In the wholesaling world, you don’t have to be an expert to make it big. The inspirational story of today’s guest is solid proof that as long as you know what you want, you work with the right mentor, you are persistent, and you give it all you got, you’ll be able to take the wholesaling world by storm.
Dan Green is a rockstar rhino from Jacksonville, Florida. While a licensed real estate agent, Dan’s wholesaling journey has not all been all sunshine and roses. He barely closed deals, he went broke, got evicted, and stayed in a friend’s couch for 3 months. Fortunately, giving up is not in Dan’s vocabulary. Rather than feel sorry for himself, he worked hard, joined the TTP program, remained steadfast, and gave it his all. Fast forward to today, Dan is enjoying the fruits of his labor and has earned over $300,000 in revenue in just one year!
If you can’t wait to dominate the wholesaling world, don’t miss today’s episode. You just might find golden nuggets that will make 2020 your best and most profitable year yet!
From Zero Deals To $300k In Revenue In ONE YEAR With Dan Green
I have with me an incredible young man from Tampa Bay, Florida. He is going to take us on his whole story of how he went from not doing any deals to doing over $300,000 in 2019. It’s going to be an incredible story. It is my pleasure to introduce everybody on the show to Mr. Dan Green. Say hello.
What’s up, everybody?
Welcome. I’m excited. Dan came here. He is in Phoenix. He is in my office spending the day with some incredible people. It’s been great being able to share and learn more about your story. Let’s tell everybody your story. Let’s start from the beginning. Who is Dan Green?
I’m originally from Jacksonville. I moved to Tampa to do wholesaling. I didn’t have any crazy reason like, “The market is this and that.” It was just a feeling, “Go there, do this, and you’re going to do great.” That’s what happened. I was in Jacksonville then I moved to Pensacola. That’s why I got my real estate license and became a real estate agent. I did a couple of deals. I didn’t know what I was doing. I went broke. I got evicted out of where we were staying. I had to move back to Jacksonville. I stayed with a friend on his couch for three months.
I’m like, “I want to take some time to learn this thing that people are saying you don’t need any money or any credit to flip a house and make a lot of money. I’m going to go to Tampa and get it done.” Those three months on that couch, that’s what I did. I left after three months and came to Tampa. I was like, “I know a little bit. I still don’t know what I need to know but I’m going to do it.” I jumped in and made a bunch of mistakes and years later, here I am.
You started when you were 21 or 22. You hear about this thing called wholesaling. What brought you to real estate?
I felt I was supposed to be doing more. I got a creative, innovative mind. I felt like working a 9:00 to 5:00 couldn’t utilize it. I felt dead. I was, “What can I do where I’m responsible for how successful I am in my life? How much money do I make this year? What can I do?” Real estate was the first thing that caught my eye. I want to get into the real estate investing world, but I didn’t know how to. That’s when I did the agent part. I’m like, “I still don’t want to do this but this is going to be the vehicle that’s going to drive me to where I’m trying to be.”
You are responsible for how successful you are in life.
You were smart. I got my license and I did it for ten years. You’ve got your license. You did it for a few months. I got my license in 2004. It’s smart that you bring up a good point there. A lot of times, we feel we have to be a realtor first to understand what we’re doing in this business. When you strip back everything and look at the fundamentals of sourcing great deals, it all comes down to those quality conversations with distressed property owners. They don’t teach you that in real estate school. Those three months you’re sitting on the couch, what’s going through your head?
I got a crazy background. I haven’t always been in a straight line. I went through some tough times as far as legal stuff. I want to find something that’s similar to what I already know, something that I can hustle at and do because of my hustle. I got a lot of hustles. I got a lot of persistence. I know how to make something out of nothing. This seems like that. I want to try to give it a crack. It is like the same thing almost.
From the hustle standpoint, if you are starting out, you don’t have a big budget. You don’t have a huge network of people that know what you’re doing or supporting you. You still go out every single day looking for opportunities. You stay consistent with it. You’re going to win.
When I first started, I did not know how to get a deal. The only thing that I knew was if I keep looking, I’m going to find one. I didn’t know how to formalize how to get a deal. I’m looking on Craigslist. Some mornings, I’m looking here or at Zillow. I’m doing this and that. I was the deal finder, but I was hustling every single day. Maybe less than my first year, I probably spent less than $2,000 the whole year and made $100,000. Everything that I got did not come from marketing. It came from me going out there and looking for stuff, knocking on doors, doing whatever I had to do, and talking to people.
What were you doing? You were knocking on doors. Who would you talk to? Would you try to get referrals? Were you talking to people to send you deals? Were you going direct to the seller?
My first deal came from Facebook and it’s crazy. As I said, I spent three months on the couch. When I came to Tampa, it was like, “I’m going to do this, but I still need some money in my pocket.” I work this job. I said, “I’m going to work this job for three months. I’m guaranteed for three months, as long as I show up on time. I’m going to show up on time. I’m going to learn this some more while I’m doing this when I find a deal.” Every day at that job, I’m on Craigslist and Facebook. I came into one of the local Facebook groups that we have. I’m looking at it every single day.
There’s this investor on there. He’s like, “I need you to wholesale this deal for me.” I had tried to do two deals before that fell apart. I jumped into it. I didn’t know what I was doing. I learned a ton in those first two deals. When he put the deal up, I’m like, “I can move that.” I had one buyer that I ran into when I was driving for dollars. I’ve seen a guy with a Porsche at a beat-up house. He’s got to be a buyer. I got his phone number. When he put that deal out there, I messaged him and got the rest of the details about the property. I shot it over to the guy. In 30 minutes, I had it. I only made $3,000 there, but that was the best $3,000 I ever made in my life.
The first deal going from believing you can do it to having income in your hand, in your pocket, in your bank account, from your efforts makes the whole thing. You understand that it’s real. You went from $3,000 and then made another $97,000 in a year.
This is how it went. When I got that job, I was guaranteed three months. I’m like, “I’m going to work this job. On that 90th day, I want them to tell me I’m fired.” That’s my goal. I do not want a job after these 90 days. On my 90th day, I closed it, I got fired, I left, I went to pick up that check, and I have not had a job since. That year was like, “That’s real. That’s weird. What do I do? I got to do something.”
I’m talking to people. I’m on Facebook every day because my first deal came from this. I’m going to keep doing it. I got on Offer Up. I got three deals from Offer Up. I’m looking on Craigslist. I’m getting in my car, driving for dollars. I’m getting out of the car, knocking on the doors, and going to the neighbor to say, “Do you know about this house right here? Do you know about this, that, and the third?” That’s how it came along.
I’m going to get a lot of comments on the YouTube channel. If you guys are reading this and want to watch this, go to YouTube, Brent Daniels – Real Estate. You can check it out. What do you mean you got three deals from Offer Up? You went on Offer Up and people are trying to sell properties?
I was on Offer Up back in 2017. I’m looking for people who are selling houses on Offer Up. I see one guy who had the lowest price in there. He wanted $60,000 for it. I hit him up and I said, “Is this still available?” He said, “It’s still available.” I put it in Zillow quick. Zillow had it at $90,000. I’m like, “Let me see if I can get them down.” I talked to him. I went out to the house and he told me, “I have cancer and I need this surgery. I need this money. I’m selling this house so I can move in with my girlfriend. We can have this money to support this. I can get the surgery and stuff like that.”
You can have all the motivation and desire, but it doesn’t matter if you don’t do anything about it. You got to take that leap of faith and do something.
This is a deal based off of being a rental. We made that deal happen like that. I found it from Offer Up. He was going through some deep problems. He had a big pain. He needed money and he had cancer. It’s like, “I’m helping this guy out.” I made $8,500 from that deal. That was the third deal that I did on my own. That’s how that one came from Offer Up.
There’s a theme to this though. You are being proactive every single day. You’re growing to the point where you want to go next step until you get to that million-dollar mark. Start working on it, not in it. It’s cliché. He wants to make sure that he’s not always hustling every single day to find these deals. You still have that in you, but you want to build a business where it serves you, which is huge. This didn’t cost you anything.
This wasn’t a huge marketing budget. You were thinking creatively like, “How do I find people that will take a discount on their house? How do I find distressed property owners? How do I find somebody that I can help solve their problem?” That’s what you did. This guy had cancer. He needed money. It’s interesting because we come across it often that their health is not great. The number one thing they care about is their health. They want to feel good again.
They have all this stress from this house that’s all beat up. They need money. They feel financially strapped. They’re going through this difficult situation. You come in and a couple of weeks later, that’s off their plate. They’ve got money. They’ve got this better situation. They can focus 100% on what’s going on with their health. It’s a huge thing. Maybe you take it for granted or don’t understand it if you’re a healthy person. When you’re not healthy, that’s the only thing that you think about.
Especially when your life is on the line. I don’t remember what he had to get done. Whatever it was, it was like, “I can lose my life if I don’t do this”
You joined TTP. Out the gate, you were like, “I’m going to hire people and get staff.” Let’s talk about that.
When we came on the TTP, we were already doing cold calling. I felt there was something I was missing. I was like, “What do I do? I’m calling, getting deals, and stuff.” I made $40,000 on my first cold calling deal. That was crazy. I always wanted a cold call from the beginning but I didn’t know where to get numbers and all that stuff from. I found out about Mojo. I’m cold calling and stuff. I’m getting the deals and I’m like, “I still feel I’m missing something.”
I come across this podcast or this YouTube video one day with this guy. He’s talking all about cold calling people. I have no patience. I can’t wait. I don’t want to send out direct mail and wait for you to call me back. I want a yes or no now. I found this guy and he is on the same type of time I’m on, so I’m listening to him. I think that joining this program that even though I’m already doing, it will be something that I take away from this. That’s going to take me to the next level. That happened. When we joined in September 2018, I had only made $100,000 each year. We’re not even done with 2019 yet. I’m already at about $300,000. I appreciate that.
Let’s do this because we’ve got the victory bell for $300,000. He gets to ring it himself. Almost all of that is cold calling. You’ve got 3 or 4 callers in the Philippines. We talked about this early. You have an interesting way in filtering out your people. You want to make sure that they sound as American as possible.
I take a lot of time when it comes to hiring and finding my cold callers. I’ll go through 40, 50, 60, and 70 people to hire 1 person. I don’t want to be able to tell you that you are overseas. I want you to sound like you’re an American because when a lot of people are hearing that accent, that’s a red flag automatically. “Is this a scam? Get off my phone.” They hang up.
We get calls all the time about the IRS taxes and it’s somebody that has a Filipino accent or has some accent. As soon as you hear it, you have that reflex to stiff-arm that person or hang-up is strong.
I make calls once a week. They listen to me for an hour. Every week, I have one hour sit for them individually. I coach them on how to talk. If you’re pronouncing something wrong, anything that I can do to get you from here to here when it comes to your language, accent, or whatever it is. That is crazy how much they hang on as soon as they hear that. I tell my cold callers, “Don’t take offense if I’m telling you, you don’t pronounce that word like that or you don’t do this. It’s just that a lot of people hire people in the Philippines to do scam work. It doesn’t have a good reputation.” I spend a lot of time with them on that.
If you do what you always did, you get what you always got. If you want something different, you got to do something different.
Not only that, they want that help. It makes them better. A lot of these people are college-educated. They have degrees. It’s just the economy there doesn’t support a huge workforce, so they have to do other jobs. Outsourcing your calls to them is an opportunity for them to, one, have a consistent job. You’ve had somebody for over a year. You keep getting new talent. It’s brilliant. You told me the one that you have that’s been with you the longest, you get them to post on their Facebook to find other people that are like them. That’s genius.
That’s exactly what I’m looking for and what I want. When they get their people, it’s like, “They may like him. They may not like him when they sent over their voice recording.” We go from there and I found some pretty amazing people this time around. I had to let go a lot of my cold callers because I wasn’t giving them the time and training they needed. They were not producing as well as I wanted them to. A lot of them got burnt out. I got to let them go. Now I’m starting all over. I’m taking my time and dedication. I want to spend a lot of my time on it.
It’s paying off. Tell me the structure of your company. You’ve got four callers making calls. You’ve got you.
I have the four callers. I’m trying to get to five hopefully. I have an interview later. I’m trying to have two more next week. I have my acquisitions manager who is slowly transitioning to disposition manager. We’re actively looking for an acquisition manager. On the front end, it’s us two. It’s a pretty heavy load. That’s why I’m here with you. We’re talking about how we can hire more people to get the process going better in the direction that I wanted to go in for.
The four cold callers are affordable. You keep a lot of your money. I remember the welcome call that I had with you. You’re like, “I have no interest in making $1 million and only keeping 10% of it. I want to keep as much money as possible.” It’s a smart business mindset. Some people go and want to spend. I almost have to push you to spend.
A lot of people focus on gross. It’s not about gross. It’s about what you take home. That’s what I’m focused on. Gross is a showcase. That’s just the, “I’m the big guy.” What you take home is what matters. That’s what I’m focused on. That’s why I love TTP. I love cold calling because I don’t have to wait for answers from anyone. I don’t have to spend a ton of money on it. I get results quicker.
If there’s talent in Tampa Bay that’s reading this, how do they get ahold of you to see if you’ve got opportunities to grow and to be part of your team?
I’m active on Instagram. It’s @MoneyManDan____. That’s where I spend a lot of my time.
Send him a message if you are in Tampa Bay. If you feel you’ve got some talent, you understand his personality, what he’s looking for, you’ve got an unbelievable work ethic, and you love talking to people, reach out to him. Give some advice to people. Maybe they’re the guy on the couch. They have that burning desire inside of them to not have a 9:00 to 5:00, to be creative, and to be an entrepreneur. They have that, but they need a little bit of push to take action.
You can have all the motivation and desire and it burns right here. That’s where you feel it. It doesn’t matter if you don’t do anything about it. You got to take that leap of faith and do something. I’m not going to tell anybody to quit their job like me in my situation. That day, I did not do what I was supposed to do at that job except show up on time. I knew that was all I needed for three months. They would have to fire me in 90 days and I wouldn’t have a job. I risked it all. I only had $1,500 in my name when I got fired from that job. I had $3,000 from the deal.
I didn’t have a lot. I had bills. I had this, that, and the third. I’m willing to risk it all now that I know that is real. You got to be willing to take action. It doesn’t even matter how much it burns and how much motivation you got if you don’t do anything about it. My grand told me this. It took me forever to get. It’s pretty simple. “If you do what you always did, you get what you always got. If you want something different, you got to do something different.”
If you don’t have a big budget, that doesn’t matter. Get in your car, bicycle, skateboard, or whatever. Go and take down the worst addresses in the neighborhood. Find these people. Talk to them. Tell everybody what you’re doing. You got to get out there and talk. It’s going to come to you. Craigslist, Offer Up, and all these things that are available to us on our cell phones. We have these apps, websites, and stuff where people are selling stuff and posting ads.
Do whatever you can. Do something. You can’t sit around and think about it. Tuning in to this show is great, but it’s not going to get you anywhere if you don’t take action on the stuff that he’s telling you. All this great information that he’s telling you, that the Wholesaling Inc tribe is telling you, and that I’m telling you, it’s good, but if you don’t do anything, you’re not going to get anything.
If you’re reading this for the first time, there are a ton of resources down below. You could check it out so you know where to get the numbers and the resources to be able to get the information for the people that you see on the street. It’s all laid out for you. There is no excuse. The only thing that you need to do is take this instruction and advice that Dan is given you. Take action. Talk to people. Pick up the phone and have that conversation. Step out of your comfort zone and talk to people. Everything that you need is on this channel and show. You cannot lose if you take action and you’re consistent with it.
I want to say thank you. I appreciate you for being on here. You’re incredible. Thanks for flying out here and spending time with me. It has been my honor, my pleasure. For anybody out there that is interested in joining the most proactive group in real estate investing, go to WholesalingInc.com/TTP. Check out what the program’s about. Check out all the testimonials. If it feels good in your gut, then sign up for a call. I look forward to working with you personally. Until next time guys, I encourage you to talk to people. See you.
- Dan Green
- Brent Daniels – Real Estate – Youtube
- Offer Up
- Mojo Dialer
- @MoneyManDan____ – Instagram
- Be Sure to Join the Wholesaling Inc. Facebook Group
About Cody Hofhine
Cody Hofhine, a multiple Inc 5000 Business Owner. Co Founder of Wholesaling Inc. the #1 Real Estate coaching program across the nation. Co Founder of Joe Homebuyer the leading Real Estate Franchise. A successful Real Estate investor/mentor and sought after Speaker.
Cody has coached over 3 thousand students on how to successfully Build their Real Estate Business through his real estate training as well as help individuals perform at their highest levels with his one-on-one mentoring.
Cody used his background in sales to quickly build multiple 7 and 8 figure Real Estate Businesses that all start on the foundation of clarity or Vision and Purpose.
Cody loves being with his family and doing crazy tricks behind a boat.