Posted on: June 20, 2019
WI 283 | Million-Dollar Deals

 

Do you have an idea what the fastest and cheapest way to find deals is when you have a limited marketing budget? If you are clueless, consider that your cue not to miss today’s awesome episode!

Zack Boothe is a rockstar rhino who has earned more than a million dollars in revenue just driving for dollars. What’s even more amazing? He made it all happen in just 26 months!

Sure, earning over a million dollars in just 26 months seems a bit preposterous. But not when you’re in the wholesaling world! After all, it’s not known as one of the most lucrative businesses there is for nothing.

If you are ready to earn a rockin 7-figure income, consider listening to today’s episode a huge step in the right direction!

RESOURCES:

Making Boatloads Of Cash By Driving For Dollars With Zack Boothe

Episode Transcription

This episode is going to hit hard on everybody that is starting out in this business. It hits hard with me right square in the heart because this is exactly how I started in the wholesaling business. First of all, I want to thank everybody for reading. You guys have been unbelievably loyal readers. Beyond that, more exciting than that, you’re using this show as an instruction manual to go out and do deals yourself. That’s the whole point of all of these shows that Tom, Cody, and I do.

It is also that you have the blueprint and the instruction manual to go out and take action. Speaking of taking action, when I started out in this business, I had no money and no resources. The only thing that I knew to do was drive down neighborhoods and streets and look for run-down properties, drive for dollars. This is how I did my first 50 deals.

Here, sitting next to me, if you’re watching this on the YouTube channel, is a guy that has made over $1 million dollars from his driving for dollars campaign. This isn’t a made-up number. This isn’t Crazy Land. This is what happens when you take massive action. Without further ado, I want to introduce Zack Boothe to everybody here. Please say hello.

Hello, everybody. Thanks for being here.

First of all, you’re from Salt Lake, Utah. You were born in Salt Lake and you’ve only been in this industry for more than two years. He started taking massive action. You started implementing and then even before that, you’re piecing together what you thought was the most proactive strategy that you could bring.

I was making mistakes before that. There’s that learning curve. It requires some learning for sure.

What did you do before you found wholesaling?

Before wholesaling, I had done some real estate transactions. I joined another coaching program because I got introduced to this. I had success because of Wholesaling Inc., but I had experience with other coaching programs. I dabbled. I’ve done a couple of deals and a couple of rentals. It’s nothing that affected much of my life.

I saw a couple of deals that came through and I was like, “If I can do this, this could be a game-changer. This could be huge,” but it wasn’t happening. I’ve been an entrepreneur and started my first business when I was seventeen. It was window cleaning. It was nothing extravagant but I grew that quite large. In one year, we did shy of $500,000 in sales. We washed a lot of windows. That’s what I did and then I did that all the way up until I got into this.

You got into this. You found Wholesaling Inc. You went through the Wholesaling Inc. program as I did. I went to the Wholesaling Inc. program in February of 2016. You were about a year or two after that.

I went through it in 2017.

It was one of those situations where I had a business. I was doing exactly what you’re going to talk about in this episode. We’re going to deep dive, guys. Stay on this. Pay attention as we start peeling so you guys can get a feel for who Zack is. We’re going to deep dive, give some instruction, and give you the resources you need to be wildly successful driving for dollars.

If you’ve been watching the YouTube channel or if you’ve been following this show, you know how much I push for people to be proactive out in the communities. Drive for dollars if your budget is low. You don’t want to buy a bunch of lists. You want to get the best list. Get the phone numbers for those and talk to people. Pick up the phone. Call them and ask them if they would consider an offer.

It’s all over my YouTube channel. It’s all over the show. It is the fastest way to get a deal especially if you have a low marketing budget. I joined Wholesaling Inc. because I wanted to be around people doing $1 million in this business. There were a ton of them throughout the program. It was a community and that’s a huge part of it. You joined. How did you get started? Did you start mailing? How did it go?

Education is everywhere. You can get information for free, but not step-by-step instructions.

I followed the program. The cool thing about the program is it’s not just education. Education is everywhere. You can tune in to shows and you can get everything out there. It’s all free. What’s not necessarily free is step-by-step instruction. There are a lot of coaching programs that sell you information and you’re like, “What do I do with it? What’s the next step?” I got instructions. A couple of months after doing it, I had a $10,000 deal. It was amazing.

Everyone was like, “Get your cash buyers. Do it like this and that.” I had a super experienced investor and now I’m doing way more than he is in our market. He told me, “You’ll never do a deal. You’ll never sell this deal you have under contract. You’ll never sell that contract.” I had done what we were told to do in the coaching program with cash buyers. After I sent my email, I had someone immediately call me and said, “Don’t sell it to anybody.” She’s the only person to call but because I had followed the instructions, I did $10,000 just like that. It was amazing.

It changes everything.

It was proof of concept. I can do this.

This is why I push driving for dollars and getting the first deal. Once you get paid your first time, I don’t care if it’s $500, $1,000, or $50,000 on your first deal, once you get money income from wholesaling property, you go from believing you can do it to the fact that you can do it. Once that happens, your mind changes. You can keep doing it over and over and expanding your mind to do bigger and better deals and opportunities. You’re sourcing opportunities all the time.

People are coming at you and saying, “I want to give you some money. Do you want to do some things? Do you want to invest in this? Do you want to flip? Do you want to build? Do you want to buy commercial properties?” It is the start but you’ve got to get that first deal out of your way. Let’s talk about driving for dollars. Let’s talk about you. How do you do $1 million in a year from driving for dollars?

I was hungry. Before that, I had burned my boats. I went to my window cleaning business partner and I said, “I quit.” It was on my birthday. It was March 2nd. I was burnt out. My shoulder has issues from how the windows turnover with my employee’s terrible experience but I learned so much. I got into Wholesaling Inc. I started doing a few deals. I was doing 1 or 2 deals a month but they started drying up because the list that I was pulling became more available. The state posted them on a website and then all the flippers then started doing the same marketing I was doing.

I started struggling. I didn’t have a job anymore. I had to make money. I was like, “What’s the cheapest way to do marketing?” I don’t have a lot of money either because I was trying to feed my family. I have two children and do this. I started driving around. I was writing down addresses, and looking them up in the county. The process is much better than it was. We started doing it and got a couple of deals. I progressed from there.

That’s an old-school method. I remember going in with a yellow pad. There’s a video on this YouTube channel that has me writing down the addresses, going, and doing the research on it. Now, we have the DealMachine app. You can tie unlimited people. You’re going to have a whole army of people on your DealMachine app not stepping all over each other and not going in the same areas. They’re keeping everything organized for a maximum of $200. It’s so crazy. You could get 5 people or 3 people on it for $40 with the TTP code.

It’s the TTP code to get the discounts on DealMachine. It’s fantastic. It’s going to save you so much. Let’s give them something actionable so they can start going out and getting deals. Let’s talk about how you have formatted the whole system. This is going to be the premier Driving for Dollars Program in the country. That’s exactly your blueprint so we’ll talk about that. Let’s get some instruction on what they can do now.

I was writing down those addresses. Download the app. There’s a free trial. There are also some other apps out there. I’ve talked to developers and used every single one of them extensively. I wanted to make sure that we’re using the best system possible but also promoting the best system. Some of these other apps don’t even work. They don’t even pull data for certain markets. DealMachine is the best app to go with. It’s $40 a month if you’re by yourself or with a couple of drivers. The cool thing is we only have one full-time driver to do $2 million in sales a year. You don’t need a giant team. Don’t think that this is far out of your reach. That’s the cool thing. This is so simple.

Say they’re doing it themselves.

Download that app and start driving. You can go talk to some flippers in your area and sell them to someone who’s wanting to do deals. You’ve got to make sure that guy’s active so when you bring him an opportunity, he’ll do something.

This isn’t “should do it.” Do it. Talk to people that are active in the neighborhoods where you know properties are selling fast. My advice to you is to stand underneath the median price range so you can easily google Zillow and set the average home sells for in your market. I like staying about 80% or lower than when it’s ARV. The reason for that is that’s going to be your biggest pool of buyers, the smaller there is. It gets a little bit tricky if it’s super low.

WI 283 | Million-Dollar Deals

Million-Dollar Deals: There are specific markets with very low neighborhoods that your buyers don’t want to buy. There are also high-end neighborhoods where no one will sell at a massive discount.

 

You can buy a house for $10,000 or something. If you’re between $40,000 to about $200,000 range, that’s going to be a big pool of buyers. If you’re in California, New York, some areas in Miami, and some of these bigger markets, you’ve got to up that. By going into the rougher neighborhoods, 1) you’re going to get a lot more in the neighborhoods than one bad house that you drive an hour for. 2) your buyer pool is bigger.

My beta test team and I have been going around the country teaching the system. I’ve learned that there are certain markets where you have neighborhoods that are so low-end that your buyers don’t want to buy. You also have such high-end neighborhoods that no one’s going to sell at a massive discount. There are no flip opportunities. Go talk to a local flipper. Go to a local REIA meeting. Go talk to that person and say, “Where would you like me to go drive? I’m going to go find you deals. Where would you suggest I would go?” He’s going to send you the best neighborhoods.

Download the app. Talk to buyers. What’s next?

The next part of it is you’ve got to send mail or cold call. You’ve got to reach out to those people. In my market, we’re doing about 70% to 80% of our deals from postcards and then the rest are from cold calling. It’s because our cold calling team is small compared to this guy.

If you can be successful by sending out marketing and you have a budget to do it, send out marketing. What does an average postcard cost?

$0.30 to $0.40.

Let’s call it $0.35. How many are you sending out typically a month?

A lot. We paid $2,000 so we’re doing 8,000 postcards a week from driving for dollars, whatever the math is.

You’re doing 32,000 postcards. That’s about $10,000. He’s having massive success because he’s staying niche to the properties that need some love. It’s not all about the properties that are burned down, leaning over, or terrible. You open it up wider than that. What do you look for? What do you teach your drivers to look for?

I love that he’s guiding me through this because that’s exactly it. One of the biggest mistakes I made starting out was only pinning the worst of the worst. I have a list of criteria. We have things like peeling paint, vehicles on the lawn, broken windows, or any physical evidence of neglect. We’re trying to find someone who is emotionally detached from the property. If they’re emotionally detached, there are going to be physical signs of it. We pin any of those things. Some deals are in the super rundown houses. They’re the obvious ones but every once in a while, we’ll drive up and be like, “This one’s not too bad.”

It’s interesting when people say to me, “What’s the best list to buy? What’s the best list source to buy? For some reason, they won’t give me the water turned-off list in my market. They won’t give me the code violation list. I live in a non-public information state. I can’t get certain lists.” You can. You’ve got an app. You’ve got a street. I don’t care if you’re riding a bike. I have a student in TTP that made a $100,000 deal, six figures, from skateboarding in Seattle. He was skating for dollars.

There is no excuse not to go out there and get great opportunities. The next thing is how are you going to have a quality conversation with that distressed property owner? You have three options. Either somebody refers them to you, you market to them, you pay for it, you get a good marketing budget going, or you pick up the phone, be proactive, and talk to people. You’re mailing and calling them. You’re texting them.

We’re testing the texting right now.

You’re getting great results from all three. Either way, get the app. The second thing was to talk to your cash buyers and you’re going to go drive. You decide, “What do I want to do? How do I want to approach this? Do I have a budget to approach this or do I not? If I don’t, I’ve got to be proactive.” Now you have a conversation with these people.

So many people want to start a wholesaling hustle and make something happen. Unfortunately, they don’t have much money to get into it.

If you don’t have a budget, honestly, the cheapest way to do this is you pin the properties and skip trace on DealMachine. You can buy the phone numbers there with DealMachine. There are other sources where you can export that list that you created. Export it out. They have great support staff there if you’re struggling to figure that out. I did that myself. I’m not techy. We learned how to export it out, send it in, and get phone numbers. How much is it for phone numbers? I don’t even know this.

It’s $0.18 an address with BatchSkipTracing with the TTP code. It’s $1 in DealMachine and they haven’t figured out their data. I have a team of five people out there driving for dollars, putting it into the app that goes to Alejandra. She gets it and exports it into Excel. We skip trace that. We’re calling, texting, and getting after it.

In our systems, we have one full-time driver. That’s 2,000 pins a week. You don’t need a huge team. It goes over to my systems guy, Cameron. I couldn’t live without that kid. We skip trace, send postcards, and send it or call them. The next step for you guys is to take those phone numbers. If you do not have any money at all, start calling them. Ask them if they want to sell their house. That’s the cheapest way to do it.

It’s amazing that people are taking action and doing it. I have people joining the program on a daily basis because they watched something or listened to shows, they took action, and now they’re ready to take it to the next level. Let’s talk about taking it to the next level. There are a lot of things like, “I can drive. I can do this. I can get some deals going,” but there’s a big difference between doing a deal and doing a $1 million worth of deals.

There is a specific blueprint for this. There’s a specific blueprint for finding people to drive for you, organizing your data, making sure that your marketing is done correctly and consistently for being able to do these deals, and building a business that’s super proactive and also lean. You keep the costs low when it comes to your business. Talk about your program. What is it? When is it coming out? How do people find out about it?

A lot of my systems and how I’ve come up with them have been because I decided to start coaching and helping other people. My goal in 2019 was to make a $1 million profit. It’s a huge goal. Only being in this industry at the time for less than two years was huge. I was a window cleaner. That was a change in my life. To get there, I was doing a journal called, “Living your best year ever.” It talks about three big goals. One of my big goals was the financial goal. To receive something, I had to give it. I was like, “How do I give away $1 million when I don’t have it?”

I brought on some students and started helping them implement this marketing system. I learned a lot because I had made a lot of mistakes. These wonderful guinea pigs of mine helped me learn and make even more mistakes. I was able to get those hard questions for my students and things that I haven’t thought of. As a group, I appreciate those original students. We’ve got a system where we’re doing deals all across the country with this. My students are doing deals. I’m doing deals. I’m doing way more deals than I was because of them.

This has been quiet. You haven’t even opened this up. This has been like one Facebook post.

It’s 1 or 2 Facebook posts. I have taken on a couple of various groups. I’m super excited to let you guys know. It wasn’t even a plan to release this but I can’t keep this to myself. I went to my coach, my mentor, and two men I respect, Cody Hofhine and Tom Krol, the owners of Wholesaling Inc. that got me into this business. I’m partnering with them. We’re going to be taking this live as soon as possible.

I’m trying to reorganize the coaching modules. I’m taking out all of that fluff garbage and giving you actionable steps. Plus, we’re trying to figure out how to keep it where our price points are as low as possible. Many people are out there wanting to hustle and make something happen. They don’t have a lot of money to get into and I want to help people. I want to get it out there as much as possible. That’s what we’re working on, hopefully by the end of June 2019.

If you’re reading months or years from 2019, it will be out. You will find it. It will be on WholesalingInc.com for sure. There will be more posts and more shows about it.

We haven’t gotten to where it will be and how to sign up yet. That’s something we’re working on.

I’m excited for you. I’m excited for it to be out. I’m excited for there to be an actual exact system from doing your first deal to building up your business around this thing. We’re going to talk about two more things here. One is your lifestyle because he showed me an excel file and he hunts half the year. He’s on a mountain hunting half the year. You couldn’t do that if you didn’t have the freedom of your schedule.

You also have the freedom of finances. It’s been incredible because it’s allowed me to have so much more time and energy for myself. I love it. The sheer fact that I’m happy, I have so much more energy. I feel like I’m a better husband. I feel like I’m a better father to my two children that I love to death. I get to play. Not everyone’s into hunting, but I love the meat. I love the protein. I love the adventure. I’m going hunting in Hawaii, Alaska, Idaho, and Nevada. I’m going to fly back down and hunt in Arizona. I had to create a Google Sheet with all my hunts and when they were.

WI 283 | Million-Dollar Deals

Million-Dollar Deals: The cheapest way to start conversations is to pin the properties and skip-trace the ideal machine.

 

There is freedom of schedule. That’s what comes with building an actual business as opposed to being a highly paid professional. As a highly paid professional, you are the business. You’re running it all yourself. You have not hired it out. You have not created a system. You have not created a path for your business. You’re a highly paid professional and that’s fine. A ton of people are and they are happy to do it. If you’re looking to have that freedom to schedule, you have to build a system, follow a plan, build that plan and have the right people on it. Let’s get people excited. What is the biggest driving for dollars deal that you’ve ever done?

If you jump on the coaching program, you’ll see it in my modules behind me. I had a big check made because it was a big deal. I can’t remember the exact number. You caught me on the spot. It’s around $85,000. I am proud to tell you even better than that, 1 of my original 13 students did a deal for over $100,000.

Tell us about the $85,000 deal.

That deal was an interesting one. It came through driving for dollars. As you start doing deals, those people hear about you. I was looking for drivers and telling people that I was looking for flips. Someone saw those posts that I was looking for drivers and said, “I know some rundown properties.” I said, “Tag them and let me know about them.” It was a couple of properties from one driver. It was a rundown house that had a hole in the roof and foundation issues. Because of some other education that I had done, I realized I could demo the garage and do a lot of line adjustments. It turned into a duplex lot and a duplex. It made me a lot of money.

How much?

$85,000.

Do you want to ring it?

I do want to ring this.

You have done $85,000. Your student has done over $100,000. This is real life. This is all about quality conversations with distressed property owners. You can find distress by looking at a property. Physical condition is an indication of distress. Go out there. Be proactive. Drive around. Find opportunities for yourself. It doesn’t have to be thousands of thousands. What I would suggest is to start with getting 100 phone numbers that cost you $18.

Call them yourself. Pick up the phone. Download the script or email me for the script at Brent@WholesalingInc.com. I’ll send it to you. Use the script and call them. See if they’ll consider an offer. Get that property under contract. Match it up for the cash buyer. You can take it down yourself, own it in your rental portfolio, or flip it. Whatever you want to do, it doesn’t matter. Wholesaling is only about sourcing opportunities. That’s all wholesaling is. We highly encourage you to be proactive. Go out into the community and do it.

I bring this up so much because it’s how I started this whole thing. It’s what I’m continuing to do in my business now. The technology is 1,000 times better and nobody wants to do it. Nobody else is out there. Everybody wants to buy the list or get the easy list. Go out and drive for dollars. Get it. Nobody else has that list. It’s amazing. How do people get a hold of you? How do people email you about the program or reach out?

I’m pretty active on Facebook. Add me as a friend. I’m in Utah. You can look me up on Facebook. Go that way. You can private message me if you have questions. I want to help.

Thank you. Thank you for being on the show, guys. If you are looking to join the most proactive group in real estate investing, it is the TTP Program. You can check us out and check out all the testimonials. You can check out the whole breakdown of the program at WholesalingInc.com/TTP. If it feels good in your gut, sign up for a call. It’ll be the best call of your year. I look forward to working with you personally. Until next time, guys. I love you. See you.

 

 Important Links

 

About Brent Daniels

WI 480 | Critical Energy ShiftsBrent 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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