Posted on: October 31, 2019
WI 321 | Wholesaling

 

Can you imagine earning as much as $22,000 just doing something on the side and still keeping your full-time job? With wholesaling, it is possible! And today’s guest will share how he made it all happen!

Joshua White is a hardworking rhino who works 3 12-hour shifts while doing wholesaling on the side. While things were not always magical for him, his determination, hard work, creativity, and mindset has made a world of difference.

If you’re not ready to give up your full-time job yet but would like to give wholesaling on the side a go, you’d surely love today’s episode. Joshua shared numerous gold nuggets that will get your wholesaling venture on the right track. Truly an inspirational success story you can’t afford to miss!

RESOURCES:

How To Wholesale Houses With A Full-Time Job With Joshua White

Episode Transcription

Welcome back to Wholesaling Inc. Let me open with a question. Who do you know that’s going to sign a contract now? Who can you call? Who can you reach out to? Who can you follow up with that is going to sign a contract now? I’m telling you, everybody that is reading this, this is the most important question to ask yourself every single morning because it’s going to tune in your mental antenna into finding somebody that is going to sign a contract.

I am telling you, start your day this way. If you’re reading to this show for the first time and I’m smacking you in the face with it, good. If you have been a longtime reader and part of Rhino Nation, then think about this question. Let the brain start going. Get going now as you’re reading this and find that one person that is going to sign a contract.

I am so excited for this interview because we have got an incredible talent, an incredible superstar out of Louisiana. Honestly, I think Louisiana is a wonderful state to do incredible business in, but we don’t hear a lot out of Louisiana, so this is very exciting for me. It is exciting for me to bring on for the first time to Wholesaling Inc., Mr. Joshua White. Say hello.

How are you all doing?

If you guys are watching this or if you guys want to watch this, if you’re just reading this, make sure you go to Brent Daniels – Real Estate on YouTube and check it out because the background that Joshua has is the most unique background I’ve ever seen. Ever. It is essentially like an elementary school background.

We keep it simple around here.

The guy that’s doing deals and getting it done and he’s still in touch with his childhood. Joshua, introduce yourself to the audience. Introduce yourself to everybody watching out there and give us a background. Who are you?

I’m Joshua White. I’m out of Gonzales, Louisiana. I operate more or less in Baton Rouge, Louisiana. It’s only about 5-15 minutes away. I’m your average everyday hardworking guy. I’m a plant worker out here. I work twelve-hour shifts. I’ll be going at night, working at 3:30, so I do this part-time until it becomes full-time in a sense, working steadily to get there. That’s me in a nutshell.

How many hours a week are you working?

At my job? Usually, we do like every other type of thing. I’ll work Monday and Tuesday nights and I’ll be off on Wednesday and Thursday, then I’ll work Friday, Saturday and Sunday days. I’m swapping back and forth. I would say about 48, then 36. I think that’s how it more or less plays out. Not including overtime because sometimes we randomly have 12-hour shift over time.

This is like plant work?

Yes.

What do you do?

I’m a chlorine operator. We create chlorine or make chlorine. We do have other chemical products that we use at our plant. It’s a pretty big operation. We’re right next to Shell, literally right across the street. They’re an oil refinery. We’re a chemical plant. It’s pretty hectic at times.

How does somebody that works at a chlorine plant find not only find and discover wholesaling but start doing wholesaling? How did you find this business?

 

Once your mind is open to something, it can’t be closed again.

 

I went on this journey of self-improvement probably a year before. I was basically on YouTube every day and trying to find something and listening to Napoleon Hill stuff on YouTube. A lot of Eric Thomas, a hip-hop preacher. Anything that YouTube would feed me that had that positivity of self-help. One day, I ended up getting on YouTube. I was looking at a few things to try to earn money like other businesses. What ended up happening was this guy. I’m pretty sure you heard of him.

Max Maxwell came on my screen and I was like, “Hmm.” I wasn’t going to look at the video because I was like, “Who’s this guy talking about? He’s making $20,000-$30,000 a month. Why is he on YouTube telling people about it?” Long story short, I clicked on it. When he said what he said, I was like, “This can’t be real.” Before I joined the tribe or I found the tribe, I followed what he told me to do. I was spinning my wheels and I was like, “This is crazy, but it works.” I ended up getting my very first deal by following that little bitty track that he left.

How did you find it? How did you get your first deal?

Driving for Dollars. I would stay in the small little neighborhood and we flooded in like 2016. Not my house, particularly, God forbid. We flooded the area in 2016 and it got about maybe like 3 or 4 feet worth of water. This house had been sitting there since we moved in like ’15. I was like, “What are they going to do with that house?” I always wondered that when I passed by houses. I saw these houses. It’s like, “What are they doing with these houses? Somebody’s going to leave it there?” Long story short, after I found out wholesaling, I was like, “Okay.”

I ended up finding out who owned it because it was a pretty nice house. It’s like a four-bedroom, 2,500-square-foot house, but it was gutted halfway. I found the guy who owned it and gave him a call. I cold-called him out of the blue and he was like, “Let’s do something.” He ended up turning out to be a big land developer. He just owned the house. He was renting it. I was like, “Wow.” My first goal was don’t get sued. My second goal was to get the deal done. That’s how my career started. Not getting sued and failing forward.

It’s crazy. How did you get his information? Did you look it up on the tax records? How did you pull it?

I went real old school with it. I looked up who owned it through the tax assessor’s office. After I looked it up on the tax assessor, I figured out it was under an LLC. My first thought was that I owned a business before, a transportation company. I was like, “I can go to the Secretary of State’s website and see if I could look this guy up,” because I couldn’t look it up. I was using FastPeopleSearch.com. I still use that sometimes now.

His name wasn’t popping up. His LLC wouldn’t come up. After, I went to the Secretary of State. It listed him as a manager. I was like, “Let me call this guy.” I called him up. He was like, “How did you get my number?” I was like, “I get your information off of the States Taxes website.” He was like, “Oh, okay.” That was good enough for him then we created a relationship and worked out a deal, but I’ve never met the guy.

Was it all digital?

It was all on the phone, text messaging. I never met the guy. He’s a big developer. He didn’t have time to sit down and have coffee.

First of all, you know that I love that you picked up the phone and called him. Come on, folks. I started this whole show out with, who are you going to talk to now that’s going to sign a contract? The only way to get to that position is to talk to people. You have to pick up the phone at some point and have a quality conversation with the distressed property owner.

We know that’s the key to this business and what Joshua was saying here is with no experience, with just YouTube, with following some of the things that he was learning. First of all, most people stop when they see that an LLC owns a property and they don’t dig deeper. That’s why that opportunity was probably right there because nobody else was going to take that extra step, which I think is huge. That’s a gold nugget for everybody out there reading.

Now, different resources have it. Some of it’s the Secretary of State. Here in Arizona, it’s the Corporation Commission. It depends. Google it in your area and find out who has it because it is public information. If you have a company, it needs to be publicized, then it’s out there somewhere so you can find it. Phenomenal. You just picked up the phone. How much did you make on that deal?

I made $3,000. I was trying to make $10,000 but ended up beating me and the guy down a little bit. I know it was a good deal, but it was my first deal, so I was like, “Screw it.”

What happens? You did that. You’ve made $3,000 and you went from believing that you might be able to do this to it being a fact that, “This could literally generate income for myself and my family.” Were you hooked? Were you ready? Were you going?

 

WI 321 | Wholesaling

Wholesaling: I made the decision to put the TV down, put music down and focus on wholesaling.

 

I was. It was like a whole new world. You know what they say. Once your mind is open to something, it can’t be closed again to that specific item. I was running and gunning. I was trying to do this process, so I go on like driving for dollars. It was real time-consuming. I was like, “I don’t know if I have time to go through all these names and numbers.” I was dealing and trying to go around, working around my job. It was tough, but I made a decision to do it. That was my biggest thing.

Did you make the decision? What does that mean? Does that mean that you have changed your schedule? Does that mean when you’re off, you’re turning on your entrepreneurial spirits?

What I mean by that is that like when I made the decision to do it, that means basically, I look at things this way. If you watch TV, is TV paying you or are they paying the people that are acting on the screen? I was like, “I’m not getting paid here.” I look at it like a value of time. I hate a bad investment. I was like, “This is a terrible investment. I’m sitting here wasting hours when I can be doing something that could potentially, if not now, eventually bring me some type of income into my household.”

I made the decision to put the TV down, put music down and focus on wholesaling. It might sound dry. I know a lot of people like, “Put music down?” I was hooked. I went on my phone and downloaded anything and everything that dealt with wholesaling houses. I typed it into my podcast searcher. I got all these things and that’s how I came up on Wholesaling Inc.

Unless I have my family and the kids and everybody in the car, I do not listen to music. This has been going on for probably years now. All I listen to is Audible and podcasts, truly. You learn. You could get so much. Many can be piled in when you’re sitting there driving or sitting in traffic or if you have a commute or whatever it is. It’s wildly powerful. It’s something that all of a sudden, you’re building up your experience level through other people while you’re sitting in the car. You can’t do that when you’re just listening to music or whatever else. I think that’s a huge point. I love it. You found Wholesaling Inc. and you were like, “Let’s get going, let’s fire this thing up.” Right?

It didn’t necessarily happen that quick. We were trying to figure it out. I got my wife hooked after she figured out I closed the deal because she didn’t know what I was doing. I was like putting business cards together and she’s like, “What are you doing?” I’m like, “I’m about to start wholesaling.” She’s like, “What are you talking about?” I was like, “Let me go on this journey. When I’m there, I’ll let you know what went down.” Long story short, after we did that first deal, she was so proud of me because she saw me moving around a lot after work and cutting grass and doing all the House Dad duty stuff.

I was like, “You need to listen to this so you can try to help me out here.” She started listening to Wholesaling Inc also and she’s like, “We ought to maybe try getting into it.” I was like, “I’m thinking so.” We called and we wanted to do like a price checker and see how much it was because we couldn’t find any prices on it anywhere. When we called, they were receptive and beautiful people just talking to them on the phone. I was like, “That’s a lot of cash.” I was like, “I’m not going to do it. I’m going to try to piece it all together.” I had deals fall out and I paid for it in, should I say, experience. Other than paying for the railway around the heartache, for sure. Now, we’re in a tribe and it’s awesome.

You joined TTP. When did you join?

I think I joined TTP in April.

It’s been quick, then you started implementing. Are you making the calls? Is somebody else making the calls?

I was making the calls at first and being honest. It fell apart for me because I was like, “I had a bad list.” It was brutal. It wasn’t that I was talking to people. That was the problem. I wasn’t talking to people. I was sitting on the phone, dialing and hand dialing these people off of my cell phone. You could call me Mojo Sales because, I tell you, I was blowing through.

I let it ring a few times and if they didn’t answer and I didn’t have a script. I didn’t have anything. I was winging it, honestly. I ended up lagging off of that because I don’t want to keep sitting on a phone full of silence for 30 minutes before one person picks up and it might not even be the right person. I had one guy who offered me to come to his Bar Mitzvah in Florida. I was like, “Sure, I’ll come.” It was a journey for sure.

Wholesaling Inc. was a lifesaver, for sure. Knowing the list to pull then, I was able to talk to people. I don’t mind talking to people. It’s interesting to me. I’m a people watcher type. No weird stuff, but I go places and I observe how people interact with each other. When I was able to start pulling the right list and talking to people, it was so much easier to be on the phone. I enjoyed it.

Here’s the thing. You could piece it together. You have to get through the frustrating part. You’ve got to get through to that learning curve, then you got to be doing it for about months before you’re caught up to where you could be by getting into the program. People joining TTP, they got a deal from, like you, very similar. They get a deal from making a call, then they keep trying to do it and they’re not able to get that same result again. They need a system to be consistent. That’s what it is. Since you’ve been consistent, how’s it been?

It’s been awesome. Get a nice chunky deal. I’ll tell you what. I didn’t think that piecing it all together. Everybody was saying, “You’re supposed to make $10,000.” I was going to these local arenas and they’re like, “These are big guys saying, ‘You might hit a single,’ and the $10,000 is like the home run here supposedly.” I’m like, “These people across the nation are doing $10,000. I’m supposed to be making $10,000” As I said, my first deal was $3,000. It made me believe that it works, but it wasn’t motivating enough.

 

Care enough not to care. You want to care enough about what you want out of life to better yourself, and not to care enough about the things that are going to stop you from going to get those things.

 

I was like, “I put it in two months’ worth of work for it.” It wasn’t a consistent two months but so much happened throughout that deal, trying to get it through. It left a taste in my mouth where I was like, “I’m not expecting it to be easy but is this worth it because I was working a lot?” This last deal made me know that cold calling is worth it.

Let’s talk about it.

I remember I was in a funk. I was depressed a little bit because I had joined the tribe. I was so gung-ho when I started then life happened a little bit and I got weaned off of it. I wanted to get back, but it felt as though I was stuck and in limbo. I was like, “I’m going to call it Brent. I know Brent’s going to straighten me out.” I called you and I was like, “Tell me what to do so I can get back started rolling.” You were like, “I need a thousand addresses. I don’t care how you get them. I need you to start calling three hours every day.” I was like, “All right, coach. You got it.”

You’d be like that old football, baseball coach I had. I was like, “All right, coach. I can’t let you down.” I ended up, I think, I was two hours into cold calling. I was talking to people and I got a few leads then I was like, “I’m tired of sitting here. I’m done,” and something said, “No, Brent said do three hours. You’ve got to do three hours.” I was like, “I’m going to do three hours.” I was into like maybe 30 minutes into the last hour and I ended up talking to this homeowner. Initially, I called her about a property and she said, “We sold that property.” In my mind, instantly, I heard Brent saying, “Do you have anything else?”

“You sold that one. Do you have anything else that you mind that may need some work, needs a little fixing up?” She was like, “I’ve got two properties.” I was like, “All right, can I meet you at those properties to see if they fit in my wheelhouse?” She was like, “Sure.” We ended up meeting at the properties the next day. I tried to get out as soon as I could because, like I said, I only had a few days off. I tried to push everything and have everything in those days that I had off. It was like, “Do you have some time?” She was like, “I can meet you that evening.” Saw the first house she told me about and the first house she owned. She didn’t own both of them. This was a brother and sister.

She was like, “Tired of paying taxes on it. It got flooded. It was a complete gut.” I was like, “Okay.” She’s like, “I haven’t done anything with it, but I’m too old to get back into the remodeling market.” I was like, “Great. That’s what I’m here for.” I get there and like she said, the house had great bones, but it was completely gutted. No sheet rocks. All you saw was a little wiring and lights hanging from the fixture, but a good thing about it was it did have like a pretty new HVAC in it. I was like, “That’s a plus.” We left there and we went to her brother’s property.

That property was basically a property that he was renting out. He was basically a tired landlord. He was done with it, but she was handling everything. She took me over there and it was halfway gutted. Needed some work for sure and that was the beginning of the biggest deal I’ve done to date. That’s where we started.

What list was it from?

It was from the high equity list.

High equity absentee?

High equity absentee owner out-of-state owner.

To break that, folks. They don’t live in the state. You heard that. This is a rental property or something that they don’t occupy or live in. They have a good amount of equity in it based on whatever algorithms that wherever you’re going to pull. Was it ListSource?

Yes.

An incredible opportunity there. It depends on your market. That’s a very popular list. If you’re in a very big market, that list is going to be beaten up like crazy. If you’re in a smaller market, I’m telling you that is an incredible list to go after because not a lot of people are going after it. Those are so many red flags or at least their hands raised at some point that says, “This could potentially be a good deal.”

You called her. She said no, she sold it. You asked that ever-important question when somebody tells you no. Do you have anything else that you would consider selling? Maybe something that needs some rehab or some love? Maybe even some land? Whatever it is. It’s an important question to ask. It’s so huge and the condition of the property was beaten up. I assume her timeline was as quick as possible?

 

WI 321 | Wholesaling

Wholesaling: When I was able to start pulling the right list and talking to people, it was so much easier to be on the phone.

 

Basically, that’s my timeline. That’s generally how we have a conversation. How quickly do you need this thing to move? That lets me know the significance of how quickly that I can get the deal done.

How motivated they are.

I want to be able to have that pressure in a sense, either on me or on her, in a good way to be able to move forward and we not get stagnant in the deal.

The brother, he was cool? Did he want to sell it?

He basically did everything. I don’t even know if she’s the older sister, but she moved things along. This lady was an in-state. The list was out-of-state, in-state owners and absentee owners. The reason I did that was because the out-of-state list was like 300 people. It wasn’t a lot. A lot of people moved from Louisiana, but a lot of people didn’t. They’re born and die here, in a sense. This is real Southern. They love it here, in a sense. I had like 3,000 in-state absentee owners, so I was like, “Great.” She happened to be a part of that in-state side of absentee owners.

What price did you lock them up for?

Throughout my experience so far with dealing with people, I try to let them tell me the price, in a sense. As best I can and try to ask as many questions as possible without annoying the person, especially if they are older. She was a nice lady. When I spoke with her, she was like, “I don’t want a lot for them, and I’m not thinking of a big number.” She threw this number out. She was like, “$30,000.” I’m not thinking of anything big like that. I’m thinking to myself, “That was where I was going to start.” I was like, “All right.”

That’s the best, Joshua. They throw out something. It happened to us. He threw out. We probably couldn’t get this price and we’re like, “That was a smoking deal at that. Okay, here we go.”

I was like, “I was going to make $10,000 at that price.” We talked about it and I said, “Let me go ahead and talk about it with my financial side of my company.” She was like, “Okay.” I left it alone for a little bit. Maybe I called her back in like 30 minutes. I was like, “Could you do somewhere around $15,000?” I felt like that was a lower offer. It made me feel like ah. I always heard on the show, I don’t know if it’s Todd Toback that says this, but somebody said that, “If you don’t feel uncomfortable making your offer, you’re not low enough.”

I like to make my offers feel like they’re fair but still at a low point to where I feel like this is a good deal for them. The number I locked it up for was I wanted to do it for $15,000. She said no. She couldn’t do $15,000 and she was like, “Can we make an $18,000?” I was ready to be like, “Sold. Done.” After that happened, I paused for a second, gaining my composure inside and I was like, “I think we can do $18,000. It’s fortunate it.”

That’s for two houses or just one?

Both of them.

What’d you sell for?

I sold them for $40,000.

$22,000?

 

WI 321 | Wholesaling

Wholesaling: We’ve all failed. It’s a part of it and it’s such a good thing, failure because it teaches us about success.

 

I sold it for $40,000 as a pair.

Which means you made $22,000.

That’s what I’m talking about.

Ring that bell. Here in Louisiana, you can only get $3,000 per deal. That’s a big deal. You go out there and smash $22,000. Come on. It’s in here, 100%. The bigger deals are in your mind for sure. If you’re looking for bigger deals, you will find bigger deals. If you let people naturally give you the price that they want instead of negotiating against yourself off the bat, you will fall into big deals.

I’m telling you. In the biggest deals I’ve ever done, ever, the seller gave me the price first every time. We anchor in low man. We are relentless. I’ve got a couple of gals. My two acquisition managers are bulldogs when it comes to anchoring low. Still, not even close to when the seller anchors themselves. Great advice there.

I know you said the $50,000 club changes your mindset, but I felt like this was my first wholesale deal because I’m like, “This is what I’ve been “telling myself” I should be getting here in this market.” I’ve got to get a pretty good feel for it. I’ve got a great relationship with a lot of real estate people, but at the same time, I’m smart enough to know that they don’t always have all the answers either. I like to stay in my niche and work with people who’ve already been around. I’ve only been doing this thing.

When I started, I was talking to some coworkers. I was telling him what I wanted to do and they were like, “It’s saturated.” We have “We Buy Houses” signs all around. I had no idea what they were until I started. They were like, “That’s what that is?” I had a guy who was my confidant. I was like, “I feel as though even if it takes me a year,” and I only do one deal. This was when I very first started. I was like, “At least I know more now. At least I’ve learned something that can potentially bring me income at any point in time,” a year later and only two months after joining the tribe, $22,000.

You mentioned the $50,000 Club. In the TTP program, we have the $50,000 Club where I encourage and motivate and I push and try to get everybody to get that $50,000 deal plus because those are huge. Your brain changes forever. I think it’s already happened for you at $22,000. The next time that you text me with a copy of a check and it’s going to be $50,000 plus, you’re going to be like, “Let me do the climb.

Speak to people that are starting out in this or reading this for the first time. How do they keep their mind right and stay focused? Obviously, they have to take care of their responsibilities with potentially a part-time or full-time job but also transitioning. Making that transition over to being an entrepreneur because there had to be, Joshua.

There had to be something inside of you that said, “I don’t want to have a job forever. I believe that I can grow a business. I can have a business. I can run a business. You’re not listening to inspirational things like Napoleon Hill and the hip-hop preacher.” You didn’t already have it inside you that said, “I want more. There’s more to it.” Speak to those people that are like that. That hasn’t started yet but they’re getting ready.

One thing I wanted to say about that is care enough not to care. It basically means you want to care enough about what you want out of life to better yourself. Not to care enough about the things that are going to stop you from going to get those things. Basically, you got to care enough not to care. When I’m at work, I’m streaming YouTube inspirational stuff, not the kumbaya stuff but the stuff that’s telling me to move forward and push through any type of pain that you may be feeling. I always say things will work themselves out as long as I’m breathing. You don’t have to worry about any problem that you have. Keep moving forward.

I teach my son now that failure’s good and he’s only two. I figure if I start off young. If he falls, I’m like, “It’s great. Keep it up. Keep going.” Our social constraints make us want to say, “I don’t want my friends to see me fail.” We’ve all failed. It’s a part of it and it’s such a good thing, failure because it teaches us about success. We know how it feels when we finally do get there. I would tell people, like I said, care enough not to care and take into their own account what do they want? Don’t care about what other people have to say when they ask you or if it’s weird. It’s always going to be weird to somebody who’s never seen it or hasn’t done it. Until you do it enough, then it’s not going to be weird anymore. Keep forward. Keep pushing forward.

Thank you so much. Honestly, this has been fantastic. I love that you’re putting together this business and still working. I see you transitioning to this full-time and having that consistency and that pipeline and everything moving and exploding. It’s staying consistent and not making $22,000 and stop. It’s making $22,000 and being more inspired than you ever were before because you know that you can keep going to new and bigger and keep going. Incredible. Thank you for being on the show.

Anybody out there that is interested in joining the most proactive group with Joshua, you got to go to WholesalingInc.com/TTP. Check out what the program’s about. Check out all of the testimonials. You are going to have to scroll for a while because there are a lot, so check that out. If it feels good in your gut, sign up for a call. I’d love to work with you personally.

It’s worth it. Do it.

Joshua from Gonzales, Louisiana, thank you so much. Love it. Everybody out there, thank you again for reading this episode. I encourage you, as always, to talk to people. Until next time.

 

Important Links

 

About Brent Daniels

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

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

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

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

Leave a Reply

Your email address will not be published.

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