Posted on: November 28, 2019
WI 329 | Wholesaling Business

 

Have you been wanting to take your wholesaling business to the next level but don’t know how? Listening to today’s episode would be a good place to start!

Today’s special guest is TTP (Talk to People) program’s top guy, Brandon Barnes. Aside from being TTP’s top performer, Brandon is the owner of Mighty Estates Holdings, Inc., the co-founder of B&M Property Solutions, and the operator of the REI Live! Atlanta monthly meetup. Brandon has graced the podcast 2 years ago, back when he was still developing the proactive business philosophy. However much has happened since then. Today, Brandon is now the owner of a successful wholesaling business that generates almost a million dollars annually!

If you’re in the lookout for that secret sauce that can take your wholesaling business forward, you can’t miss today’s episode. Brandon not only shared his inspiring journey, he also shared several tips and insights that can help take your wholesaling business to the next level!

RESOURCES:

Next Level Insights From Brent’s Most Successful Student – Brandon Barnes

Episode Transcription

Thank you for spending your Thanksgiving Day with us, and from the entire team here at Wholesaling Inc, we want to wish you and your families a very happy Thanksgiving. I also want to remind you, in case you don’t already know, we are doing something special. We are doing something that we’ve never done before to celebrate Black Friday.

As Wholesaling Inc is the number one real estate wholesaling coaching program in the country. Brent Daniels’ TTP Program is the premier program that teaches you how to find motivated sellers by picking up the phone and talking to people, TTP, Talk To People. Our vision here at Wholesaling Inc is to empower more people to create a life of financial freedom through real estate wholesaling. Both of these programs have done exactly that for hundreds, probably thousands of people now, and it’s our mission. It’s something that we love, and it’s something we believe in. When you join the Wholesaling Inc Rhino Tribe, you will receive $1,000 off the cost of tuition. When you join Brent Daniels’ TTP Program, you will receive a $500 discount.

If you have been reading this for any length of time, you know that Tom, Cody, and Brent are three of the best in the business. Now, you have an opportunity to work with each of them personally, helping and guiding you to build your own wholesaling business. In case you are wondering, you don’t need to have experience in real estate.

These guys have brought complete newbies to their first deals, and many onto building their own successful wholesaling business, so it depends on what your goals are. Some people want to make a few extra thousand dollars a month, while others want to build a seven-figure business. It all depends on your goals and what you want to achieve through wholesaling.

To take advantage of this incredible limited-time offer, you need to go to WholesalingInc.com and fill out an application form either Tom, Cody, Brent, or someone else from our team will call you to discuss your goals and whether or not we are a good fit to work together. This next part is important. We only have a limited number of spots available.

The truth is we can’t work with everyone who applies. When those spots are gone, they are gone. You got to hurry. Go to the website, fill out the application form, and if you are accepted into one of these programs, you will receive either $1,000 off the Rhino Tribe or $500 off Brent Daniels’ TTP program. Let’s get ready as Brent’s about to bring the heat on this episode. Again, Happy Thanksgiving, and enjoy.

If this is your first time reading this, welcome. You have stumbled upon the number one show when it comes to wholesaling real estate. If you are one of our loyal Rhino Tribe members that read to every single episode, welcome back. We love you. You guys send us so many comments. You reach out to us through social media and email and tell us the successes that you are having. We absolutely love it. That’s what we do this for. This channel is about instruction. This show is about giving you the action items that you need to be successful, and you are going out there and doing it, so congratulations.

I get this question all the time. Everybody wants to know, “Who is your TTP top guy?” Somebody that has taken your program, implemented it into their market and business, and it has exploded. It is my absolute pleasure to introduce the number one top performer when it comes to the TTP Program, and that is Mr. Brandon Barnes from Atlanta.

How’s it going? Thanks for having me back on.

This is incredible. We did an episode a few years ago, and you were getting going, starting to talk to people, and developing that proactive business philosophy. Before that, you were wholesaling, passionate about real estate, and doing some deals. Take us from a few years ago to where you are now, where you are running your business, and you are pretty much hands-off.

That’s the goal. A few years ago, at that time, I was still the only one making the goal calls. That’s tough because, at that point, I’m trying to call, follow up, do deals, put deals together via calls and attorneys, and meet with sellers and tenants. It was rough. At that point, I had maybe done $80,000 in TTP cold call deals. Fast-forward, we are blasting through $1 million in revenue, and I haven’t talked to anybody. It’s amazing how quickly that turned around.

Let’s talk about that because this is important. You have people that are starting, either they read these shows. If you are reading this, make sure you go to the YouTube channel at Brent Daniels – Real Estate and check us out. You can see us. They take the instruction, start using it, and get deals but take it to the next level where you take yourself out of it when you are delegating the responsibility of these daily conversations to somebody else. That’s where people have some problems. Walk us through what you did from I’m making these calls every day to now I feel comfortable pushing that off to somebody else, the engine of your lead generation.

First off, I have to go back and thank you because very early on, I called and said, “How did you get this going?” The first thing that you said is you hired people, and they are all Native American and able to reach out and have good conversation, so that’s the route that I took. A lot of people used VAs but I took that route and I stuck with it. You gave me how to pay them, how much to pay, where to find them, the script, and everything. Again, I appreciate that but it was all trial and error.

We went through 6 to 8 cold callers that first year. I was a little hardheaded. You told me $20 an hour, and I tried to be cheap and pay $15 an hour, and exactly what you said, I saw a different caliber of employees once I got going. They were independent contractors at the time but my team is now W-2 employees these days. We are able to attract better-quality folks. It starts with that spending the money, investing the time, and finding people that have an employee mindset, people that are willing to learn and develop, and very coachable. I’m pouring into them.

For me, it took a while to hone my leadership style but it was trial and error. You gave me the playbook, and I took it and ran with it. I learned from my mistakes and the fires. I started to hire a little slower and fire a little quicker but we now have two cold callers that have been with us for a few years. One has been there for a few years, and she’s a rock star and a grinder. I was making sure that I placed the emphasis on finding the right and quality people that were coachable.

A couple of things that stuck out there, you said, “Find the people that have an employee mindset,” and this is critical when you are hiring people to make these calls for you because what happens is people hear about what you are doing, the success that you are having, and want to be a part of it. “Let me make calls for you, Brandon. I want to do it. I want to start at the bottom of them. I will learn it.”

These people make calls for you. They do good and then start their own business. You have constant turnover, which is fine and great for them. I encourage it but if you want to keep people long-term, you want to train them and see the fruits of your efforts training them. You need to keep them around a while, and you are saying it all comes down to what the employee mindset is.

That could be helpful for people. There are folks that I will encourage to partner up and find somebody that can help them if they don’t have the budget to go out and spend $20 an hour. There’s a season for that when you are trying to get going and find somebody that wants to help out and make calls. If you are trying to turn it into a business now, you got to find the right employees that want to be an employee and dialed in with you for the long haul so that everything that you pour into them, you are getting it back and a great return on your investment over time.

We tried that. There were a few people that came onboard. I have somebody that sold insurance on the side. I had a personal trainer on the side. They had different interests. They were entrepreneurial. I have found out over time that they don’t make the best teammates on your team over the long haul. Personally, we have had a good experience with people that are a little bit more seasoned, that come from the old school that isn’t looking to job hop and just want a nice consistent paycheck.

They are putting in their hours, get their paycheck, and live their lives. Are you hiring people that are local? Are they in the United States? Where are these people?

My acquisition manager lives in Mexico but he’s an ex-pat. English is their first language.

A successful business starts with spending the money, investing the time, and finding people who have an employee mindset, willing to learn and develop, and very coachable.

They’ve lived here. They are Americans living in a different country.

That’s the acquisition manager. Our prospectors, we have 1 in Seattle, 1 in Louisville, 1 in Illinois, and another in San Diego.

How did you find them?

On Indeed.

You posted the job posts on Indeed. How did you filter these people out to make sure that they were the right people for you?

We took them through the gauntlet and title back, talked about where they have to follow our instructions on how they apply for the job, and then asked for audio or video submission of them reading a script so that we can hear them. The next step is to schedule some time with me, and then we will do a two-day paid audition. We will give them a script and some training.

The funny thing is back in the day, I used to give them your training because that’s what I used to learn, so that was their training. We let them dial for a day, three hours. They talked to me for a little bit beforehand. I listened to their first day overnight. I gave them some feedback on day two, let them dial again for three more hours, and if they’ve got better and seem like they will be a good fit, we will invite them on but it also gives them a chance to see if it’s a good fit for them. There are people that I will get that first, “Go pound sand,” and like, “I’m done.”

That’s a light response. I get it. It’s interesting because all of my callers are Americans living in Costa Rica. You talk about the employee mindset. I’ve had the same callers for a couple of years now because there are literally no other jobs for them in Costa Rica. If you move to Costa Rica and you are not already retired and independently wealthy, you’ve got to work but it’s paradise. They want to stay and live there.

It’s very easy for them to go there from the United States but there are not a lot of opportunities. It’s a socialist country. You have to find unique opportunities. They have a couple of options. They can either do customer service, which is a nightmare over the phone in a call center or they can make outbound calls for real estate investors and source in real estate opportunities.

I use the company, Call Motivated Sellers out there, CallMotivatedSellers.com, if you want to check them out. They hooked me in with these people but it’s the employee mindset. They show up and put the hours in. If these people are in Phoenix, there’s no way. I’ve had over sixteen people that I’ve had in Phoenix come through over the last couple of years of doing this because they want to come in and try it but then they are soft. It’s not that they are soft because that’s their personality. They are looking for a better opportunity.

It makes sense. There’s so much opportunity out there. That gets me into my lead manager. This is something that we’ve done. I originally wasn’t a believer in this because I came up with Tom Krol and yourself where, “You go and talk to a motivated seller. You are belly to belly and locking up the deal in person,” but we had some good advice. This Wham Lease was doing the virtual thing, even in their market.

Our acquisition manager and the lead manager were originally a prospect there. He was the one in Mexico dialing into the US, a former Marine. He’s able to connect with a lot of people. He was so good. He was disciplined. He was going after higher education. He got a Master’s and put himself online because he’s in Mexico. He was coachable. I saw that in him and promoted him to the acquisition manager. He’s locking up two contracts each and every week at a bare minimum. We are doing good things with that. All he’s doing is following up. He’s taking people to the script at another level. He’s having longer conversations with them, and he sends them an offer.

How does this work? Let’s look at this like a funnel or a process map. You get a list of distressed properties, whatever it is, driving for dollars, tax default, pre-foreclosure or code violations. It’s endless. You then take that list and get the phone numbers and skip trace them. Who do you use to skip trace?

We use LexisNexis.

You have your own account, so then it goes to your dialer. What dialer are you using?

WI 329 | Wholesaling Business

Wholesaling Business: It’s important to have an employee that’s going to be there for the long haul because if you spend all that time with them and he’s going to turn around and jump ship the next month, then you have lost so much time and energy pouring that time to help them see things as you would.

 

We use the Mojo.

You use the Mojo Sells. You’ve got people around the country making those calls, and then you get a lead, and that lead goes to?

Our leads then go into a group that stays in Mojo. Our prospectors are going through, if it’s a lead, they group them as a lead. Also, they set up a follow-up for my lead manager. He comes in every day and looks at the calendar, and dial through all the follow-ups. He is power dialing the follow-ups. Instead of a process, the prospector gets a lead, sends it over to Podio, and my his last, picks up and hand dials them. They are, instead, grouping them in Mojo, setting up follow-up tasks for him. He gets to power dial that lists straight out of the calendar in Mojo.

Your lead manager is located where?

He’s in Mexico.

Is this your acquisition manager?

This is my acquisition manager. I spent a lot of time with them. I went over the map. I’ve shown them how to comp properties in multiple different ways, whether it’s a fix and flip, buy and hold, and he’s looking for light houses. If he finds a comp, he takes $20,000 off of that, and that’s his MAO, and he’s got an anchor lower than that.

What’s MAO?

It’s Maximum Allowable Offers.

That’s an interesting point because, in my business, it is very difficult to train people on valuations. We anchor low as much as possible but once it gets into the nitty-gritty, how did you train them? Maybe people that are starting and getting used to this, the toughest part when you start is, “Is this deal or no deal? How big of a deal is it?”

That’s the toughest part, even for myself. The biggest thing is that he was trainable or coachable and bright.

Is this something you do online? Do you do it on Zoom call?

Yes, sharing screens. Anytime he has a deal that he’s iffy on, we will hop on a screen share and then we will look at the map on Zillow together. We will click through properties and try to find a similar comp property or a property that is similar to that. W are looking for another home with similar square footage, age, and structure that’s sold as-is. Whether it’s move-in ready as a rental, you can get a feel from the pictures or if it’s sold as a fully-renovated property, I’m going to look at the price history and see what it sold at before that. Every comp doesn’t have that data but you can get a feel for what was that sales price to the investor.

What are the buyers spending on?

That’s all we are looking for. That’s all we are concerned about. I’m not worried about repairs as much because it’s a volume business. Our maximum allowable offers are $20,000 less than what we think it would sell for, then we should win. When we do enough of that, there are offers that will stick. That’s our thing. We do it through DocuSign. The VA takes care of sending the offers. You set a task with them that he keeps on dialling.

Hire a little slower and fire a little quicker. Make sure to place emphasis on finding the right and quality people that are coachable.

What I did with my acquisition manager before, he’s now my disposition manager. He sells them all. I would pull ten addresses that were tough to come. I would send it to him, and then I would comp them, and then he would comp them, and then we would look at the notes. I tell him, “This is why I think that this is the price.” He’s like, “This is why I think this is the price.” I did that week after week. He knew my brain. He knew the opportunity because sometimes comps are what it is. Sometimes it’s supply and demand in some areas. You need to understand that, “I can lock this up higher. There’s nothing lower than this on the market.” People are going to go after.

As you said, it’s trying to get your acquisition manager or team member to think like you, to see it as you would, if that is your specialty. You bring up a great point. There are different factors. It’s not always the repair and the square footage. It may be the school zone, the seasonality, or what point of the year it is. There are many things. It’s just spending that time with them.

I wasn’t as structured as you but we did it on a one-off. We use a communication platform. Our company uses Slack. Anything that has a question for every day, we are looking at A-property or so together, I’m giving them some feedback. He’s taking notes, and you have to keep pouring into them. That’s why it’s important to have an employee that’s going to be here for the long haul because if I spend all that time with them and he’s going to turn around and jump ship the next month, then I have lost so much time and energy. Pouring that time to help him see things as I would.

He’s in Mexico. What’s he going to do? Start his own company? He wants to live there. That’s the lifestyle he wants but he wants to also work with you. You provide this perfect opportunity. He wants to keep this job because of the employee mindset, and that’s huge.

The coolest part is training our new hires now. He’s listening to their calls.

Honestly, how much time do you spend in your wholesaling business a week?

These days not much at all, five hours a week.

Are you going to do over a million dollars?

Yes, for sure. We are already close to $800,000.

Not only that, you are unique because now, in Atlanta, you are the hub of bringing all the best real estate investors together. Talk to me about your REIA meetup.

REI Live Atlanta, we’ve just kicked that off. We’ve had great events and turnout. The whole focus is to bring a great quality speaker, a national speaker, a national coach, such as yourself, at least every month. It’s one meetup a month where we are looking to give people the members value to educate and instruct them on how to act and make money in real estate. This is the monthly meetup that we are doing, and people can check it out.

How do people find out about it?

Go to @IAmBBarnes on Instagram or Facebook, and you will see the link there or #REILiveAtlanta is a way that they can see it. We do all the posts with that same hashtag, so they will see all the events that are coming up.

I’m here in Atlanta, and we had an event, and I can’t tell you how many people came up and told me that they were doing deals. You go to some of these meetup groups or real estate investor associations, and it’s a lot of people that come around but they are not doing deals. This is not that. This group has an amazing energy to it. They are extremely welcoming. If you are in Atlanta, it is a must to go to these meetups once a month.

You rocked it. We had a full capacity crowd of over 150 people. It’s a great event. Again, I’m trying to give back the same way that you gave back to me, so I can instruct other people how to make money in real estate.

WI 329 | Wholesaling Business

Tell people who are starting or are doing a few deals but haven’t taken that leap to where they’ve got that seven-figure business, what evolution did you go through? From the guy that was making $80,000 a year doing this to the guy making none.

The biggest point I’ve said this a few times, I had to fire myself. I had to get out of my own way but there’s a great book, The Qualified Self, a guy talked about that. That was a book that I read around that period. It was like, “I got to take the plunge. Go and get out on my own way.” Once I take myself out of the business so I can focus on it, then all the business operations still need to be working without me. They are going to be getting done at a much heavier pace without me because I’m going to be scattered in so many different directions.

Firing myself as an Acquisition Manager was the biggest step. It was a good week back a few years ago if I made 10 offers in 1 week where our target is 50 each and every week. Once we get that follow-up automated like the deals are in the database. Everybody knows that. Once you get that automated, you should be able to take off.

It’s building up that momentum but most importantly, it’s building your lead pipeline to where now you get that consistency every single month that you are closing because timelines are different for everybody. That’s why you got to pack it all in. Also, you have to remember it to see how many leads or offers you need to make to get a deal because once you get that deal, it doesn’t just replace one lead that you have. It replaces whatever it is. You need twenty leads to get a deal. You’ve got to get twenty more leads to get another deal. It’s not 1 to 1. It’s 1 to 20, 50, or whatever it is. It’s knowing your numbers there.

I always tell people about the acquisition manager part and the following up because the leads are going to be there. That’s on autopilot. That’s because of the TTP. We have no issue generating leads because of your proven system. I take that for granted. If the readers aren’t talking to people on a regular basis, then you got to start because that’s going to automate that lead generation, and then that follow-up is where I’ve focused our attention. Following up and making offers, that’s when we took off. For most people with TTP in place, everything else was good.

The number one guy here. Thank you so much for being on the show, as always. If people reach out to you, is it best through Instagram?

Yes, at @IamBBarnes. That’s the best way to find me.

If you guys are interested in joining the most proactive group in real estate investing, go to WholesalingInc.com/TTP, scroll down because you are going to go through dozens of testimonials. Nobody has more testimonials on success stories than TTP. If it feels good in your gut, then press the button, and sign up for a call. It will be the best call of the year for you. I look forward to working with you personally. As always, I encourage everybody out there to Talk To People. Until next time guys, see you.

 

Important Links

 

About Brent Daniels

WI 329 | Wholesaling BusinessBrent 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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