cheering each other on.” There are some people who, when you ask a question, they’re laughing at you on the group pages. Find those people that want to help you. They don’t have to be in the same city. Get that mentor.

My thing is, when I first started, my guy told me, “Here’s a box of bandit signs. Whatever you can write on a notepad, the little sticky notes, is what you can put on the bandit signs. Put your phone number and throw them all around town.” That’s what I did. I said, “I’m not going to sell a house on this sign and Craigslist postings,” and we’re here now. There are basics in every business. Once you learn, it works the same with wholesaling. We have you as a wholesaler. You provide a solution for everybody.

Once you learn that you have value, that’s when you’re going to start making money. A lot of people say, “You’re a wholesaler. I don’t want to deal with you,” but then they’re like, “How do people make money? I’m seeing these checks coming in. Is this real?” It’s real because those people that are making money know that they’re providing this extreme value for the seller and investor. What they do is they build. They rebuild the house and sell it for profit. They don’t want to look for a house. They want someone to give them a house so they’ll pay a fee.

Either you programmed 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 fall backward. They’re going to fall into the crowd of naysayers. That’s my thing. I keep telling people that. Do it and know the basics. If you have a question, ask someone you know knows the business. Befriend them. People want to talk and tell you stories. They’ll help you out.

Adrian, thank you so much for sharing your story and laying out exactly what you did to take steps to grow. Now your business is rolling. 2019 is your year. I love it. To everybody out there reading, if you are ready to join the most proactive community, the most proactive family in real estate, real estate wholesaling, and real estate investing, go to WholesalingInc.com/TTP. Check out the page, the testimonials, and what we’re about. Sign up for a call. It will be the best 30-minute call of your life. I hope to be working with you soon. Until next time. I encourage you to talk to people. See you. Love you.

 

 Important Links

 

About Brent Daniels

Brent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low-cost, and incredibly effective telephone marketing program…

Also known as “TTP”… it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day!

Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events…

A natural leader, Brent combines his passion for helping others with his high energy, and “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!

Leave a Reply

Your email address will not be published.

[class^="wpforms-"]
[class^="wpforms-"]