Posted on: May 23, 2019
WI 275 | Husband And Wife Team

 

Are you a husband and wife team looking to make a killing in wholesaling and real estate investing? Today’s special guests will show you how it’s done!

 

Dedric and Krystal Polite are brilliant real estate investors and serial entrepreneurs. They are also the brains behind Be Polite Properties, a company that focuses on selling residential properties in North and South Carolina, Boston, and other markets nationwide. Active in the real estate industry for over a decade now, they have also been buying and selling hundreds of properties each year.

 

Luckily, aside from sharing the wholesaling techniques that have worked for them (and the very technique that has helped them generate $90,000 in profit!), they also generously dished out creative and effective methods that have helped them make a killing in the competitive but very lucrative world of wholesaling and real estate.

 

If you and your partner can’t wait to take your wholesaling and real estate business to the next level, this is one episode you just can’t miss!

 

RESOURCES:

How A Brilliant Husband And Wife Team Earned Over $90,000 From Just One Deal With Dedric And Krystal Polite

Episode Transcription

This show is going to be on fire, bananas, and a fiery banana of value in an unbelievable interview that I have with two professionals that were featured on the Max Maxwell’s We Live stage. Also, we shared a stage together at the REI BlackBook event here in St. Louis. This couple is phenomenal. We’re going to deep dive into how to get deals from driving for dollars and how to work as a married couple. This is going to be crazy. This is going to blow you away. We’re going to talk about mindset and taking your business to the next level. Without further ado, I have the Be Polite Properties crew with me, which is Mr. Dedric and Krystal Polite. How are you guys?

We are great.

How are you doing, TTP?

I’m excited to have you guys here on the show. Also, if you are reading this, you can watch this at Brent Daniels – Real Estate Coach on YouTube. Check that out. Guys, tell me what’s going on. Give me some background on you. When did you start getting into wholesaling real estate?

We got into wholesaling in January 2017. We took a three-day seminar and we got into the funnel of the education of getting into the wholesale business. We both still have full-time jobs in Corporate America, but we got into it in January 2017. It’s been a wild ride.

What was your background? What were you guys doing?

My background was in Corporate America, corporate sales, and marketing. I did pharmaceutical sales. I’ve done software sales. I still have a W-2 job in Corporate America, where I make over multiple six figures, but my goal is to be able to walk away from that and replace that with passive income from real estate. My wife, about one year into the business, was able to retire. We were able to fire her boss in June 2018, about a year and a half after getting into wholesaling from Corporate America, so she can go full-time into the business.

I came from real estate appraisal, the BPO world, and collateral analytics. I was with an appraisal management company at AMC out of Massachusetts. I was working remotely once we relocated to North Carolina. I’ve been a manager for that company for about seven years. I got to learn the other side, the banking side of real estate, appraisals, and the BPO side. It helped us when we first got started.

So that everybody knows, what does BPO mean?

Broker Price Opinion.

What do people use that for?

It’s like a short form of an appraisal. Banks and lenders will order a BPO to get a short form valuation of a property. If they don’t want a full-out appraisal, they’ll order a BPO on a property.

It’s like an appraisal light. Is that how you found wholesaling? Did you hear about wholesaling from being in the industry? How did you discover it?

I found wholesaling probably in 2012 or 2013 from a guy named Nasar out of Charlotte, The Real Estate Doru. I found him on YouTube and started binge-watching a lot of his stuff. I had analysis paralysis. I brought my first rental property at the age of 27. For eight years, I didn’t do anything in real estate. I read and analyzed it, but didn’t take any action. A few years ago, my wife, a serial entrepreneur, was like, “You keep talking about wholesaling and flipping houses. Let’s do this thing.” She pushed us into like, “Let’s start taking action.”

If I get involved, we got to do it. If I have to start reading about it, we are doing it.

You’re watching YouTube and reading all these books. You were bit by the real estate bug early on. You said that you bought a rental property at 27, and 8 years later, you’re still thinking about it, reading, and it’s still in the back of your mind.

 

If you want to succeed in wholesaling and flipping houses, you have to start taking action.

 

I read Rich Dad Poor Dad when I was 21. I house-hacked my first rental property at 26 or 27. I bought a triplex when I was living in Boston. I had a corporate job. It was 2007. I got 100% financing on a triplex because I read a book, How To Buy Houses With No Money Down. I did exactly what it said in the book. My lawyer, the mortgage broker, and everybody told me it wasn’t possible to get a check back at closing, but I got a check back for $1,200 when I closed on that triplex. I lived in 1 unit, rented out the other 2, and it paid for my mortgage. I still own that property. It has a ton of equity and great cashflow. That was my first investment in real estate, but then I didn’t do anything for 8 to 10 years until now that I’m fully into it.

That’s because Krystal was like, “We’re getting into this.”

We started a little earlier when we first met and got into the whole Airbnb thing. It gave us a bug like, “We made a ton of money in three months in just Airbnbing my apartment out.”

This is when we first started dating. We’ve known each other for ten years and we were just dating. I got laid off from my sales job selling software because I was sucking wind at that time and got fired. I was walking around the house moping and depressed. She kicked me in the rear and was like, “You can’t walk around here depressed because you got fired. You’re worth more than that. That job lost you. You didn’t lose them. This is the time to follow your entrepreneurial dreams. Follow your passions.”

I had heard about Airbnb. This is in 2012. I heard about it from a coworker who was like, “Every weekend I go to New York, I rent my apartment out on this website called Airbnb and it pays for my trip.” I was like, “What’s that all about?” She was always over at my house and her apartment was sitting vacant, so I said, “Let’s rent out your house on Airbnb.” She was like, “Can we make some money doing it?” I was like, “Yes.” She was like, “My brother is staying there, but let me make a couple of phone calls.” The next thing you know, we were renting our house out on Airbnb.

From there, it progressed to you guys going out there and finding deals that you would wholesale.

It started with him telling me about this Nasar, then he went to Max Maxwell. I started looking up both of them and then I started doing research outside of that on my own and then I found Mark Whitman out of Baltimore. I started following him. I went back to him and was like, “We may have something with this wholesaling thing.”

We had another business at the time. We had bought a franchise. We’re serial entrepreneurs.

We were running three locations virtually.

What was the franchise?

It was called Zoofari Animal Rides. If you ever went to the local mall and saw these little scooters that kids get to ride around on these scooters throughout the mall, we owned three locations.

We had about thirteen employees. We both still had our jobs, so we had people working the kiosk for us remotely. We were earning passive income from the franchise.

We had cameras at every location that came straight to our computer and phone, so we knew what was going on at all times. We were thinking at one point to scale that because we ended up getting into the one mall where no one could get these animal rides couldn’t get into, which was Simon Malls. No Simon malls allowed these scooters into their malls. They had heard such amazing things about how we ran our operation from the GGP malls.

It was like, “We’re going to give you guys a shot. You’ll be the first ones. If this works out, you’ll get to go into any 1 of our 200 other locations.” We ended up getting into it. Everything was great, then I told my husband, “I think we should sell.” He was like, “What? Are you crazy?” I was like, “It’s time to get out. Let’s sell this out and roll this all into real estate.” He was like, “If that’s what you think we should do.” That’s what we did.

We sold that business in October 2017 for 2X what we paid for it and then we invest in real estate.

Investing in real estate means you were putting the money into real estate or were you investing in your business through spending it on marketing or operating expenses? Where does that money go? What did you do with that money?

 

WI 275 | Husband And Wife Team

Husband And Wife Team: There is nothing wrong with marrying an employee, but you got to understand that who you’re marrying is an employee.

 

We were investing in our education. It took us over a year and a half to close our first deal, but we invested thousands in a mastermind. We invested in going to the REI BlackBook bootcamp because we needed to learn how to talk to sellers and to people. Our mentor told us, “You’re not ready for fix and flip.” We didn’t have the capital to do fix and flip when we first got into it. She was like, “You need to learn how to market to find motivated sellers.” She sent us to that BlackBook. We started learning marketing.

In October 2017, we joined a mastermind. We got around all these other full-time real estate investors who were doing it on a high level. We had no choice but to raise our game. We had already invested tens of thousands of dollars. That’s where a lot of the initial investment, the first year or year and a half, went into our education, mindset, and association with other successful investors.

We started to get our systems and processes in place at the same time. We were getting our CRM systems and the software to our marketing systems. We were hiring consultants to teach us specific niches that we were more interested in with cold calling, direct mail, and things of that nature. That’s what we were doing a lot of the time when we first initially got started.

It was important that your mentor said, “You guys aren’t ready for fix and flipping. You need to go source deals.” Everybody that’s getting into real estate, I don’t care if you’ve got a budget of $1 million or whatever. If you can master the art of sourcing opportunities, you will win. That is the cornerstone. That is the foundation of this business. You are in the driver’s seat for whatever. I don’t care if you want to wholesale it, flip it, or hold it. It doesn’t matter. If you can source it, you get the biggest profits.

What a smart, awesome mentor you have out there. That’s incredible. You get out there. You’re putting all your systems in place. Are you taking action as you go along? When was the first time you guys went out and talked to a distressed property owner? It wasn’t a realtor. It wasn’t anybody. It was just a real distressed property owner. Do you remember that?

We were talking to people. I got a lead from a cousin who was in Alabama. The cousin was like, “I have someone who wants to sell their house.” I talked to her. I got the property on the contract. I almost got it to close, and the seller ended up getting cold feet. It was a phone deal. She was like, “I never met you. I don’t know who you are.” At the last minute, she backed out. I was like, “This is close to closing our first deal and she backed out.” I wanted to quit at that point, but I was like, “We got too much money invested in our education. We got to close some deals and recoup some of this investment,” and we kept going.

I told him, “We got someone. We know it works. People will sell us their home, so we got to close it.” At first, I was a little skeptical, like, “How are these people going to just sell us their house for pennies on the dollars?” When he got ahold of her and we got almost to the finish line and she was like, “I’m not going to go ahead and sell it.” I was like, “Now I know that the method works,” so we got to keep going.

It’s an amazing thing when you’re there for the first dozen times you’re in front of these property owners. You’re talking numbers with them and they’re like, “That sounds pretty good,” and you’re like, “What? This is crazy.” That’s the whole thing. That’s the trip you take for the bridge you cross from belief to it being a fact. It’s important to go through.

When you’re new at it, it’s new and you’re thinking to yourself that everybody wants to get the most money for their properties. It’s not always true. People will trade equity for speed and convenience every day of the week. It’s a wonderful opportunity. Wholesaling’s the best. It’s a cash machine. Tell me about the first deal that you did wholesaling.

My wife found the first deal on Facebook Marketplace. She was like, “We need to contact this seller. It’s for sale by the owner. They may be motivated.” I called the seller. I made contact. I had conversations with them. They wanted $70,000 originally. The property’s worth about $100,000 to $120,000. I offered $40,000. They said no. What I did was I kept them on a follow-up rotation. I kept a good rapport with the seller. They had inherited the property and didn’t want it. It was vacant. Every 30 days, I would follow up with this seller.

I would say, “I understand you didn’t want to sell at a price that didn’t make sense. I’m only checking in.” Every month, I would call her. By the 3rd or 4th month, she would expect the phone call. She would be like, “How’s it going? I’m still not ready to sell at that price, but if you come up a little more, we can do something.” Months later, I finally got her down to $54,000. We got her the contract. We ended up selling it to a cash buyer for $65,000. We made an $11,000 profit on our first deal.

You saw a phone number and an address online. The next thing you did is you called them. Did it take you a while? Were you scared to call them? Were you nervous or did you just do it?

I have a background in sales, so I’ve made thousands of cold, warm calls. I’ve been hung up. Sales is what I do. I’ll call anybody, Donald Trump, or Vladimir Putin. I’ll talk to anybody on the phone. It doesn’t scare me.

I was the opposite. I was afraid of talking to people. It was more so like, “What are they going to say”? I was trying to imagine what they were going to say before I ever heard what they were going to say to me.

You hallucinate.

That’s what I was doing. It made me want to gag, thinking about calling someone. I had anxiety. What I did is I sat down with my husband and I role-played for me to get comfortable to talk to people. He was like, “You’re a natural salesperson, what are you talking about?” I’m like, “If you don’t call it sales, I’m okay with it. The moment you tell me that’s what I’m doing, I freeze up and I don’t want no part of it.”

 

This is the time to follow your entrepreneurial dreams. Follow your passions.

 

That’s why we call it TTP, Talking To People. This is something that I’m trying to get through to all of my students in the TTP program. Most of them are too smart. They’re overthinking, “You need to take action now. I don’t care if you don’t know what to say or you don’t say anything. Pick up the phone, let it dial, and let somebody pick up.” If something’s on my desk, I call it. Anybody in my team, if there’s a lead, they don’t talk to anybody. They just boom. Most people want human connection, contact, or want to hear a voice.

Even if you don’t know exactly what to say, you can figure that out. That can be taught, but the part of taking that action right now like you were saying, “I’m a sales guy. I’m doing these thousands of times. I’ll call anybody.” That’s how it should be. We’re all humans. We’re human-to-humans. We’re talking to each other. There’s nothing scary. They’re not going to come through the phone and steal your eyes. What did you make on that deal?

It was $11,000. In our third deal, less than two months later, we made $105,000 on a virtual wholesale deal.

What happened there?

I started taking over our marketing. I started playing with our software to pull a list and pull lists. I pulled a super-filtered list of 79 names. I took those 79 names and inputted them into DealMachine. I pulled the pictures off online, attached them to the postcards, and sent them out. The wife of the owner called back and said, “We have a property. You sent us a postcard. We’re looking to sell.” That was the first call I had taken.

I was shaking. My hands were shaking. I started to sweat. I was like, “Great.” It’s like you said, “Everything will start to come to you as you’re talking.” That’s what happened. Everything started to come to me, like, “How much do you want for it? Is it occupied or vacant?” I got all the information and hung up the phone. I had to breathe. My husband was like, “Breathe.”

She almost passed out from hyperventilating.

He was like, “See? It was okay.” I said, “It’s fine. Everything went great. I gave them the information.” He was a little bit nonchalant at first. He was like, “Where’s the address at?” I said, “It’s in Boston.” He typed in the address into Google. All of a sudden, he turns around and is like, “Do you know where this property is?” I said, “No.” He was like, “This is in the red zone.” I’m like, “Where?”

He was like, “Get her back on the phone.” I’m like, “She said she’ll have him call me back.” “When did she say that she’s going to call back?” “She said she’s just going to have to call me back.” “I’m calling them tomorrow if we don’t hear from her.” That’s exactly what he did. He called them the next day. This was a process because this guy was already rich. He lived in New Jersey.

He had a brownstone in New York. He’s a retired software executive. He inherited a property in the ‘80s in Boston, a triplex. He hadn’t been there in decades. He didn’t even know if there were tenants in it and if he was getting rent. He was already a millionaire from what I researched on him. He was like, “Give me $500,000 for the house and it’s yours. I don’t have a mortgage on it. I don’t even know who’s in there. Maybe squatters are in there.”

I started at $375,000. He wanted $500,000. This is a three-unit triplex in Boston, in Dorchester, which is a super high area. The ARB on these triplexes is a condo conversion. When you renovate each floor, you can sell it for $500,000 per floor. They are $1.5 million. This was virtual. We’re in North Carolina. The property’s in Boston. The seller is in Jersey. We finally negotiate over a couple of months, back and forth. We get him to $475,000.

I lock it up with the $475,000. I get myself 90 days to close because there were squatters on the property. We couldn’t even get into the property to take a look at it. We didn’t know if there were termites or falling apart, but we knew where it was at. We sent it out to some cash buyers that we knew from Boston. We ended up finding a cash buyer to pay $585. We double closed it and made a $105,000 wholesale fee on that.

Our acquisitions manager in Boston made $10,000. The only thing he did was he went to the house to see if he could gain access. No one came to the door. He left and he got a check for $10,000.

You guys are generous because the owner doesn’t even live there. You guys don’t live there. What do you need an acquisition manager for? Send somebody from Craigslist to take pictures.

We learned from that one, too. We were like, “We’re never doing that again.”

I’ve been doing this with land that’s far or with any deals that I have an hour or two away. I put a posting on Craigslist for somebody to take pictures and they go take pictures and videos and send it to me for $50. They have met homeowners. They’re like, “I’m here to take pictures.” It’s been awesome.

 

WI 275 | Husband And Wife Team

Husband And Wife Team: We don’t step on each other’s toes. He lets me be who I am. I let him be who he is.

 

That’s what we do now. We call people that we know. We say, “We’ll pay you $50 or $100 to go take some pictures.” They’re like, “No problem.”

If you post to Craigslist in different areas, you’re going to find somebody you like that’s responsive, that’s either retired or in college. You send them out there every time you get a deal. They take pictures and life’s good. What did you net on that? What went into your guys’ personal accounts?

We netted after paying the lawyer fees and everything around $90,000 or $95,000. We’re officially cash buyers. We’re no longer wholesalers. We’re taking stuff now. One deal like that guy’s could change your life.

That’s something that I mentioned at the talk that we had in St. Louis. I want people on this show and everybody in my program to know you got to get a deal that’s over $50,000 as soon as you can. Get a $50,000 deal because the chemistry in your brain changes forever. All of a sudden, that confidence comes and the worries go away. You make more than you ever thought you would see in one opportunity that easily.

You can start doing it again. You start buying assets. With those assets, you get passive cashflow, then you’re living the life, and doing whatever you want. It’s unbelievable. It starts with changing what’s going on in your brain. Talk to me about your guys’ mindset. Krystal, you said you’re a serial entrepreneur that, once you get onto it, it’s going. There’s no other option.

I’ve had my own business since I was eighteen years old. Even when I was working for someone else or working in Corporate America, I’ve always had a business on the side. I’ve always been working towards a business. When I met him, it was more so that I needed to make sure we clicked mentally on a long-term level, more so than just physical.

I needed to make sure that he was going in the same direction as me. There is nothing wrong with marrying an employee, but you got to understand that who you’re marrying is an employee. I can’t marry an employee and then get mad that he’s not an entrepreneur a year in. We had our first business meeting date and we were interviewing each other.

What I asked was, “What are your 5 or 10-year goals? Do you plan on living here forever? What type of business do you want to own?” not, “Do you want to own a business?”There’s a difference in how you present that question to people. That’s when he started spilling his background on what he does and how he’s an entrepreneur. We connected on being entrepreneurs. I knew if he was an entrepreneur, that’s all I needed. We took it from there. Our mindsets clicked in.

Our goals were aligned. She’s a visionary. I’m the integrator in our relationship. She’s the type to see an idea or a vacant lot and her mind automatically sees it as its full potential, the ARB of that. She’ll see a restaurant in our area. She’ll be like, “If that was a seafood restaurant, the line would be around the corner.” Six months later, they’ve converted to a seafood restaurant and they got a line around the corner. I’m like, “How did you do that?” She’s a visionary. Her creativity is amazing. I’m the integrator. As she’s explaining her ideas or her ambitions to me, my mind automatically goes to, “How do we execute this? Who do I need to call? What connections do I need to pull in?” It works perfectly together.

This is why we got into land development. I don’t say this is for every new investor, but we were maybe 3 or 4 months in and we were buying land. We are new investors and we’re purchasing tons of land. People are like, “What are you doing? Wholesalers don’t do that.” One, we’re not wholesalers.

We’re investors.

People can’t see the value in that, whereas we just started and I was like, “We need this land.” I’m marketing to just land owners because of the vision that I see.

I would ask her, like, “There’s no house on it. It’s not going to produce any income. Why do we want this?” She’s like, “I can see a subdivision. I can see Politeville being here. I can see apartment complexes.”

Some of the lands that we got under contract, I saw it way ahead of time and now it’s major development going on right there.

The land is exciting. I love it, especially the land that’s in town. That’s where you get your biggest profits. There are three types of land. There’s in town, there’s stuff that’s on the bubble of town, 45 minutes, and then there’s raw land. We’re not talking about raw land in the middle of nowhere. We’re talking about in town. That’s where the big money is made. There is so much potential in vacant properties, even if you want to wholesale them. They’re taking it down for the long-term, but even if you want to wholesale it to people, we’ve made huge amounts off of vacant land. It is exciting.

I want to touch on something. I want to pull it back because there are two books that flashed in my mind as you guys were talking about that. One is the CASHFLOW Quadrant by Robert Kiyosaki. In that, it talks about the four types of roles that you can have when it comes to working. You can be an employee, or self-employed, like a dentist, an attorney, or a doctor. You can be a business owner. This is where you own the business. You’re not operating it as an employee, and then there’s an investor. That’s the four quadrants. Check it out. It’ll do a billion times better explanation than I did.

The second book that popped into my mind was Traction, which talks about being a visionary and an integrator. That is critical when it comes to any partnership. There has to be somebody that’s the integrator and somebody that is visionary. If the integrator is saying, “I do all the work, visionary. You’re lazy. You don’t do anything. You just come up with ideas and do whatever,” and you start getting that bitterness and friction, that partnership’s not going to work.

 

You need to learn how to market to find motivated sellers.

 

That integrator’s always going to be looking over their shoulder at the visionary and being like, “I’m producing all the income. I’m getting all the deals. I’m doing all these things.” It’s going to get bitterness, and gross and it’s going to turn into a disaster. Watch that carefully. It seems like you love that Krystal is the visionary and you’re out there doing what you love.

It takes the pressure off of you. I love being a visionary. I love that I married an integrator because it takes the pressure off me knowing that someone else has my back. I don’t say we ever have any weaknesses, but that’s just not my strength. We don’t step on each other’s toes. He lets me be who I am. I let him be who he is. If someone comes at me with something that is an integrator question or issue, I say, “Do you want to talk to my husband in regards to that? I don’t handle that part of it,” and he does the same. We complement each other like yin and yang.

Let’s get into some meat and potatoes on sourcing deals. You guys have been rewriting the code that goes into DealMachine app, the driving for dollars app that is the absolute best on the market. You took DealMachine and supercharged it. You’ve been slicing up and Dedric should be paying you royalties at this point. How do you get deals from driving for dollars?

This is the VP of Lead Generation. She has hacked DealMachine. She’s used this app in ways they have never imagined it would be used. DealMachine has added those features and functionality based on how Krystal has used DealMachine. We hit our one-year anniversary using DealMachine. It’s amazing the amount of land, mobile home complexes, and partnered builder houses we’ve been able to wholesale and take down using DealMachine. Talk a little bit about how you use it.

I use it in every way possible. We were afraid to get into direct mail marketing because we didn’t know-how. Every time we go somewhere, they say, “You need $40,000 to $50,000 a month. Mailers going out.”

Those big guys from Arizona and LA are like, “I send out $40,000 a month. Our pledge is $50,000.” We’re like, “We don’t have that type of budget.” We found DealMachine and we’re like, “We consider buying $50,000 to $100,000 a month, not $40,000.”

Once I found the app, my husband was like, “It’s going to be like everything else.” I said, “We’re using it.” I downloaded it and started using it. He had no idea. At that point, every time we were driving, I was like, “Slow down. Let me get this house.”All of a sudden, I fired my boss on June 8th. As a wife and a mother, you don’t take a break, but I said, “Give me one week to digress and not have to do anything. I’ve been working for seven years. Let me just take a minute.” I took one week, came back into the business, and we had three contracts. He was like, “This is cold calling,” because we were doing cold calling.

That was our number one. He’s like, “This cold calling is taking off.” I was like, “Those are DealMachine leads.” He was like, “What’s that?” I’m like, “The app that I’m using.” He was like, “What’s that app?” He looked at the app and he was like, “How are you using this?” I broke it down to him. It was more so that I needed it to fit what my vision was for us. I tailored it to certain areas.

I learned and studied the demographics in our area. I tailored my marketing to the demographics in our area. I knew I wanted us to take downland. Everybody else, including him, thought I was crazy. I said, “We got to own as much land as possible in this city.” I started putting land into DealMachine. DealMachine is not equipped to put land into it, so I kept playing with it.

She would take pictures of trees and woods.

People don’t know that they got into the land. I would take random pictures and put them in, but DealMachine wasn’t set up for it. I had to find a little hack in order to get the land in there, to get the address to take, to get the mailing address to take, as well as the shipping address. Once I got the first one in, I was off and running to the races.

I then started tailoring it to other marketing that I wanted to specifically target. We started learning a lot about mobile home parks. I said, “Let me do some reverse engineering and find out these mobile home park owners directly,” and I started inputting them. Some mobile home park owners live in their mobile home parks. Mobile home parks have those weird numbers. They don’t have a lot number. They have addresses.

I had to pull and do some research to get the actual mailing addresses of these individuals. For the ones who didn’t and had the lot numbers, I did some real funky reverse engineering to get physical addresses for them that the city would say, “This is their physical address, but this is their lot number.” I had to start to get their physical addresses that would be considered the lot number. I put that into Deal Machine. I started tailoring it to work for how I needed it to work. In the process, I built out a deal finder program.

I started with my mother. I had her drive for us first. I worked out all our kinks with her. She’s retired. She was like, “it’s not a problem.” She gets to drive and make some extra cash. I worked out all of our best practices through her before I said, “Let me take on $80 million deal finders.” I worked out our entire system with her and then we started to expand to other individuals. We created a private Facebook page where we can communicate with them just deal finders.

Are they all on your DealMachine account?

Yes.

They’re all linked. How many properties do you have?

 

WI 275 | Husband And Wife Team

Husband And Wife Team: If you’re driving for dollars, that’s the best list to have.

 

We have about 45 all over the US.

We get leads from Baltimore, Cincinnati, places we’ve never even been, but because we have deal finders in these cities, we’ll get a lead and we’ll be like, “We’ll buy it.”

We have a property in Cleveland. For us to buy and hold it, it has to be multifamily. So if you find anyone out there, if you’re looking and you want to be a part of Be Polite Properties, if you’re just looking for properties, if it’s multifamily, send it our way if it’s in another state, that is what we’ll buy and hold.

How do they send it to you?

Look up Be Polite Properties on Facebook, and message us or inbox us on social media.

One of our admins will get you our personal email address, depending on what you’re doing. Please don’t sign up to be a deal finder if all you’re looking to do is for us to help you with your deals. That’s what we ended up having. People are like, “I want to be a deal finder,” because they know they have access to us. We want our deal finders to eventually graduate into wholesaling, testing, buying, and selling. People will say, “I want to be a deal finder.” “Sign up. “The very next day, they’ll email one of our admin, like, “Could you send this deal to Mr. and Mrs. Polite for them to take a look at? I have ten days that I have to close on this.” That’s what we’re getting. I’m like, “This is crazy.”

Tell him how we pay our deal finders.

We pay them two ways. We pay them a commission payout, 10%, 15%, and 20%, depending on what level you are with us. We pay them per approved lead. To give you an example, we paid out one of our deal finders on the 30th. He made $586 for just approved leads.

It’s $1 or $2 for a lead.

It’s $1 per approved lead. If you’re in a hot market, we’ll give you $2. If you’re in a Boston, Charlotte, Phoenix, or competitive market where the spread is bigger, we’ll give you $2 per approved lead. An approved lead is a lead that fits our buying criteria. We send a mailer.

This is just a rundown house. This isn’t they’ve talked to the owner and they want an offer. This is an address.

You don’t have to do anything. They just submit an address. We pay for the mailer, talk to the seller and negotiate.

We have a DealMachine manager now who approves it. Before, I used to do that.

What are the criteria? It has to be in X shape, have equity, and that type of thing?

No mortgage absentee owner. Typical distress factors.

Also, if it is owner-occupied. We do in hot markets. One of the properties we took down now is owner-occupied. I found it had no mortgage, owner-occupied, and she’s looking to sell. In certain markets, we mail to everything, including corporate-owned or LLCs. Everything fits in a bucket unless it was purchased within the last few years.

 

One deal could change your life.

 

You filter all that and say, “Out of the 300 you sent in, 215 of those are cool. I’ll give you $430.”

There you go.

Do you keep them on a mail drip?

That’s it.

We do cold calling.

We talk to people.

For the ones that we don’t hear from DealMachine, we send them to our cold callers and then we start blasting them on the phone. We text message them.

While they’re still being mailed to.

It’s incredible. It’s such a smart way to go. In competitive markets like San Diego, Phoenix, Seattle, Miami, New York, and Chicago, if you’re not driving for dollars, good luck. There are people that have budgets of $100,000 a month and there are probably 10 of them in your market. They will drown those sellers and absentee owners in direct mail, text blasts, and voicemail blasts. You name it. It’s crazy. If you’re in a smaller market, drive for dollars. Those people have to do something. They either have to sink a bunch of money into it, which they don’t have, or they have to sell it to a cash investor because it’s too beat up. It’s genius.

Best list hands down. Dedric said it at the conference, “If you’re driving for dollars, that’s the best list to have.” Mailing on Deal Machine, because that’s what we started with, it was on the playing fields of those investors who are spending the hundred thousands of dollars because our list is a filtered list. It’s the best list to have. We’ve seen these houses firsthand. We’re making that same return. We’re just not spending the money that they are.

Your business is rocking and rolling. Is driving for dollars what you focus on?

Our actual first legion is cold calling. We started with cold calling first and that’s still our number one. We outsource it. They pass us through our email. It goes right into our CRM system. Anyone that we don’t get cold calling, then we mail to them.

I’m the Talk To People guy. We don’t call it cold calling. We just call it TTP or phone prospective. It sounds a little bit sexier. The key to this whole business and to sourcing opportunities is to have consistent, quality conversations with distressed property owners. It’s that simple. If you’re able to do that on your time and schedule, it’s hugely powerful. You’ve got some exciting things coming up. You’ve got some exciting ways that people can reach out to you, be in your world, and understand this amazing system that you’re putting together for your drive for dollars training. Why don’t you tell us about that?

We’re going to be starting to record. It’s going to be The Polite Method Of How We Drive For Dollars and How We’ve Exploded Our Business Using Driving For Dollars and DealMachine. In order to find out if you’re on the list, the early notification list, go to ThePoliteMethod.com. All you have to do is put in your name and email address. You’ll be first notified when we launch that course.

You’ll also get our free ebook when you sign up. We have a couple of conferences coming up, so we’ll be in Chicago for a real estate cruise. We’ll be down there. I will be in Miami. My husband will be joining me for a women’s conference, which is called Women In Real Estate Dominating, WIRED, in Miami, Florida., Any women who are interested in being in the room, in the middle of the conversation, surrounded by women who do this every day, check that conference out. You can go to WIRED.com or you can follow me on social media. You’ll see the information posted on my social media accounts as well. You can find us on all social media platforms under @BePoliteProperties. It costs nothing to be polite.

Thank you guys so much. This episode is going to be read again and again. I appreciate it. I’m excited. If you are in North Carolina, you got to look up these guys and you got to be around them. Find them, and be around them. If you’re interested in exploding your business from a drive for dollars standpoint, which I highly recommend, make sure you guys go to their website, get stuff for that, and get that as soon as it comes out.

If you are interested in joining the most proactive group in real estate, it is the TTP Program. Go to WholesalingInc.com/TTP. Go check it out. Look at all the testimonials. Look at everything that you get when you’re part of the program. You get to work with me personally. I’ll mentor you. I would be excited to work with you. Check it out. Set up a call. See if it is the right fit for you. If you are looking to get the driving for dollars app, the DealMachine app, TTP is a discount code that you can use to get $9 off on that. Rock and roll with that. Thank you, guys. You guys are the best.

You are the best. Thank you for having us.

I’m excited about this and for your program to come out. Until next time. See 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!

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