Posted on: November 11, 2019

Today’s special guest is a force to be reckoned with as far as virtual wholesaling goes—on average, he closes 4 – 6 deals a month (earning as much as $22,000 per deal!) doing remote calls straight from beautiful Mexico!

John Carney is Brandon Barnes’ exceptional acquisitions manager. Brandon Barnes is a rockstar rhino based in Georgia. He runs REI Live in Atlanta (Click here to learn more about REI Live in Atlanta) and John is undoubtedly his most prolific and successful acquisition manager.

Ever the go-giver, John candidly shared many of the tips, tricks, wisdom, and insights he lives by that has helped him achieve the massive success he’s currently enjoying. Make no mistake about it, virtual wholesaling is not as straightforward as it seems but John breaks the whole thing down to simple steps so it’s easier for you to emulate his processes!

So many gold nuggets in this episode, you better have a pen and paper handy. We even threw in a free bonus! CLICK HERE to claim your FREE copy of the virtual wholesaling script!

Key Takeaways

  • How he became an acquisitions manager
  • The average size of his deals
  • How he does deals over the phone
  • How the phone calls are passed to him
  • What he’ll tell people who are starting out
  • Why money is in the follow ups
  • What he does prior to making calls
  • How he comes up with his numbers
  • Who should make the offer first
  • Method he uses when making offers
  • How he makes things work logistically
  • What percentage of his calls will require a visit
  • How long a typical call lasts when he’s negotiating a deal
  • Top 3 objections he gets from sellers and how he addresses them
  • How he deals with multiple owners of a single property
  • How he handles the reduction
  • Advice he’d give to those who would like to follow his strategy
  • Resources and programs that has helped him
  • Obstacles he has encountered while doing things remotely
  • How he deals with the competition

RESOURCES:

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Episode Transcription

Tom Kroll: Hey guys, welcome to another awesome episode of Wholesaling Inc. I am so excited to be with you guys today. I have an amazing guest who is going to give you direct information that you could use. Guys, this is something that is so incredible. I’ve got a guy on the phone right now who is the acquisition manager to one of our most successful students. He is doing four to six deals every single month, but here’s the kicker guys. Here’s the catch. Are you ready for this? Are you guys sitting down? If you’re driving, don’t drive off the road, because I was so excited to tell you this. The individual I have on the phone is doing four to six deals per month over the phone in a different location. He lives in Mexico and he’s the acquisition manager for somebody who lives in Georgia and they are doing these deals over the phone. I am so blown away. I know this particular student, his name is Brandon Barnes, in Georgia. He’s a rock star student. He’s been super helpful in the tribe. He runs REI Live in Atlanta. If you guys are in Atlanta or Georgia, I would definitely recommend checking out the REO group that he runs and his acquisition manager is John Carney, who lives in Mexico, and is doing all these deals from Mexico.

Tom Kroll: So I’m so excited guys. Today’s going to be a great show about how to do deals with an acquisition manager or if you’re the acquisition manager of your business, how to do them totally remotely. You guys know me, I am going to deep dive. I’m going to hold John’s feet to the fire and we’re going to ask him every question that you guys want to know so that we can go out and do the same exact thing. I am so excited. My name by the way, is Tom Kroll. If you don’t know what Wholesaling Inc is, or wholesaling is, wholesaling is the art of consistently finding discounted properties. That’s it. It has nothing to do with your exit strategy and even less to do with real estate. So, if you want to make a fortune in a short amount of time, find out what wholesaling is. It’s the art of consistently finding discounted properties. And if you can get good at that, you will make a ton of money.

Tom Kroll: If you have more questions about it, you can always head on over to Wholesaling Inc, WholesalingInc.com, fill out an application and if we like what you have to say, we might even invite you in to be a rhino. So without further ado, let’s get started. I want to deep dive. This is the no fluff, no BS zone. Let’s get right to the meat and potatoes. John, are you on the phone? Can you hear me okay?

John Carney: I sure can.

Tom Kroll: All right. Thank you so much for doing this. I mean, I always say guests have a busy schedule, but I know you legitimately have a busy schedule because you are doing a ton of deals over the phone. Before we get started into the details of how you’re doing what you’re doing and exactly what you’re doing, so our audience can do the same thing and have even better results than you. Can you tell us a little bit about yourself and how you kind of got started and how the heck did you become Brandon Barnes’ acquisition manager all the way from Mexico? So what is that all about?

John Carney: Well first off, thanks for having me. It’s a super honor to be here. So I started, I lived in Mexico, I grew up here and then I came back, went back to the United States and did a little college, did some time in the Marine Corps and then eventually moved back to Mexico and being in Mexico looking for something I could work remotely. And I came on with Brandon Barnes and B&M Property Solutions like a year and a half ago. And I started out as a prospect or as a cold caller, and the opportunity was there for me to jump up into the acquisition manager, lead manager spot and I jumped in and here we are, in a nutshell.

Tom Kroll: First of all, we’re honored to have you on the show. Thank you for your service. That’s awesome. Very, very cool. Thank you for your service to our country. Let me ask you this, did you actually come across an ad that he was running? Is that how that happened?

John Carney: Yeah. Yeah. So, actually I was looking for work actively online and came across his ad, I put in my resume, etc, and did the interviews and made it, got on board, and started as a cold caller.

Tom Kroll: I think that’s awesome. So, you actually started as a cold caller for Brandon. I guess was he using something like the TTP program, the talk to people program? Or was it just cold calling? Like cold homeowners? Is that what we’re talking about?

John Carney: Yeah, like using lists from list source and I believe just list source and having those starting out, having conversations, just seeing if they’re interested in selling their home.

Tom Kroll: Got it.

John Carney: If they are then that’s a lead.

Tom Kroll: Okay. Now, John, I’m totally blown away here because I know Brandon and Vanessa Barnes, they are, besides being a total rock star rhinos and an awesome couple with a beautiful family and just really awesome people. As a matter of fact, I had them, I have a summer home up North and they came to it and we spent some time together. They are awesome, but I also know they’re very successful. And from what I understand, so you’re doing four to six deals pretty much every month in Georgia. Is that accurate?

John Carney: Yeah. That’s accurate.

Tom Kroll: Okay, that’s amazing. And what is the average size of your deals?

John Carney: I think right now it’s about 22, 23 thousand.

Tom Kroll: 22 thousand dollars per deal. I’m totally blown away. So here’s what I’ve got to figure out. The way that we do a lot of these deals, in my company, the way we do them is we actually send the acquisition manager out to the property and there’s a whole entire little protocol that we follow, a process of how Daniel can put these properties under contract and then buy them and close them and resell them. I don’t know, are you guys assigning most of your deals or double closing?

John Carney: Most are double closing. Yeah.

Tom Kroll: Okay. So let me ask you a question. Take me through this because our audience wants to know how the heck are you doing these deals over the phone? I want to know how do you build a rapport, how do you build trust? How do you logistically actually get the contract signed? Because we have a whole little process we follow. So, let’s break this down. So first of all, the calls go out and then the phone calls come back in, right? So, the direct mail or the marketing goes out. Are you guys using direct mail or what is the marketing channel that you’re using?

John Carney: I don’t believe we are using direct mail, at least not now. It’s not a lot. Really like it is, it’s the prospectors, the cold callers calling a list, talking to someone and saying, “Hey, do you want to sell your home? Cash, as is.” And then the people that are interested get transferred over to me and then I call them and take them through the process.

Tom Kroll: Okay, so let’s break that down. So you are doing cold calling. So anyone who’s interested in cold calling, we have an awesome program called TTP, run by Brent Daniels, an amazing guy. So they have cold calling, they’re cold calling their list and then the homeowner will on the cold call, they’ll indicate, “Yes, I’m interested in selling my home.” Now first of all, is it a live transfer or do they schedule a call and a time for you to call them? Or is it just kind of haphazardly like they pass it over then you call them when you can? I don’t want to say haphazardly but do you just kind of like have so many leads you’re calling when you can get to them or what does that look like?

John Carney: Right, yeah, so they pass them over. Usually the turnaround is anywhere between one and three days. Usually. That I at least try to make contact with them and call them back.

Tom Kroll: Okay. So John and Sally Smith say, “Yes, we’re interested in selling.” Then the cold caller will pass the call to you. How do they pass the call to you? Are you guys using a CRM?

John Carney: Yeah. So, we were actually in Mojo, so they were just assigning it to me and then I would have it as a call that I could go through and call them. And right now we’re switching over, making the transition to Call Tools. So it’s a little bit different there as well. But essentially, yeah, using a CRM to pass it to me and then I call.

Tom Kroll: Okay. So you call them back within one to three days, which is a long lag time. I’ve got to tell you, that makes me a little nervous, but it sounds like it’s working. So what can I say about it? That’s awesome. You call them back and you are now dealing with a person. The only thing you have for them is, what information do you have? The address and I would imagine you have the address, right? Or what information are you receiving typically from that CRM before you call?

John Carney: What the prospectors are gathering, the cold callers are gathering is info on the, we do the five pillars, situation, motivation, condition, price, and timeline. The situation, what is going on with the house. This is a rental property. It’s vacant. Why? Ultimately the motivation. Why do they want to sell? What ballpark price are they looking for? When do they want to sell? And any other pertinent info. But that’s the meat and potatoes of it.

Tom Kroll: And you have the address.

John Carney: Yeah, address on each, of course, yeah.

Tom Kroll: Okay. Now let me ask you a question, a lot of new wholesalers are listening and they’re saying, “Yeah, but John, a lot of people, they kind of keep information tight to the chest. They don’t really want to reveal why. Or they’ll say, ‘I’m really not picking up a lot of sellers who are super motivated to sell right away.'” What can you say to the people who are just starting out, who are kind of like, they don’t hear motivation? Are there things that you’re listening for where you would say, “Hey, with your experience, these people, even though they don’t sound motivated, they really are.” Or are you just finding like a whole bunch of people who were just like, “Oh John, I’m so glad you called. I’ve been waiting. I’ve been sitting here by the phone waiting for your call.” Can you kind of speak to that a little bit?

John Carney: Sure. Not to many of the latter. No, but ultimately, especially now, something I’ve noticed recently is I think people are getting called more and more. They are definitely keeping that information more to the chest but it’s the prospectors job, and mine, to basically just have a conversation and figure out, are they motivated? Do they want to sell? And ultimately can we do business? And if we can’t, well that’s all right. Onto the next. And if we can, great.

Tom Kroll: Okay. A few quick questions. Number one, just out of, because I know people are listening, they’re going to be setting this up at their home office. So, my first question is, are you finding that most of your deals are closing on that first phone call or are you finding that there’s a lot of follow up calls that you’re making all day?

John Carney: Money’s in the followups. Yeah. You’re following up. I think we were looking at, I was just trying to run some numbers on my own. I think average times that I have to try to connect with someone, now maybe it’s I call and they don’t answer. I leave a voicemail, I sent a text, I send an email, but as far as touches that I make for a deal to actually for them to sign, I think it’s like eight to 10 roughly.

Tom Kroll: Beautiful.

John Carney: Don’t quote me on that but it’s quite a few. Very rarely is it, they call, they pick up, I make an offer, and they sign you. You got to keep working on them.

Tom Kroll: So, your day is legitimately busy with followup pretty much all day.

John Carney: Right.

Tom Kroll: Okay. What do you do before you make the phone call? Because you have the address. A lot of people are wondering, “Okay, I’m going to call John and Sally Smith and I have this information.” Are you actually researching what you’re going to offer them before hand? Do you have any idea? And then my follow up question to that, John, is going to be how do you determine your … A lot of people in our industry, they use maximum allowable offer. We have a comping system at Wholesaling Inc, some people use ARP, which I’m not a big fan of, but I know a lot of people like it so that’s fine. So, my first question is, what kind of research are you doing before you get on the phone, before you try them, and then do you do anything with pricing or the house before you make that phone call or anything like that?

John Carney: 95% of the time I’m not doing any research prior. I get on the phone, if we use, for example, we’re using Mojo, you can dial three people at once and the first person that answers is who you talk to. So, it literally makes a beep noise. Then it pops up and I see a name and an address and I say, “Hey John, this is John Carney and you spoke with my partner about 123 Main Street and I was calling you back to get an offer to you.”

Tom Kroll: Oh, to get an offer to you. I like that. Sometimes on the show guys, when we have a rockstar, they’ll say something very quickly that I don’t think they appreciate the weight of but what John just said, guys, that is pure liquid gold, so everyone should rewind this about 20 seconds and listen to how he starts the call. Very, very cool John. I liked that. That’s a great way to start with an actual bait, instead of an empty hook. So, that’s very cool. Okay, so now John and Sally are starting to indicate that there’s some motivation, right? You can smell that there’s somebody who’s a little bit maybe interested in getting an offer from you. Take me through this and I’m not usually so granular on the podcast but I really want to in my belly understand what you’re saying. So, John and Sally, you could kind of tell, they’re kind of interested, they’re open to getting an offer from you. Take me through that call. How do you end up ultimately doing that and how do you come up with your number?

John Carney: So, you know, I actually have, if you can hear me fluffing papers, I actually have a script right here in front of me that we stick to. But ultimately I pick up the phone, I introduce myself, I tell them who I am and what I’m calling for, and ask them permission to have that conversation. If they say yes or call me some other time and then I start asking them questions about the property. I try asking them about reasons why they’re selling, open ended questions, really I just try to get them talking and focus on having a good conversation, which some people like to have and some people don’t. And as I’m doing that, I am clicking into Zillow, clicking into Google Maps, and starting to figure out simultaneously what we can offer. What’s the number we’ve got.

Tom Kroll: I love it. So first of all, if you’re okay with it, I’d like to get a copy of the script and if you guys, what I’ll do is I’ll put it into the show notes and this way you guys can see it, but we’ll definitely do that. But what we’re going to do is I want to ask you, so first of all, a few quick questions, because this is where the meat and potato is, right? Who makes the offer first? Do you ask them for a number of what they’re thinking or do you actually go out and make a number offer first? How would you describe that process?

John Carney: Well, always trying to get, everybody knows that if you throw out the number first, you lose. A lot of people you talk to already know that and really refuse to throw out a number. So I ask a couple of different ways, “Hey, just give me a ballpark. I won’t hold you to it. I’m just trying to gauge where you’re at.”

Tom Kroll: I love it.

John Carney: Just trying to see what you’re thinking.

Tom Kroll: I won’t hold you to it. That’s great. That’s so good. Okay, go ahead. Go ahead. I won’t interrupt you.

John Carney: And if they’re adamant, and I’ve noticed recently there’s a lot of people who really, I mean they know what you’re doing, they say, “Hey, you called me you, you go first.” I say, “Okay, fair enough. No problem at all.” So, then I would throw out a number then, but I would throw out a low number. We use the Akkerman Method.

Tom Kroll: Okay. What is that?

John Carney: It’s, you take your 100% of what you can offer. So if you can offer 100,000, your first offer will be at 65%, your second offer would be at 85%, your third would be at 95%, and then your last and final offer would be at what you can offer, a hundred.

Tom Kroll: Wow. I really, really, really like that. That’s interesting because a lot of people, especially when they’re new, they really struggle in that arena. So John, that’s a massive, massive gold nugget. I’m really impressed. Okay. So now you’ve got John and Sally, you guys agree on a price. Now they must have some questions. Do they ever ask you, “Hey, where are you located?” Or that’s number one, is the distance or is the virtual aspect of this, does it ever pop up as a problem? And I want to know how do you actually get them to sign the physical contract? What does that look like?

John Carney: So yeah, we have a part of our script also, we have a whole page dedicated to once we get through. And of course, you know, building rapport and talking. And once we do get through, we make the offer. We do agree and I explain our process very clearly in great detail going into everything. That usually takes, I don’t know, anywhere from five to 15 minutes, just me explaining what’s going to happen. So they know what to expect. And there’s no surprises on anybody’s part. And I think that that’s being blunt and just completely honest and upfront about what’s going to happen. Ends up allowing to, not only do they sign but then actually allows there not to be issues and for it to close.

Tom Kroll: So as far as it doesn’t allow there to be any issues and it allows it to close, how are you mitigating that?

John Carney: So a lot of times, especially on our end, I’ll say, or a good rebuttal they’ll always have is, “How can you make this offer without seeing the property?” And so I say, “Hey look, we’re buying it as is. Based on what you’ve told me,” because I do ask a lot of questions about the condition. Ask about what’s going on. Ask about bedrooms, bathrooms, how old is the roof? Have there been any updates to it? What’s going on with the place? And based on that I can make our offer and we can stand by our offer. If we do purchase, if you do decide to move forward, my partners will go out there, they will take a look at it, they will do a walkthrough, we will probably show it to our buyers. We will probably be listing this as well. So, I kind of go through the whole process of what we do and at every point checking, because there’s always going to be some questions. Some people really understand wholesaling and there’s no problem. But there’s a lot of people who really don’t, so explaining what it is to wholesale and getting them through that. So, they’re comfortable with it.

Tom Kroll: All right. I got it. And logistically, how does that work?

John Carney: First and foremost, the first option we try to do is email it and we use DocuSign. I think we just switched to Insure Sign actually, which is basically electronically they can go in and they can sign it. That’s the easiest way because they just sign it, it happens instantly and we can move forward. There’s sometimes some people that might need a personal visit and then which case my partner Jaylin can hand deliver it and then talk to them and have it signed that way. We have people fax them back to us. Sometimes we use mobile notaries as well.

Tom Kroll: How many of these deals are actually locked up, or I should say put under contract, just with you on the phone and what percentage actually require that visit?

John Carney: I would say honestly 95% over the phone.

Tom Kroll: That’s awesome.

John Carney: We really don’t, I mean, I really try not to send somebody out there. I do everything I can to get them to sign it virtually.

Tom Kroll: How long does the typical call last when you have somebody who is going to sign the contract, where you’re going to do a deal, when you finally make that final phone call to do the sales pitch here, or the negotiation, how long does that typical call last?

John Carney: It can go anywhere between 15 minutes and an hour and a half. That’s not very narrowed down but it really just depends.

Tom Kroll: No. But that makes a lot of sense to me. And it’s exactly what I would’ve thought that you would’ve said. That makes a lot of sense. Let me ask you this, top two or three objections that you get from sellers and how do you answer them? So you’re on the call with people, they’re interested and you can sense there’s definitely some motivation there and they want to sell the property. What are the top two or three objections you get from the sellers and what do you do to answer those objections? And my other question is how do you handle it when there’s multiple people involved? Because one thing for instance that we do is when we go to the property, we always say, “Hey, we want all the decision makers there. So if it’s a husband and wife or two sisters and a brother, can you please have everybody at the property?” So I’m interested to know what are some of your common objections and how do you overcome them and how do you deal with multiple owners on a single property?

John Carney: Great questions. You are getting into the meat and potatoes.

Tom Kroll: Oh yeah.

John Carney: The one, I’d say my all time favorite rebuttal or objection is, “You’re just going to give me a low ball offer.” “Oh, it’s going to be some low offer. You’re trying to steal. I want to sell my home. I don’t want to give it away.”

Tom Kroll: Okay.

John Carney: So my answer is always something like, “Hey look, I’m not going to try to give you a low ball offer. I’m calling because I want to try to do a deal, but if you have some time, let’s talk about the property and let me tell you where I can be at and if that works for you, great. And if it doesn’t you can hang up the phone and I won’t call you again.”

Tom Kroll: Right. Okay. So you kind of pull away.

John Carney: Pull away and just be up front saying, “Hey,” because ultimately it’s true. I don’t want to call somebody and make an offer that they don’t like and they cuss me out but sometimes it does happen. So I guess my general pitch is like, “Look, I’m not going to waste your time. I don’t want to waste my time. I just want to see if we could be a good fit.”

Tom Kroll: Right. Okay. And what are some of your other common, or anything else that you can think of that you deal with where you kind of answer an objection that the seller might have?

John Carney: The other common one would be in terms of the process, like with wholesaling. “Oh, you’re going to have people come in and look at the place and then if you don’t want to buy it, if you can’t find a buyer for it, you’re going to back out and I’m going to be left stuck.” Is another common one that I get. For that, I say, I explain the process even better saying, “Look, sometimes that has happened, but it’s the exception, not the rule by all means. And we are upfront, transparent and honest. This entire conversation I have told you exactly what we’re doing and exactly what we can and what we can’t do. And you can expect that throughout the whole process. If we don’t think this is going to work, we’re going to tell you as soon as possible and figure out a way around it or whatever we can do. But we’re not going to waste your time.”

Tom Kroll: I love it because it’s honest and honesty is the best policy in these procedures. So really, really, really awesome. So John, this is amazing. You’re a rock star, brother. So, all right, so now the deal is done. You have the property under contract. Then at that point I guess you’re the acquisition manager. Does the disposition manager go and then I guess at that point it’s kind of out of your hands or are you still involved with the process after that?

John Carney: It’s pretty much out of my hands. I mean I’m working with them explaining nuances or something with every property of course. But basically it’s out of my hands. Sometimes I might come back and talk to them. Just throughout the process, just kind of checking in, making sure that I handle … I also do have a good handoff conversation with the dispositions manager. “Hey, this is my partner, Vanessa or Jaylin. They’re going to be calling you.” I kind of pass the baton to them and a lot of times I will call back if we do need a reduction, I’ll call back and try to get the reduction.

Tom Kroll: Let’s talk about the reduction. Do you do an inspection? Do you have an actual inspector come out to each property or is that just based on what the disposition manager is seeing or how do you actually handle the reduction?

John Carney: So really we haven’t been doing an actual inspection. We just basically have been doing walk throughs. We call it, I say it’s a walk through/showing. We’re going to get a walk through, get a feel for the condition, a more detailed feel for it and have our people look at it and have our potential buyers look at it.

Tom Kroll: Got it.

John Carney: Explaining to them what’s going on. So they’re expecting people to come by and there to be more than one person. It could be potential up to a dozen people coming to look at the place.

Tom Kroll: Awesome. Okay, so got it. 10/4, very cool. I think that this is awesome. I’m going to ask you some other questions that are now a little bit higher level, 50,000 feet, but before I do, if anyone is about to implement this system in their office, are there any tidbits or things that I’ve missed? Anything that you would say, “Hey Tom, before we move on to anything else, if you’re going to set this up in your office, here’s what you need to know,” or anything that I might be leaving out here?

John Carney: I mean, ultimately I think what’s made me successful or as successful as I’ve been, is a balance between, I guess you could say grinding it out because you’re going to be calling people. I call a lot of people, I make a lot of offers, not a lot of those offers come back, but there’s some that do come back and work and it’s great. So, it’s a process between being able to balance and stay motivated and push through and grind it out. And then also being able to recognize when you do get somebody on the phone who is motivated, and with everybody you’re doing this, but really what ultimately causes someone to sign and actually go into contract is the amount of rapport that you built with them.

Tom Kroll: Oh, so key. John, you’re a rock star brother, so I love it. I totally agree. You’re awesome. Obviously, I mean, you might’ve been born awesome, right? But how did you get so good at this? Is there any … If someone is thinking about, “Hey, I’m an acquisition manager, I’d love to be able to work from home in a foreign country and just kind of do this as either a side income or a full time income.” Anyone who’s specifically interested in being a remote acquisition manager for someone. I know for sure, I’ll shout out to my client Ray in Hawaii, who is definitely going to be interested in this podcast episode, but what would you say, are there any resources or programs or something that you’ve done that kind of uniquely positioned you to be qualified to do this?

John Carney: Ultimately it was Brandon Barnes. Brandon Barnes really just taught me everything from start to finish and is constantly providing feedback for me. I’m probably going to mess up the name but I did also look into and do a Todd Tobeck course. I forget the name of it.

Tom Kroll: Todd Tobeck. I don’t know if I know him. Oh, no, no. My brother, Todd Tobeck.

John Carney: I figured you might know him.

Tom Kroll: I love this whole conversation.

John Carney: This is obviously straight gold.

Tom Kroll: Yeah, Brandon Barnes is my student, which I love. I’m so honored to be able to call myself his coach and Todd Tobeck is my older stepbrother, which is why we have different last names. But he’s the one who got me involved. Did you take his No Limit Sales Training?

John Carney: Yeah. No Limits. Yeah. That was the one.

Tom Kroll: Okay. So, that’s awesome to hear. And we have, for any listeners to the show, we will put this link in the show. I think it is WholesalingInc.com/sales. And if you go to that link, there’s a massive benefited discount for picking up that No Limits Sales Training program. That thing is a game changer. I mean, Todd taught me everything I know. So yeah, I got to give him credit. But yeah, for anybody who’s interested in that, there’s a huge benefit of going through the podcast to get access to it. So John, that’s amazing stuff brother. I’m really impressed. Most of the people that I speak with on the show are going to the appointment in person. And as I’m speaking with you here in the studio, which is just my studio, I call it, it’s my home office. But as I’m speaking to you, my other brother Daniel Tobeck, just walked in, who does the acquisition management stuff for us and Daniel, I’ve got John Carney on the phone. Now, John, he can’t hear you, but Dan, this is an acquisition manager that works with Brandon Barnes. He lives in Mexico, works from home, is killing it. Four to six deals per month, $22,000 average deal. Any questions about getting deals when you’re not with the homeowner?

Daniel Tobeck: Hey John, how’s it going? And I can’t hear you. So, I’m sorry.

Tom Kroll: Hold on. I’ll give you one of my headphones. All right, now we’re sharing the headphones. This is very intimate. Go ahead, Dan.

Daniel Tobeck: Hey John, how’s it going?

John Carney: Good. Good.

Daniel Tobeck: Awesome. So yeah, I had a similar question that Tom already posed. So, being that you’re in Mexico, all your appointments, essentially, they’re not in person, I’m guessing you’re locking everything up over the phone. What’s the biggest obstacle and how do you overcome that obstacle with not being in person for any of the deals? How do you avoid the competition aspect of it? How do you avoid not being face to face, or belly to belly with your seller?

Tom Kroll: So John, that’s a great question about, a lot of wholesalers these days are saying that there’s a lot of situations where there are homeowners who are receiving multiple postcards or multiple phone calls. How do you deal with other wholesalers in your deals?

John Carney: I mean, ultimately, I mean it stinks. You are going to lose some deals, right? There’s going to be somebody, I was just looking at one that I had set a followup for. She said, “Call me back in a couple months,” and of course I called her back like in a month, not a couple months.

Tom Kroll: Right. Awesome.

John Carney: I called her back and I just saw that the house sold and it sold for like 10K under what we could have done. I was like, “Oh man, that stinks.” But it is going to happen. Ultimately, like I said, if I need to, if I sense that somebody needs a little bit more like a personal touch, I do send my partner out there, Jaylin, or sometimes even Brandon Barnes, will go out there and if Brandon Barnes goes out there, you know it’s going to be a done deal.

Tom Kroll: Oh, yeah.

John Carney: He’s the heavy hitter that I bring in for difficult situations.

Tom Kroll: I love it. So do you actually set that expectation? So, for instance if they say, “Well, I’m talking to a few different investors and I’ve already gotten some pricing.” Do you kind of stop the process and then send somebody in face to face or do you have another way to kind of skin that cat?

John Carney: Yeah, I mean, it sort of depends because it depends on if there are … ultimately it comes down to motivation. Are they truly motivated? Are they actually a good fit? A lot of it does come down to figuring out where they’re at, where your ballpark would be important. Because if they’re motivated, they say they’re talking to investors, but they’re 50 grand above what you can do, well then what’s the point? You know?

Tom Kroll: Right. I love that.

John Carney: So, getting them through the process, trying to get them to sign and say, “Hey look,” and actually we just had one this weekend and he actually had to cancel on me but there was one, he was an older gentleman. We are in the same ballpark. We can do a deal. He is motivated. But he said, “Hey look, I just want to meet somebody.” I said, “Hey, no problem at all. We can set it up. I’ll get my partner Jaylin out.” I think he’ll be going out there tomorrow or Wednesday to talk to the guy, take a contract out there and take advantage and actually walk through the property as well. And then lock that up.

Tom Kroll: John, I got to tell you, one of my favorite podcast recordings of the entire season of the entire year. And I got to tell you that this is so amazing. You are a great guy. Served our country, lives abroad, works from home, makes a killing. And I’m super honored to know you and have you on the show. Thank you so much for sharing all this valuable information with us, brother.

John Carney: No problem. Thanks for having me.

Tom Kroll: Absolutely. So I’ll tell you what, if you guys can, I am going to put a link to the sales training program that John took. We’re going to, because we have a special, anybody who goes through the podcast gets a massive discount and a massive benefit also. And I’m also going to put a copy of the script that John uses in the show notes. What we might do is we’ll talk to Darren and see if we could put that as an email, but I will tell you John, this has been an amazing interview. I am so looking forward to getting this one out there to all of the rhino fans and listeners and followers and students because you’ve added a ton. Thank you for the contribution, brother. Really, it was very cool.

John Carney: No, thanks so much for having me. You guys are awesome. I was actually just listening to one of your podcasts like last week. It was on what to do when you’re in a slump, which I’m not in a slump, but, you know, it’s good to have it.

Tom Kroll: Yeah. Hey. Oh, I have so much advice. Don’t get me started. We can go on to a whole other 30 minutes. It’s awesome. Awesome. John, thanks so much. Go enjoy the enjoy that beautiful Mexican weather and I appreciate your time today, bro. We’re going to have you on again for sure. That was awesome.

John Carney: All right. Thanks so much.

Tom Kroll: All right. Talk thought you soon. Bye, bye. All right guys, that was John Carney in Mexico, an acquisition manager for Brandon Barnes. What a rock star, what a goal giver, what a just total sweetheart. I don’t guys always get, “Don’t call me a sweetheart.” I know, but I can’t help it. This guy is a rock star, so very, very cool. I was so honored to have had him on the show. I hope that’s a huge help for you guys and we’re going to put all that information in the show notes for you for your benefit, so that you can cut through all the fat, get right to the meat and potatoes and get started on your first or next deal right now. If you want to find out more WholesalingInc.com, fill out the application and we’ll bring you in to be a rhino. All right guys. Have a great day and until next time, talk to you soon. Bye, bye.

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