Posted on: June 03, 2019

If you think you need to be an expert to succeed in wholesaling, think again! One of the many amazing things about wholesaling is you don’t need to know everything about it to succeed. If anything, you just have to be courageous enough to get into it and make massive imperfect actions each and every time. And the wholesaling success story of today’s guest is a testament to this.

John Harcar is a thriving rhino from Las Vegas, Nevada. Just like most people, John was no wholesaling expert when he first started. What he lacked in wholesaling knowledge and experience however, he made up for in his willingness to learn from the experts and take massive imperfect actions.

As expected, his courage to take massive imperfect actions and go after what he wants (even at the risk of committing mistakes or failing) has paid off lucratively! Nowadays, John has been doing deals consistently and is constantly on the lookout for ways to improve his wholesaling business.

If you’re looking for that courage to finally get into wholesaling, today’s story might just provide the much needed inspiration for you to finally take that leap!

Key Takeaways

  • How he got into wholesaling
  • What his real life experience was like when he started cold calling
  • What his business looks like now
  • What he’s consistently doing
  • Recent deal he found through texting
  • What he’ll do differently if he has to start all over again
  • Game-changing book he recommends

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Episode Transcription

Cody Hofhine: You’re listening to another episode here on Wholesaling Inc. my name is Cody Hofhine. I’ll be hosting today’s episode where we’re going to have a rock star rhino share his story on what he is currently doing in his wholesale business. This guy’s been wholesaling for some time now, so he’s going to bring some energy. He’s going to bring some knowledge. He’s going to bring some gold nuggets, so get ready, get a piece of paper, get a pen out and get ready to jot down the action that he is taking so that you can go out there and repeat and do exactly what he’s doing and get one step closer to your first deal or next deal. Now, for those that might be joining us for the first time, we want to welcome you to the wholesaling podcast and to rhino nation. What we’re going to be talking about is just wholesaling real estate and that’s simply finding deeply discounted properties that you can then turn for huge profits through multiple ways. And today we have John Harker with us from Las Vegas, Nevada, and he’s going to break it down step by step how he’s doing some deals and what’s going on in his market and how he’s finding deals in today’s market. So get ready to jot stuff down and take massive imperfect action after you listen to this episode and get out there and get some deals. But Mr. John Harker, how in the heck are you brother?

John Harker: Man, I am. I’m, I’m awesome man. I’m blessed. Grateful for you having me on here. You know from the last time you, me, you and I saw each other back in Salt Lake. You blessed me man. I’ve learned a lot from, I took a lot to heart what we talked about, but I’m doing great man. Business is good and I’m one happy camper.

Cody Hofhine: And we saw each other in Denver. We’ve been traveling all over together it seems like, which has been awesome. It’s been good to see you. It’s been good to see your smiling face, which let’s hope things are going well, which is awesome. But how did wholesaling even become something that you want to do? How did you even get into wholesaling in the first place?

John Harker: All right. Well, I mean I worked previously with, with ReboGateway the data provider. I was feverishly as I saw the Wholesaling Inc and the tribe grow at that point, feverishly trying to become a provider for the [inaudible 00:03:36] . So I reached out to Tom and Tom invited me out to the, the event in Salt Lake in April, 2017 he said, you come out here and get out here. Come on, check it out. So, you know, at that point I really started to, and I’ve been assimilated or associated with, you know, the concept of wholesaling, through the people I talked to there. I think I really got the, the real impact of it, you know? And for me especially, you know, when I listened to Brent Daniels and his TTP for the first time, he, I think he ever talked about it at an event and it just made a lot of sense to me what he was doing and that the family, that the vibe, everything just really turned me on. So you know, I knew what I was going to do. So immediately when I went back, you know, me and my wife, we go fold out table and it’s kind of in front of the big screen and you know, hadn’t [inaudible 00:04:22] in my face and there was a, it was fun man, that really got me, got me into it and got me to to, to, to be independent and want to know what I really wanted.

Cody Hofhine: I think what’s really cool, John, that you’re sharing here is a, you go out to an event, you get motivated, you get inspired. And here you are now doing deals consistently in your market there in Vegas. And that’s one of the golden nuggets I want rhino nation, those listings to write down is sometimes on our own. We can’t see the big picture, we can’t see what it can become and who we can become and what our business can look like in the future. And so it takes that little extra like motivation, desire to surround yourself with individuals that are doing it. In such a case when 2017 you fly out to our salt Lake event and you just start being surrounded by people that are doing deals and it motivated you, inspired you to go take action. When you got home, you and your wife started picking up the phone and cold calling people just like Brent was talking about on stage and there’s so much wisdom and power to what you just said, surround yourself with people that are doing it.

John Harker: The biggest thing I took from you guys, I mean, and once again I’ve talked with wholesalers a lot up until I went to that because that’s really what the business was selling the wholesale. And so I learned the business. But the biggest thing I got when I met people there, and I saw you guys and you know, even prior to actually getting to that event, it was taking that step, that action. I mean, I had to beg my wife, I had to say, hey look honey, I need a 300 something dollars so I can jump on a plane, and I need a hotel so I can learn how to do this and it’s going to change our life. And you know, I had to beg her to do it and then she let me do it.
And then when I got back it wasn’t, you know, it wasn’t waiting around. It was just going in and doing it, and the massive action part, I think if people are wanting to do this and learning, learning’s great, learn what you can, but just take the step because you can learn as much as you can. If you don’t take a step, you’re going nowhere. And I, and that’s the biggest thing I take from when I, when I started with the tribe, is that massive imperfect action.

Cody Hofhine: So what does that essentially mean, John, to help listeners even understand? Did you go through this and just nail it just perfect right out of the Gates and all exactly what you’re doing. Like what does the real life experience look like?

John Harker: Oh no, by no means did I go to nail it right away. I mean, even it was a lot of experience and calling, I mean this was a learning process. Now you got to go out there and learn how to talk to people and you’re going to get beat up and you’re going to get gut checks and you’re going to be discouraged. And you know, you just got to look at the bigger picture and rely on people that have been there. I think when a lot of people get started, and I’m not going to lie, I had it a little bit of myself. It’s like, Oh, I could do this. You know, I know how to sell. I can rely.

Cody Hofhine: I got this.

John Harker: Yeah, be, I got this, I’m good. And then he talks to 25 people and then you get called the F word 17 times out of the 25 and you’re just kind of like, you know, do I want to do this? And so if you, if you have the faith, if you stay consistent and if you just punches and roll with it, there’s a better way, but lean on people that have been there and that’s what the tribe provides and that’s what I think is huge dream is to have that support service and that resource.

Cody Hofhine: So, so, so awesome. So awesome. So John, you’ve been doing this now a couple of years and it changed your life, but you had to go through that struggle. You had to go through those gut check moments. But what does John’s business now look like today? What are you consistently doing? Maybe monthly? What does a year look like for you?

John Harker: Sure. Okay. Our a, well, I moved out here to a, I was doing some stuff [inaudible 00:07:57] I did like three deals prior to me moving out to Vegas. I moved out here and I started a call center. My partner now, he had a construction company or has construction company as an extra room. So he had one [inaudible 00:08:09] and he said, Hey, let’s turn the wheels. So I came out, I turned the wheels and we actually finished our first 12 months was April 1st so we did, it’s up for debate so when we can partner, but anywhere 69 and 71 deals for the year, strictly cold call, that’s all we do. You know, dry PVC on the and the online and spend a lot of money didn’t get anything. I wasn’t a fan of mailing because I, I did do some mailing. Yeah. And also mail doesn’t work, but I spent a bunch of money and got a whole bunch of nothing and I thought that, you know, I once again found out about the cold calling.
I knew there was no path and a I’d said, Hey, let’s just get out there and let’s just hammer people. And we took a little bit of a different scope. People ask me this question all the time, you know what lists do I use, I’m sure a lot of your people are out there saying, you know, that mail it list-

Cody Hofhine: John telling me, come on, baby.

John Harker: Come on, give me the gold, give me the gold. No, we’ve done a little bit different approach. And it’s funny because I came at it from selling, you know, specific niche data. We took a broad approach, [inaudible 00:09:11] we took certain parameters, maybe owned a 10 year or on five years, 10 years or more, 30% equity, RSS value. And we just hammered everybody. And I think that really helped us for the fact that everybody’s hitting the niche lists. All right, so we’re finding those by calling everybody, but we’re also finding the one that works on the niche list.

Cody Hofhine: That’s right.

John Harker: And when you call them interested in, you have six, seven people, you need more meat. So we had to go broad.

Cody Hofhine: So with the niche list, you’re meaning like your tax delinquent code violation-

John Harker: Yes.

Cody Hofhine: Something that everyone’s really marketing heavily and you’re more worried about zoning in like, okay, there’s a lot of rehabs going on in this zip code. So we’re going to take this zip code. And we’re going to now look for specific homes that have 30% equity or more. They’ve owned it for 10 years or more. And you’re really just dial in more on a neighborhood that’s hot versus a specific list.

John Harker: Well, yes, that, too, and kind of manipulating our, our avatar as to what we’re charting as we went along and learned our buyers, you know, we learned kind of what they were buying like five, the civic property, that’s a three, two that’s between, you know, 15 and 2,500 square feet. I know, I know my buyer, Igor, that’s, that’s the guy I’m going to because that’s his wheelhouse in that zip code, you know, so I want to act as when it’s all element, it’s all, you know, because, and that process helped us because once again we were finding other people don’t get a lot more dirt to dig through to find the gold versus the niche stuff. What I’ve switched to a little bit this year is I still have my callers doing some of the broad stuff, but I’m starting to take some of that niche stuff and do the textbook. One of my better callers on some of the smaller lists to really try to pull us out quicker.

Cody Hofhine: Okay. Cause it sounds like and, in fact, I’ve heard this from multiple people and we’ve seen even a little bit on our side where every now and again you just, you’re reaching totally different personalities. You’ve got people that are willing to pick up the phone, you’ve got people that like I will never pick up that phone. And so when you’re trying to do is just really hit any kind of personality from every angle. If they’re not going to pick up the phone, they’re going to get a text from me.

John Harker: Sure.

Cody Hofhine: That’s awesome. That’s awesome, that’s awesome.

John Harker: That’s what we do. I mean, and I call through the list and to listen is called and we texted through the list, because you know, once again those people that didn’t answer, might respond to that.

Cody Hofhine: Sure.

John Harker: Ideally the goal is to get them on the phone. Right. Because you know, people can, you know, put that facade up on a text. But when you get them on the phone and, and you know you guys are digging into the motivation and why they need to sell or want to sell or thought about selling, then it’s going to really help you understand it more. You know, the tone and inflection and the pitch and all that stuff that comes with being on the phone and really better understanding your customers.

Cody Hofhine: So I’d interested to hear a little bit more, it sounds like you’ve done a couple deals from the text blasts and this would be something kind of new to our audience. They’ve heard the TTP or are or cold calling. They’ve heard direct mail, they’ve heard the PPC, they’ve seen bandit signs. Walk us through maybe a recent deal where you’ve done texting and that it’s led to closing on a deal.

John Harker: Well that’s why I use Lead Sherpa. I used to use Click To Send where that was a blast. They blast emails. I now use Lead Sherpa. The reason why I use that is because it’s, it’s a quote unquote legal way to text because there’s human interaction and pushing, [crosstalk 00:12:30] you know, Hey, this is, you know, John or Hey Jeff, this is John. I apologize, it’s out of the blue. But wondering if you’re interested in off the market fee for lease.

Cody Hofhine: [crosstalk 00:12:37] Awesome, so just a simple, straight to straight to the point. Just a little out of the blue. But wonder if you want an offer on one, two, three Main St.

John Harker: Right. So the system can auto dead people if they say, you know, no F off or all that other stuff. But most of the ones you get, you know, what’s your offer? So then, Oh great. You know, I’d love to talk about your property. Can you tell about the condition? And it has a lot of preset texts. If you’ve got to respond real quick. Or you can type in your own stuff. So then you know, then you’ll say, okay, well tell me, you know, other than price was kind of a factor that’s prompting you to move, or have you thought about selling? We try to get as much as that and then say, Hey, you know what? Depending upon how we feel the lead is, if there is some motivation, well you know, could get on the phone and talk all the deeper about, you know, a solution that might help you, blah blah, blah, whatever we put. Okay, so you know, once we do that then we’ll just do it how we normally do. We’ll try to lock it up over the phone, we close 90% of our stuff over the phone. If we can’t do that and they’re, you know, they’re close and then someone in the ballpark and we’ll set up an appointment and I’ll send my [inaudible 00:13:41].

Cody Hofhine: Okay, so send out the text blast, kind of find out motivation. But ultimately you’re getting to the point where you can get them on the phone and talk. That’s the whole goal behind the text. And then you say you close about 90% of your deals just having a phone conversation, do it over phone. Does that mean if you structured that way, do you still need to go out to the homeowner to get the contract signed or are you sending a mobile notary or what does that look like?

John Harker: No, we would do DocuSign, we would use DocuSign a lot. Now ideally after we will, if we don’t DocuSign it, we will go out there and get a a hand signature. But at that point it is it going out there and say, Hey, we’re going to come out with sign that same time we need to take something.

Cody Hofhine: Perfect.

John Harker: It’s not wanting to negotiate. We won’t send my acquisitions guy out, you know, we’ll send a, you know, maybe my wife might go out and take pictures if she’s in the area or I might go out and take pictures if I’m in the area, but, and we don’t really do much with, you know, negotiating. And now the first text deal I did, it was actually an appointment I went on. I decided I’m going to start, you know, from when you know, I talk, I said, Hey, if the leader’s going to lead, the leader’s going to go out and lead.
So me and my wife went on it. You know, this lady’s husband died on February sixth so we went out there at the beginning of March and you know, I walked in and the guy said, so you want to see the house? I said, no, I’d like to sit on and talk about your situation. What’s going on? You know that I want to just get to know you guys better. And the funny part was is that they really opened up and he literally got to a point where they’re like, Oh yeah, we want to look at the house. Yeah. We built that report. It was so cool. And it all generated from a text because the lady even told us, she’s like, yeah, I get bugged all the time. I stopped answering and I get a bunch of mail. I just throw stuff away.

Cody Hofhine: So you did the text blast, go- go for it. Keep going.

John Harker: Why did you answer that?
No, I said, why’d you answer the text? She said, because I didn’t have to talk to anybody.

Cody Hofhine: Well what’s cool is she’s a kind lady, it’s just she hates the phone.

John Harker: Exactly, so…

Cody Hofhine: And it sounds like you were able to break that by going out there. Building a good relationship of trust, talking about them, genuinely involved about how to help them and the byproduct was you at some point got to go look at the house or you ended up looking at the house?

John Harker: Yeah, we looked at the house. We locked it up. We sold it right away, close it about 14 days for 33,000.

Cody Hofhine: 33000 and that was that. How do you typically do it? Is it like a, you buy it double close and then turn around and sell it on the MLS or are you doing just like a normal assignment where you get a cash buyer? What does that look like?

John Harker: Normal assignment. I think we’ve double closed once and the only reason I did that is because it was a $42,000 assignment. I didn’t know that buyer so I wanted to double close on that one. But everything else, I think that’s important. You might disagree as if you might disagree. I don’t know that the volume isn’t necessarily what you need more of a quality because, and it’s funny on this specific deal I’ve known, I know this buyer well enough, he knows me well enough, but on nothing, every relationship to where seller wanted me to take out the inspection costs and I left, I walked around and looked at it and then you know, we made the deal that we were going to go back and do a full inspection on it because we had some concerns but the buyer said, you know, it’s okay if he wants to take it out to take it, I’ll still buy it. So you know, having that really quality of buyers, we helped us move this thing that much quicker

Cody Hofhine: and ultimately, cause I don’t want to, I don’t want to hold up on this amazing victory bell. It’s going to ring for you, but you are able to make, you said $33,000 right?

John Harker: Yeah.

Cody Hofhine: Well hold on John cause you know what’s coming my man. Hold on.

John Harker: I do… [inaudible 00:17:11].

Cody Hofhine: There it is. So you go out there, you do a deal. And this is just one of, it’s sounds like you did around 70 deals from year, like a year to year, 12 months span from April to April. This is amazing stuff. What does 2019 look like for the next 12 months? From April to April? Do you see the trend still growing and getting better or are you guys kind of just no, we know what works and we’re going to stay right around 70 deals?

John Harker: No, I mean I think we’re definitely, we’ve learned a lot as to some of our processes. You know, we went, you know, it was funny all last year people would ask me, you know, what are your numbers? And I’m like, I don’t know. I know how many deals we [inaudible 00:17:55] what my bank account says. But at least I took that to heart, finally start burning my cage guys and learning that. Okay, so for every 35 deal or leads, we get a deal and I have this many amount of dials. So I really broke it down and, and learn those KPIs. So I think that we now with some of the processes that we have, it’s going to help us do more than 70 I think we’re, we did nine, we’re at nine and 10 and 11 are closing this week. So if you start at year again, I mean it’s, you know, if we can get 10 a month, I’ll be a happy, happy camper.

Cody Hofhine: That’ll be awesome. So killer points to jot down rhino nation that you’re listening to is here he is kind of building that business and there’s a point where it really turns into a business and it turns from more of like that job or that, Oh, I don’t know John, you nailed it on the head there. But there’s so many people that fall in that trap like, yeah, I know how much money is in my bank. But knowing those numbers are so crucial and, and he’s going to see a lot of growth take place this year because now he knows how to reverse engineer what it takes and how much effort’s going to be necessary or how many cold callers he’s going to need and how many conversations they’re going to have to have every single day. So they can get X amount of leads, which leads to X amount of deals. And that’s the best part of knowing your numbers is it’s no longer just for happen. Or Hey, I think it’s this, or Hey, let’s just bust our butts off and let’s do this now. You know, the specific number 35 leads equals one deal. Now you just need to reverse engineer what do we need to do to get 35 leads? And it’s like repeat, repeat, repeat. So…

John Harker: [inaudible 00:19:29] you guys a while it go when you’re talking about learning your numbers but the, yeah, that that is something, you know with this business, you know, and when people are out there looking at everybody closes these checks and it’s great to see the tax, but not many people talk about the rough spots and it’s a growing business and it’s going to be ups and downs but if you take [inaudible 00:19:48] and utilize your [inaudible 00:19:48] this is the greatest thing ever in the world because for me, my why is my daughter, you know, my, my going to be three year old and I didn’t have a great relationship with my other kids. So now I get to spend a lot of time with her. So all these gut checks my, when I think about it and I look, I say, well that’s why I’m doing this. So for people that are new, save the gut checks, but know your why, know your numbers, build your systems and processes because it’s going to ultimately it’s going to suck doing it at the beginning, that’s a pain in the butt sometimes. But you trusting when you get him down and you can look back and say, well, I have no deals. Why? Well, it’s because I have no leads. Why? Because I only done this many calls. It’s so much easier. So much.

Cody Hofhine: So, so spot on.
Well, John, my friend, I want to thank you for sharing your story and everything that’s happening in your business. This is going to help motivate and inspire so many individuals, but we always end with two questions that we always like to have you answer. First and foremost is looking back, hindsight, what would you have done differently for those that are just listening right now that may have never wholesaled a deal or they’re just beginning? What would you tell them that you would do differently if you were start over ground zero right now.

John Harker: If I were to start over ground zero right now, I would have not hesitated a little bit and I did take a lot of massive action, but I didn’t really get to jump in full force. I would’ve jumped in full force as something for me that I think really was my springboard that if I’m going to go after, I’m going to go after and I’m going to burn the chips.

Cody Hofhine: Yeah. When you say that you are working like a side job too long or, is that what you mean by that?

John Harker: Yeah, I mean, yeah, I, yeah, I think, I think I’ve got to the point to where I was, you know, staying in Reno for the comfortability. Right. And I was too, I was too afraid to get uncomfortable. And then when I finally, you know, when I got here and I finally got into the groove of this business, I wish I would have done this a year ago. Yeah. So my wish if I had to go in and do better is I would try to jump in earlier and also what you want to put in all my numbers better.

Cody Hofhine: Awesome. I love those. Those are great tips. The second question. What’s a good book that you’d recommend to rhino nation that has been game changing for you?

John Harker: I, no joke, I read The Go Giver like once a month, too.

Cody Hofhine: Go Giver is one of our favorites. What is it that you like about The Go Giver?

John Harker: I liked the story about The Go Giver. You know the, the things that are, I think when, I think when I like when they talk about, and I, [inaudible 00:22:12] is a restaurant, right?

Cody Hofhine: Yeah.

John Harker: It started at the, as a hot dog stand. And it wasn’t the best hot dog stand but it was about the people at the hotdog stand, and I think I liked as a fact, and with this business is the fact that as you really build the people around you, you know, you can have, you can have the best and most explosive business, but it’s really about what’s in your, who your core is.
Who your people is. And that’s kind of what I took from it.

Cody Hofhine: So true. So true. Well I think we just go so far all the time thinking about go getter go getter. I’m a go getter. I’m a go getter. And this book was the kind of the paradigm shift was like no, be a go giver and realize that when you’re out there just giving regardless of what comes back, that’s what triggers a very successful individual. And ultimately the more people you serve also equates to how much money you can really make. And if you’re not willing to go out there and just genuinely serve, then it will never come back. So killer killer book, that’s Bob Burg. In fact, he was on our podcast interviewed by Brent Daniels. So if you ever heard that podcast, definitely listened to it. But if you haven’t read the Go-Giver, I second what John Harker said and get The Go Giver. Amazing, amazing book with incredible story that’ll change your life. But John, my friend, I want to thank you so much for sharing your story with us and with rhino nation today. I know you’re busy. I know you’ve got a lot of things going on with for your business and so thank you for carving some time out to be able to share this message today.

John Harker: Of course, man. I appreciate it. Anytime, Cody.

Cody Hofhine: Okay, brother. Hey rhino nation. This has been another amazing episode where John has just shared some gold nuggets on what his business has looked like over the few years and he’s shared so much value from the beginning stages of just surround yourself with people that are out there doing it and how that motivated triggered him to get out there and do it. He shared some hindsight knowing what you would’ve done different. I love that he says, I would’ve just jumped all in. I would have just gone after it and done it and had more faith in myself versus being scared. So I love that message. Amazing stuff. And if you guys are interested and if this sounds interesting to you and you want to get into wholesaling and build a successful selling business, head on over to www.wholesalinginc.om and book called our team and we can hop on the phone and see if that is a good fit. And until next time we’ll catch you on this next episode. Get out there, take massive imperfect action and we’ll see on the next podcast. Take care guys.

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